Mon.Nov 20, 2017

article thumbnail

Agreeing To Disagree May Work at the Thanksgiving Table, But Not in Business

Sales and Marketing Management

Author: Michelle Huff and David Satterwhite Ahh, Thanksgiving, the holiday of turkey and stuffing, pumpkin pie, football games, cozying up by the fire… and praying that Grandpa Joe and your brother Lucas don’t get into it over politics or some other divisive topic. Most families are likely to adopt an “agree to disagree” policy in an effort to keep discord off the festive table.

article thumbnail

Thanksgiving and Gratitude, in our own Words

DiscoverOrg Sales

We love coming to work each morning. We’re grateful for the daily trust of our customers, for the encouragement and camaraderie of our colleagues and coworkers, and for the community that welcomes and makes a space for us. DiscoverOrg is a special place to be, and we have much to be thankful for. Before the rush of the holiday season, before the end-of-year hustle takes over completely, a few DiscoverOrg customers and employees have something to say: Henry Schuck, DiscoverOrg CEO and Co-founder.

Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

article thumbnail

Change Their Direction – Not Their Mind

The Pipeline

By Tibor Shanto. No one likes objections when prospecting, rejection in any form is never fun, but when it cost you money and opportunity, it’s even worse. If you are in sales, you need to quickly figure out how to best deal with objections in a way that leads to more opportunities. Some choose to hide from it, using things like e-mail, where the rejection is less direct, in the form of no response, to the first or 15 th attempt; personally, I prefer to deal with objections to lack of engageme

article thumbnail

Best Motivational Book Recommendation

Mr. Inside Sales

Thanksgiving is in two days, and the holidays are right around the corner. As we work to close the year strong, many of us begin thinking about our goals for 2018. And, more importantly, we begin thinking about what we can do differently next year to achieve them. I want to share with you one of my all-time favorite books on how to achieve the right mindset for achieving just about anything.

article thumbnail

Sales & Marketing Alignment: How to Synergize for Success

Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker

Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships. While many B2B organizations continue to struggle with aligning their marketing and sales teams, they can take practical steps to unify both teams and simplify their overall approach.

article thumbnail

Know The Prospective Buyer

MTD Sales Training

Know The Prospective Buyer. Understanding and dealing with different personality types. Buyer Traits. While every person is different, you will find that most prospective customers fit into certain categories. We will examine how to recognise each one, and then provide tips on how to deal with them. These tips, of course, are not concrete rules that apply to every personality and every situation.

Buyer 120

More Trending

article thumbnail

What Ski Instruction Taught Me About Coaching Sales People

A Sales Guy

Many of you have heard me talk about ski instruction and how I’m a PSIA Level 2 Certified Ski Instructor at Vail. Beyond being a blast to do, like most things, parts of what I’ve learned teaching has bled into my sales consulting and coaching salespeople is a perfect example of that. I talked about it in my presentation at Hubspot’s Inbound 17 conference this past September.

article thumbnail

7 Holiday Email Templates for Salespeople

Hubspot Sales

‘Tis the season for sugar plums and stalled deals. You release emails into a void darker than Black Friday, and the only thing you’re collecting is OOO auto-replies. And while regular people enjoy slices of pie and seemingly endless vacation, you’re enjoying a second helping of “Bah Humbug” and sweating your looming number. Sound familiar? To help, I’ve pulled together seven email templates with eye-catching subject lines and get-to-the-point messages for more opens and higher response rates --

Discount 120
article thumbnail

21 of the Best Online Course Platforms (and Counting)

Sell Courses Online

The post 21 of the Best Online Course Platforms (and Counting) appeared first on Sell Courses Online. Online courses are a rapidly expanding industry and will continue to grow as more and more students turn to online learning. This is terrific news for anyone who wants to share their knowledge with others and make a profit. In addition, the technology has made it really easy for you to host & sell online courses and so, the barrier to teaching online has come down significantly.

Course 112
article thumbnail

6 B2B Sales Trends to Watch in 2018

Vainu

This is already the third time we’ve put the crystal ball on the table to predict the future of B2B sales. In the past, we have accurately predicted the rise of sales automation , artificial intelligence and several other things. There are also trends that we have missed and predictions that didn't quite happen (yet?). Most sales organizations still have their hands full dealing with previous trends, but we're still very excited to announce our six new trend predictions.

