November, 2019

Should You Have One Custom Enterprise Sales Process or Many?

Sales Benchmark Index

Do we have the right sales process? How can we close more deals faster? Gone are the days when companies sold one product into one market for one customer. Many companies nowadays sell multiple products or solutions to various markets. Which.

Are Buyer Personas Sabotaging Your Sales?

Corporate Visions

The post Are Buyer Personas Sabotaging Your Sales? by Tim Riesterer appeared first on Corporate Visions. One of the most popular “best practices” in B2B sales and marketing is to create buyer personas. These fictional characters usually have names, and they embody all the traits of your ideal prospects. Typical buyer personas include a character sheet full of your prospects’ demographics, challenges, goals, and KPIs.

Insiders

Sign Up for our Newsletter

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

Predictable Buying

Membrain

We spend lots of time and money trying to create predictable revenue, increasing the predictability of our sales approaches. We constantly engineer, refine, tune and re-engineer what we do and how we engage our customers to produce POs. Sales Process Sales Management Sales Enablement

How They Make Decisions – Not How They Buy

The Pipeline

By Tibor Shanto. I don’t think many salespeople are pleased that there are more people than ever involved in any given B2B buying decision. What’s the last count, 6.8 people ? OK, it’s a b h, but it has been a b h for a few years now, time to move on. It’s time to deal with it; it’s time to learn from buyers, why are there more players? Can salespeople make this work for them? The answer is yes.

Buyer 217

7 Keys to Creating Massive Value in Your Sales Meetings

Speaker: Marc Wayshak, Sales Strategist, Best-Selling Author & Founder, Sales Insights Lab

Engaging prospects in a strong two-way dialogue is something most reps struggle with. In this session with Marc Wayshak, you’ll discover a data-driven approach to sales meetings that yields significantly better results.

How to Forecast Sales: 5 Tips to Boost Accuracy and Speed

Sales Hacker

It’s week 10. You’re on a forecast call, and your rep drops a bomb on you. That $600k deal that was a “sure thing” is now pushed into next quarter because the buyer is on vacation for the remainder of the quarter. You frantically look to see if there’s something you can pull forward, but with only 2 weeks left in the quarter, there’s nothing that can be accelerated to close the gap. That’s a forecasting miss. I see it happen all the time — to the best sales teams out there.

More Trending

The Art and Science Blend of Sales Leadership

The Center for Sales Strategy

World-class leaders understand improving performance is part art and part science. A recipe that includes the proper blend of both—art and science—is often what separates failure from success and exhibits the following: Outstanding performance (beating others in their peer group).

Blow the Dust off Your Buyer Personas to Win More Deals

Sales Benchmark Index

As a sales enablement leader, you had probably developed buyer personas years ago. There was a big announcement and possibly some training sessions, but then everyone forgot about them, and the sales reps almost certainly stopped using them. Slowly but.

Good Sales Recruiting is Like Selecting Movies and TV Shows

Understanding the Sales Force

Do you like movies and TV Shows? I love them! How do you go about selecting the next movie or show you will watch? Do you look for a specific show, watch the trailer and if you like the trailer, watch it? Or, do you look at all of the new releases, or everything in a particular genre, narrow down the selections, watch several trailers, and finally choose one? Most people use the second scenario which, by the way, is a very good approach for selecting and hiring salespeople.

Quota 185

Are limiting beliefs undermining your success?

Membrain

Every sales manager has encountered a salesperson who just can’t seem to “get it.”

The Forrester Wave™: B2B Marketing Data Providers, Q2 2021

In our 24-criterion evaluation of B2B marketing data providers, we identified the 11 most significant vendors — Data Axle, Dun & Bradstreet, Enlyft, Global Database, InsideView, Leadspace, Oracle, SMARTe, Spiceworks Ziff Davis, TechTarget, and ZoomInfo Technologies — and researched, analyzed, and scored them. This report shows how each provider measures up and helps B2B marketing professionals select the right one for their needs.

23 Business Lessons from an Undercover Billionaire

The Sales Heretic

I don’t watch a lot of television, but I recently binge-watched the Discovery Channel program, Undercover Billionaire. The eight-episode reality show follows self-made billionaire, Glenn Stearns, as he attempts to build a million-dollar business in a mere 90 days.

How would you do on the Newlywed Game?

Sales 2.0

How would you do if you and your clients (and prospects) were on the Newlywed game? The Newlywed game was a classic game show (it ran from 1966 to 2013–I thought it ended in the 70’s but that’s the problem with watching too much Netflix).

Vendor 244

A Pre-Call Checklist is Your 7th Must-Have Sales Productivity Tool

Anthony Cole Training

In our 7th installment of Football & 9 Sales Productivity Tools That Will Change Your Results, we bring you the pivotal and "must-have" Pre-Call Checklist. Going into a sales call without a plan is similar to going into a football game without a game plan; it's a recipe for disaster!

Tools 210

The Importance of Critical Thinking: Logic vs. Emotion in Selling

Connect2Sell

Swamped by emotions, sellers can make costly mistakes like these: critical thinking skills The Importance of Critical Thinking

203
203

A Pragmatic Guide to ABM Success

Speaker: Howard J. Sewell, President of Spear Marketing Group

In this exclusive webinar, you’ll hear B2B expert Howard J. Sewell detail a pragmatic approach to ABM planning, execution, and orchestration. Step by step, Howard will show how to leverage the Opportunity-Based Marketing (OBM) Framework, a stage-based B2B demand marketing model, in determining the best tactics for your ABM initiative and how to measure ROI.

