Sat.Oct 10, 2020 - Fri.Oct 16, 2020

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5 Minute Interview – Hire Salespeople Who Will Sell

Anthony Cole Training

If your salespeople MUST be great on the -phone then why not find out, as early as you can, how GREAT they are on the phone?

Hiring 292
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Aligning Customer Communication Styles With Your Own

Sell Integrity

The Behavioral Styles ® model is an easy-to-use tool for assessing the behavioral characteristics that fall within four distinct customer communication styles: Talker, Doer, Controller and Supporter. Does communication style matter when it comes to sales? More than you might expect. Studies show that over 80% of customer dissatisfaction is rooted in emotional issues rather than intellectual ones.

Customer 122
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Make time for sales “magic”

Sales 2.0

“Win the day by noon”. I love that expression and I’ve found great happiness in trying to implement it. There’s something really great about having lunch and knowing the day is already a good one. It certainly does not happen every day, but it’s a great goal to strive for. I take my exercise primarily in the form of running. I’ve found the only way I can consistently run is to do it first thing in the morning.

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New Data Shows an Overlooked Finding Correlates to Sales Effectiveness

Understanding the Sales Force

We use remote deposit, a terrific convenience for depositing checks from the desktop without going to the bank. The only problem is that the software that runs the check scanner isn't compatible with the Mac OS. It only runs on Windows so we have to remotely connect to an old Dell that takes up unnecessary space. Oh, if only the software for the check scanner was compatible with the Mac.

Hiring 344
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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

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Re-energizing sales efforts in a virtual world

Sales and Marketing Management

Author: Paul Nolan Is your sales team disengaged? This year, it’s hard not to be. We’ve quickly adapted everything in our work and personal life to respond to and survive within a COVID-19 environment. According to Gallup, the U.S. work force experienced the most significant drop in employee engagement in 2020. Notably, the largest decline in employee engagement was among those working in managerial or leadership positions.

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How to Succeed in Sales through Execution and Messaging

The Pipeline

By Tibor Shanto. Isn’t that what everyone is looking for? The challenge is that most salespeople and sales organizations tend to focus on one over the other. And while great messaging will gain you more attention, if you improve your execution it goes a lot further. Great execution with questionable messaging is no better. Learn to effectively balance the two this afternoon when I present “ How to Succeed in Sales through Execution and Messaging. ” Join me today, as Jon Ferrara ,

Survey 235
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Why ZoomInfo is Acquiring Clickagy

Zoominfo

Last November, I spent a weekend with our executive team brainstorming the biggest and most exciting opportunities for our growth in 2020 and beyond. We invited a trusted outsider—an expert on the sales and marketing technology landscape—to join us and share a unique perspective. The intersection of our ideas resulted in a renewed focus on delivering massive value to our customers through the best B2B intent data the market has to offer.

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5 Ways Corporate Values Benefit Your Company

Sales and Marketing Management

Author: Aaron McClung It’s become trendy in recent years to develop core values or corporate value statements and then share them with your constituencies, but to what end? Books, like Gino Wickman’s Traction have been written about how to create them and what they should look like, but sometimes it’s hard to nail down why they’re important at all. .

Company 317
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How Leading CMOs Develop a Strong Messaging Architecture

SBI Growth

You are to the point where you have built the ideal go-to-market strategy, completed a thorough buyer segmentation, and you even pulled together a Rockstar sales playbook. You have clearly defined buyer personas and even a well-defined buyer’s journey. You.

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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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The Calm In The Storm

The Pipeline

By Tibor Shanto. Leading from the front is not always easy, especially in times of turmoil. One way to get your people to follow is to present a state they want to emulate. In turmoil, that state would be calm. Being the calm in the storm allows you to get people’s attention and mind share. The same is true for sellers and prospects. If we are calm, we seem safer, we can deliver different ideas.

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Digging Into Customer Churn Data: A Guide to Better Retention

Zoominfo

The stress of onboarding new customers and keeping current ones is constantly exacerbated by the looming threat of high customer churn rates. Lost customers, or customer attrition, aren’t completely avoidable — but how many is too much? When does churn become a problem? The answer varies based on the unique attributes of your company. That’s why it’s crucial to compile, analyze, and build customer retention strategies with churn data.

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Technology can improve your recognition efforts

Sales and Marketing Management

Author: RICHELLE TAYLOR An estimated 42% of the work force is currently working from home. How this number will change following the pandemic isn’t certain, but the Federal Reserve Bank of Atlanta predicts the number of days worked from home will triple among full-time employees. As more people permanently transition to home offices, companies will need to change how they motivate and recognize employees.

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Avoiding the Generic Sales Pitch

Connect2Sell

Sales 363
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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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SDRs Catching Lightning In A Bottle

Sales Pro Central Submitted Articles

Lee Baker, one of the Sr SDRs at demandDrive, put together this email recently. With the current state of the world I don’t think it could have come at a more appropriate time.

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Does Social Media Really Generate Revenue?

