Mon.Aug 15, 2022

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Book notes: The Sales Acceleration Formula

Sales 2.0

I’ve been using the summer to review some of the classic books in sales and marketing and refresh some of the fundamentals to building world-class “revenue engines” described. I started with Mark Roberge’s book “The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million”. The part of Mark’s book I like the most is about hiring salespeople.

Hiring 195
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Forget SEO As You Knew It

Sales and Marketing Management

Search engine optimization tricks are a thing of the past. Today’s SEO boils down to a few best practices under proper site construction and solid content marketing. The post Forget SEO As You Knew It appeared first on Sales & Marketing Management.

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Get Growing: How to Retain Customers For Long-Term Growth

Zoominfo

We’ve all heard the adage that it can cost five times more to land a new customer than it does to maintain an existing one. For many B2B go-to-market teams, this rings true — as long as it’s the right customer. Sustainable revenue growth comes when you engage with the best-fit accounts that have the potential to grow over time. And growing a customer account takes special care.

Hiring 130
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Do Sales Enablement Professionals Need Selling Experience?

Partners in Excellence

A reader wrote me, “Dave do you think sales enablement professionals need selling experience?” It’s a follow on to many of the discussions about “Do sales managers need sales experience?” My immediate reaction to both those questions was “HELL YEAH!!!!” My mind went to all the supporting arguments, things like: How do they possibly understand what sellers face, without having done the job themselves?

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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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How to Use Sales Psychology to Change Buyers' Mindsets

The Center for Sales Strategy

As a business leader, you're well aware of the fact that sales can make or break a company. Unfortunately, simply designing a great product or service won't lead to outstanding sales. Industry leaders today are focusing on a more psychological approach to boosting their sales. Read on to learn more about sales psychology and find out how you can use it to change the mindset of any buyer.

Buyer 117

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Account-Based Sales Development Outreach: How to Leverage Gifts to Drive Revenue

Tenbound

When SDR teams use gifting as an outreach strategy, there are three typical outcomes: High-Impact: Gifts establish relationships and convert to revenue Low-Impact: Gifts are acknowledged but barely affect revenue Negative-Impact: Gifts are perceived poorly and lower conversion rates High-impact gifts get posted on LinkedIn and are cheered on by teams that wish they thought of the idea.

Revenue 100
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Kajabi Webinars: How to Create Live & Evergreen Webinars

Sell Courses Online

Webinars can be an extremely effective way to engage your audience and market your products. If you’re planning on using … Kajabi Webinars: How to Create Live & Evergreen Webinars Read More ?.

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What Most Sales Managers Get Wrong About Sales Coaching

Tenbound

Most sales managers get sales coaching wrong. They think that if they just tell their reps to sell more, it will magically happen. The truth is, there’s so much that goes into improving a rep’s performance. Recently, David Dulany sat down with Peter Kazanjy, Co-Founder and CRO at Atrium. If you’ve heard Peter speak, you should know that this interview was jam-packed with insights.

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What Is Inside and Outside of Your Comfort Zone?

Go for No!

Author Roy T. Bennett said, “The comfort zone is a psychological state in which one feels familiar, safe, at ease, and secure.”. And that’s the biggest problem. Here are a few general examples of inside versus outside the comfort zone: In your comfort zone: Your favorite place to go for lunch and the thing you most like to order. Out of your comfort zone: A lunch place you’ve never been to or heard of, ordering something you’ve never tried.

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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.

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The Secret Weapon That Can Solve Your Toughest Sales Challenges

Selling Energy

As virtually any of my trainings will attest, making a sale in today’s environment is incredibly complex. It’s more important than ever to be aware of who the players are, what is most important to them, and how to speak their language, often while juggling several other tasks at once.

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Are You Enthusiastic About Work?

Smooth Sale

Photo by Geralt via Pixabay. Attract the Right Job Or Clientele: Are You Enthusiastic About Work? Success requires that we diligently improve our efforts and raises the question, ‘are you enthusiastic about work?’ No matter the complexity of our work, without enthusiasm or the desire to do well, it is likely that our endeavors will prove mediocre. The mediocrity becomes a downward cycle providing little satisfaction while adding to the reluctance to show up.

Hiring 78
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Recession Proofing Your Mind: How Sales can Thrive Not Just Survive

Sales Hacker

You are not alone, a lot of people have missed their quotas, but that doesn’t mean you can just wash your hands of the challenge. Sales is a hard job, recession or not. It’s important to focus on the things you can control, like your metrics and pipeline, and not let one bad week ruin your quarter. Kevin “KD” Dorsey and Liz Simpson join to share tips on recession-proofing your mind and quota (they’ll also be answering questions live from the audience, so be prepared to ask your hard-

Quota 89
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Why Are B2B Companies Choosing SDR Outsourcing in 2022?

Predictable Revenue

Learn why more and more B2B companies are choosing to outsource their sales development reps (SDRs) to grow outbound sales faster. The post Why Are B2B Companies Choosing SDR Outsourcing in 2022? appeared first on Predictable Revenue.

B2B 79
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ABM Success Recipe: Mastering the Crawl, Walk, Run Approach

Shifting to an account-based marketing (ABM) strategy can be both exciting and challenging. Well-implemented ABM motions build engagement with high-value accounts and drive impactful campaigns that resonate with your audience. But where do you begin, and how do you progress from crawling to running? Watch now as Demand Gen experts delve into the essentials of each stage of the ABM process.

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Episode 40: Twitter Bio or… Cold Email ???

