Sat.Mar 03, 2018 - Fri.Mar 09, 2018

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How To Boost Client Retention – Without Customer Service or Account Reps

Sales and Marketing Management

Author: Ajay Gupta It’s well-known that keeping customers is much more cost-effective and profitable than securing new clients. Harvard Business Review estimated that customer acquisition is 5 to 25 times as expensive as customer retention. What’s more, a Bain & Company study found that increasing customer retention rates by a mere 5% boosts profits by 25% to 95%.

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25 Quotes from the Most Influential Women in Business

Zoominfo

Today is International Women’s Day—a day that celebrates the social, economic, cultural, and political achievement of women all over the world. To commemorate International Women’s Day, we thought we’d highlight some of today’s most influential women in business, and share their message of empowerment. From entrepreneurs to CEOs, to engineers, to world-renowned thought leaders– these women are some of the most admired executives and experts in their industries.

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Selling Tips for People Who Aren’t Comfortable with Selling

Connect2Sell

Everyone sells. You’re selling ideas, decisions, vision, and more every day even if sales is not your chosen career. Or maybe you are in a sales role but feeling a little uncomfortable with some of the “sales-y” things you think you’ll have to do. These selling tips – based on research with buyers and stories from sellers - will give you a different way of approaching sales.

Research 251
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Can You Fix Your Sales Hiring Mistakes?

Score More Sales

Sales leaders tell us they have a good percentage of reps who are not pulling their weight. Not only are some of their reps not making quota, but they are not working hard. It seems in many cases that they have unmotivated (or de-motivated) reps.

Hiring 241
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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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5 Simple Choices That the Best Sales Managers Make

Sales and Marketing Management

Author: Gregg Schwartz Many people think sales management is complicated and mysterious, that there's some unknowable process to becoming a great sales manager, or that great sales managers are born, not made. It's true that talent and hard work and people skills are all part of the mix of succeeding as a sales manager, but for many of the best sales managers, success is a matter of choice.

More Trending

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Can Your Marketing Team Increase Sales Productivity?

Zoominfo

It’s no secret, sales and marketing teams don’t always work well together. In fact, research shows that 53% of sales professionals are unhappy with the support they get from marketing ( source ). This disconnect between departments often happens when alignment between the two teams is less than stellar. Sales and marketing alignment not only improves the relationship between departments, but it also boosts sales productivity and overall results.

Lead Rank 201
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Overcoming the Fear of Prospecting. It’s Only a Mind Game.

The Sales Hunter

It’s a rare person who wakes up in the morning excited to do nothing but prospecting. It’s even rarer to find a person who enjoys doing it day after day, week after week. The average person would call that the definition of insanity, but give me three minuetes and I’ll try to get you past […].

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4 new ways to engage your sales force

Sales and Marketing Management

Author: Tim Houlihan Is HR telling you your millennial sales reps don’t like their incentive plans? Are you really going to have a different incentive for the 26-year-old white female than the one for the 45-year-old Asian male? Fact: Reps are complex and the psychological underpinnings that lead them to engage change over time and under different situations.

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How to Take the Path of Least Resistance

Jill Konrath

After going through a difficult period in my personal life, my work habits had deteriorated pretty badly. I knew it was time to turn things around again, but darn, it was so freaking hard.

How To 177
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ABM Success Recipe: Mastering the Crawl, Walk, Run Approach

Shifting to an account-based marketing (ABM) strategy can be both exciting and challenging. Well-implemented ABM motions build engagement with high-value accounts and drive impactful campaigns that resonate with your audience. But where do you begin, and how do you progress from crawling to running? Watch now as Demand Gen experts delve into the essentials of each stage of the ABM process.

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Your Guide to the GDPR: A Comprehensive FAQ

Zoominfo

So you’ve heard the news—the General Data Protection Regulation—or GDPR—goes into effect on May 25 th , 2018. But, what does GDPR really mean for you, your business, and your customers? If you’re still not sure, today’s blog post is for you. Keep reading as we break down some of the biggest questions surrounding GDPR and give you important pointers about GDPR compliance.

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Do you challenge your prospects?

Sales 2.0

I just finished reading The Challenger Sale. (I know, a bit late but finally done.). I have to go back and find where they decided to name the type of sales person that is most successful these days “challenger” I suspect there was some good debate on that name. The prospecting approach recommended in the book could probably better be called “insightful” or “insight-based” or something like that.

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Applying the 4-Drive Model

Sales and Marketing Management

Author: Tim Houlihan Kurt Nelson recently leveraged the 4-Drive Model with a global pharmaceutical firm that needed to revamp their sales incentive trips. The firm historically offered lavish trips to exotic destinations for top performers and their guests and usually included some senior executives to rub shoulders with. The trips were pure fun with virtually every imaginable expense covered by the company.

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7 KPIs Evaluate Go-To-Market Effectiveness

SBI Growth

Evaluating the effectiveness of a Go-to-Market (GTM) strategy, and the team driving it, is a challenge. How do you know if you have the right GTM strategy? Here are 7 KPIs a CFO can use to assess their GTM plan.

Marketing 140
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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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Your Guide to a Healthy Contact Database [Infographic]

Zoominfo

Although the new year has come and gone, it’s time to check in on any resolutions you set. Whether you resolved to eat healthier or to schedule a few extra workouts each week, it’s important to stop and evaluate your progress every now and then. The same can be said for those marketers and sales professionals who resolved to keep their business database healthy.

