Sat.Jul 21, 2018 - Fri.Jul 27, 2018

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The Data Science Behind Winning More Deals

Sales and Marketing Management

Author: Jeff Weil Data makes today’s world go round; there’s not much that can’t be distilled into a data point, and there’s not much about a company’s customers and prospects that doesn’t make its way into a CRM system for tracking and more intelligent decision-making. As sales teams get busier and are challenged to do more with less, it’s no wonder that they are seeking out technology that allows them to personalize their approach in the most efficient way possible.

Data 189
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How to Take the “Snore” Out of Sales Training

SBI Growth

Training 126
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5 Ways to Keep Your Sales Machine Efficient While Scaling Headcount

Sales Hacker

As sales leaders, most of us assume that many aspects of our sales machine will become inefficient during hypergrowth. As we think of ways to improve sales performance, a number of growth pains may come in the way: High acquisition costs. Decreased revenue per rep, High turnover as you scale headcount. “It’s just the price of hypergrowth,” we think.

Scale 56
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An Effective Guide for Creating Your Outbound Sales Script

Adaptive Business Services

For B2B businesses, a good outbound sales script is essential. In this article, we will be sharing some tips that will guide you in creating your outbound sales script. Why do outbound scripts matter? Some experts might differ in their opinion about the same, but after working with various small business and entrepreneurs we have understood one fact; it is vital that your sales reps and your sales materials reflect the fact that they know the pain points your prospects want the solution for.

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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.

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Social calling math

Sales 2.0

This post is a bit of a continuation from last week’s post. In that post I did some math. The math was about the conversion rates of cold calling based on data I have collected over the last few years from others and my own sales team. This post is going to be about math too but this time I want to focus on prospecting using a social selling approach or what I call “social calling”.

More Trending

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Elite Salespeople are 200% Better in These 3 Sales Competencies

Understanding the Sales Force

Professional athletes have one trait in common - they are all very athletic and their skills are among the top several hundred in the world in their particular sport. For example, in Major League Baseball, there are 30 teams with 25 players each, making those ball players the top 750 in the world. Dig a little deeper and in each sport there is an even smaller subset of players who are all-stars.

Sports 233
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In the Age of AI, Training Is More Critical Than Ever

Sales and Marketing Management

Author: Erik Charles When sales professionals look at artificial intelligence (AI), what do they see? If they’re technology-averse, they might see a threat to their jobs. If they are big fans of technology, they might see a silver bullet that instantly boosts their results. Both of these visions are as extreme as they are wrong. AI is not going to make salespeople obsolete, nor is it going to turn bad salespeople into great closers.

Training 206
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Webcams are a necessity for virtual sales professionals

The Pipeline

The Pipeline Guest Post – By Wayne Turmel. It’s not your father’s world of sales any more. The simple days of calling a client and doing a deal over coffee are long gone. Now, clients can screen calls, send our emails to spam and reject our sales pitches without ever having to look us in the eyes. Is this actually the death of salesmen? Not really.

Wireless 185
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3 Types of Questions that Transform Leads to Sales

Connect2Sell

DISCOVER is an acronym for the eight purposes of asking questions. Yes, there are only eight purposes. only eight reasons that people ever ask questions. Sellers tend to focus primarily on three purposes: gathering d ata (D), identifying desired o utcomes (O), and magnifying c onsequences (C). That means there are five types of questions most sellers seldom ask.

Leads 185
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How Intent Data Helps Marketers Convert A-List Accounts

One of the biggest challenges for any B2B marketer is understanding your prospects’ next move — who is most likely to buy and when. Without these insights, marketing campaigns can feel more like guesswork, with high investment and little return. We’re here to tell you there’s a better way. By tracking buyers’ digital footprints and online activity, such as website visits, product reviews, and spikes in content consumption, you can engage prospects with a message that really resonates.