Zoominfo

Facebook was founded in 2004, Twitter in 2006, Instagram 2010, Snapchat 2011, and TikTok in 2016. As these social networks have risen, a graveyard of failed businesses trailed behind them, Friendster, MySpace, Vine, and so many more. The most important question for businesses that incorporate social media — albeit the natural rise and fall of a particular platform’s dominance is: Does social media really improve the bottom line?

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COVID-19 Has Changed Everything About Selling. Here’s How We’re Handling It

Sales and Marketing Management

Author: David Satterwhite In 2020, I reached my 30th year in business-to-business technology sales. Then, everything I thought I knew about sales blew up. . COVID-19 swept me and our company’s 50 salespeople into uncharted waters. A growing market suddenly became an uncertain one. A profession that thrives on face-to-face communication with customers became shackled by travel restrictions.

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Winners Have Great Sales Coaches

Alice Heiman

No matter what industry you are in , the game of sales has changed. As I always say, “Good selling is good selling,” but there are some changes we all need to make to continue to bring in new business and more business from existing customers. Although training can certainly help, I believe coaching is the most important way to help salespeople make the needed changes. .

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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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The eight prospecting paradoxes that cause selling schizophrenia

Membrain

As sales teams rapidly reinvent themselves, their skills, activities and the way they sell, the real transformation needed to achieve your goals starts with not just changing, but expanding your thinking. There’s always more than one perception.

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Why You Need to Sell on Value, Not Price

Sales Pro Central Submitted Articles

Imagine you’re a manufacturer whose sales approach has been to compete on price, and that’s worked well for you. Then, due to a change in economic conditions, a critical raw material you can’t substitute for has skyrocketed in price. Correspondingly, you have to raise your own prices and inform your customers of that change and why. Unfortunately, you’ve just lost your competitive advantage.

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Operating Your Sales Team Remotely

Sales and Marketing Management

Author: Jeff Kalter Several months into working remotely during the COVID-19 shutdown, many employees have awakened to the possibility to continue working from home. Others have discovered they prefer working in an office and being around colleagues. Employers, too, have had their eyes opened to what works and what doesn’t in terms of productivity. So what can we expect going forward?

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Real vs. Virtual Backgrounds. Which is Best for your Zoom Call?

Julie Hanson

In more ways than one, business professionals are now faced with considerable change – offices are closed, meetings are remote, and the professional handshake has been replaced with a virtual wave from the other side of the screen – often in front of a virtual background! In the words of Bob Dylan, “the times they are a-changing,” and sales professionals must learn to swim, or face the possibility of sinking like a stone.

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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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Is Prospecting Really The Toughest Thing In Sales?

Partners in Excellence

Was just reading yet another post with “market data” declaring prospecting the most difficult aspect of sales. Thousands of blog posts about both the difficulty and importance of prospecting have been published in the past 5-7 years. But is it really tougher than anything else in selling or are we just making it much tougher than it need be?

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4 Steps to Implement a Winning Sales Engagement

Sales Pro Central Submitted Articles

With a large portion of your buyers’ journeys online (especially in industries with longer sales cycles), continuously engaging prospects with your brand is more important than ever.

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Managing for peak performance in a remote worker world

Sales and Marketing Management

Author: Paul Nolan On the first Friday in March this year, Jeb Ory led an employee appreciation celebration at the Arlington, Virginia, headquarters of Phone2Action, a provider of advocacy software that enables organizations to create grassroots marketing campaigns. The following week, the company’s 90-plus employees were told they would be working remotely indefinitely, as it became clear the global COVID-19 outbreak made office settings unsafe.

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Does Social Media Really Generate Revenue?

Zoominfo

Facebook was founded in 2004, Twitter in 2006, Instagram 2010, Snapchat 2011, and TikTok in 2016. As these social networks have risen, a graveyard of failed businesses trailed behind them, Friendster, MySpace, Vine, and so many more. The most important question for businesses that incorporate social media — albeit the natural rise and fall of a particular platform’s dominance is: Does social media really improve the bottom line?

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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.

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Six Solutions Our Buyers Are Finding Additional Value in Right Now

Force Management

We spend a lot of time on our blog talking about challenges our customers face and possible solutions. We try to practice what we preach, making our blog content focused on our customer, and less about us. However, today we are breaking with the norm and sharing a little more about Force Management to help you align on your biggest opportunity to drive sales impact.

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The “Silver Lining” Behind What We Are Experiencing

Partners in Excellence

In the past 6+ months, the world has turned upside down. We have never faced simultaneous health, economic, social crises at the global scale that we are currently experiencing. We long for things to get back to normal. I dream of sitting in an airport–going to visit a client. Or sitting in a restaurant, enjoying a meal with friends, or going to a concert or the theater, or getting back into the gym.

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Compensation strategies for keeping salespeople engaged

Sales and Marketing Management

Author: VISMAY GADA The COVID-19 pandemic has expedited a remote work culture that was already on its way. First came the novelty phase. For those who had never worked from home, they realized the many benefits: no commute time, less money spent on eating lunch out and, for many, heightened productivity without the distractions of the office. However, more than six months into this unprecedented global pandemic, some workers are getting restless, unmotivated and disengaged.