Sat.Feb 18, 2017 - Fri.Feb 24, 2017

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[VIDEO] How to Structure a Successful Sales Team

DiscoverOrg Sales

Does this problem sound familiar? We spend an enormous amount of time searching for and then hiring what we think to be “A” players. We then invest time (hopefully) training those reps before releasing them into the wild, only to ask them to do several different roles. We’ve essentially taken our A players and forced them to do 2-3 different roles making them B or C players at both.

Video 0
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Why a Good Economy Can Be Bad for Sales Teams

No More Cold Calling

A strong stock market often makes salespeople lazy. Will the Dow Jones index hit 20,000? That’s the question I asked myself as we welcomed in 2017. I remembered when it first hit 10,000 in 1999 and then continued to rise. And I remembered early 2009, when it dropped by more than 6,000 points. That’s the thing about the economy. It goes up and down. Now that the Dow has hit 20,000, more questions arise, including the one we’d rather not think about: Is our current year-over-year, month-over-month

Hiring 229
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Rejection In Your Face

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . In the late 1990’s or early part of the last decade, I remember reading a piece about a study in one of the Scandinavian countries, who were early adopters of text messaging, SMS. It pointed to the fact that more and more young people were choosing to initially interact with potential dates using SMS, one of the key reasons that rejection was easier to deal with when it was not direct, in your face.

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21,000 People Agree That These are the Top 5 Traits of the Best Salespeople

Understanding the Sales Force

Image Copyright BeeBright. Readers are always referring me to articles that list top sales traits, that discuss what makes salespeople great, that name the most important selling skills, or that otherwise contradict the science-based findings and statistics that I share in my articles. In that regard, today was very much the same when a reader referred me to this LinkedIn article that revealed the Top 5 Traits of the Best Salespeople.

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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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Hit the Number with the Right Balance of Strategy and Execution

SBI Growth

It’s no coincidence growth executives in the top 22 percent of companies always make their number in a predictable, hassle-free way. They accomplish this by working on strategy and execution in unison. If you would like a hand, visit The.

Strategy 211

More Trending

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Review - Heart and Sell by Shari Levitin

Score More Sales

There are a lot of sales books out there and it is SO easy to skim them quickly and summarize that they are like other books I read about selling every month.

B2B 195
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What If Prospecting Were Cancer?

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . Not to be overly dramatic, but most people who find out they have caner or any terminal disease, will immediately seek a cure, take steps to change their lifestyle or habits to alter their fate. Rarely or ever would they ignore it or make changes to unrelated things as a means of healing the illness.

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Don’t Bring a Knife to a Gunfight – Match Your Sales Strategy to Revenue Growth Drivers

SBI Growth

How many times has sales missed revenue growth goals? More often than not, the root cause is a sales number that was set incorrectly. Corporate strategy is the main culprit. The sales team will consistently achieve success when your corporate.

Revenue 194
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Using Voicemail to Prospect: Yes it Works, When Done Right!

The Sales Hunter

I’ve heard all the arguments, both pro and con, about using voicemail to prospect. With that said, here are a few of the things you need to do if you want to use voicemail effectively when reaching out to prospects or customers. If you’re wondering, the ideas I’m sharing below come from my book, […].

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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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2016’s Most Prospected Companies By State

DiscoverOrg Sales

No matter our company or our role, I think I can safely say we ALL receive numerous prospecting emails and calls every day. Some of the messages we receive are well-crafted, on the mark, and personalized to our issues, and others….well, they just aren’t. Have you ever noticed that there are spikes in the number of prospecting emails you receive when: You change jobs?

Company 161
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Four Marketing Pillars to Build a Business as Strong as The Parthenon

Sales and Marketing Management

Issue Date: 2017-02-20. Author: Scott Wilson. Teaser: Every business should employ a combination of marketing pillars to uphold the pressure of its success, and together produce significant results. Every business should employ a combination of marketing pillars to uphold the pressure of its success, and together produce significant results.

Marketing 141
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Use These 3 Cross Selling Questions To Generate More Business From Existing Clients

MTD Sales Training

People who manage sales have to achieve growth. There are different ways that this can be achieved: Sell more to existing customers. Prevent existing customers from going to a competitor. Find new customers. Sell new products. For many people in sales the challenge is to grow their customer base by finding new customers. However, what many salespeople fail to recognise is the potential within their existing customer base.

Insurance 145
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Sales Motivation Video: Are You Strategically Thinking or Tactically Responding?

The Sales Hunter

How do you spend your day? Strategically thinking or tactically responding? Top-performing salespeople and, for that matter, any successful person knows the value of being able to set their agenda when it comes to how they will spend their time. I watch too many average salespeople spend all day doing nothing but reacting tactically to […].

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How to Improve Email Deliverability and Optimize Each Send

Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.

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The Mental Model of a Growth-Focused CEO

SBI Growth

SAP CEO Bill McDermott offers this advice to business leaders in a recent Harvard Business Review article: “Give the people a compelling vision and find a way to hit the accelerator harder.” Not an easy task in a company with.

