Sat.Mar 31, 2018 - Fri.Apr 06, 2018

article thumbnail

Executive Sales Coaching – Frequently Asked Questions

Steven Rosen

The What, Why, How, and When of Executive Sales Coaching. Executive coaching is estimated to be a $2-3 billion/year global industry. There has been dramatic growth in the number of people who are becoming coaches and leaders who are hiring coaches. The rapid pace of change, high levels of uncertainty, complexity, and ambiguity in business is forcing both executives and managers to look beyond training for their ongoing development needs.

article thumbnail

Data Shows Most Salespeople are Dinosaurs When it Comes to Social Selling

Understanding the Sales Force

Several recent LinkedIn posts have urged readers to pick up the phone instead of trying to find new opportunities by using social media. I wrote a very popular article about using the phone 3 years ago called, The Next Can't Miss Game Changer for Sales. I have data that shows that the very people who don't score well at hunting (reluctant, ineffective or both) also score poorly at Social Selling while those who score the highest for Hunting score higher for Social Selling too.

Insiders

Sign Up for our Newsletter

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

article thumbnail

The Dynamics Of Objections

The Pipeline

By Tibor Shanto. No one like objections, including those who have learned to see objections as a means of moving the call forward, they just understand, appreciate and leverage pushback differently than those who are crushed by the same response. As with most things in sales, we need to manage both the dynamics and the substance of the conversation, delivery and content.

article thumbnail

The Business Leader’s Guide to Marketing and Sales Alignment

Zoominfo

Discord between marketing and sales departments is an age-old story. The marketing team gets annoyed at the sales team for failing to follow up on leads and in return, the sales team is annoyed with the marketing team for generating low-quality leads in the first place. As it turns out—neither team is wrong. Research shows the average sales team ignores 50% of marketing leads ( source ).

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

How to Keep Competitors Out of Your Best Clients

Jill Konrath

When Todd called me, he was worried. His company was growing. Over the past few years, they'd steadily acquired their toughest competitors. They were now the dominant player in a fragmented market, setting the benchmark against which all other vendors are compared. So what could possibly be going wrong? It turns out, a lot!

Vendor 206

More Trending

article thumbnail

5 Reasons Why Your Prices SHOULD Be Higher Than Your Competitors

MTD Sales Training

I met a salesperson on one of our programmes who was really upset that his company had raised his product’s prices by over 3%, and hadn’t given him an explanation as to why. It was simply called ‘an inflationary mark-up’, even though inflation is actually running lower than that figure. His frustration about the situation made me feel sorry for him, as he couldn’t affect the decision.

Margin 163
article thumbnail

Support Your Sales Team: A Guide for Managers

Zoominfo

Every sales manager wants their team to be successful– but sometimes, that’s easier said than done. Sales reps face a number of obstacles that can keep them from their goals and it’s your job as their manager to help them overcome these challenges. To put it simply, sales reps are only as effective as their managers enable them to be. Today’s post breaks down five ways you can support your sales team to become more productive.

article thumbnail

Pricing-Enhanced Personas, a Sales Leaders Secret Weapon

SBI Growth

If you are a sales leader looking to get ahead of the competition, enhancing your personas with pricing metrics could be your secret weapon. According to a recent study, about 1% of B2B SaaS companies can describe their buyer personas.

article thumbnail

Executive Sales Coaching – Frequently Asked Questions

Steven Rosen

The What, Why, How, and When of Executive Sales Coaching. Executive coaching is estimated to be a $2-3 billion/year global industry. There has been dramatic growth in the number of people who are becoming coaches and leaders who are hiring coaches. The rapid pace of change, high levels of uncertainty, complexity, and ambiguity in business is forcing both executives and managers to look beyond training for their ongoing development needs.