Trends 87
article thumbnail

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.

article thumbnail

The Selling Coach: The Evolution of the Salesperson to Coach Customers to Succeed – Part 1

Keith Rosen

Sales training isn’t dead, it’s evolved. Instead of training salespeople with recycled techniques your competitors are using, developing high performance sales teams requires transforming the traditional salesperson into The Selling Coach. To become a top performer and outsell your competition, the Selling Coach attracts more business and loyal customers by coaching their customers to succeed.

article thumbnail

The Sales Playbook That Increased Lessonly's ARR by 63% in 4 Months

Hubspot Sales

Editor’s note: Sales managers and leaders are often faced with creating a sales playbook from scratch. The more inspiration and examples you have, the easier that task becomes. Here’s the first playbook in our series, brought to you by Lessonly. More than 1,000,000 professionals at 450-plus companies use Lessonly's team training software. Over the past quarter, Lessonly's SDR team -- led by Sales Development Manager Kyle Roach -- used this playbook to improve their call-to-demo rate by 25% and c

article thumbnail

Analysis of 2 Million Emails Reveals an Alarming Trend Taking Over Your Sales Reps’ Inbox

Sales Hacker

Email is one of the bigger mysteries of business. It’s one of the main means of communication for companies – every company has email. For sales reps, it is a key channel to get first appointments and share documentation or contracts. For many, email is essential to succeed. Yet managers typically have no clue what is going on in the inbox of their employees.

article thumbnail

Podcast Round-Up

Hyper-Connected Selling

Are you looking to harness the power of digital influence and human connection, but don’t have the bandwidth to add another book to your “to-read” list? Don’t worry, I’ve got your back: Just check out a podcast about it. I am a huge podcast fan. I love listening to them, I love making my own ( check out Beer, Beats, & Business ), and I love joining other hosts on theirs.

article thumbnail

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.

article thumbnail

Rethink How You Select The Right Target Accounts With Social Proximity

SalesforLife

When selecting the right accounts to go after, remember to choose wisely. How you and your sales organization identify which accounts to target will dictate your time, effort and deal velocity.

Account 66
article thumbnail

Stop Sacrificing CRM Usability for Your Sales Process!

Zendesk Sell

The more your company grows, the more complex your sales process becomes. When configuring a CRM to fit your process, this complexity becomes overwhelmingly evident. The usability of a CRM tends to be the first sacrifice made when attempting to account for every sales action and task in a sales cycle. Though it may seem like a necessary sacrifice at first, you will likely come to find that the data within your CRM suffers as a result.

CRM 65
article thumbnail

Flip your Demo – Improve Your Win Rate

Julie Hanson

How long before you get to the “big reveal” in a customer demo? 10 minutes…20 minutes…an hour? Turns out, that’s too late! If you’re not starting with the end result in those critical first few minutes of your demo, it may be costing you the deal. In other words, you need to Flip your Demo! In fact, in Gong.io’s recent analysis of 67,000+ SAAS demos, they found that “Following a linear path or going through a series of workflows before getting to the end result is an unsuccessful approach.”.

Report 59
article thumbnail

One of Sales Ops Toughest Jobs: Managing the Managers

InsightSquared

Guest blog by Joe Rodden, Sales Systems Manager at Catalant Technologies. In previous posts, I’ve discussed how to avoid the most common traps that lead to systems issues, and how to identify when the problem you’re solving really is a training issue. On to the last lever: Management. Some of the toughest problems to solve in sales operations are management issues.

article thumbnail

Solving the Biggest Tech Challenges in RevOps

In this eBook, we’ll run through real-world examples that show how RevOps teams can benefit from modern solutions for the access, management, and activation of their GTM data. Whether you need to improve lead response times, boost adoption of core tools, improve lead qualification, or target and automate your GTM motions, you’ll find examples of how revenue teams are solving some of the toughest problems in modern business.

article thumbnail

You are NOT ready for Customer Success

SBI Growth

Customer 119
article thumbnail

Proving Math Works, Flawed Coaching Arguments

Partners in Excellence

There seem to be no end of articles on who and how managers should invest their time in coaching. Recently, I read another, with lots of people piling on with their opinions and proving it with numbers. As is usual, most of these discussions that prove little more than math works. Many of the arguments go something like this: “Assume an A player is doing $250K, a B player is doing $150K.

article thumbnail

Prepare Yourself AND Your Prospect!

