Thu.May 05, 2016

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How Social Selling Got Me 21 Meetings in 2 Days

No More Cold Calling

Never forget that selling is social. The magic number is 21. No, I’m not playing blackjack. That’s the number of people I’m meeting for the first time at the Sales Innovation Expo in London this month. I’ve never spoken with any of them. I met them all on LinkedIn and Twitter. So, why do they want to meet me? Because we began a conversation on social media.

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Avoiding the ‘Just Another Vendor’ Trap

Sales and Marketing Management

Issue Date: 2016-05-05. Author: Michelle Cirocco, VP of Client Success, Televerde. Teaser: Some companies view their vendors as easily replaceable. If you’re in the business of managing customer relationships, you'll enjoy a strategic advantage (and a more mutually rewarding relationship) if you elevate your status to that of a valued partner.

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I’m Touched – Just Not Sure By What

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . I got an interesting e-mail last week that had me laughing and puzzled at the same time. It was from someone I had spoken to a total of once a few years back, it was all business, no personal aspect at all. At the time they were building a social selling tool, and wanted me to test drive it and ultimately promote it.

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Which of Your CIO Prospects Makes the Most Money?

DiscoverOrg Sales

As cybersecurity concerns intensify across the globe, CIOs have become increasingly visible and valuable. In some cases, the failure of a CIO to mitigate risk can cost a company a lot more than the lofty compensation packages they command. If IT departments are your prospecting focus, it might be valuable to know where the CIO you’re targeting falls in the Fortune 500 range of compensation – to gauge seniority, the value placed on security initiatives, and related budget.

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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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Is Instagram Poised to Become 2016’s Marketing Resource of the Year? Part 2

Increase Sales

Odds & Ends for Users. There are a few other minor tweaks to the Instagram platform that were recently added or I think would be beneficial. The app’s Explore tab has been going through a metamorphosis as the developers seek ways to better surface content for users. The most recent change being the addition of “Videos You Might Like”. How this works should be fairly obvious but for the curious, it feeds you videos based off of your connections and previous interactions.

More Trending

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Goal-Setting & Planning Your Way to More Efficient Time Management

Sales Result

Do you feel rushed? Overworked? Does it seem as if you never have enough time to get everything done each week? Did you answer “yes” to all or any of these questions? If, so keep reading for a few ideas on how to streamline your week and take back your time for you!

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A Sales Development Process Q&A with Chris Pham and Kevin Dorsey

SalesLoft

The sales development process is evolving, and power players like Birst’s Chris Pham and SnackNation’s Kevin Dorsey are helping lead the charge. Salesloft’s Kevin O’Malley spent an action-packed hour webinar with the two pros to hear some of their wisdom around outfitting a killer SDR team. Spring training has officially come and gone, and a new season is upon is to make sure we’ve got the right team, the right playbook, and the right sales development process in place to charge ahead with

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3 Keys to Building Effective Customer Relationships

Engage Selling

Building customer relationships is a lot like dating. It starts by testing each other out, building trust, loyalty and committing to each other’s promises – and over time, it becomes a long-term committed connection!

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Value Selling: Getting Customers to Buy at a Higher Price

Paul Cherry's Top Sales Techniques

Through value selling, sales pros need to demonstrate to customers that sometimes the higher price is actually a better solution. – a higher value! I know a long-married couple, Sam and Sarah, who have very different takes on value. Growing up wealthy, Sarah could afford to buy expensive, well-made shoes that would last for years. Growing up poor, Sam had only been able to buy the cheapest shoes he could afford – and keep on buying them, since they kept on falling apart within a few months.

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2 Retail Sectors That Are Completely Changing the Game: FMCG & Q-Commerce

Speaker: Joe Heather, Deliverect GM (UK&I) & Noah Hayes, Deliverect GM (US&CA)

Fast-Moving Consumer Goods (FMCG) and Quick Commerce (Q-commerce) are two vibrant sectors that have undergone significant transformations with the advancements in digital technology. With growing internet penetration and the proliferation of smartphones, consumers' purchasing habits have unsurprisingly evolved. They now demand quick, convenient, and seamless shopping experiences, which both FMCG and Q-commerce sectors strive to provide.

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Why salespeople love mobile (and you should too!)

Bigtincan

Like all of us, salespeople love using their smartphone or tablet. They’re easy to use, quick to access (no boot up time), and have a friendly format. We’ve all seen salespeople lean in with their customers over their tablets, building a better rapport while sharing materials that help them better sell their value propositions. But […].

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They Are Sill Marching – But Not to Our Drum!

Jonathan Farrington

Yes, it is true, customers and prospects are still marching, but they are no longer marching to our drum – by “our” I mean us sellers. They have wrestled the drum away from us and they are now organizing their own marches. They decide if, and when, we are invited to join them – except […].

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All Aboard! Enabling Growth through Faster Sales Onboarding

Cincom Smart Selling

Your first day on a new job! Is there a better feeling? If you switched from a lousy job, the world just looks better. If you were hired out of unemployment, a load is off, and the future is bright once again. It’s just a great day! You haven’t screwed anything up yet, and everyone still likes you. It will never get any better than day one on a new job!

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Why Salespeople Need to Negotiate and 10 Other Timely Sales Lessons

Understanding the Sales Force

Regular readers know that I have written more than 1,400 articles to help them better Understand the Sales Force. Some of the articles won awards. A few were stinkers. I intended for all of them to be very helpful and I believe they are. Over the years, some of my favorite articles were completely overlooked, getting relatively few reads compared with the most popular articles that were viewed by tens of thousands of people.

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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.