Tue.Jun 11, 2019

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6 Unique Sales Tactics Your Team Needs to Try

Chorus.ai

Did you know that people who schedule fewer tasks accomplish more than people who cram their calendars full of tasks and meetings? Less is more, yet many salespeople continue to cram every prospect interaction with a million different sales techniques in the vain hope that something will stick.

Meeting 121
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Rejection Limiting Your Success?

The Pipeline

By Tibor Shanto. There is a line in the original animated Aladdin when Jafar states, “You’ll be surprised what you can live through.” Something that can also be used to describe sales and prospecting. For two reason, first is that change always comes outside our comfort zone. Making any growth or development we achieve, as something to have “lived through,” nowhere more so than in prospecting.

Quota 295
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Getting Great Marketing Staff – the Biggest Challenge for Today’s CMO

SBI Growth

The CMOs and senior marketing leaders we work with have been navigating a dramatic shift in how the C-suite understands marketing’s contribution to revenue. By and large, the changing perspectives of fellow executives about how to partner with the marketing.

Marketing 177
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Why Do Salespeople Lie? #SalesTruth

The Sales Hunter

This question drives me nuts! Frankly, it’s sad that people even think about asking it. Unfortunately, it is true and I see too many salespeople lying time and time again to other salespeople. The concept of social media being the fastest way to grow your business is one of the many lies out there. I just had a phone call with a salesperson for a small business.

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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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How to Manage Expectations Around Marketing Vanity Metrics

Zoominfo

B2B marketers beware: Marketing vanity metrics are easy on the eyes but only skim the surface when it comes to actual value. Although vanity metrics make you feel good about your marketing efforts, these surface-level metrics only reveal part of the story. But, fear not dear marketer! If you turn your attention to the metrics that matter, you can improve your marketing strategy and communicate the important insights to leadership.

More Trending

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Forget the Crystal Ball. The Secret to More Wins Is in Your CRM

Miller Heiman Group

Jess Greenwood, the chief strategy officer at R/GA, once noted that, “data is the new crude oil—it’s only useful when it’s refined.” This couldn’t better describe the way sellers approach data in their CRM. Data within a CRM is just that—it hasn’t been analyzed or prioritized for action. But what if sellers had a tool to help guide them on what actions they should take to move deals further down the funnel?

CRM 91
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A Step-by-Step Guide to Coaching Salespeople

The Center for Sales Strategy

The best managers know spending time in the field coaching sellers is an important part of developing salespeople (and improving sales performance ). Here’s a step-by-step guide to use the next day you are in coaching mode.

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The Sales Methodology Blueprint: How To Choose The Right One For Your Business

Sales Hacker

The sales methodology is like a set of rules for how you sell your products or services to customers. You need to define your methodology before anything else, including the sales process. Otherwise, your sales process will be applied differently by each rep on the team. The methodology you choose also needs to fit your customers and your market, so it’s crucial to choose the right one!

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Understanding the Emotional Intelligence of the Client Conversation

KO Advantage Group

"People will forget what you did. You'll forget what they said. But they will never forget how you made them feel.". These are wise words from the American poet and civil rights activist , Maya Angelou. It’s true, isn’t it? How people made us feel, that’s unforgettable. We can spout sales pitches from hours on end, and the client might take that as gobbledygook.

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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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Your Exceptional Examsnap Guide to Popular VMware Certifications

Pipeliner

Your chances to successfully achieve your IT career goals largely depend on your ability to showcase your skills and meet the current industry standards. An IT certification is an element that’ll help you stand out among your colleagues. There are plenty of vendors out there that claim to offer the best certification, but a true key to success is to choose the one that suits you perfectly.

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Do You Play Truth AND Dare to Succeed?

Smooth Sale

Attract the Right Job or Clientele: When we play truth and dare to succeed, we are more likely to become successful in business. We need to incorporate both components rather than the traditional ‘truth Or dare.’. My Story. The ‘dare’ phase that I refer to above is about continually challenging myself to learn and grow both personally and professionally.

Sage 60
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The Most Colossal Mistake Leaders Make

Pipeliner

One of the benefits of leading many different types of organizations over my 30+ year career was having a window to observe and study other leaders. Let’s face it, honing your leadership skills is not a one-off event; it’s a process of learning new skills that are required in the role and practicing them day in and day out. I found that looking across at how other leaders practiced their craft was an excellent source of learning material; I saw what worked and didn’t work and was able to pick an

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What Salesforce’s Acquisition of Tableau Means for the Sales Industry

Miller Heiman Group

This week, Salesforce announced its $15.3 billion acquisition of data visualization company Tableau , bringing the future of sales analytics further into the spotlight. Miller Heiman Group President and CEO Byron Matthews told the New York Times that helping sellers visualize data is crucial to Salesforce’s growth and the acquisition’s impact will go beyond sales technology to profoundly affect the entire sales industry.

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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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Be The Best Version Of You! 5 Ways to Maximize Every Interaction

Pipeliner

You only live once so why not strive to be the best version of yourself not only in your personal life but in your work life as well? After all, a positive work life often gives way to a better personal life and vice versa. I believe there are five things you can easily do to make sure that when you go on an important sales call or meeting of any kind, you are presenting the best version of you.