The Center for Sales Strategy

You finally secured that all important meeting with a prospect you’ve been trying to reach for weeks. Your carefully constructed Valid Business Reason along with persistence paid off and the prospect has agreed to meet with you. You are on an adrenaline high as you think about the possibilities. Now what?! Give yourself a pat on the back and begin to prepare!

article thumbnail

Thanksgiving Holiday Biz Tip

Anne Miller

Most people send Christmas greeting emails that get lost among hundreds of others. Far fewer use Thanksgiving as a wonderful opportunity to get in front of clients and share genuine gratitude for their business. And, please, don't send a mass.

article thumbnail

5 Inspiring B2B Marketing Campaigns to Take Yours to the Next Level

Your next big B2B marketing idea starts here. Get inspired with these five successful B2B marketing campaigns. Ready to generate more leads, interest, and revenue with your B2B marketing? In this comprehensive eBook, you’ll get: In-depth studies of five successful B2B marketing campaigns spanning a wide range of industries Key takeaways and lessons from each story to implement in your own strategy Resources to help your own B2B marketing thrive By submitting this form, you agree to have your con

article thumbnail

4 Ways Allego 4.5 Gives Sales Teams What They Want

Allego

The 4.5 release gives trainers and managers more ways to engage Sales reps at the time and place it’s most convenient for them, along with enhanced security and more options for reporting. Audio Content (Podcasts). Allego users can now capture or upload audio of phone meetings, inside sales calls or any other key information then quickly add rich interactivity and share with their team for review or feedback.

Hiring 48
article thumbnail

Sales Tips: Your Buyers Know If You're Winging It

Customer Centric Selling

Sales Tips: "Winging It" Yields Poor Results. By John Holland, Chief Content Officer, CustomerCentric Selling®.

Buyer 66
article thumbnail

Top Sales Onboarding Program Challenges Facing Enablement Practitioners in 2018

LevelJump

The last quarter of the year is always an interesting time. Sales and marketing are getting ready to close up the quarter. Everyone is busy, and sometimes a little on edge (if they’re not hitting quota).

Quota 45
article thumbnail

TSE 707 – How Can I Get My Sales Team To Following Up

Sales Evangelist

One of the things many sellers hate doing is following up. In fact, it’s almost as worse as prospecting. We don’t like it at times. It’s probably because they’re afraid of doing it. But people actually have different reasons they don’t do it. So today, I’m going to share with you three things you can […] The post TSE 707 – How Can I Get My Sales Team To Following Up appeared first on The Sales Evangelist.

article thumbnail

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.

article thumbnail

Press Release: James Muir to Speak at OutBound Conference 

Sales Gravy

Atlanta, GA — James Muir, author of the #1 bestseller: The Perfect Close, has been announced as a Training Track speaker for the OutBound Conference on April 12, 2018.

article thumbnail

TSE 708: Why and How High Growth Companies are Still Cold Calling as Their Number One Growth Strategy

Sales Evangelist

Do you know why cold calling still works? That’s because not everyone can do it and you doing it gives you that competitive advantage. All the more reason you should do it because high growth companies has cold calling as their number one growth strategy. Today’s guest is David Sill, the SVP of Sales for […] The post TSE 708: Why and How High Growth Companies are Still Cold Calling as Their Number One Growth Strategy appeared first on The Sales Evangelist.

article thumbnail

Why I’m Thankful for a Career in Sales

The Sales Hunter

It’s a time for reflection as we here in the United States celebrate Thanksgiving on Thursday. I do hope you will have the opportunity to spend the holiday with family and friends and take a few minutes to reflect on all you have despite whatever challenges you might be facing. Let me share with you […].