Sat.Sep 01, 2018 - Fri.Sep 07, 2018

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6 Things About Sales Enablement Your Boss Wants to Know

Accent Technologies

For starters, keep your pitch focused on what’s most important and highlight what leadership cares about. Here are 6 things you should focus on: No sales enablement project happens without the approval and buy-in of executive leadership. Time is valuable for executives, so how do you present a comprehensive plan without drowning them in the details?

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Why Great Salespeople Are Like Curious Children

Anthony Cole Training

Child: "Can I have ice cream for dinner?".

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Is Poor Territory Design Undermining Your Sales Strategy?

SBI Growth

It’s the beginning of a new year, you are looking at a map of the United States hanging on the wall of your office.

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Finally!  Science Reveals the Actual Impact of Sales Coaching

Understanding the Sales Force

You must have heard the joke that 73.6% of statistics are made up! I have read and even reported that sales leaders who coach their salespeople see a boost in revenue of around 27%. It sounds like a realistic number but I have not seen any science to back it up. Until now. Check this out!

Coaching 326
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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.

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9 B2B Sales Closing Techniques You Can Use Today

DiscoverOrg Sales

First things first: People buy from people first, product second , according to Director of Sales Steve Wernke. They want to feel good about who they’re buying from, and they want to walk away feeling good. As they negotiate, they want to feel like they won. So how can you make sure your customer-to-be wins – and feels like they won – while winning business yourself?

Closing 286

More Trending

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5 Ways To Ensure Great Sales Communications

MTD Sales Training

You’ll no doubt agree that one of the most important key skills you need to develop today as a salesperson is that of communication. Ok, it’s a well-banged drum, but I’m going to say it again anyway…you simply will not be the success you could be without having excellent communication skills, especially with clients. How can you start to improve, so that you have the best chance to make an impact and create high level communications with clients that will persuade them they are making a go

Intent 235
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How to Nail a Prospecting Call

The Pipeline

By Tibor Shanto. Sure, how many times have you seen that from pundits and talking heads like me. Well, I don’t claim to have any secrets, offer cracked codes or other usual empty promises. What I will offer up here, and in a webinar, this afternoon, are specific steps you can choose to implement and see an immediate difference in your prospecting calls.

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Do You Have an Agile Annual Plan?

SBI Growth

News flash to all CEO’s. Gone are the days of the 5 year strategic plan. While market-leading companies still typically possess a strategic road map, SBI’s research shows that they have shifted, they have adopted a new motion. We refer.

Research 222
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Five Ways to Amp Up Direct Sales

Sales and Marketing Management

Author: Todd Handy Before we start, let’s make sure we’re all on the same page regarding the term “direct sales.” In this context, I’m referring to companies that sell their products and services directly to their customer base rather than selling through retail or other sales channels (distributors, value-added resellers, system integrators, and so on).

Hiring 222
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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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How To Uncover Your Prospects Needs & Wants With 1 Question

MTD Sales Training

We all know the benefits of using quality questions in uncovering the current position our prospects are in. The better the quality of the questions, the more information you will gain. Now, imagine if there was one simple question you could ask that would uncover a whole load of information. One question that, when answered, would help you build value in your presentation and enable you to overcome most objections.

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Honesty Is The Best (Sales) Policy

The Sales Heretic

Recently, a woman called me, stated that she was taking a survey and started to ask me questions. (Without asking for my permission, by the way.) After the third question, it was obvious where this “survey” was going, so I cut to the chase. “Is this a sales call?” I asked. “No sir. I’m just [.].

Policies 172
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Social prospecting cheat sheet #2

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 greatly increasing your prospecting odds without an introduction. I am also going to give you a template you can copy to make this happen. Typical success rates in getting intros using this approach vary from approximately 1 in 2 to 1 in 5, vs 1 in 100 or 1 in 330 for cold calling.

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The power of incentive programs lies in their structure

Sales and Marketing Management

Author: Tim Houlihan The best incentives have open budgets, meaning anyone who qualifies can win. Rules with open budgets tend to be more effective as reps can challenge themselves – as their business grows, so do the rewards. Open budgets tend to lead to improved morale due to the general ability for reps to feel like they have a chance at winning and that will lead to more sales.

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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.

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Mini Sales Manager Training to Improve Your Sales Forecast Accuracy

Connect2Sell

Here’s a crash course in improving the accuracy of your sales forecast. Unfortunately, these issues may have not been addressed in sales manager training courses you’ve attended.

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Taking a New Product to Market

SBI Growth

Joining us on hbspt.cta.load(23541, '39dd4f48-b0ca-486a-9fa5-4e1fb27489aa', {}); is Christopher Bray, the Senior Vice President and GM for Cylance, a provider of artificial intelligence and real threat prevention. Christopher has launched products across multiple organizations, and is a top revenue.

Marketing 148
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Overcoming Sales Objections: The 5-Point Guide

Zoominfo

If you’re dealing with a sales objection… congratulations! You’re working with a decision-maker who has some skin in the game — and they’re taking your proposal seriously. That’s exactly where you want to be. “We should relish objections,” says Steve Bryerton , ZoomInfo’s Vice President of Sales. “You might think that positive language is a good thing, but it’s not.

