Sat.Aug 24, 2019 - Fri.Aug 30, 2019

article thumbnail

What’s Your Time Worth

The Pipeline

By Tibor Shanto. Ask most salespeople what their time is worth, or if they value their time, and they respond in the affirmative. But as is often the case, the observable behaviour says something different. Not only do they seem to not worry about how they use time, but many also seem to go out of their way to waste it. I’ve started asking salespeople “What’s your time worth?

Wireless 264
article thumbnail

The 10 Reasons You Believe You Hate Sales

Anthony Iannarino

When someone says they “hate sales,” you can be confident they don’t work in sales. Those who work in sales don’t feel that way about selling. The reason people suggest they have a strong emotional feeling about sales is that they believe things about sales that aren’t true, had negative experiences, or are struggling to sell successfully. Here are the ten reasons you hate sales and some ideas about reframing sales.

Lead Rank 105
Insiders

Sign Up for our Newsletter

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

article thumbnail

Why Are Critical Thinking Skills Important in Sales?

Connect2Sell

Sales competencies, outlined in job descriptions, usually include traits like outgoing, self-motivated, organized, persistent, and resilient.

article thumbnail

It’s Not Too Late

The Sales Heretic

It’s not too late: To thank someone. To apologize. To start over. To change direction. To follow up with your buyer. To learn something new. To go somewhere you’ve always wanted to go. To ask for help. To get certified To find your passion. To give a compliment. To face your fears. To be happy. [.].

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

Did You Know That The Beatles Taught us About Selling?

Understanding the Sales Force

While this should be a fun, end of summer article I'm guessing that you don't actually believe that the Beatles taught us about selling. The Beatles recorded 18 songs where the lyrics talked about selling plus I included two bonus titles by other artists to bring the total to 20! The Beatles. Can you name the song that went on and on about building relationships?

Course 238

More Trending

article thumbnail

What To Do When Something Goes Wrong In Your Presentation

MTD Sales Training

Many of us have been there. The presentation is going well, the customer is appreciating all our demonstrations, your ideas are being well-received…. Then….Wham! Something goes wrong! The laptop freezes. The demonstration falls apart. A member of the buyer team asks a question that you can’t answer. Whatever it is, it throws a spanner in the works and you struggle to cope.

article thumbnail

Something To Say? Just Say It!

The Pipeline

By Tibor Shanto. Selling is a word game to some degree, one that many salespeople seem to lazy to play. But our choice of words has a direct impact on how our prospects see us and our product. It is one thing to choose words to create familiarity and rapport, it is another to get intellectually lazy and risk a sale in the process. Take a look: [link].

article thumbnail

Changing Trends of Experiential Marketing

Sales and Marketing Management

Author: Lewis Robinson “Any customer can have a car painted any color that he wants, so long as it is black.”. This is the infamous quote by Henry Ford, and if you know about Ford’s production techniques, you definitely understand what he means. The Model T was mass produced and it launched the industrial juggernaut of the century. This was not just used for one mode, it became the baseline strategy for a number of leading organizations.

Trends 199
article thumbnail

How Revenue-Focused CMOs Make Their Number

SBI Growth

It is well-documented that CMOs now need to be revenue generators. Gone are days of being primarily measured on brand reach and field marketing events. The modern-day CMO works with the CRO in driving revenue and making the number. However, in.

Revenue 213
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

How to Turn Networking Into Prospecting

The Sales Hunter

If you’ve been following me for a long time, you know that I don’t consider networking the same as prospecting. Too many people go to a networking event but call it prospecting simply to avoid prospecting. Far too many prospecting events are nothing but a bunch of salespeople hanging out together trying to sell each other. Whether it’s an industry networking event, a local business open house, or a chamber of commerce event, they are typically a huge waste of time.

article thumbnail

5 Ways to Improve Customer Retention With Storytelling

Zoominfo

You’ve heard it before and we’ll say it again: It’s more cost-efficient to retain existing customers than it is to acquire new customers. This statement pops up during every conversation about customer retention for one simple reason— it’s true. Every day, your customers are bombarded with corporate promotions and marketing messages, from both familiar and unfamiliar brands.

Retention 189
article thumbnail

How Close Are You to Cash? (August Referral Selling Insights)

No More Cold Calling

Get your priorities straight. I need to listen to my own advice instead of getting distracted by my ever-burgeoning inbox, neverending social media conversations, and not-so-quick breaks to check Facebook. It’s so darn easy today to veer from our priorities. But that’s what we should focus on first every day—what’s “closest to cash. That might mean writing a proposal, researching prospects, following up with potential clients, attending networking events, or asking for referrals.

Referrals 166
article thumbnail

A CEOs Do’s and Don’ts of Projecting Your Brand into a New Marketplace

SBI Growth

You have established your business within your target customer base and are looking to expand. Now what? Your finance team has stack ranked the opportunities and recommended that you enter a new market with untapped white space. Product has signed.

article thumbnail

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.

article thumbnail

Why Do I Have Bad Customers?

