Thu.Oct 08, 2020

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Do You Have a Coaching Bias?

Anthony Cole Training

In every sales training and coaching program we work with individuals to help them write and deliver their phone scripts, value propositions and elevator pitches. These are important components for salespeople to differentiate themselves in a crowded marketplace. And this exchange should begin the relationship on the right foot by getting the audience engaged.

Coaching 169
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What Your Prospects Actually Want To Hear From You on a Sales Call

Zoominfo

“Ask not what your customer can do for you, but what you can do for your customers.” — Me, and probably a lot of other successful sales leaders. The modern day sales call sounds a lot different. Gone are the days of cold calling without doing your research. These are the days of personalization and a buyer-centric approach, because, as it turns out, the buyer has much more of the power.

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How We Approach Virtual Sales Training to Ensure Results

Force Management

This post is an extension of the Ten Reasons Why Our Sales Training Is Different. Read the original article to learn more about why our process equips our customers to achieve lasting results. Read it here. The impacts of the pandemic have left many sales leaders to shift priorities and find new ways to equip their sales teams to succeed. To help ramp up sales teams and get them ready to execute in 2021, many sales organizations are choosing virtual sales training engagements as a way to move fo

Training 147
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Why Colleagues & Clients do not Trust Shifting Story Narratives

Babette Ten Haken

When you use shifting story narratives to persuade, justify or invite people to join your story, the effect is just the opposite. Instead of saying yes, they can become skeptical: of you, your solution and even your organization. Why? Because people do not intellectually or emotionally co-invest in stories that shape-shift. And considering that, overall, trust is at a premium these days, what stories are you telling?

Campaigns 149
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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.

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How to Manage a Small Sales Team Virtually

Predictable Revenue

Learn why remote sales management has always been a great model (even pre-COVID), what sales reps are afraid to lose and how sales managers can solve that, and why you should be enabling salespeople to learn from their peers in a virtual environment. The post How to Manage a Small Sales Team Virtually appeared first on Predictable Revenue.

How To 127

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Customer Segmentation: Driving Sales With Targeted Marketing

Vainu

It’s well documented that target marketing campaigns, like account-based marketing (ABM), deliver better results and higher return on investment. The rationale is very straightforward. ABM concentrates most resources on the highest-value prospective customers possible, using highly targeted, personalized campaigns to win over particular accounts. As attractive as it sounds, ABM might not be worth your time without the right setup.

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The Importance of Trust: 3 Steps to Build a Culture of Trust-Based Selling in Your Team

Sales Hacker

Trust is the key to making sales in today’s world. Unfortunately, any engagement where a buyer feels they are being sold to results in a feeling of distrust due to a misalignment of objectives. Your goal is to make money. The buyer’s goal is to deliver business outcomes that boost revenue, improve customer experience , or drive down costs. Align objectives between the buyer and the seller, and this distrust and reluctance evaporates.

Insurance 100
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Sales Skills for the Digital Era

The Digital Sales Institute

Sales skills for the digital era requires a change in both mindset and skill application. We know that selling is not getting any easier. Hard to reach buyers will only rethink their current position or reset established buying needs, when given some compelling reasons to change. For salespeople to improve selling opportunities they need to apply a level of research that creates valid reasons for any buyer to listen to them.

Buyer 98
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Defeat Your Prospect’s Status Quo with Unconsidered Needs

Corporate Visions

When acquiring new customers, salespeople assume their prospects will ultimately decide between their solution or a competitor’s solution. But the truth is, 60-80% of deals end in “no decision.” Prospects don’t see a compelling enough reason to change from their current situation, so they decide to do nothing at all. The post Defeat Your Prospect’s Status Quo with Unconsidered Needs appeared first on Corporate Visions.

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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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Finding Purpose

Pipeliner

Take Responsibility for Your Purpose. Many people don’t explore their purpose in life because they don’t take responsibility for the decision-making process, and the amount of work that it takes to explore one’s purpose. You have to do the work in order to discover what your purpose is. If you hate your job, that might be a good signal that you should step back and reevaluate things, both on a personal level and professional level, and start the process of self-exploration.

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How to Get the Feedback You Need

Sales Manager Now

In this Sales Leadership Quick Tip Video I share with you how to get the feedback you need from your sales team to help you make business decisions. Salespeople always have something to say, they have ideas and ways to… The post How to Get the Feedback You Need appeared first on Sales Manager Now.

How To 78
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4 Best Practices for Managing Volunteer Data

Nimble - Sales

As a volunteer management leader, you likely already know the importance of data. From tracking how many hours have been spent on an activity to ensuring your volunteers’ personal information is secure, managing data is a part of many of your everyday tasks. However, it can also become overwhelming as your program and volunteer base […]. The post 4 Best Practices for Managing Volunteer Data appeared first on Nimble Blog.

Data 86
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Curiosity Killed the Cat, but Saved the Sales Rep

The Center for Sales Strategy

Have you ever noticed how many questions little kids ask? Every parent has a story to tell about the funny or embarrassing questions their kids have asked at the most inopportune times: “Why is Grandma so wrinkly?" or "Why do I have to eat those gross green things?”. If you don’t take control of the conversation, the third degree can go on indefinitely—because the curiosity in children is limitless!

