Mon.Nov 02, 2020

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Best Practices to Improve Your Telephone and Video Conferencing Etiquette

The Center for Sales Strategy

Clients calls, webinars, team meetings, staff meetings, one-on-one's with a coworker, prospect meetings — we're spending a lot more time online. Video conferencing etiquette and attire are certainly not a new topic for many professionals, but it's a new reality for millions. How you portray yourself, whether over the phone or on shared-screen calls, represents both you and your company.

Video 84
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Sales Scrum Episode #23 – Guest Alice Heiman

The Pipeline

Sales Scrum Episode #23 – Guest Alice Heiman. Alice Heiman is the Founder of Alice Heiman, LLC. Alice is recognized by Forbes.com, as being among the world’s leading experts on the complex sale. and originally, from the widely known Miller Heiman Group, she works with owner-led companies with a B2B complex sale to build their sales organization. And today she shares the opportunities available to owner-led companies, especially in changing times.

Groups 356
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I looked It Over and We’re Not Interested

Mr. Inside Sales

I’d like to revisit an objection and give you, once again, the scripts to deal with it. I still get requests from clients, as well as readers, about how to handle getting blown off when they call a prospect back. Here are three proven scripts you can use the next time your prospect tells you “I looked it over and I’m not interested…. Response #1: “I understand, and that’s perfectly OK.

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Seek Understanding in Building Relationships

Sales and Marketing Management

Author: Charles Brennan Jr. In a previous article, I talked about self-reflection and taking inventory of one’s skill set. Specifically, what skill we possess today that has already or will soon become obsolete; and what skill we need to improve upon or develop to replace the lost skill. Both are essential to navigating the current environment. But taking a deeper dive, let’s also look at how today’s reality requires we reevaluate how we build and maintain interpersonal relationships where we c

Travel 177
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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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Podcast 171: Scott Yorke On Positive Impact

John Barrows

On this week’s episode we’re talking with Scott Yorke of Proposify. Proposify does a great job of recognizing exemplary employees because of the positive impact they have had on the team and Scott is talking to us today about the impact he’s had. Follow the podcast: Subscribe on iTunes. Subscribe on Spotify. If you prefer to watch than to listen, here’s the full video : That’s a wrap.

More Trending

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How Gong’s Head of Enterprise Sales Uses Sales Analytics to Drive Decisions & Speed Deals

Hubspot Sales

This year, many brands were forced to drastically change sales tactics during the COVID-19 pandemic and the economic uncertainty that came with it. While some companies saw sales pipelines slow down dramatically , others saw them speed up to the point where it was challenging to keep up. Because of the constantly changing sales landscape, sales leaders and reps found themselves needing to make quick decisions about their strategies and how they approached customer-facing conversations.

Analytics 135
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5 Key Strategies to Convert Even the Most Stubborn Leads

Nimble - Sales

Converting leads has always been one of the most challenging pieces of the marketing puzzle. When you are trying to target small niche markets, this can be even more difficult. Niche lead conversion often requires a great deal of effort – as the target pool is extremely focused and wise. In other words, you really […]. The post 5 Key Strategies to Convert Even the Most Stubborn Leads appeared first on Nimble Blog.

Leads 124
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How to Succeed at Achieving Your Goals [PODCAST]

Sandler Training

Mike Montague interviews Kevin Shulman on How to Succeed at Achieving Your Goals. The post How to Succeed at Achieving Your Goals [PODCAST] appeared first on Sandler Training.

How To 117
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3 Key Leadership Lessons for Building Highly Motivated Sales Teams

Crunchbase

In this article I am going to take you through my three key lessons on leadership and how to build highly engaged, high-performing sales teams. But first, I want to take you on a journey. It was the winter of 2011, and I had just left my job at CareerBuilder to take on my first job as a sales leader. I would be the director of sales at Hearst Media.

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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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How to Succeed at Sandler Rule #43 – You Don’t Learn How to Win By Getting a Yes; You Learn By Getting a No

Sandler Training

David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them. The post How to Succeed at Sandler Rule #43 – You Don’t Learn How to Win By Getting a Yes; You Learn By Getting a No appeared first on Sandler Training.

Journal 114
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The Beginner's Guide to the Sandler Sales Methodology

Hubspot Sales

If you're anything like me, you love systems and processes. In fact, I think most sales reps enjoy a solid methodology even more than I do. A popular sales method, the Sandler methodology, has been around for over 50 years. Essentially, this system emphasizes qualification rather than closing. As a sales rep, this is an important methodology to consider because 88% of salespeople with Sandler training said their sales strategy improved.

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A Beginners Guide to Sales Landing Pages, Themes and WordPress

Pipeliner

So, you want to create a website for your business. Assuming that you have no prior knowledge of coding and want to build this site yourself, how do you go about it? Free Bootstrap themes. You could download one of the many free Bootstrap themes from the internet and then alter it to your requirements. This will mean changing HTML and CSS code though.