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Reps Not Closing? Pay Attention to Your Sales Pipeline

No More Cold Calling

Cold leads won’t get your team to quota. Closing is never the problem. “Never” is a bold statement, but savvy sales leaders recognize that closing is the easy part. It’s sales prospecting techniques that are messed up. Reps aren’t spending time on the critical business development activities that occur earlier in the sales process, so their sales pipeline is either dry or full of cold leads.

Pipeline 184
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5 Steps to Getting the Most Out of Your Sales Intelligence Data

Sales and Marketing Management

Author: Jean Chen and Carter Young There are many intriguing sales intelligence tools available and almost all of them promise a competitive advantage for your sales team. It’s true that sales intelligence is becoming a game-changer for successful sales and marketing teams, but only if that tool is used. When researching sales intelligence tools, it’s critical to consider how it will be integrated with your sales development team’s existing workflow.

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57 Essential Multichannel Marketing Statistics

Zoominfo

The world of B2B marketing underwent a dramatic transformation in recent years—and unfortunately for us marketers, we no longer have such rigid control of the buyer’s journey. Instead, we’re operating in a business environment dictated by the wants and needs of our customers. Think about it, the internet has given modern buyers an expansive list of options to choose from—what brands they buy from, what content they consume, which products they purchase, what channels they use, and so much more.

Marketing 189
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5 Ways To Deal With A Picky Customer

MTD Sales Training

We’ve all had them; those customers for whom nothing you ever do is enough, or everything you do is wrong, or you’re blamed for everything that isn’t your fault. A picky customer is usually like that with every situation. It’s probably not just you. It could be that their character is simply one for whom nothing reaches the level of perfection they are looking for.

Customer 163
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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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If It’s Not Broken – Break It

The Pipeline

By Tibor Shanto. Everybody wants to be disruptive, well, in reality, everyone wants to be AI, but when it seems a bit of a stretch, they settle for ‘disruptive.’ But like charity, disruption begins at home. There is no doubt that sales is a people game, which means the experience buyers have with us during the cycle, and how we make buyers feel will have a direct impact on the outcome.

Buyer 159
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How to Guard Your Sales Prospecting Against 'Fake News'

Sales and Marketing Management

Author: Jake Shaffren The 2016 presidential election in the United States brought “fake news” into the vernacular of a growing number of Americans. While some use the term to deny the truth of any news story with which they might not agree, most view the term to encompass stories which are basically fabricated out of thin air. . It is not a new problem.

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The Beginner’s Guide to Agile Marketing

Zoominfo

As technology continues to grow and evolve, the needs of the modern customer are also changing. In an effort to meet those changing needs, marketers are ditching traditional marketing initiatives in favor of a more adaptive approach to marketing– also known as agile marketing. If you’re unfamiliar with agile marketing, it’s time to get on board. Implementing an agile strategy will help you increase marketing productivity, reduce your time-to-market, increase profits, and so much more.

Marketing 178
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Who Do You Know That Deserves A Standing O?

Score More Sales

We all have lessons we’ve learned in life as time has gone on. Certain people have influenced us. In the sales field, many of us have had mentors, peers, managers, leaders and sponsors who may have influenced us. In our homes we’ve had relatives and friends teaching us and guiding us.

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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 CRO’s Role in Merging Two Sales Organizations

SBI Growth

Returning to join our CEO, Matt Sharrers, in The Studio is JD Miller, Chief Revenue Officer for Motus. Previously, JD unpacked his successful transformation of the sales organization at Bravo Solutions. In today’s episode, Matt and JD demonstrate how to integrate.

Revenue 127
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9 Little-Known Ways to Find New Prospects on LinkedIn

Hubspot Sales

LinkedIn Prospecting Tips. Look at the "People Also Viewed" Sidebar. Reach Out to Prospects in New Roles. Investigate Your Competitors' Networks. Scroll Through Skill Endorsements. Use Alumni Search. See Who’s Commented On Your Prospects’ Posts. Browse Users Who Have Interacted With Your Posts. Use Boolean Google Search. Create a search alert. For most salespeople, social selling on LinkedIn is a way of life.

