Fri.Feb 05, 2021

article thumbnail

5 Reasons to Follow a Script

Mr. Inside Sales

Before you get on your high horse and tell me you wouldn’t be caught dead using a script, consider: If I were to record your prospecting and demo calls for a week, and then transcribe what you say, what would I get? Your script. You see, even if you think you would never use a script, the truth is, you already are! The problem is that what you are so used to saying, your “script,” in many cases isn’t the best practice.

article thumbnail

Cold Calling Isn’t Dead

The Pipeline

I had the opportunity to sit down with Nancy Calabrese, on her Conversational Selling. We chated keys to sales and prospecting success, as well as: Choosing to either fall for excuses or execute a strategy. Evaluating metrics, and what type of measurement is best. Utilizing voicemail effectively. The best attitude to make your prospects feel at ease.

Insiders

Sign Up for our Newsletter

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

article thumbnail

How to Scale Your Engagement Strategy to Optimize Messaging and Maximize Sales

Sales and Marketing Management

Author: Eleni Hagen If there’s one thing 2020 taught us, it’s that time is of the essence: in life, as well as in sales. . One solution for making the most of our time during this uniquely digital age has been “ sales engagement ,” the careful sequencing of interactions between sales reps and their targets, designed to accelerate seller output and expand a company’s reach. .

Scale 177
article thumbnail

How to Build a B2B Sales Funnel That Rakes in Dream Customers

Zoominfo

If you think a B2B sales funnel is an abstract idea, brace yourself. It’s time to build a sales funnel that captures and converts your best buyers. Let’s start with that dream customer. Your digital-savvy B2B prospect is researching the product they think they need. (Hopefully, they’re on your website, digesting your blog posts, videos, and case studies.).

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

Fine-Tuning Your Engagement Strategy to Optimize Messaging and Maximize Sales

Sales and Marketing Management

Author: Eleni Hagen If there’s one thing 2020 taught us, it’s that time is of the essence: in life, as well as in sales. . One solution for making the most of our time during this uniquely digital age has been “ sales engagement ,” the careful sequencing of interactions between sales reps and their targets, designed to accelerate seller output and expand a company’s reach. .

Maximizer 156

More Trending

article thumbnail

Value-Based Selling: Tangible vs. Intangible

Engage Selling

Creating and maintaining a high-growth, high-profit business in your marketplace—one where sellers, leaders, and customers all thrive—is essential. That’s why, for many years, I’ve advocated putting value-based selling at the centre of your work. Understand, however, that selling from a … Read More » The post Value-Based Selling: Tangible vs.

Customer 146
article thumbnail

Being Helpful To Customers

Partners in Excellence

Increasingly, we are learning the key to our success, as sales people, is to be helpful. Too often, however, what we intend as “help,” actually isn’t helpful. Recently, I was sitting in on a call (it’s easy to do that on Zoom, these days). The customer was looking at an IT solution. It was a very complex tool, the customer had some understanding of the area–but not nearly the depth of knowledge the sales team from my client.

Customer 138
article thumbnail

Too Old To Be Great? Tell That To Tom Brady.

Grant Cardone

When I’m out there trying to help people do more and be more in order to help them live the same 10X Super Life I do, one of the things I hear the most often is “I’m too old.” Too old to make it happen. Too old to change. Too old to be great. Too old to be great? Tell that to Tom Brady as he goes for his tenth Super Bowl victory. . The Super Bowl is certainly big news in this country.

article thumbnail

The Adapter’s Advantage Podcast: Episode 19 Featuring Jesse Jackson

Allego

Welcome to The Adapter’s Advantage : Breakthrough Moments that Lead to Success. In episode 19, JPMorgan Chase Chief Learning Officer Jesse Jackson traces his journey from teller to the U.S. Navy to his current leadership role, where he drives individual and organizational adaptation in the age of acceleration. “Lifelong learning truly is the currency of the future.

Banking 118
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

Building A High-Performance Sales Team

Sandler Training

Ask any sales leader whether they want to build a high-performing team, and the immediate answer will be “Yes.” But what are the specific best practices that support this goal? Here are three that we have seen in organizations that are thriving in 2021. The post Building A High-Performance Sales Team appeared first on Sandler Training.