Hiring 98
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Linkedin Prospecting: How to get new leads and expand your funnel

SalesHandy

Linkedin is the largest professional network in the world with over 700 million active users. There’s a lot of potential if you were to conduct Linkedin prospecting and find your next set of customers on the platform. 89% of B2B marketers are already using Linkedin for lead generation and 62% state that it generates 2X more leads than the next best social channel.

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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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Consumer Psychology and Sales and Marketing Alignment (video)

Pipeliner

Why do people decide to purchase one item instead of another one? In this Expert Insight Interview, Michael Barbera discusses consumer psychology and sales and marketing alignment. Dr. Michael Barbera is a Chief Behavioral Officer at Clicksuasion Labs, an award-winning consumer psychologist with many 500 Fortune clients, business strategist, speaker, and teacher of consumer psychology.

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“All Sales Problems Are Pipeline Problems….”

Partners in Excellence

“All sales problems are pipeline problems, and all pipeline problems are prospecting problems…… ” I was having a conversation with a really smart person. He went on to say, “Ultimately, we can track most issues to how we opened the engagement…” My immediate reaction was, “Well, yes, but…… ” I think too many managers don’t even look this deeply, but have similar views, the solution to all anemic pipelines is more prospecting.

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Go from Relationships to Referrals

Selling Energy

Beginning with the fallout from the Great Recession of 2008, 7L: The Seven Levels of Communication begins with real estate agent, Rick Masters, crossing paths with a fellow professional who seems to be connected with all the right people and knows everyone’s names, thriving while seemingly everyone else is struggling around her. While learning her methods he realizes two things: that relationships are often the basis of sales success and that it really helps to realize how many “touches” you nee

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TSE 1363: Use LinkedIn to Connect With Customers and Win Deals

Sales Evangelist

Getting to know Joroen Corthout Jeroen Corthout is co-founder and CEO of SalesFlare, an intelligent CRM for SMBs selling B2B. It’s most popular among agencies and SaaS companies. In this episode, Jeroen talks about his CRM platform and all the other ways to use LinkedIn to win deals. Use LinkedIn to win deals LinkedIn doesn’t share as much information on this platform as truly required.

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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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The Best Enterprise Content Management Software to Empower Sales and Marketing Teams

Bigtincan

Most discussions of enterprise content management (ECM) software just list a series of tools as though “ECM” is just one thing. It’s not. An enterprise content management system actually has three parts that support different business processes and therefore require different types of software. They are: Lifecycle Management Software To help manage and streamline the content lifecycle, from ideation to […].

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Stand Out By Turning Your LinkedIn Profile Into Your Unique Story

Frontline Selling

Facts Tell, Stories Sell Most LinkedIn profiles I look at are about facts, marshaled into lists: I had this job, the job had these duties, I had another job after. The post Stand Out By Turning Your LinkedIn Profile Into Your Unique Story appeared first on FRONTLINE Selling.

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{Top Sales Magazine} Overcome Selling’s Status Quo for Buyer/Seller Harmony

Mereo

We often focus solely on buyer challenges — but sellers face challenges too. And sellers’ internal pains can obstruct their ability to truly offer a valuable experience to positively solve buyers’ pains in the first place. Selling organizations exist on the assumption that their buyers have challenges they want to overcome which become insufferable to the point the buyer (and their organization) determine it is time to address the “pains.

Buyer 43
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How Investing in 3D Visualization Will Compliment e-Commerce Websites

Atlatl Software

First month of Q4 is already in the books!

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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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Fiserv’s Three-Stage Approach to Mobilizing Value Selling

LeveragePoint

In a recently published case study , we explore how Fiserv, a global leader in financial services technology, was able to mobilize a transformational Value Selling initiative using LeveragePoint as their chosen platform for value collaboration. As an organization laser-focused on customer value, delivering quantified financial results for their customers is a top priority throughout their organization.

Scale 26
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6 Benefits of Virtual Training Programs

Lessonly

The phrase ‘virtual training’ is talked about a lot more lately, and for good reason given recent global events. Virtual training takes the fundamentals of face-to-face, classroom training and replicates the experience online, in real-time. Virtual training uses live, interactive online workshops to provide training to your employees through virtual classroom platforms.

Benefit 26
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How to Navigate a Raise, According to the Sales Hacker Community

Sales Hacker

“ What are you looking to get out of this job? ”. “ A paycheck. ”. When does that ever go ever well in a job interview? The same goes for negotiating a raise. “ I want more money ” is never a good response to “ Why should we give you a raise? ”. Asking for a raise should be based on your contributions to the sales org — revenue, efficiency, management.

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Thank You President Trump!

Partners in Excellence

I would be remiss, on election day, if I didn’t provide my heartfelt thanks to President Trump. While, principally, I want to thank him for what he has taught me–and so many in this country, the credit is not just his. It also belongs to the Republican and Democratic leadership in this country, all have contributed to my education. Their behaviors in the past 4 years have contributed to the this valuable lesson–so it’s important to recognize all of them and thank them.

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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