LinkedIn 145
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4 Critical Door-to-Door Sales Lessons for Marketers

Zoominfo

A successful traveling salesperson wields the ability to take in their surroundings and use contextual clues to glean what they can about each prospect they interact with. Using these clues, the salesperson then tailors their sales presentation to each prospective customer’s particular wants and needs. If all goes according to plan, by the end of the visit, the consumer wonders how they’ve lived so long without this salesperson’s product. .

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Why Podcasting Has Great Reach and is the Least Expensive Content Creator

Pointclear

While most companies scramble to create content, they remain unaware that podcast content is the least expensive tactic per impression and listener. This is due to the unique nature of podcasting which allows many uses for the final recorded and printed program transcript. The following is a story, really a compiled story about different real people we know, using podcasting in many ways.

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Retail Tech: Empower Associates, Optimize CX, and Boost Productivity

Speaker: Andrew Regan, Managing Partner at BlueSeed Retail Ltd.

Did you know that 70% of new retail technology fails to deliver expected benefits and can often decrease customer value, service, and experience? With that in mind, how can we empower our store associates to leverage new technology to optimize the customer experience and boost productivity? This exclusive webinar with Andrew Regan will dive into strategies to empower retail associates for success with new technology.

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Do You Have a Productive Prospecting Process, or Do You Rely on the Efforts of Your ‘A’ Player and Wishful Thinking for the Others?

SBI Growth

Why is prospecting such a negative word? If marketing is going to contribute 30% of pipeline, sales will need to generate the other 70% of sales opportunities. Most sales reps on your team hate prospecting because they relate prospecting to.

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10 Essential Selling Skills Every Sales Rep Needs in 2018

Hubspot Sales

Selling Skills. Educate prospects with new ideas and perspectives. Collaborate with prospects. Demonstrate potential return on investment. Listen to prospects. Understand prospect needs. Help prospects avoid obstacles. Craft a compelling solution. Accurately depict the purchasing process. Connect with prospects personally. Differentiate based on value.

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8 B2B Sales Appointment Setting Tricks

Zoominfo

There’s no doubt about it — sales appointment setting is an important aspect of B2B sales and business growth. Landing in-person or Zoom meetings with key decision-makers provides salespeople with the opportunity to respond directly to a prospect’s needs and pain points. Yet, scheduling B2B sales appointments is no easy task. Let’s review why: Complex Buying Committees: Selling to businesses is much more complex than selling to individuals.

B2B 100
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I Know Why You're Failing. Stop It!

Membrain

Failure in sales is no joke and it's never been more important to set yourself up for a great year. I recently ran a sales management masterclass for a global client and here are the key points I made to 30 sales managers about the way we all need to lead and inspire teams.

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The New GTM Playbook: 18 Ways to Future-Proof Your Sales Team

Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.

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Don’t Stop Your Pricing Program After the Initial Improvement in EBIDTA?

SBI Growth

As part of your financial Strategic Objectives, you kicked off 2018 with a new Pricing Strategy to ensure your organization reaches their EBITDA goal. Fast forward to the present, H2 just finished and your Sales Leader is panicking. Top Line.

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The Straight-Forward Guide to Target Markets

Hubspot Sales

Every sales team and entrepreneur need to know their customer. Who is the ideal fit for your offering? What are their interests and priorities? Answering these questions can help you prioritize the deals you’re most likely to win. But how do you find a target market and what exactly is it anyway? What Is a Target Market? A target market is a group of customers for which your products and services are aimed.

Apparel 115
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You Are Not Alone!

Smooth Sale

Note: Tim Blaney Founder/CEO of SalesMaps, INC. provides today’s Blog Story. Tim Blaney is the Founder and CEO of SalesMaps , a Freemium Navigation App designed for sales people and anyone else who drives for work. He has over 10 years’ experience in Customer Service, B2B Sales and Recruiting. He truly believes in the importance of your circle of influence, and having the right people around you for your journey.

Groups 92