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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

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Preparing to prospect in 2021: What we already know

Selling Power

What happens when everything sales leaders know about the industry dramatically changes in a matter of months? There’s been uncertainty around every corner in 2020, and the organizations that are still standing strong and successful today must prepare to adapt their approach on a strategic level in 2021. While we can’t predict the future, we can use what we’ve learned to inform our strategies and maximize prospecting potential in the year ahead.

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Compensation Cookbook: Designing Comp & Territory Plans from Scratch

Sales Hacker

The post Compensation Cookbook: Designing Comp & Territory Plans from Scratch appeared first on Sales Hacker.

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Winning Sales Teams Tell More Stories

Chorus.ai

Watch This Week's Episode. CLICK TO VIEW. This week’s Weekly Briefing was all about Storytelling. Jim Benton was joined by Doug Landis , Growth Partner at Emergence Capital , and a special guest: Chorus’s very own Devin Liu. Setting the stage with data, Jim shared that top performers tell 20% more stories than the average performer. It’s clear that storytelling has an impact on getting deals across the line.

Hiring 62
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5 Steps to Create a Content Hub that Attracts and Converts

Nimble - Sales

Creating an in-demand content hub depends significantly on the content itself. However, growing an audience that returns to the site requires a little more work. Before getting started, it’s essential to know what a content hub is and what it does. A content hub is a collection of curated work related to a particular topic […]. The post 5 Steps to Create a Content Hub that Attracts and Converts appeared first on Nimble Blog.

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Brick & Mortar Retail Relevance: How to Stay Ahead of the Curve

Speaker: Jay Black, Senior Account Executive

Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an

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Knewsletter: Nikola, Airbnb Leadership, and Combatting Writer's Block

Guru

How are you cruising this week?! Nothing says ~ a whole vibe ~ like cruising on a skateboard, drinking cranberry juice, and bumping some Fleetwood Mac.

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Branding in Regards to Packaging (video)

Pipeliner

There are more than 47,000 products available for purchase in the store nowadays. Low entry barriers give customers a variety to choose from, so packaging plays an essential role in the retail industry. In this Expert Insight Interview, Michael Keplinger discusses branding in terms of packaging. Michael Keplinger is a Director of Strategy and Managing Partner with Smash Brands.

Video 59
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What solution effectiveness is made of: 5 vital product manager traits

Mereo

Products and services are the lifeblood of any organization. And the men and women who don the title product manager or product marketing manager must uphold the lofty tasks of creating true value for their target buyers — and delivering on it. It takes a certain person to do this well. And their success, as I have witnessed in my 25+ years of product experience, is often not predicated on typical qualifications such as educational and experience levels or even subject matter expertise.

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Success Story | Healthcare Company

MarketJoy

Healthcare is a unique industry and can be quite a challenge when it comes to generating new interest. Communication must be very respectful, direct, and valuable. The post Success Story | Healthcare Company appeared first on MarketJoy.

Company 52
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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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Why We Train

Highspot

The answer lies with training. Whether you’re a musician training for a solo performance, an athlete on the verge of setting a record, or a salesperson about to land a major deal, training is core to how we as humans achieve our goals — and become our best selves. With the launch of our new training and coaching capabilities , we asked four employees to tell us why they train and how the lessons they have learned have come to life in the workplace.

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?? Mindful Negotiation

Pipeliner

Negotiation is not a business skill that we usually learn in business schools, and maybe the reason for it is that it requires hands-on experience to excel in it. Thus, in today’s Expert Insight Interview, we explore the mindful negotiation with our guest, Simon Haigh. Visit us on Apple Podcast You can also find SalesPOP! on all major podcast stations.

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Selling During a Crisis

Selling Energy

When it comes to being a sales professional, experiencing hard times is inevitable. Over the last forty years, I have sold through four previous recessions – this will be my fifth – and before I started selling, countless others weathered their share of economic storms.

Sales 52
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Overcome the Challenges of Virtual Selling to Keep Deals Moving

Sales Hacker

The post Overcome the Challenges of Virtual Selling to Keep Deals Moving appeared first on Sales Hacker.

Account 61
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1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.

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SLMA Radio Today Oct 8, 2020: Sales Engagement Platforms

Sales Lead Management Association

Sales Engagement Platforms are maturing and showing great promise, maybe the greatest promise since the introduction of CRM and Marketing Automation. Today on SLMA Radio (Oct 8, 2020) we interview Josh Baez the Sales Engagement Manager at Heinz Marketing. Subject: Is Sales Engagement the Most Important Platform in your Marketing.

CRM 48
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Knewsletter: Nikola, Airbnb Leadership, and Combatting Writer's Block

Guru

How are you cruising this week?! Nothing says ~ a whole vibe ~ like cruising on a skateboard, drinking cranberry juice, and bumping some Fleetwood Mac.

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Life is Practice: How My Love for Yoga Relates to Virtual Training Software

Lessonly

A few years ago after soul searching, goal setting, and vision boarding, I set off on a journey to deepen my yoga practice by becoming a Registered Yoga Teacher (RYT). While yoga had already changed me in so many ways by that point, I had no idea this next step would call me to upend my life, take larger-than-life risks, and ultimately embody the very essence of my motto— Life is practice.