Sales Hacker

Want to write sales emails like a pro? Kristina and Will look at common email mistakes (using real examples) and rewrite them so that you can learn what to do differently. Join Kristina Finseth (Sr. Manager, Outbound Growth Marketing at Greenhouse) and Will Allred (Co-Founder & COO at Lavender) to get TWO perspectives and TWO approaches on real sales emails, every week on Sales Hacker.

Twitter 83
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3 Reasons YOU’RE Not Converting: The Why of This Series

SalesProInsider

Are you converting your prospective clients to the next step as often as you want? Or are you having that first interaction, meeting, or conversation, only to realize that prospective client is not committed to taking the next step? Maybe they say they’ll think about it. Or maybe they schedule the next meeting, but then they “ reschedule ” but never really set a date.

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How to Turn Problems Into Opportunities

Janek Performance Group

“We don’t have problems, we have opportunities.” That’s a line many sales leaders like to repeat as a form of motivation to their sales team. But before a problem can become an opportunity, you’ll need to find or create a solution to the problem. If you’re unable to follow through on that notion, you’re not going to end up with an opportunity, but with a problem.

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Churn Analysis: The Ultimate Guide

Gong.io

New customers are wonderful, but recurring customers are what keep a business afloat, especially for SaaS and other service companies. That’s why it’s critical to keep retention levels steady. As such, we have to understand both why clients return (or stay subscribed) and why some don’t. That’s why it’s important to analyze customer churn. By understanding who’s churning, when they’re churning, and why they’re abandoning your product, you can make changes that will appeal to your target audience

Churn 62
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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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Three Tips to Handle Objections

One of a Kind Sales

For many inexperienced salespeople, the first thing they think about when it comes to selling a product or service is the fact that they will hear objections. They dread the word “no” and try to avoid objections even when they can clearly see that they exist. They view objections as a minefield which must be […]. The post Three Tips to Handle Objections appeared first on One of a Kind Sales.

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5 Things You Can Purchase Using Cryptocurrency

Pipeliner

Although many people were originally dubious about digital assets challenging traditional ones, Cryptocurrencies have grown in popularity. Several well-known Cryptocurrency figures set the trend off, but new coins are being released every year. The quick emergence and acceptance of new currencies, however, have far-reaching effects that begin with banks and end with consumers.

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Close Your Organization’s Sales Technology Adoption Gap and Increase Revenue

SalesLoft

So, what does the technology adoption gap have to do with your organization’s revenue? And what is the technology adoption gap? We’re glad you asked. The technology adoption gap provides a directional understanding of how increased utilization of sales technology can impact seller performance. Typically sellers with the highest adoption of sales technology are also the team’s top performers.

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Competing in SaaS Sales

Sales Result

In SaaS sales, you're typically competing against another SaaS solution or a traditional software solution. In either case, knowing your competitors inside and out will set you apart from alternatives. This post explores some common traps SaaS companies fall into, and how to avoid falling behind your competition. These days, you may have 40 competitors in a hot space, your whole team needs to be involved in identifying and learning about them.

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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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Technology Adoption: Stop Making This Rookie Mistake

SalesLoft

Driving adoption of your sales technology is the most important way to be sure you realize a return on your investment (ROI). When we talk with revenue teams, we usually don’t hear many objections. But things get a little fuzzier when we ask about a technology adoption definition. . Take a deep dive into adoption by downloading How to Drive Adoption of Your Sales Technology Platform.

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How to Use an Affiliate Program to Increase Sales (and Acquire More Leads)

Close

An affiliate program allows you to tap into an enthusiastic audience about your product or service and gain access to new leads.

Leads 52
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Asses Your Sales Tech Functionality Gap

SalesLoft

Think about the sales tech functionality you were most excited about when you purchased. Are you using those features today? Using this Functionality Gap Assessment, you can periodically review your current technology priorities and compare them with what go you so excited in the evaluation phase. Download here. For every technology solution you currently own, you’ll assess each feature determining whether sellers are using the feature and if it was one that was important to you during the

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Six Things Sellers Can do to Make Themselves Memorable to any Prospect | Casey Jacox - 1586

Sales Evangelist

Many buyers see sellers as a commodity. While the goal of every seller is to close more deals, how are you supposed to do that without being memorable to the buyer? In today’s episode of The Sales Evangelist, Donald is joined by a sales coach and expert, Casey Jacox, to learn how sellers can stand out and be memorable to their prospects. Sellers are under a lot of pressure: Whether that pressure is to hit KPIs, increase quarterly figures, or just contribute to company growth, sellers have a lot

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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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Fuel Growth Podcast: From Freemium to Product-Led Growth

SugarCRM

The term ‘product-led growth’ seems to be a new, popular buzzword amongst SaaS companies. But what is it, and why has it become so popular? On this episode of the Fuel Growth podcast series, my co-host Clint and I got the opportunity to sit down and pick the mind of Wes Bush , CEO and founder of ProductLed. ProductLed is a consulting firm that helps train B2B software companies on how to execute product growth strategies—such as launching freemium models or learning how to scale operations on ex

Scale 26
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Sales leaders: You’re going about rep productivity all wrong. Here’s how to get it right.

Sales Hacker

Every good sales leader wants to empower and coach their team to become highly productive. But most managers come from an individual contributor role and are given woefully inadequate training and support. If that weren’t the case, we wouldn’t see quota attainment hovering around 50% for so long. And the problem is only getting worse as budgets get squeezed and layoffs impact more people — good people who are trying hard, but don’t have a clear plan for success.