Sales 123
article thumbnail

Weekly Roundup: LinkedIn Profile Tips, Why Culture Matters + More

The Center for Sales Strategy

- MOTIVATION -. "Nothing will work unless you do.". -Maya Angelou. - AROUND THE WEB -. > 10+ LinkedIn Profile Tips to Stand Out in 2021 – Sales Hacker. Would you slide into a prospect’s DMs to land a product demo? When it comes to social selling, LinkedIn is the most effective platform for generating leads and demand around your business. Whether you’re just starting your sales career or you’re looking to make your next move, having an up-to-date LinkedIn profile is one step you can’t afford

LinkedIn 117
article thumbnail

A Potentially Untapped Talent Source

Engage Selling

Good help is hard to find? Not necessarily. A potentially untapped talent source may be right under your nose. Job sites, referrals, social media postings—there are and endless number of ways to spread the word about your openings for new … Read More » The post A Potentially Untapped Talent Source first appeared on The Sales Leader.

article thumbnail

How to Succeed When A Client Leaves

Sandler Training

Humans are either open or close minded to any suggestion. Once the mind is closed its nigh impossible to open it back up again until that person wants to re-open their mind. The post How to Succeed When A Client Leaves appeared first on Sandler Training.

How To 117
article thumbnail

Drive GTM Efficiency with Tech Stack Consolidation

Consolidating your tech stack is an effective cost-saving measure that drives GTM efficiency and adds value to your enterprise. With a cohesive, integrated tech stack, your revenue teams can deliver an excellent customer experience that sets you up to win faster than your competitors.

article thumbnail

Don’t “Hack” Sales Unless You Know These 3 Things

Sales Hacker

You are in trouble if you’re trying to hack sales — unless you lay a foundation first. When we say hacking, we mean trying to figure out loopholes and tricks and ways around doing the hard work. The hard work that every company and every sales leader needs to do cannot be hacked. Sure, you can buy some tools and lead lists and send out thousands of emails, but that won’t get you very far.

article thumbnail

Breaking down the organizational silos between CFO and CHRO | Anaplan

Anaplan

Traditionally, the CFO organization and the HR department have operated independently of each other. Any cross-overs have been in finite, well-defined functions: managing overtime costs, regulatory compliance, taxes, and so forth. The Chief HR Officer (CHRO) or Chief People Officer (CPO) looks at a company from the lens of organizational structure and reporting hierarchy; the […].

Report 105
article thumbnail

3 Sales Messaging Tactics for Closing Bigger Deals

Sales Gravy

On this episode of the Sales Gravy podcast Jeb Blount and Keith Lubner explore sales messaging tactics for closing bigger deals. From stories to images to stepping into your buyer's shoes, these tried and true techniques will help you both grab and hold your buyer's attention and rise above your competition. There is no doubt that developing powerful sales messaging is one of the most challenging skill sets for modern sales professionals.

Closing 101
article thumbnail

Sales Teams are Worst at the Most Important Part of Selling

Pipeliner

Hundreds of the world’s most successful B2B sales performance consultants for almost a decade agree: Salespeople fail to understand customer outcomes. That means they can’t possibly understand customer value. It gets worse: After consuming scores of research studies on consumer choice , buyer psychology , and consumer behavior , and one thing becomes clear.

article thumbnail

Supercharge Your Sales: 5 Steps to Effortless Selling

Sales teams often lose precious time hunting for updated sales materials, while marketing struggles to keep these assets accessible and current. It's not just about managing; it's about seamlessly finding, presenting, and sharing critical sales content. All of this takes place within an intuitive, unified platform. Dive into Showell's groundbreaking content management realm.

article thumbnail

What Are The 5 Skills That Every Negotiation Team Needs To Have?