SAP 139
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Ghost In the Machine: Marketing, Machine Learning and Artificial Intelligence

Sales and Marketing Management

Issue Date: 2017-02-24. Author: Jason Lark. Teaser: No matter how abstract or technical machine learning might seem, understanding how to apply data-driven technology to enhance your marketing campaigns is something that modern marketers must become familiar with. Here’s what you need to focus on to get the right results. No matter how abstract or technical machine learning might seem, understanding how to apply data-driven technology to enhance your marketing campaigns is something that m

Marketing 149
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11 Quick Tips On Effectively Preparing Your Sales Pitch

MTD Sales Training

At some point in the sales process we need to make our pitch. This is an area where most salespeople could do a lot better. Most people in sales present a standard pitch that all their customers get to hear. This doesn’t work! People are different and buy for different reasons. When people buy things buyers have what we call buying criteria. These are the overriding reasons for buying that are most important to them.

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Executive Sales Leader Briefing: Leadership is a Lifestyle Lived with Passion

The Sales Hunter

Leadership is the desire to succeed and the passion to serve. Leadership is not a job. It’s a lifestyle. Leadership is about making an impact on others. Leadership is not what you do in public, but rather what you think in private. Leadership without passion is management. Leadership is having the drive to achieve […].

Sales 171
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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.

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What ‘A’ Players Want From You

SBI Growth

Losing an ‘A’ Player causes significant pain and disruption for you. As a VP of Sales, you pride yourself on taking care of your best. SBI’s annual research survey received insights from over 2,200 ‘A’ Player Sales Reps. They told us what.

Survey 136
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Great Salespeople Make Selling Look Easy

Increase Sales

Ever wonder why so many people are venturing into being solo entrepreneurs or SMB owners? Beyond the obvious advantage of being your own boss, my sense is these folks have witnessed great salespeople who make selling look easy. Just hop over to LinkedIn and scan a few profile summaries. Immediately you will see a difference between those who understand sales and those who think they understand sales.

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2 Ways to Coach Your Team More Effectively

Engage Selling

You have a few top performers on your sales team. That means they don’t need to be coached, right? Wrong. Your top producing salespeople need to be coached just as much as your mid or bottom performing reps.

Coaching 102
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Are You Chasing Leads or Customer Outcomes?

The Sales Hunter

We have to stop the nonsense of thinking a lead is a lead and start getting serious about the quality of the leads we get. I see far too much time spent by not only sales but also marketing at the top of the sales funnel, doing nothing but gathering leads that don’t go […].

Leads 151
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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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Chief Strategy Officer – The Sales Leader’s Secret Weapon

SBI Growth

Today’s show is a demonstration on how a Chief Strategy Officer can help a sales team. A common challenge among sales leaders is taking strategic imperatives the CEO has laid out in the corporate strategy and translating that into an.

Strategy 127
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What Makes for a Great Sales Attitude?

Increase Sales

Noted sales expert Zig Ziglar said an “attitude is a habit of thought.” If we apply his definition to what makes a great sales attitude, the response will be various habits of thought. Top sales performers have more than one habit of thought, more than one attitude when it comes to selling. These attitudes can be observed through sales behaviors that are supported through various talents.

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7 tips to improve your cold calling and lead generation

Markempa - Inside Sales

In spite of the fact that in the past pushy salespeople and poorly trained marketers have tarnished the image of the phone, I still believe that smart cold calling is still a very useful lead generation tool. Studies by leading marketing research firms like MarketingSherpa show that 92% of B2B buyers are open to cold calls if the salesperson is relevant.

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5 Steps to Eliminate Stress, Pressure & Problems to Create Your Ideal Life

Keith Rosen

Do you ever find it difficult to get out of bed in the morning? It’s not just due to exhaustion. There are things you’re putting up with in your life and career that’s causing stress and costing you time, money and energy. And the irony is, we’re choosing to do so. Here’s how to create a toleration-free life. Many professionals confess that, although their career is moving forward, their time is consumed with or dragged down by unwanted situations, problems, or beha

Energy 91
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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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Will Gaps in the Product Strategy Sink You?

SBI Growth

Today’s show will demonstrate how to design a product strategy to ensure it sets marketing and sales up for success. The goal of the show today is to think through product strategy using Magento as a use case. As a.

Strategy 121
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When Catch-Up Time Becomes Ketch-Up Time

Increase Sales

Weekends for many have become catch-up time for all those weekly things you didn’t have time to finish stuff. Sound familiar? Yet how many times does this catch-up time becomes truly red much like ketchup. The emotions overtake logic. Hands go up in frustration and sometimes in despair. At the end of Sunday night you are exhausted and wondering where did the time go?

Travel 86
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Be Different By Being Creative

A Sales Guy

Creativity is critical in today’s world. It’s too easy to get sucked into fast follower mode. Winning today is about solving problems with creativity and innovative thinking and that doesn’t start with your first, second or third idea. The best ideas come with your 7th, 8th, 9th and even 10th. Can you think of 10 ideas to solve even the simplest of problems?