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[VIDEO] Whiteboard Wednesday: Sales Emotional Intelligence (Dave Sill)

DiscoverOrg Sales

Welcome to another Whiteboard Wednesday! I’m David Sill , Head of Sales Enablement at DiscoverOrg. Today we’re going to be discussing emotional intelligence; more specifically, four things that you can try to marshal your emotions towards greater sales success. Check out the video version on YouTube ! As sales leader Jeb Blout says about sales emotional intelligence : “Mastery of sales-specific emotional intelligence (Sales EQ) explains why one person becomes an ultra-high sales perf

Video 139
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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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Can you tell if the prospect was really interested

MTD Sales Training

Episode 23: To my sales professional connections (and trainers). This podcast includes: How can we tell if the prospect was interested in our presentation? How to increase your chances of closing over the phone. A quote by Simon Sinek from his book, “The Power of Why. Take a look at this episode on [link]. The post Can you tell if the prospect was really interested appeared first on MTD Sales Training.

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Performing a Customer Success Capabilities Assessment Is the Key to Cross-Sell/Up-Sell Next Year

SBI Growth

I recently attempted to learn to golf – again. I visited a Pro Shop and confidently told the Pro that I was pretty good with my Driver, 4 Iron, 7 Iron, and Pitching Wedge, but not very good with my.

Up-Sell 140
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The Definitive Guide to Market Intelligence

Zoominfo

Consider this scenario– you’re taking a road trip to a destination you’ve never been before. You think you know the directions, so you take off without a map or navigation system. Before you know it, you’ve gotten lost—and wasted time and money in the process. Attempting to grow your business without market intelligence is a lot like driving without directions.

Marketing 140
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[VIDEO] Whiteboard Wednesday: Sales Emotional Intelligence (Dave Sill)

DiscoverOrg Sales

Reading Time: 7 minutes Welcome to another Whiteboard Wednesday! I’m David Sill , Head of Sales Enablement at DiscoverOrg. Today we’re going to be discussing emotional intelligence; more specifically, four things that you can try to marshal your emotions towards greater sales success. As sales leader Jeb Blout says about sales emotional intelligence : “Mastery of sales-specific emotional intelligence (Sales EQ) explains why one person becomes an ultra-high sales performer while anoth

Video 120
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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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To my sales professional connections (and trainers)

MTD Sales Training

Episode 23: To my sales professional connections (and trainers). This podcast includes: How can we tell if the prospect was interested in our presentation? How to increase your chances of closing over the phone. A quote by Simon Sinek from his book, “The Power of Why. Take a look at this episode on [link]. The post To my sales professional connections (and trainers) appeared first on MTD Sales Training.

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The Most Strategic Motion for the Chief People Officer – Your Contribution to the Revenue Plan

SBI Growth

A company’s most valuable assets leave at the end of each day with no obligation to return. This concept is enough to keep even the most senior Chief People Officers (CPOs) up at night. CPOs understand the correlation between sales.

Revenue 138
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How to Use Surveys to Reach B2B Business Goals

Zoominfo

As a marketer, you must have a clear understanding of your audience’s needs and interests to remain current, improve customer experience, and ultimately grow your business. Unfortunately, many businesses are working with an outdated or surface-level view of their customers. But, we have a simple fix—surveys! Whether you realize it or not, marketers can use surveys to reach important business goals.

Survey 133
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9 B2B Sales Closing Techniques You Can Use Today

DiscoverOrg Sales

Reading Time: 8 minutes First things first: People buy from people first, product second , according to Director of Sales Steve Wernke. They want to feel good about who they’re buying from, and they want to walk away feeling good. As they negotiate, they want to feel like they won. So how can you make sure your customer-to-be wins – and feels like they won – while winning business yourself?

Closing 120
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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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The Why?

John Barrows

I’m re-sharing this post from last year because I really want to highlight that Sales, when done right, is the best profession in the world. When done wrong, it’s the worst. Unfortunately, I’m starting to see a lot of old school bad sales (think Glenngary Glen Ross) come back into the mix today and it’s concerning me. If you think that Sales is like the Wolf of Wall Street or Boiler Room, please rethink why you’re doing what you do.

Exercises 127
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Discounting – the Weak Link in Your Pricing Strategy for the Indirect Channel

SBI Growth

How do you influence sales people when you don’t directly impact their compensation? This is an age-old struggle many firms have had with the indirect channel…. The key we have found is to understand two key factors important to indirect.

Channels 137
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3 Ways Your Value Added Customer Experience Efforts are not Valued

Babette Ten Haken

How are your best value added customer experience efforts sabotaged, both pre- and post-sale? What you do, when you are not actively selling, engineering, coding and serving, adds value to each customer’s experience of how it is to work with you. Like the key players on a sports team, what they do when they do not have the ball makes all the difference in the outcome of the game.

Customer 109