Sat.Jun 30, 2018 - Fri.Jul 06, 2018

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The Numbers Are, Well, Just Numbers….

Partners in Excellence

Business people, particularly sales, are obsessed with numbers. We measure everything, we scorecard everything. Revenue, orders, growth, margin, share, performance against plan, performance against prior periods, pipeline metrics, calls made, meetings held, demos conducted, proposals submitted, wins/losses, expenses/budget, CPOD, people hired, turnover (voluntary/involuntary), performance in customers (e.g. major accounts), performance in market sectors, performance by product line, performance

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The WOW Factor. Use it to Land a Big Sale.

Jeffrey Gitomer

WOW is your ability to be different. The WOW factor and your closing ratio have lots in common. If you don't WOW 'em it's likely you won't sell 'em. I went to New York to sell a publisher on a book of my first 100 articles. I used the WOW factor.

Closing 214
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4 Ways to Deliver the Right Messages to Buyers Every Time

SalesLatitude

As sales professionals, we sometimes forget how important it is to deliver the right messages to buyers – messages that resonate with and engage them. One of our key sales activities is to get to know our customers better than we know ourselves and show them how we’ve successfully helped others with similar issues. And while we’re doing all this, the buyer is checking us out, too.

Buyer 82
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Context in Blowing Sales

The Pipeline

By Tibor Shanto. In the past, I have spoken about the importance of dynamics in sales from prospecting to close. Especially when prospecting, where salespeople put a disproportionate amount of effort on their “message”, without taking into account some of the other elements that impact how clear their message is received, dynamics. It would be easy to blame the salesperson, but remember, in most cases, someone (manager or management) put them up to it, telling reps to do it pretty mu

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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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The Stupidly Simple Formula for Sales Pipeline Management

Connect2Sell

I wanted to give you this formula for pipeline sales management because I get a lot of questions from sellers about: time management, about how to keep the funnel filled, and about when (and if) you should take people out of your funnel.

Pipeline 163

More Trending

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18 Jokes for Recruiters and Hiring Managers

Zoominfo

We get it, recruiting can be tough—especially in today’s competitive hiring market. The reality is, as a recruiter, you’re competing with thousands of other recruiters for the same batch of high-quality candidates. In any given day, a recruiter must focus on building strong relationships with both job seekers and hiring managers and put in the effort to stay organized, keep track of scheduling information, minute candidate details, and hiring preferences.

Salary 252
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What You Can do TODAY to Build Sales Pipeline This Quarter

DiscoverOrg Sales

If you’re singing the Blues after Q2 , it’s time to change your tune. Even if you hit your sales goal, the new quarter is still a great time to take stock of wins and losses … AND start building your pipeline for a quota-crushing Q3. It starts today. Just like exercise and eating your vegetables, building sales pipeline means doing the hard things now in order to reap a future reward.

Pipeline 192
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Know thy products

Sales 2.0

For those that have parachuted into this blog from Google, this is part of a series of posts about how to save your sales job. This first batch of ten posts is about preparing to go to market when you get that new sales gig or greenfield opportunity. One of the things it’s well worth knowing (and the one your boss will likely get fixated on) is the products your company sells.

Up-Sell 170
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9 Ways to Boost Your Social Media Marketing

Sales and Marketing Management

Author: Chris Richardson In 2018, social media channels continue to remain one of the most accessible, profitable, and popular traffic sources for most of the businesses. According to a recent research performed by Content Marketing Institute , 83 percent of B2B marketers use social media networks for traffic/client generation – making it the No. 1 preferred tactic.

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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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6 Important Social Selling Mistakes to Avoid

Zoominfo

Social selling has quickly become one of the most popular and effective selling tactics. As social media platforms grew in popularity, businesses began to recognize how essential social media is to the sales process. Consider these statistics ( source ): 78% of salespeople using social media perform better than their peers. Social sellers generate 38% more new opportunities than traditional sellers. 62% of employees at large companies say social selling enables them to build stronger, more authe

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Get Leads Without Cold Calling: June Referral Selling Insights

No More Cold Calling

Here’s what you might have missed last month from No More Cold Calling. Wondering how to get leads? Not just smoke-and-mirror leads, but only qualified leads? Every sales rep asks that question, and surveys of sales leaders confirm that getting leads in the pipeline is their top challenge. It has been for years. But why? Reps have KPIs for cold calling, sending emails, and making connections on social media.

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Preparing Your Sales Force to Thrive During the Transition to Private Equity

SBI Growth

Today’s topic explores the challenges a CSO faces when transitioning from a publicly traded company to a private equity firm. Paula Shannon, former CSO of Lionbridge, has a wealth of experience with this exact change. She delves into the impact.

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Preparing to focus

Sales and Marketing Management

Author: Tim Houlihan Sales professionals, management types and overburdened workhorses, this message is for you. You may think you’re God’s gift to multitasking, but the 60,000-year-old human brain in your cranium has not evolved for multitasking. It is best at focusing on one thing at a time and moving back and forth between different issues quickly.

