November, 2018

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What Is the Role of Sales in the Customer Buying Experience?

Connect2Sell

You can’t close a sale until you open and nurture a relationship with a buyer. You have to demonstrate value that is personal, meaningful, and relevant to the buyer. Sales does the work to open, nurture, and communicate value. Without this work, it’s hard to create a great customer buying experience.

Customer 235
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Show, Don’t Tell: 5 Effective Ways to Coach Your Sales Team

Sales and Marketing Management

Author: Matthew Sunshine If you’re a sales manager, you know this to be true: Having that tough conversation with a salesperson who isn’t meeting goals is never fun. Telling people they’re not meeting expectations and inspiring them to turn things around isn’t easy. In fact, most of the time, it’s downright uncomfortable. Alas, it is absolutely essential.

Coaching 257
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How To Survive The Great January Sales Talent Exodus

SBI Growth

Article Corporate Strategy Sales Strategy Talent Strategy 2018 2019 A-Players address concerns address issues align talent align talent with potential b players boss build your bench c-players calculate candidates ceo comp compensation creat a plan create a plan departure estimate Drew Zarges exodus external gut bunch identify suspects internal invest in talent listen lose reps make the number make your number mediocre talent more revenue more with less new year quota representatives reps revenu

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How to Actually Scale Your Referral Business

No More Cold Calling

If you think referrals don’t scale, you’re just doing it wrong. Sales leaders often tell me that referral leads are their most qualified, most convertible leads. Then in the next breath, they tell me referral business doesn’t scale. Before I got really annoyed and was ready to blast them, I took a closer look at what scale means, anyway. Of course, there’s more than one definition.

Scale 313
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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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The Wrong Salespeople are Hired 77% of the Time

Understanding the Sales Force

94% of sales managers are optimistic about their salespeople. That's a very surprising statistic for a couple of reasons: 50% or more of their salespeople won't hit their quotas this year and haven't since at least 2008. Objective Management Group's (OMG's) findings from the evaluations and assessments of 1.8 million salespeople show that 50% of all salespeople are weak.

Hiring 306

More Trending

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Nine Holiday Networking Strategies

The Sales Heretic

The holidays are officially upon us. (Judging by the ads, store displays, and TV listings, Christmas now apparently starts on November 1.) Which means that your calendar will soon be filling up with holiday events organized by friends, relatives, charities, clients, vendors, and possibly even your own company. The annual abundance of holiday parties presents [.].

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7 Questions to Build Rapport in Sales

Sales and Marketing Management

Author: Mike Schultz, President, RAIN Group Before buyers will open up to you about their needs and desires, they have to first be comfortable with you. Comfort (and trust) begin with rapport. Building rapport is sometimes dismissed as a ploy to make a superficial connection with a buyer. You shouldn’t make superficial connections, you should make genuine ones.

Pivotal 266
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Two Killer Questions to Open & Close a Sale

Mr. Inside Sales

I was having breakfast with a client in Denver before a training program I was giving, and we were talking about the importance of asking questions and listening. He told me that a few years ago he was working for a company selling an IT solution, and that while dealing with the Director of IT, he suddenly had an opportunity to meet the new CFO. This was unexpected and he had to think fast!

Closing 227
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Do Words Make a Difference for Women in Sales?

No More Cold Calling

Watch what you say, and do what you say. . “I want you to know it hasn’t gone unnoticed that there are no women on our sales team.” That comment came from the CEO of a fast-growing software company. Not only were there no women, but the sales team was all white men of a certain age. He wanted to hire saleswomen, he told me, but women rarely applied for the job.

Hiring 280
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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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Speed Limits, the Flow of Traffic, and Sales Pipelines

Understanding the Sales Force

I don't get stressed anymore when I'm driving. All it took was for me to not exceed the speed limit. I'm not sure whether it was my navigation system repeatedly telling me to "obey all traffic laws" each time I started the car, or my wife reminding me that I needed to be a good role model for our soon-to-be driving 16 year-old son. I admit that this was much easier for me to do after I gave up my Jaguar for a Lincoln Navigator.

Pipeline 255
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Social Selling Suicide!