The Sales Hunter

Are your customers really bad, or do their expectations just not line up with yours? Bad customers are a result of failing to establish expectations with the customer that align with what you deliver. Watch this 35-second video: “Do You Have Lousy Customers?”: At the end of a month, a quarter, or a year, it is crazy how quickly salespeople make far claims that go way too far all because they are chasing a number.

article thumbnail

How Sales Teams Can Recruit & Retain College Grads in the Tight Labor Market

Sales and Marketing Management

Author: Mike DeLeonardis, President, North America at beqom Generation Z graduates, or those born between 1997 and 2012, are flooding the workplace, and with a flowing economy and tight labor market, it can be difficult for companies to recruit and retain these entry-level employees. Gen Zs have the advantage to be choosy about the jobs they take, but they are also more likely to be continually looking for better opportunities.

Lead Rank 166
article thumbnail

Sales Inspiration from Two Basketball Legends

Anthony Cole Training

The buyer's cycle has changed. These days, when a buyer wants to make a purchase, they have all of the tools located in the palm of their hand. If you are not making the buying process as frictionless as possible, then you are most likely going to lose out on a sale.

Buyer 153
article thumbnail

How Technology Best Practices Are Influencing the Healthcare Industry

SBI Growth

Technology Companies are years ahead of any other industry when it comes to leveraging data to inform key decisions in their Go-to-Market model. This trend is likely due to their high-margin, high-growth rates, & rapidly advancing products creating fiercely competitive.

Industry 159
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

Continuing Education: The Key to Immediate & Long-Term Success

Mr. Inside Sales

“Selling is a skill, and like all skills, it must be learned through study and practice.” – Thomas J. Watson. “A salesperson’s education is never completed: each day offers new opportunities to learn. Part of a salesperson’s training comes from nose-to-nose selling; in sales, there is no substitute for practical experience. But an integral part of one’s training comes from books, recordings, sales meetings and training courses.

Education 139
article thumbnail

8 Brilliant Ways to Increase Sales

Hubspot Sales

Are your sales numbers flat this year? Are you struggling to get to hit your sales quotas? Do you need something extra to get the team motivated and meeting aggressive goals? I asked a few sales experts about their current favorite techniques for increasing sales — and threw in a few tips of my own. Finish the year strong and find your new favorite technique in this list. 1.

Hubspot 137
article thumbnail

Hitting Your Sales Goals – 3 Challenges to Overcome

Anthony Cole Training

In this article, we discuss the 3 challenges facing salespeople today:

article thumbnail

Axonius, a cybersecurity asset management startup, raises $20M in Series B

Openview

The post Axonius, a cybersecurity asset management startup, raises $20M in Series B appeared first on OpenView.

153
153
article thumbnail

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.

article thumbnail

It’s Never “Just A Matter Of Training.”

Membrain

I was speaking to a friend the other day.He’s VP of Sales Enablement for a large technology organization. He had just come out of a meeting of his peers–the top management in the sales organization. He called to say, “the field VP’s proposed that we initiate a major sales training program and are willing to fund it.”.

Training 117
article thumbnail

Podcast 112: Transparency in Sales with Todd Caponi

John Barrows

This week we’re honored to have Todd Caponi on the podcast. Todd spent 3 years building PowerReviews, as well as being a part of ExactTarget’s executive team through their IPO and eventual exit to Salesforce back in 2013. In the last 18 months, he’s focused on his book, The Transparency Sale and promoting it. In this episode, Todd talks us through the science behind decision making and how transparency at a high level moves the needle….

article thumbnail

Data Enrichment: What It Is and How It Improves Your CRM System

Vainu

It's an understatement to say that there's no shortage of information on pretty much any company in the world today. However, as we all know–quality beats quantity almost every time. To draw reliable insights from company data and subsequently boost sales performance, salespeople must a) have easy access to the data most relevant to them, and b) be sure that the data they're acting on is accurate and up to date.

Data 103
article thumbnail

How Ian Cleary Used Networking to Build a Globally Scaling Brand

Nimble - Sales

Ian Cleary is a globally recognized marketer that is known for his ability to see the full picture in marketing because of his combined marketing, technology, and business skills. He shares his knowledge through an award-winning blog, at marketing conferences around the world, and through working with customers. Ian strives to bridge the gap between […].

Scale 106
article thumbnail

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

article thumbnail

How to Not Give Up on Yourself

Anthony Iannarino

If what you want wasn’t difficult to achieve or obtain, it most likely wouldn’t be worth wanting in the first place. If it wasn’t going to take more effort over more time than you believed necessary, and if it didn’t require you to become something more than you are now, there would be no sense of accomplishment for having achieved it. Here is how to not to give up on yourself when things are not what you want them to be.

How To 105
article thumbnail

Train The Trainer: What Most Sales Enablement Strategies Are Missing

SalesforLife

After seven years of working with 350-400 customers, it recently dawned on me that there’s a fundamental flaw in the sales training industry. For context, consultants like us typically go into market and provide sales leaders with basic training on how to be a coach of modern, digital sales skills. We then train the sellers so they can execute on these plans.

article thumbnail

11 Secrets Of Successful Business Sales Development Leaders [INFOGRAPHIC]

InsideSales.com

Keep reading to learn what it takes to be a successful business development manager and leader in this article. RELATED: ‘The Sales Development Playbook’ [FREE E-BOOK] Trish Bertuzzi In this article: What Makes Business Development a Challenging Job? Secret Strategies to Motivate Your Team Create a Connection Lead From the Front Use Sales Gamification Permanently Train […].