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Sales Motivation Video: Learn How to Motivate Yourself

The Sales Hunter

Do you know the secret of accelerated growth? Well, it’s not really a secret. You have to learn to motivate yourself. Today’s expectations become tomorrow’s norms. Check out the video to see what I mean: A coach can help you excel in your sales career! Invest in yourself by checking out my coaching program today! Copyright 2018, […].

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What’s the Best Approach for Upselling Customers to New Solutions?

Sales and Marketing Management

Author: Tim Riesterer “But how do we sell in this situation?”. Research has a way of begetting more research. As soon as we conduct a study that illuminates how to address a certain moment in the purchase cycle, another customer comes along wondering how to handle a different selling scenario. Once our research revealed the best message for when you’re the outsider trying to defeat the status quo (“why change?

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How the CRO of an Emerging Technology Company Drives Revenue

SBI Growth

Our guest on SBI TV is Ryan Leavitt, the Chief Revenue Officer for LearnCore. Ryan is a serial entrepreneur who knows how to drive revenue growth which is the lifeblood of an emerging business. I can’t think of a better.

Revenue 124
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1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.

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5 Ways Technology Changed the B2B Selling Process

Zoominfo

Technological advancements can transform any industry or job function overnight — including B2B sales. Although these changes are often exciting, keeping up with the evolving technological landscape can feel like a full-time job. If you fall behind on the latest and greatest in tech, you fall behind your competitors. Don’t let this happen to you! What Is The B2B Selling Process?

B2B 130
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Change Leadership: Does It Have a Place in Sales?

The Sales Hunter

Change is good, as long as you’re not the one who has to change, right? Why do so many people cry out for change, but all the while wanting the other person to change to their point of view. Sales is change leadership in action, and yet what I find so amazing is how much […].

Sales 140
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Listen more, talk less … and drive more revenue

Pointclear

6 skills required for active listening. You’d think that the secret to having quality conversations would be being a good talker. But the opposite is true. It’s being a good listener. This is a skill that we teach our associates, who spend their days making dials (80 to 100 a day) and engaging B2B sales prospects on behalf of our clients. If you’re a regular follower of this blog, you know that we have a rigorous hiring process—I maintain that the quality of our people is key to our ability to d

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Is This a Good Time to Speak?

Mr. Inside Sales

How do you feel about this opening? People either love it or hate it. Some sales people think it’s a more courteous way of speaking to a new prospect, that it shows respect and separates you from all the other salespeople who are barging in and delivering a monologue. Other people are against using this opening believing that it gives the prospect control of the call and an easy way to get rid of them.

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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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Navigate Your Company to Rapidly Developing Markets

SBI Growth

Joining us for today’s show is Hassane El-Khoury, the CEO of Cypress, the leader of the semiconductor industry. Hassane’s mission is to establish Cypress as the global supplier of choice for innovative companies in high-growth markets. Cypress is leading the industry.

Company 121
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How To Build Up The Gains For Your Customers

MTD Sales Training

There are only two reasons why a customer’s business will want to change from what they’re doing to something else. The first is that your solutions offer something they don’t have now , and they will be able to benefit from having or using it. The second is if they are experiencing pains associated with the current situation and need to change it. That’s it.

Customer 120
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Applying the 4-Drive Model

Sales and Marketing Management

Author: Tim Houlihan Kurt Nelson recently leveraged the 4-Drive Model with a global pharmaceutical firm that needed to revamp their sales incentive trips. The firm historically offered lavish trips to exotic destinations for top performers and their guests and usually included some senior executives to rub shoulders with. The trips were pure fun with virtually every imaginable expense covered by the company.

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15 Tips For Asking More Effective Sales Questions

Hubspot Sales

Sales qualification is a game of questions. Unless you ask the right questions, you won't uncover the right needs. Unless you ask the right questions, you won't understand the right problems to solve. But there's an art to asking sales questions. Which is why I'd like to share these tips for asking more effective sales qualification questions. Asking the Right Questions in Sales.

Benefit 144
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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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Sales Tech Game Changers: How to Align the Sales Organization to Strategic Corporate Initiatives

SBI

In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. This week I interview Chris Tratar , VP of Product of SAVO. Nancy: What are the top 3 ways your solution changes the game for a sales organization? Chris: SAVO is a game changer for our customers because instead of just focusing on solving tactical pains like helping sellers find content easier, we focus on helping organizations

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5 Ways To Kill The Sale Before It’s Even Started

MTD Sales Training

It’s often said that the best salespeople don’t have to sell; they make it easy for the prospect to make the decision to buy. Even so, companies still need salespeople to actively go out there and show the results that their customers will achieve with their products and services. It’s still possible, though, that some sales are lost either before it’s begun, or very early on in the process.

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Leadership Begins First and Foremost within Each of Us

Increase Sales

Yesterday I received some course catalogs from a well known university advocating a plethora of leadership courses. What these courses and other books fail to recognize is leadership must begin, first and foremost, with each of us. Sure it is great to lead others, but if you can’t lead yourself how can you effectively lead anyone else? Look around at all the overweight people.

Infusion 116