article thumbnail

Streamlining Salesforce for Maximum Impact: A People-Focused Pocket Guide

Step inside the world of Salesforce consulting, stripped of fluff and jargon. Our guide provides a detailed exploration of five key success criteria, complete with actionable steps for immediate implementation. Elevate your Salesforce investment with insights on goal setting, system design, core object utilization, user adoption, and crafting a system tailored to your needs.

article thumbnail

The Whack-A-Mole Approach to Sales Management

Anthony Cole Training

It’s been a few years since I’ve been in a Dave and Busters establishment. There was a time when I would go at least once a year. When I was younger, my source of entertainment was hanging out at sports bars with pool tables, shuffleboards and basketball games. About 25 years ago, that entertainment became watching my kids enjoy the arcade games Dave and Busters offered.

article thumbnail

4 Signs Your Customer and Contact Database Needs Help

Zoominfo

Though you may not realize it, your sales and marketing database is one of your company’s most valuable assets. When compromised by dirty data, your entire business will feel the impact. In fact, more than 40% of business objectives fail due to inaccurate data ( source ). Worried about data quality? Here are four sure signs your B2B database could use a little help. 1.

Customer 207
article thumbnail

Financial Services: 2018 Revenue Growth Trends in Financial Services

SBI Growth

The diagnostic data summarized in the attached report is from 15 financial service firms who are in various stages of working with SBI. Each financial services company recently assessed their company’s revenue growth capabilities with a Revenue Growth Diagnostic. These.

Revenue 142
article thumbnail

The Secret of Great Customer Service.Ty Boyd.

Jeffrey Gitomer

Customer service are two of the most maligned words in our language. So often as customers we are disappointed in the service we receive (or the attitude attached to the service) that we go elsewhere. Amazing.

Customer 123
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

It’s Time to Put the “Process” into Your Sales Process

The Sales Hunter

What good is having a sales process if you don’t use it? Not using your sales process is just as bad as not having a sales process at all. How can we expect to be successful as sales professionals if we don’t have a process we follow and believe in? Could you imagine getting on a plane and the pilot saying he or she does not have a plan to fly the plane?

article thumbnail

3 Brain Laws, Automobile University & A Quote From Zig Ziglar

MTD Sales Training

Episode 9 – 3 Brain Laws, Automobile University & A Quote From Zig Ziglar. This podcast includes: SThe 3 brain laws & how your buyers think. What is the “Automobile University”. An inspire me quote from Zig Ziglar. The post 3 Brain Laws, Automobile University & A Quote From Zig Ziglar appeared first on MTD Sales Training.

Buyer 120
article thumbnail

Develop and Implement a Best in Class Sales Ops Charter

SBI Growth

Sales Operations has a lot to do. But they also have a lot they shouldn’t be doing. A Sales Ops Charter helps the organization know what they can ask for from Sales Ops. It’s like hanging a sign on your.

article thumbnail

Outstanding Customer Service Is A Powerful Sales Tool.

Jeffrey Gitomer

Customer Service is the never–ending pursuit of excellence to keep customers so satisfied that they tell others of the way they were treated in your place of business. Is that the way your customers feel?

article thumbnail

Solving the Biggest Tech Challenges in RevOps

In this eBook, we’ll run through real-world examples that show how RevOps teams can benefit from modern solutions for the access, management, and activation of their GTM data. Whether you need to improve lead response times, boost adoption of core tools, improve lead qualification, or target and automate your GTM motions, you’ll find examples of how revenue teams are solving some of the toughest problems in modern business.

article thumbnail

The Ultimate Relationship-Building Email Template [96% Success Rate]

Hubspot Sales

Business professionals are busy people, and the last thing they want is an email from someone who needs a favor. Messages like these can be a distraction and burden. That’s why when I network and send outreach emails, I am careful to always ask for advice and not a favor or handout. In fact, as I wrote my new book, Wait, How Do I Write This Email? , a collection of 100+ templates for networking, job search, and LinkedIn, I used this tactic multiple times.

article thumbnail

Satisfaction With Current Suppliers, Building Quality Case Studies & A Quote From Patricia Fripp

MTD Sales Training

Episode 8 – Satisfaction With Current Suppliers, Building Quality Case Studies & A Quote From Patricia Fripp. Episode 8: Loads Bubbling Podcast. This podcast includes: Satisfaction with current suppliers. How to build quality case studies. A useful quote from Patricia Fripp. The post Satisfaction With Current Suppliers, Building Quality Case Studies & A Quote From Patricia Fripp appeared first on MTD Sales Training.

article thumbnail

Is Your Marketing Organization Set-up For Success?

