Wed.Mar 31, 2021

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What I Learned Talking to 53 Sales Managers

Sales Readiness Group

Last week, I surveyed 53 sales managers, asking them, among other things, what essential skills their top-performing salespeople possess. Okay, it wasn’t an actual survey. Our team at SRG recently completed rolling out a sales training program from a large sales organization, and I was reviewing my notes from interviews I had with frontline sales managers as part of the customization process.

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Referral Selling Insights: Q1 Roundup

No More Cold Calling

Here’s what you might have missed this year from No More Cold Calling. If you were asked last year how your day was, your answer would have been: “It’s 2020.” That said it all—at least for businesses that were negatively affected by the pandemic. Their clients weren’t returning calls, and budgets were constricted or put on hold. They freaked out. Too many companies accelerated what they knew—send more and more emails—knowing that strategy was never really successful, even in the best of times.

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Changes Afoot for Incentive Travel Programs

Sales and Marketing Management

A full recovery is expected at some point, but the look of group travel may be forever changed. The post Changes Afoot for Incentive Travel Programs appeared first on Sales & Marketing Management.

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How to ice cream boomerang the best out of your sales team

Membrain

Outstanding coaching can be the critical multiplier for any team. Kjell Enhager would know. He’s a globally recognized coach who works with corporations, orchestras, actors, and world-class athletes in golf, tennis, skiing, horseback riding, and hockey.

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Streamlining Salesforce for Maximum Impact: A People-Focused Pocket Guide

Step inside the world of Salesforce consulting, stripped of fluff and jargon. Our guide provides a detailed exploration of five key success criteria, complete with actionable steps for immediate implementation. Elevate your Salesforce investment with insights on goal setting, system design, core object utilization, user adoption, and crafting a system tailored to your needs.

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The Adapter’s Advantage Podcast: Episode 22 Featuring Rhomes Aur

Allego

Welcome to The Adapter’s Advantage : Breakthrough Moments that Lead to Success. In episode 22, Rhomes Aur , CEO of First Horizons Advisors, shares insights on achieving the right kind of growth, the role of financial services companies in serving communities, and the opportunities of virtual selling. Listen and Subscribe Now: Apple Podcasts | Google Podcasts | Spotify | TuneIn.

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4 Ways to be a Better Listener in Sales Conversations

Richardson

Those who possess good listening skills know it requires more work than talking. They know that the effort is worthwhile because when someone realizes that they are being heard, they feel encouraged to continue talking. This dynamic has major implications for sales professionals attempting to learn about their customer’s needs. Good Listening is Not Passive.

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Our Latest Podcasts: Improve Seller Skill Sets

Force Management

Our March episodes focused on key steps in the sales process. Help your salespeople improve their ability to execute on selling fundamentals like, influencing decision criteria and selling higher. Listen, and share with your managers, front-line reps and BDR/SDR organization to help them improve front-line execution over the next few sales cycles. Find each episode on your favorite podcast player, so you can easily download, listen and share.

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Are you Keeping Track of your Current Customer Relationships?

Lead411

Keeping track of your current customers may seem easy, and more of an “inside sales team’s” responsibility. The truth is, it is not as easy as it appears. As a sales contract moves through an organization, it can pass through many departments. These departments may include sales, customer service, research and development, quality control, accounts payable, executive teams etc… There are CLM (Contract Lifecycle Management) tools out there to keep track of the various

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Nimble CRM Was Built for Salespeople Who Hate CRM

Adaptive Business Services

Which pretty much makes all salespeople. However, it’s true. Nimble CRM is built for salespeople. While it will do some sales managery things, it’s really not built for managers and particularly for those who are data and report driven. “ Sacrilege! ” you say. “How can I manage my salespeople without my reports!?” “News flash!” , says I. If they won’t use it, or use it properly, you will have either no data or flawed data which makes this … a moot point.

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How to Improve Email Deliverability and Optimize Each Send

Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.

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Do You Share Stories?

Pipeliner

Long before my sales career, a marketing genius advised me to share my stories with those I encounter as if we are long-time friends. Years later, a popular public speaking class said the same. The course was during my second month of selling, and I was a nervous wreck. Not permitted training because I was an unwanted female employee, I had to improvise on my own.

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On Pricing, Discounting, and Value

Partners in Excellence

There are two retailers I’m fascinated with. One is LVMH. It’s a collection of some of the most prestigious consumer brands in the world. They call each of the brands, “houses.” They have brands like Tiffany, Bvlgari, Fendi, Louis Vuitton. All are premium priced and have the brand image of the most expensive, prestigious brands in the world.