The Pipeline

By Tibor Shanto. I know you may think I have the title wrong, but I mean it, it seems social selling is dying and just stinking out the neighborhood. I have read my share of “cold calling is dead” articles, and what made them amusing is that they were all emotion based. While these pieces came in different flavours, they all boiled down to: A bunch of people who have never cold called, or have not done so for a long time, with no clue as to how to execute the craft at a level to fill a pipelin

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The Beginner’s Guide to B2B Marketing Attribution Modeling

Zoominfo

The modern B2B customer journey is more complex and multilayered than ever before. In a prospect’s path to become a customer, they often engage in a number of digital touchpoints—social media posts, paid advertisements, email promotions, blog posts, webinars, and eBooks to name a few. In fact, studies show it takes an average of 6 to 8 touchpoints to simply generate a lead ( source ).

Lead Rank 236
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Leading Indicators of Sales Performance You Can’t Afford Not To Track

SBI Growth

The average lifespan of a Revenue Leader is less than two-years. Why? Most of the time the Leader’s departure is related to poor revenue performance or inadequate return on Sales & Marketing dollars. In the following article, we will outline.

Leads 225
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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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How to Write a Compelling Media Kit That Sells

Sales and Marketing Management

Author: Josh Carlyle Since you’re representing a brand, you need to market yourself to your audience and potential clients. This is not an easy task, but if successful, it can lead to a profitable, long-term collaboration with the best partners. A media kit is a promotional tool that contains useful information about your product or service, website, current partners, advertising, or marketing opportunities.

Media 224
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4 Reasons You Shouldn’t Get the Referral on LinkedIn

No More Cold Calling

How to connect beyond the click when asking for referrals. My client, Sue, identified a colleague on LinkedIn who knew her prospect, George—a high-profile, very senior buyer. She’d tried asking for referrals to George on LinkedIn, but she felt their introductions lacked the emotion needed to convince George to meet with her. This time, she arranged a call with her colleague to get the referral.

Referrals 253
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Pitch Perfect: Selling into Human Resources (HR)

DiscoverOrg Sales

A candid interview with Jill Konrath and David Kingsley, Chief People Officer at Vlocity (via Salesforce and Mulesoft). Workplace services. Compensation. Recruitment. New employee orientation. Human Resources owns a growing piece of the budget pie – but how do you break in? Sales leader Jill Konrath has some pointed questions about the buying process for HR leaders, so she interviewed David Kingsley , Chief People Officer at Vlocity (formerly Head of Global People & Places at MuleSoft,

Resources 224
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Buyers Don’t Have To Take Your Call

The Pipeline

By Tibor Shanto. Truer words were never said, right, but that does not stop the tears for those who live it every day and struggle to engage with enough opportunities to drive their pipeline and results. But whether you are struggling to connect with your targets or you are acing your way to President’s Club, you have to accept that Buyers Do Not Have To Take Your Call, before you leave your house in the morning.

Buyer 227
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Gone in 8 Seconds: Overcoming Buyers’ Shrinking Attention Spans

Speaker: Jake Miller, Senior Product Marketing Manager, Allego

Buyers are savvier, buying teams are larger, and new research shows that buyers' attention spans have dropped to just 8 seconds. This means that the old approach of blasting buyers with email-heavy, generic communications no longer works. Instead, buyers need to be surrounded with relevant communications and personalized, self-service content throughout their journey.

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How To Map Out Your Buyer’s Journey Pre & Post-Sale

MTD Sales Training

Here’s a question to get you thinking: What do you need to do today, tomorrow and next week that would have the biggest impact on your business growth? It’s a far-reaching question that determines how and where you should be spending your valuable time. It focuses on what are the most significant areas for you to concentrate and focus on that will bring the biggest returns.

How To 224
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Sales Operations Is the Missing Link in Creating a World-Class Coverage Plan

SBI Growth

Sales operation needs to be in lock-step with your sales leader on your coverage plan exercise? Many sales operations leaders are stuck in tactical and daily activities. How can you elevate your sales operations team to think strategically? Sales operations.