Energy 174
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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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4 Tips for Selling to the Social Savvy Buyer

Zoominfo

We know B2B decision makers are using social media to inform their buying decisions. In fact, a recent study suggests that 91% of B2B buyers are active and involved in social media, while 75% are significantly influenced by social content when forming their buying decisions ( source ). But—as B2B marketers and sales professionals—we have a lot to learn about social selling.

Buyer 190
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The 30-Second Personal Commercial - How to Write It

Jeffrey Gitomer

When you go to a business meeting or are networking in general, you are on the lookout for contacts and prospects.

How To 208
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Why Referrals Cut Through the Sales Prospecting Noise

No More Cold Calling

My new LinkedIn sales training courses take out the guesswork! Is selling really tougher today? It’s more complex, and despite all the tech tools at our disposal, prospecting certainly hasn’t gotten any easier. Forget closing. Just getting prospects to return calls is hard enough. Getting meetings with decision-makers is an even greater struggle, because companies all look alike to buyers.

Referrals 159
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4 Steps to Better Strategic Content Development

Sales and Marketing Management

Author: Rilind Elezaj Everything starts with content. If your content development strategy is right from the beginning, the rest will follow. Things have changed, and today your content will not rank high just because it is SEO friendly. The quality of the content determines the feedback you will receive. Great content will inform, instruct, tell your story, entertain and sell both goods and services.

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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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How an Executive Briefing Center Can Drive Organic Growth with New Logo Customers

SBI Growth

Home field advantage. If you follow or have any familiarity with the sports world, you have heard the term. It’s what teams play for on the road to a championship because of the competitive advantage. Comparisons exist when it comes.

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The Sales Letter Will Work if You Get it Write.

Jeffrey Gitomer

How important is a sales letter/email?

Sales 296
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Are You Scary Enough?

The Sales Heretic

Most of the time, we salespeople want to be warm, friendly, and caring. We want to be liked and well-received. But warm and fuzzy doesn’t always get the job done. Sometimes, we need to be scary. Because sometimes prospects don’t appreciate the dangers of not acting. Other times, they’re afraid of the wrong thing. In [.].

ACT 146
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How Committed To Success In SELLING Are Your Sales People?

Anthony Cole Training

In 1975, I was Junior offensive lineman at UConn. On the team that year were a group of seniors that knew that their playing days were pretty much over. Younger players had been recruited and they were starting ahead of them. Those seniors formed a bit of a club – the Coast-to-Coast Club.

Groups 139
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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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ABM Does Not Work

SBI Growth

ABM is a methodology, not a technology. If this is true, why do technology vendors keep trying to sell you ABM in a package? Use this article to avoid these vendors, and figure out if ABM is a good strategy.

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Latest Data Shows Most Salespeople Would be Fired or Arrested if they Worked in Accounting

Understanding the Sales Force

It's summer so they're digging up streets, repaving roads, and repairing bridges. That leads to epic traffic jams, long commutes and tremendous amounts of frustration. And you're late! I've been doing my best impression of the digging, without the paving and repairing. Ten of my last fourteen articles have been based on Objective Management Group's (OMG) data from the evaluations of 1.8 million sales professionals and like the road work, we're gonna dig some more today!

Data 130
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July 2018 B2B Blog Post Round-Up

Zoominfo

Welcome—or, welcome back—to our monthly blog post round-up. Our round-up blog posts are a series in which we highlight the best work our writers have contributed to outside publications. We cover topics related to sales, marketing, recruiting, and business—just as we do on our own B2B blog. July’s round-up covers topics such as storytelling as a recruiting tactic, employee advocacy, marketing metrics, SEO, and so much more.

B2B 113
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The 10 Best Sales Books to Read In 2018

BrainShark

Whether you’re a sales rep, a sales manager or a sales enablement leader, we’ve curated the following reading list to help you pick one (or two) great sales books.

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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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It’s Not Working Out…When to Break-Up with Your Creative Agency

SBI Growth

A significant portion of a marketing budget is spent with agencies. Yet, often these agencies do not contribute to your revenue growth. This is the result of poor agency management. Be sure to hold every agency accountable to a business.

Revenue 126
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The 30-Second Personal Commercial - How to deliver it.

Jeffrey Gitomer

Can you deliver? Last week you wrote your personal commercial. Now it's time to deliver it.

How To 136
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How to Create a Sales Territory Plan: 5 Simple Steps

Hubspot Sales

Sales Territory Plan. Define Your Market. Assess Account Quality. Assess Territory Quality. Assess Rep Strengths. Review and Consolidate. One of the essential pillars of a successful business is a robust and organized sales territory strategy. Studies show that effective territory management can increase overall sales, improve customer coverage, and reduce costs.