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How Guru Changed The Way I View Employee Onboarding

Guru

When I read a Gallup poll that claimed 88% of employees feel that their employer did a poor job with their onboarding.I wasn’t surprised. Between my own experiences onboarding at companies and what I’ve heard from friends and family, I know how rough it can be. Forgotten names and start dates, near-broken equipment, outdated paperwork, endless meetings–the “bad onboarding experiences” list goes on and on.

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Prospecting Post-Covid

One of a Kind Sales

As we start to see the light at the end of the tunnel, I wanted to provide you with some tips for prospecting post–covid and on how to re-engage prospects as the pandemic starts to wind down. First, let me congratulate you on weathering the storm! This has been a stressful time for all of […]. The post Prospecting Post-Covid appeared first on One of a Kind Sales.

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ABM Success Recipe: Mastering the Crawl, Walk, Run Approach

Shifting to an account-based marketing (ABM) strategy can be both exciting and challenging. Well-implemented ABM motions build engagement with high-value accounts and drive impactful campaigns that resonate with your audience. But where do you begin, and how do you progress from crawling to running? Watch now as Demand Gen experts delve into the essentials of each stage of the ABM process.

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Sales Motivation: 9 Tactics For a Motivated Sales Team

Chorus.ai

What motivates us? It’s a question we rarely ask ourselves. You might have read Steve Jobs’ biography four times cover-to-cover or have a motivational sales quote or two on your coffee mug. Beyond that, our motivation often feels like something slightly vague, even to ourselves. Are we sweating toward our sales target for the bonus? For kudos from our boss?

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5 Best Practices for Product Configurators

Atlatl Software

There is a lot to think about when building a 3D product configurator. Not only do you have to consider what features will be showcased and how the tool will fit into your buyer’s journey, but you also must consider how to design and implement the configurator so that it adds value without weighing down the site or overwhelming the customer with tools that aren’t easy to use.

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14 Deadly Sins of Ineffective Account Reps

Selling Energy

“ Is what you’re doing now working ?” This is one of my first questions I ask struggling salespeople. If it isn’t, then a change might do you some good. Here are sales habits that I recommend breaking as soon as possible.

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Are You Keeping Track of Your Current Customer Relationships?

Lead411

Are You Keeping Track of Your Current Customer Relationships? Keeping track of your current customers may seem easy, and more of an “inside sales team’s” responsibility. The truth is, it is not as easy as it appears. As a sales contract moves through an organization, it can pass through many departments. These departments may include sales, customer service, research and development, quality control, accounts payable, executive teams etc… There are CLM (Contract Lifec

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Salesforce’s 8th State of Marketing Report

Discover today’s biggest marketing trends in the 8th edition of Salesforce’s “State of Marketing” report. Salesforce surveyed 6,000 marketing leaders worldwide to discover how marketers are: Embracing AI to operate more efficiently Removing silos and leveraging AI to enhance the customer experience Innovating to meet evolving customer needs Preparing for the retirement of third-party cookies By submitting this form, you agree to have your contact information, including email, passed on to the sp

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The Virtual Selling Skills You Need [Research + Tools]

RAIN Group

Note: You can download this article as a PDF to save it for later! Developing relationships, collaborating online, leading virtual sales conversations, gaining and keeping attention, leveraging technology, making the ROI case, delivering value—these are hard to do regardless of the sales and economic environment. But, do these become more difficult when selling virtually versus face-to-face?

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Revelation Project, Problems Women Face in Modern Society (video)

Pipeliner

In this Expert Insight Interview, Monica Rodgers discusses the Revelation Project — a mission to disrupt the status quo and activate inner transformation, giving women the tools and guidance to reveal, remember, reclaim and reframe their rightful place as emerging and powerful leaders in the world. Monica Rodgers is a serial entrepreneur with over 30 years of business experience and current president of Revelation Media.

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What 10 Hours of Ted Lasso Revealed About Choosing the Best Online Training Platform

Lessonly

I caved. I did what friends have been recommending for months. “Watch Ted Lasso ,” they said. “You will love it.” I hardly ever watch TV, let alone binge watch a show, but I watched all 10 episodes of Season 1 in five days. Yep, that’s two hours of Ted Lasso a night for almost a week. And I have no shame about it because it’s that good. At a high level, the show is about an American football coach, Ted Lasso , who takes a job across the Atlantic Ocean with AFC Richmond, a soccer team in the Engl

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10 Skills Every Sales Development Rep Needs to Master in 2021

LeadIQ B2B Sales Prospecting

To help combat the struggles SDRs face, we’ve laid out the groundwork for success by compiling ten skills all SDRs should master to get the best results possible in their role.

