Wed.Jun 03, 2020

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5 Ways You Can Leverage Sales Leadership to Close the Sales Gap

Steven Rosen

Unleash the 10X Factor to Close the Sales Gap. Do you want to close the sales gap? Doing nothing is not an option! Businesses are starting to open, which hopefully is a good thing. You are still responsible for generating your company’s revenue, and your colleagues are counting on your efforts and that of your entire team. Now is the time to get sales on track.

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What do you wish salespeople would stop doing?

Membrain

Ask anyone on the street what they wish salespeople would stop doing, and there’s a good chance they’ll have a long list. But we wanted to know what the experts in the industry think.

Industry 147
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You Need To Trust You

The Pipeline

By Tibor Shanto. Now that almost all of North America is back on the path to complete reopening, the hype machine is about to go into overdrive. As people ascend from their quarantine, fix up their hair, and realize their sales, or specifically quota retirement, needs attention. The tendency will be to go to all the usual sources, usually determined by volume, not quality.

Sage 361
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How to Create an Effective Cross-Cultural Training Program

Sales and Marketing Management

Author: Peter Palladino The world has become one global village, thanks to technology. In this regard, a company can have offices and business associates in different countries across the globe, and with this comes the need for staff to travel internationally or even relocate to a new country. . Though technology has brought people together, the cultural differences gap has not narrowed, hence the need for cross-cultural training programs.

Training 218
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How to Stay Competitive in the Evolving State of Martech

Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr

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How CEOs Drive Impactful QBRs

SBI Growth

Usually, QBRs look at the past and use it as a way to guide the future, but that needs to be different now. Looking at the past and recapping the news is not as relevant right now, things are changing.

Revenue 195

More Trending

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Boost your marketing automation platform with company information

Vainu

Lengthy lead capture forms are as off-putting as bad breath and pit stains on a first date. Good marketing requires a solid relationship between you and your prospects, so you want to make the “getting to know each other” process easier and more fun. In the last several years, marketing automation has helped digital marketers manage and nurture these relationships at scale, but at the expense of extremely terrible first few dates.

Scale 93
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9 Rules for Competing for New Business

Anthony Iannarino

Much of the time, those of us in B2B sales find ourselves competing with a rival for a client. Someone wins, and someone loses. Because this is true, you have to play the game to win. Here are nine rules to help you compete and beat your competition. Respect Your Competition : One of the worst mistakes you can make when competing for business is underestimating your competition.

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Get Back on Balance Now

Engage Selling

After months of global pandemic responses, including economic shutdowns, everyone has been thrown off balance.

Strategy 113
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Email opens aren’t enough to measure prospect engagement

DocSend

How many times have you chased down an email open only to find out a prospect isn’t actually interested? We’ve all done it before: We’ve followed up with a prospect after they open our email, maybe even several times. By the time we realize these opportunities are dead ends, we’ve wasted a lot of time and energy. The problem with chasing email opens is that so much of the internal decision-making process happens after that point.

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Redefining the CDP: 8 Data-Driven Designs for Successful Customer Journeys

In this guide, discover 8 use cases for how a customer data platform can tackle common challenges faced by marketing, commerce, service, and sales teams. With helpful diagrams and simple explanations in each use case, see how Salesforce’s CDP, Data Cloud for Marketing, powers personalized, real-time experiences across marketing, with capabilities that include: Optimizing ad spend Powering dynamic website content Increasing upselling and cross-selling Resolving service cases with marketing data B

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7 Tips for a Winning Webinar

Anne Miller

Running a webinar is a great way to engage with your prospects and clients. Running a boring webinar is also the fastest way to lose those same people. Here are 7 tips to keep your audience’s attention throughout the session. Show value immediately. After you welcome people to your webinar, skip the small talk and long listing of your credentials that so many webinar presenters seem compelled to go through and go directly to how listeners will benefit from. the time they spend with you.

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Coaching the Sales Process: Overlooked Points in the CLOSE Step

The Center for Sales Strategy

Having a strategic sales process goes far beyond knowing how to close a deal. If your goal is to drive sales performance and increase revenue, stay true to a repeatable sales process that leads to predictable sales. The six steps of the Sales Accelerator lead salespeople from identifying a good prospect to developing a business relationship that results from the sale of your solution.

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5 Secrets to Attract and Engage Candidates Virtually during Covid-19

Pipeliner

In these unprecedented times, one thing is for certain. Companies will be emerging from the Covid-19 pandemic for better or for worse, but none will be the same. Times like these offer unparalleled opportunities for companies that are able to adapt to gain significant market share. One of the key indicators of adaptability that we are seeing is the ability to continue on with hiring and on-boarding during ‘stay at home’ directives.

Groups 84
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The Art of Staying Focused Under Pressure

criteria for success

Most people feel a lot of workplace stress and pressure these days. It’s a common thing among professionals in all levels of responsibility and hierarchy. It’s also the reason why a some employees make mistakes along the way. This is especially the case with salespeople and other occupations where employees have to act quickly and maintain good relationships with a lot of prospects or clients on a daily basis.

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ABM Evolution: How Top Marketers Are Using Account-Based Strategies

In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.

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4 Considerations for Serving the VISUAL Consumer

Atlatl Software

Creating Visual Experiences should be a natural part of the way you present your products. But in today’s age you need to think through how to do so in the digital environment.

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WEBINAR: The State of Sales Development with Morgan Ingram, Lindsay Frey, and Collin Waldrip

John Barrows

The post WEBINAR: The State of Sales Development with Morgan Ingram, Lindsay Frey, and Collin Waldrip appeared first on JB Sales.