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18 Quotes About Podcasting for Business Professionals

Zoominfo

Podcasts have captured the attention of millions and millions of listeners in recent years, more than earning their title as the modern-day radio. The success of podcasting is due, in part, to the convenience and pervasiveness of the modern smartphone. Think about it, people today are constantly on the go—but almost never without their cell phones. And thanks to music and radio streaming services, people have easy access to a wide range of podcasts to listen to during their commutes, car rides,

Scale 223
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’Tis the Season to Expand Your Referral Network: November Referral Selling Insights

No More Cold Calling

Sure, it’s hectic. You’re busy closing out the year, but you also have lots of invitations for parties, client events, and other business networking opportunities. This is the best time to build your referral network. Make the most of it. Attend everything you can, enrich relationships with people you know, and meet new people. Get to know people personally, first.

Referrals 238
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How to Leverage Intent Data for Better Outcomes

Speaker: Susan Spencer, Principal of Spencer Communications

Intent signal data can go a long way toward shortening sales cycles and closing more deals. The challenge is deciding which is the best type of intent data to help your company meet its sales and marketing goals. In this webinar, Susan Spencer, fractional CMO and principal of Spencer Communications, will unpack the differences between contact-level and company-level intent signals.

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8 Ways to Use BASHO Emails in Cold Email Outreach – With Examples

DiscoverOrg Sales

Basho emails aren’t just alive and well – they’re thriving. They’re a critical part of personalized prospecting and account-based strategy. But to crush cold email outreach, you have to do it right. We looked to one of our internal experts, our Sales Development Rep with the 60% response rate, to show you how (and when) to write a perfectly personalized BASHO email.

Examples 220
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How Risk Reversal Language Will Help You Accelerate Your Sales Cycle

Sales and Marketing Management

Author: Chris Orlob What’s the ultimate, late-stage barrier when you’re trying to push a deal through the sales cycle? Buyer anxiety. An excited prospect who believes your value proposition is a “no brainer” can instantly turn cold and ignore your calls when it’s finally time to put ink to the contract. After all, they’re spending a sizeable amount of company money — if something goes wrong, their job is on the line.

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How To Articulate Your Value Proposition In 5 Minutes Flat

MTD Sales Training

What’s most important to your prospects? When we ask this question, many salespeople we train will answer “to save money!”. And, while that’s often the main topic of conversation, it rarely transpires as the REAL criteria prospects use to make a decision to go with you. You have to be absolutely clear on what’s driving their decision-making. And it’s necessary for you to know how quickly that decision is made.

How To 219
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When to Pivot from an Indirect to Direct Sales Model

SBI Growth

A indirect selling model has plenty of benefits. Startup companies generally leverage channel partners to get instant scale without inheriting fixed cost. Hiring a direct sales team is expensive. A fledgling company looking for additional capital to bring on headcount.

Scale 217
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Guide to Using Buyer Need Data

This guide explains how to use Buyer Need Data to identify prospects who could use your solution *before* they demonstrate intent.

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Last Day Madness on the Sales Force - That's One Kind of Urgency

Understanding the Sales Force

The 2018 World Series is in the rear view mirror, my family can go to sleep at a normal time again, and sports fans can finally devote their attention to Basketball, Hockey and Football (and soccer okay? You got me to say it). I'm still getting calls and emails asking if I've come down from cloud 9 over the Red Sox world-series victory but I keep explaining that I was never on cloud 9.

Sports 209
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How Badly Do You Want Others to Succeed?

The Sales Heretic

I’m going to talk about basketball for a moment, so if you’re not a basketball fan—or a sports fan in general—just bear with me. The point I want to make is important, and it will help you boost your organization’s sales and performance. Last week, history was made in the National Basketball Association. In a [.].

Sports 207
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26 Personalization Statistics for the B2B Marketer

Zoominfo

In today’s marketing landscape, personalization has quickly become the gold standard—and for good reason! In this content-saturated marketplace, personalized marketing is the only way for companies to stand apart from the competition. Luckily, as technology advances, it’s easier for marketers to personalize their efforts. . Today, we show you 26 B2B personalization statistics: Your prospects and customers want personalized content. 1.

B2B 214