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How Intent Data Helps Marketers Convert A-List Accounts

One of the biggest challenges for any B2B marketer is understanding your prospects’ next move — who is most likely to buy and when. Without these insights, marketing campaigns can feel more like guesswork, with high investment and little return. We’re here to tell you there’s a better way. By tracking buyers’ digital footprints and online activity, such as website visits, product reviews, and spikes in content consumption, you can engage prospects with a message that really resonates.

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Objections: How the Pandemic May Impact Your Customer's Sales Objections | Chris Mele - 1427

Sales Evangelist

Sales objections happen all the time but with the health crisis today, it’s a standing question of how the pandemic may impact your customer’s sales objections or how it has already impacted them. Join Donald Kelly and Chris Mele as they talk about the pandemic, customers, and sales objections. Being in a software company means that the people you’re working with are former executives from other software companies as well.

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Key Tips for Inside Sales Success You Can’t Ignore

OutboundView

Inside sales is a dominant sales model in high-value SaaS, tech, and B2B industries. It involves handling sales remotely where reps mostly work inside an office or in a shared office environment, unlike outside sales reps who are traditional field reps that travel to meet clients. Inside sales reps typically use online technology, phone, or email to identify, nurture, and convert leads into customers.

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Objections: How the Pandemic May Impact Your Customer's Sales Objections | Chris Mele - 1427

Sales Evangelist

Sales objections happen all the time but with the health crisis today, it’s a standing question of how the pandemic may impact your customer’s sales objections or how it has already impacted them. Join Donald Kelly and Chris Mele as they talk about the pandemic, customers, and sales objections. Being in a software company means that the people you’re working with are former executives from other software companies as well.

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Why Historical Data is Important to Your Forecasting and CX Strategy

SugarCRM

“Whereof what’s past is prologue; what to come, in yours and my discharge.” — William Shakespeare, The Tempest. Looking Back to Move Forward. There’s a piece of wisdom common to many times and many civilizations: In order to determine your fate and understand the future, it’s necessary to learn from the past. That wisdom applies just as much to the fast-paced contemporary digital marketplace as it has to other epochs in history.

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Retail Tech: Empower Associates, Optimize CX, and Boost Productivity

Speaker: Andrew Regan, Managing Partner at BlueSeed Retail Ltd.

Did you know that 70% of new retail technology fails to deliver expected benefits and can often decrease customer value, service, and experience? With that in mind, how can we empower our store associates to leverage new technology to optimize the customer experience and boost productivity? This exclusive webinar with Andrew Regan will dive into strategies to empower retail associates for success with new technology.

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Objections: How the Pandemic May Impact Your Customer's Sales Objections | Chris Mele - 1427

Sales Evangelist

Sales objections happen all the time but with the health crisis today, it’s a standing question of how the pandemic may impact your customer’s sales objections or how it has already impacted them. Join Donald Kelly and Chris Mele as they talk about the pandemic, customers, and sales objections. Being in a software company means that the people you’re working with are former executives from other software companies as well.

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Scratchpad Command Empowers Revenue Teams with the Fastest Way to Access and Update Salesforce from Any Web App—for Free

SBI

Scratchpad Command: the Fastest Way to Access and Update Salesforce. Breakthrough Innovation Helps Account Executives Update Salesforce Notes and Manage Deals in Real Time Across Existing Sales Tools, Websites, and Online Communities. San Mateo, California – Mar. 31, 2021. Scratchpad, Inc., pioneer and leader of the workspace for revenue teams, today announced the availability of Scratchpad Command, unlocking the fastest way for salespeople to access and update their sales notes, tasks, and Sale

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Dedicated Follower of Fashion? Why Your Presentations Skills Need A Capsule Wardrobe

Eyeful Presentations

We’re all influenced by fashion (yes, despite appearances, even me). It might be the promise of long sultry summer days that prompt us to make questionable choices (Hawaiian shorts never work, not even in Hawaii) or the influence of the crowd (leg warmers, anyone?). Whatever the reason, fashion has a lot to answer for. The world of presentations is not immune to the vagaries of fashion.

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