Holiday Gift Season – Top 10 Ideas for Prospects Clients and Partners

Score More Sales

It is the time of year we traditionally think of a way of thanking a customer or referral partner, and we toy with whether to send a prospect some sort of a gift. holiday gifts for clients profession of sales

The Only Black Friday Sale that Matters

Mr. Inside Sales

It’s that time of year again–the time when every company has a black Friday sale. . I’m going to make this easy for you: We’re offering just one product on sale–the best product we have at the lowest price it has EVER been offered. .

7-Step DIY Data Segmentation For Account-Based Marketing

Zoominfo

Account-Based Marketing (ABM) always seems like a great idea … until you get into the nitty-gritty. When confronted with the details – database management, customer account segmentation, and content creation – many companies balk and decide that perhaps ABM isn’t the right road after all.

One Secret to Being a Better Leader or Salesperson

The Sales Heretic

Want to be a more successful salesperson? A more effective leader? You can! And it doesn’t require an advanced degree, or years of study, or mastering some arcane, complex set of skills. It’s actually very simple. It’s just one thing. Anyone can do it, regardless of age, education, background, or experience. And you can [.]. Sales business ideas insights leader listening results talking

Top 3 Sales Playbooks to Improve Sales Performance

Discover the top sales playbooks to improve sales performance, which sales play metrics to measure, and how to turn those insights into sales excellence. Download the eBook to find out how you can increase your sales win rates with these top sales playbooks.

Voicemail For Dummies And Other Romantics

The Pipeline

By Tibor Shanto. Some of you Boomers will remember the “Is it live – or Memorex” commercial, you Millies can see it here. The goal was to deliver an experience so real; the listener can’t tell if they hear something live or recorded.

How Is Critical Thinking Used in Decision Making and Negotiating?

Connect2Sell

Each of us has a preferred style when it comes to conflict. This preference influences how we make decisions and negotiate, too. Knowing and adapting your style can make you more effective, especially when paired with solid critical thinking skills.

"Gone Fishing" for Sales Prospects

Anthony Cole Training

I’m sure the majority of people have heard the Chinese proverb “Give a man a fish, and you feed him for a day. Teach a man to fish, and you feed him for a lifetime.”. hiring salespeople Sales Management Training hire better salespeople consultative selling increase sales leads, sales effectiveness training banking sales training consultative sales coaching sales training courses online sales training hire better people insurance sales training train the trainer

“Can You Email That to Me?”

Mr. Inside Sales

What’s the number one blow off/stall prospects use these days? Can you email that to me?”. They aren’t saying no, but they are still getting rid of you, aren’t they?

4 AI Hacks to Make Sales Teams More Efficient

Over the last two years, there’s been a 76 percent increase in AI adoption across sales organizations. For sales teams, AI opens up a world of new possibilities, including automating outreach, identifying best-fit buyers, and keeping CRMs flush with fresh data. Read on to learn the four AI hacks sales teams need to improve their performance. Download the eBook today!

Have Your Best Sales Quarter Ever - through Focus

Score More Sales

Now is the time of year where distractions happen. It is easy to blame others for your lack of success - but in sales, it always comes down to how well you perform regardless of the obstacles. To do well this quarter, you need one thing more than anything else - focus. Focus on your sales goals. Focus on your KPIs. Focus on your activity. Selling sales strategy boost sales

What Is Cross-Selling And Up-Selling?

MTD Sales Training

I read an interesting article by Jim Domanski the other day, where he introduces the ‘rule of 25’. This rule is good to know when you are trying to cross-sell or up-sell your client.

2 Truths and a Lie: High Email Bounce Rates and Sender Reputation

Zoominfo

Email marketing is hard. Some might argue that email marketing is even harder today than it was a decade ago. Whether you agree with that statement, one thing is for sure: email marketing provides different challenges than it did five or 10 years ago. There are so many factors that contribute to the success of an email program, no matter what kind of campaign you’re running. You have to consider subject lines, content, and graphics.

The benefits of social proximity selling

Sales 2.0

In my last post I was talking about how you can greatly increase your prospecting odds by leveraging people you know for an introduction. In this post I am going to talk about how to greatly increase your prospecting odds without an introduction. This approach is all about “social proximity” as Jamie Shanks calls it. Consider this data.

How to Overcome the Pain Points of Your CRM

CRM software is a powerful tool when used correctly, yet another obstacle to a sales team’s efficiency when it’s not. Leveraging research and commentary from industry analysts, this eBook explores how your sales team can get back valuable time by overcoming some pain points with your CRM, such as low adoption rates, integrations, and data quality.

Creating Your Ideal Week: The 6th Sales Productivity Tool

Anthony Cole Training

In our next edition of Football & 9 Sales Productivity Tools That Will Change Your Results, we bring you our 6th tool, which is "Creating Your Ideal Week". Sales Coaching increase sales sales performance management sales productivity tools sales effectiveness training

Tools 155

How to Handle: I looked it over and not interested

Mr. Inside Sales

Don’t you hate when this happens? You felt like you had a really qualified and interested prospect, set the demo call, looked forward to what you thought was for sure your next sale, and…. Right out of the gate, they won’t even give you the chance to pitch them!

What Top Performing CMOs Plan to Focus on in 2020

Sales Benchmark Index

Much has been written in recent months about the demise of the CMO position. While such a drastic assertion is great for grabbing business headlines, the reality is, as usual, decidedly more nuanced. As the marketing function has evolved over the.