SBI Growth

Is your marketing organization set-up to win this year and next year? Are your people aligned around the right set of tasks and activities?

Marketing 123
article thumbnail

Bringing Dead Customers Back to Life.

Jeffrey Gitomer

You lost a customer. You've probably lost lots of customers. You don't want to think about them. It's painful. In fact, you're reading this and have already had a few instant thoughts about this one or that one.

Customer 121
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

10 Sales Email Templates With 60% or Higher Open Rates

Hubspot Sales

As a writer for the HubSpot Sales Blog, I'm always crafting new email templates. And my favorite source of inspiration is in HubSpot Sales -- I'll open up "Templates" and browse the real emails HubSpot salespeople are sending their prospects. Not only can I see average open rate for individual templates, I can also gauge their performance by response rate and click rate (i.e., how many recipients clicked on the links within the template).

Hubspot 134
article thumbnail

Value Of Ownership, Negotiating With ZOPA, Rockefeller On Good To Great

MTD Sales Training

Episode 7 – Value Of Ownership, Negotiating With ZOPA, Rockefeller On Good To Great. Episode 7: Loads Bubbling Podcast. This podcast includes: What is the value of ownership? How to negotiate with ZOPA. Rockefeller on going from good to great. The post Value Of Ownership, Negotiating With ZOPA, Rockefeller On Good To Great appeared first on MTD Sales Training.

article thumbnail

Leadership Lessons from 36,000 Feet Over the Pacific Ocean

The Sales Hunter

You’re thinking I’m about to tell you what I experienced on a flight. Well, you’re half right. It’s not what I experienced going on in the plane ; it’s about what I experienced going on in my mind. When you’re disconnected from our connected world for 12+ hours, it’s amazing what you can accomplish — or if you choose — not accomplish.

Airlines 105
article thumbnail

An Interview With Richard Harris: How to Ensure a Seamless Handoff Between SDRs and AEs

Costello

Richard Harris, owner of The Harris Consulting Group , got his start in sales back in the mid 1980’s when he landed his first sales job at the GAP during high school. It was while selling clothes that he learned his first sales process, which GAP referred to as “GAPACT” in which sales associates would Greet, Approach, Share Product Knowledge, Add-On, Close, and Thank the customer.

How To 106
article thumbnail

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.

article thumbnail

9 Things You Should Never Say to a Prospect Over Email

Hubspot Sales

Things to Say On the Phone. “I wanted to follow up on the proposal.”. "Do you have any questions about the contract?". "Have you had time to read through the proposal?". “I just wanted to introduce myself.". “Thanks for the introduction, [coworker]. I’m looking forward to working with you [prospect].". “Great to meet you [prospect]! Let me know if you have any questions.”.

article thumbnail

Get ACTION From Your Customer, Become Your Customer’s Partner & Chris Murry On Earning The Right

MTD Sales Training

Episode 6 – Get ACTION From Your Customer, Become Your Customer’s Partner & Chris Murry On Earning The Right. Episode 6: Loads Bubbling Podcast. This podcast includes: How to get ACTION from your customers. What do you need to do to become your customers partner? Chris Murry on earning the right. The post Get ACTION From Your Customer, Become Your Customer’s Partner & Chris Murry On Earning The Right appeared first on MTD Sales Training.

Customer 120
article thumbnail

Hello world!

The Sales Hunter

Welcome to WordPress. This is your first post. Edit or delete it, then start writing!

117
117