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Teach (Don't Solve) Your Sales Team's Problems

The Sales Readiness Blog

Being your reps' chief problem solver is terrible for sales performance. Here's a technique you can use to train your team to solve their own problems.

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Mike Weinberg on #salestruth

Anthony Iannarino

The post Mike Weinberg on #salestruth appeared first on The Sales Blog.

Sales 97
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Making Sense Of Sensemaking

Partners in Excellence

This is the final post in this series——-YAY! Thank you for hanging in there! If you have missed the previous posts, The links to all the others in this series, please go to: Sensemaking, The Big Issue Facing Both Our Customers And Us. As you might have guessed, I’m trying to make sense of sensemaking myself. I’ve been studying it for some, time, creating some experiments with clients.

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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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Digital Sales Data: The (Real) Secret to Moving Deals from Prospect to Closed

Sales Hacker

In an ideal world, 100% of your data ends up in Salesforce (or your CRM of choice). However, according to a recent Salesforce study, poor data hygiene costs the average business nearly 30% of its revenue, amounting to a total economic loss of a whopping $700 billion a year. The post Digital Sales Data: The (Real) Secret to Moving Deals from Prospect to Closed appeared first on Sales Hacker: B2B Sales Tips, Strategy, Training, Technology.

Data 61
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Apple Worldwide Developers Conference (WWDC) 2019 Recap

Bigtincan

The Bigtincan team was fortunate to attend the annual Apple Worldwide Developers Conference (WWDC) in San Jose this past week, and what an event it was. These annual events are the core (no pun intended) of Apple’s strategy of introducing new software and capabilities to their iOS and Mac OS (as well as other solutions). […].

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What Is Commercial Real Estate: The Basics of CRE

G2Crowd - Sales Blog

What comes to mind when you hear the term “real estate”?

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6 Unique Sales Tactics Your Team Needs to Try

Chorus.ai

Did you know that people who schedule fewer tasks accomplish more than people who cram their calendars full of tasks and meetings? Less is more, yet many salespeople continue to cram every prospect interaction with a million different sales techniques in the vain hope that something will stick. Sales teams constantly waste time on prospects who don’t have enough interest or budget, then wonder where they went wrong.

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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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3 Tips on Successfully Managing Remote Teams

LevelEleven

The burning question that countless sales managers face: How do we keep remote employees engaged and motivated? There are many factors that may drive you or your company to hire remote employees. Skilled employees are located all over the world where telecommuting may be the only option. According to a report by Gartner , companies see a 10% increase in employee retention by providing the opportunity to work remotely.

Hiring 48
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#50: Jacco van der Kooij of Winning by Design – Double Your Sales Without Doubling Your Sales Team

Xvoyant

In our 50th Episode, Jacco van der Kooij, Founder of Winning by Design, joins the Sales Leadership Podcast to talk about how you can become a modern sales leader. Jacco shows us how focusing on what matters most to the customer can grow your sales by 2X without doubling your sales team or doubling the price. He shows us the seven key moments that a modern sales leader can work on with the sales team and be a coach, not a trainer.

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Is Your Team a Good Fit for Online Sales Training?

Funnel Clarity

If you’re a sales leader who’s decided your team’s current status quo is no longer working, and sales training is the recourse—you’re in good company. According to LinkedIn’s 2018 State of Sales report , in the US alone, companies spend $15 billion a year training sales employees. The next decision you'll need to make is whether to enroll your sellers in an online sales training course, traditional in-person classroom training, or a hybrid of both.

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3 Questions That Will Make You a Better Sales Coach

Hyper-Connected Selling

T hese days you can find a coach to help you with everything from your golf swing to your marriage to your life. That’s because we’ve realized that we get better faster when there is a detached and knowledgeable observer helping us along. That certainly applies to sales skills. If you are a sales manager, director, or VP, it’s important to realize that sales coaching is key to getting better results.

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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 Basics of Taking Great Notes

Selling Energy

The more planning you put into your note-taking, the better your client evaluations and recommendations will be. It’s vital that you take great notes. Of course, no one system works for everyone. Feel free to experiment. And once you find a system that works for you, stick with it and you’ll be in great shape.

System 40
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TSE 1113: Leveraging Sales Incentive Data to Increase Performance and ROI

Sales Evangelist

Sales is equal parts art and science and one of the keys to success is leveraging sales incentive data to increase performance and ROI. Jason Atkins is the founder of 360 Insights, a software platform that enables large brands to execute all of their channel incentive strategies. Jason’s company works with tens of thousands of salespeople who work for major brands and helps them get smarter and make data-driven decisions.

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Saled Reinvented Podcast: The Power of Open Ended Questions

Nyden on Negotiation

I am happy to announce I was on the Sales Reinvented Podcast to discuss the power of open-ended questions in your negotiations. In this podcast I define negotiation and give 3 do’s and don’ts in any negotiation. I also answer the important questions of how negotiation is important for business. If you are wondering why some salespeople […].