The Accidental Negotiator

Negotiators need to make sure that their teams have the right set of skills Image Credit: gdsteam. Every negotiator knows that they can only be as good as the team that they have backing them up. In order to have the best team possible, we need to find ways to increase the odds that our team has the training and the skills that will be required in order use their negotiation styles and negotiating techniques to make our next negotiation successful.

article thumbnail

Book Club Interview – How to Use the Language of Coaching to Drive Sales

Keith Rosen

In this book club interview learn what every salesperson and manager needs in order to sell more and build top performers in a remote environment. The answer? Learn the language of leadership and sales: the language of coaching. Here are just a few of the questions I answer during this interview. Companies are still scrambling to reinvent themselves and how they manage people and sell in our remote world.

article thumbnail

You Had a Great Sales Kickoff Meeting – What Now?

Sales Readiness Group

The typical in-person Sales Kickoff (SKO) looked very different this year – and that isn’t necessarily a bad thing. In fact, sales managers have come to realize that the re-envisioned virtual SKO has advantages, especially when it comes to measuring outcomes and reinforcing the themes they want to carry forward throughout the year. Yes, traditional SKOs were great for team building and networking opportunities.

Meeting 62
article thumbnail

10 Ways to Generate More Sales on LinkedIn in 2021

InsideSales.com

LinkedIn and social selling give sales reps powerful tools to learn about their prospects and communicate with them. Many reps aren’t using the platform to its full potential and feel stuck with sharing canned, impersonal messages that are promptly ignored. Build real, meaningful relationships with valuable content and use the many tools at your disposal to create quality, actionable leads without a lot of effort.

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

Building Better: Making a Product that Works for Everyone

Highspot

Yet the fact that you can do these things is no accident: it’s the result of accessible design. Accessible design, and its close relative, Universal design, are processes in which products and services are built to be usable by all people, and where the needs of people with disabilities are specifically considered. Together, these processes help to ensure that our physical world is accessible to all.

article thumbnail

The most effective method to expand the quantity of Instagram followers and likes

Pipeliner

Today we need to give valuable data on the best way to build the quantity of followers and likes on Instagram. Like the other interpersonal organizations, the last is additionally regularly utilized in close to home life yet additionally grinding away. So how about we attempt to comprehend why having numerous followers and likes on Instagram is so significant.

article thumbnail

Tips to Accelerate Your Email Programs

Appbuddy

Our February 3 State of Email Live featured two special guests! We start with our own Sridhar Chandran, solutions architect, sat down to discuss the latest email data we have, while later, Sarah Jones, senior CRM manager at Auto Trader UK, shared her email expertise with the class. First, some interesting data to share. Email volume is stabilizing. Though, to be clear, it is still wildly higher than email volume this time last year…which was just one month before the pandemic reared its ug

Pivotal 52
article thumbnail

?? Earning Passive Income With 5G Towers

Pipeliner

Many people maybe haven’t heard that 5G towers are a great source of passive income. Thus, today’s guest in Expert Insight Interview is Wally Wright, and he explains the benefits of investing in the newest global wireless standard. Visit us on Apple Podcast You can also find SalesPOP! on all major podcast stations. The post 🎧 Earning Passive Income With 5G Towers appeared first on SalesPOP!

article thumbnail

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

article thumbnail

Get Beyond the Technical Buyer

Force Management: The Seller's Command Center

Getting beyond technical buyers and in front of economic buyers requires you to make distinct connections between your solution’s technical capabilities and the business pains of your prospects. Conversations around technical requirements and buyer decision criteria can either propel a deal forward or cause problems that are difficult to overcome, like small deal sizes, stalled deals or discounts.

Buyer 52
article thumbnail

?? How to Optimize Virtual Experience to Work to Our Benefit

Pipeliner

Last year forced people to be creative in finding ways to reorganize events that used to be in person, which lead to creating new platforms for hosting virtual events. Thus, today’s guest in the Expert Insight Interview is Jonathan Kazarian, and he discusses the potential and advantages of a virtual experience. Visit us on Apple Podcast You can also find SalesPOP!

Benefit 52
article thumbnail

Diversity: Do Americans Have Racial Bias With Who They Buy From? | Kwame Christian - 1404

Sales Evangelist

In matters of diversity, salespeople can’t help but sometimes ask, ’Do Americans have racial bias with who they buy from?’ Kwame Christian has both a law and business background. He understands the issue of whether Americans have a bias from who they buy from, and he is doing bias training to help companies understand the importance of knowing humans on a deep fundamental level.

Scale 40