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The Power of Optimism and Realism in Sales

Selling Power

Today’s post is by Jeff Seeley, CEO of sales and leadership training company Carew International. He is a frequent keynote speaker, columnist, and blogger. Find him online or connect with him on LinkedIn. Conventional wisdom tells us that, with a positive attitude, we can accomplish anything we set our minds to. But what if we’ve been misled? What if ignoring the bad and focusing only on the good is actually preventing us from reaching our full potential?

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WEBINAR: Think Outside the Script – Champion Mindset with John Barrows

John Barrows

The post WEBINAR: Think Outside the Script – Champion Mindset with John Barrows appeared first on JB Sales.

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Gone in 8 Seconds: Overcoming Buyers’ Shrinking Attention Spans

Speaker: Jake Miller, Senior Product Marketing Manager, Allego

Buyers are savvier, buying teams are larger, and new research shows that buyers' attention spans have dropped to just 8 seconds. This means that the old approach of blasting buyers with email-heavy, generic communications no longer works. Instead, buyers need to be surrounded with relevant communications and personalized, self-service content throughout their journey.

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The 10 Best CRMs That Integrate Directly with Outlook

Hubspot Sales

Though it feels like we are living in a Gmail-dominated world, there are other email clients being used. One of the most popular systems is Microsoft Outlook. As part of the Office 365 suite, Microsoft Outlook accounts for 8% of email opens and is the second-most popular desktop email application behind Apple Mail. Office 365 is used by over one million companies globally , so chances are you either send or engage with Outlook-managed emails on a regular basis.

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The Relevant Sales Leader

Xvoyant

By Rob Jeppsen. 5 min read. The Oxford English Dictionary defines “relevance” as “the state of being closely connected or appropriate to the matter in hand.”. The catalyst for compound growth isn’t more tools, training or people. World-class coaching enables leaders to be relevant to salespeople, helping them change activities, develop new skills, and improve performance.

Segment 62
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The Psychology of Sales: How You Can Close More Deals Faster

G2Crowd - Sales Blog

The human brain is striking.

Closing 128
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The Secret Recipe to Show Extreme Value to Your New Buyer: The CFO

Sales Hacker

The post The Secret Recipe to Show Extreme Value to Your New Buyer: The CFO appeared first on Sales Hacker.

Buyer 84
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The New GTM Playbook: 18 Ways to Future-Proof Your Sales Team

Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.

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How to Engage Your Email Distribution List During the Coronavirus Crisis

Nimble - Sales

With the coronavirus wreaking havoc on the global economy, maintaining a relationship with your audience is becoming more challenging than ever before. With 69% of brands planning to reduce their ad spend in 2020, attracting new customers will be more difficult for most; which means that to survive, companies will need to turn their focus […].

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“Product” Market Analysis vs. “Solutions” Market Analysis: 3 Key Differences

Product Management University

Market analysis is one of the first and most important steps in the success of any business, large or small, products and services. It offers a clear definition of WHO your target customers are, WHAT they value, WHY, and the competitive landscape you’re navigating. It also quantifies the revenue opportunities afforded to your business on an annual basis.

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9 Interview Questions To Ask Your Next Sales Rep

InsideSales.com

Sales Development reps (SDRs) have a reputation for knowing what to say, which can be tricky to evaluate correctly during an interview. As a hiring manager, asking the correct questions is key to assessing the potential and seeing how the candidate will fit into your organization. Here are just a few examples of SDR interview questions that you can use in your next recruitment process.

Hiring 58
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How to Succeed at Embracing Your Alter Ego – Episode 400! [PODCAST]

Sandler Training

Episode 400 features Mike Montague interviewing Todd Herman, author of The Alter Ego Effect, on How to Succeed at Embracing Your Alter Ego. The post How to Succeed at Embracing Your Alter Ego – Episode 400! [PODCAST] appeared first on Sandler Training.

How To 53
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Retail Reimagined: What It Means To Be An Innovative Retailer

Speaker: DeAnna McIntosh, Retail Growth Strategist

The past three years have forever changed the retail landscape. Companies of all sizes were forced to welcome change with open arms and surrender to total flexibility in order to be agile in the ever-evolving economic environment. In 2023, we are navigating inflation and its impact on consumer spending, various lasting side effects from the pandemic, and a looming recession in the back half of the year.

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5 Key Things to Keep in Mind for Re-Onboarding Employees After Pandemic Lockdowns

Bigtincan

If you have already read our 2020 sales onboarding guide, you are likely already using the best practices and advice therein. However, due to the Pandemic you now have people working from home, some slowly returning to the office, and others splitting time between the two. Some organizations have adopted remote work a long time […].

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Shopping for Sales Pros: Now is a Great Time to Optimize Your Team

The Brooks Group

It’s a buyers’ market right now – and talented sales professionals are among the available resources looking to prove their value to you. Swept up in the wave of unemployed Americans now out of work as a result of the COVID-19 pandemic are well-pedigreed people who have simply found themselves on the short end of the numbers game. For companies who have the resources to do so, or are bullish on their future, now is the ideal time to upgrade your sales talent in a bid to refortify for the “next n

Hiring 52
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The sales enablement career path

Showpad

While sales enablement has increasingly become a staple in today’s businesses, it remains a relatively new practice. Organizations are finding out that simply implementing a sales enablement program into their strategy isn’t quite enough; a team of professionals is needed to facilitate the process and ensure sales leaders and reps are following it properly.