Sat.May 08, 2021 - Fri.May 14, 2021

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Create a Successful B2B Sales Experience in 16 Steps

LeadFuze

What is B2B Sales Experience. B2B sales experience is the experience that a business-to-business customer has while they work with you. This can include the process of how to buy, when, and what type of support they get, as well as any other interactions from your company. It is the customer’s opinion of the company that they are buying from, based on how well you handled their needs.

B2B 95
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There Is No Need To Lie

The Pipeline

By Tibor Shanto. There has always been an uneasy dance involving selling and buying when it comes to trust and honesty. While it is natural to be guarded or cagey when you first meet someone new, but this goes a bit further, by both sides. While both sides expect embellishments and the most positive spins, many take it too far and over complicate things.

Quota 341
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How To Immediately Improve A Salesperson’s Performance

The Center for Sales Strategy

When you focus on a natural strength, magic happens. They say that when you spend time practicing and honing a strength you have, you can grow in that area by as much as 10xs! Investing that same effort in an area that’s not a natural strength pays little return. Imagine the improvement that a salesperson could see if they had the innate ability to ask probing questions and uncover meaningful information—and then spent time practicing and developing that ability!

How To 89
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3 Properties and a Report: A Smarketing Love Story

Sales and Marketing Management

If you’re looking to use the HubSpot CRM for sales and marketing (smarketing), this story is for you. The post 3 Properties and a Report: A Smarketing Love Story appeared first on Sales & Marketing Management.

Report 317
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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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Ask for More to Get More

Mr. Inside Sales

My sales numbers when through the roof when I changed one simple thing: I asked for double or even triple the deal size at the end of each presentation. Before this, I used to give my presentation and automatically default to the lowest deal size and be happy if I got it. In fact, it was so bad that I even dropped the price to half the minimum amount, and I was happy if I got that!

More Trending

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How ZoomInfo’s WebSights Improves Retargeting Strategies

Zoominfo

Let’s say you work at a financial technology (fintech) company that sells software for credit unions, investment firms, and commercial banks. Now, imagine two prospects working for different organizations. One business is an ideal fit. The other? Not so much. On their way to work, both prospects see your company’s billboard and think to themselves, “Hmm, I should check that product out.

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How Sales Teams Can Tap Into the Power of Asynchronous Communication

Sales and Marketing Management

Managers can improve the impact of in-person communications by supplementing them with asynchronous communication that can be viewed and shared wherever and whenever the salesperson needs it. The post How Sales Teams Can Tap Into the Power of Asynchronous Communication appeared first on Sales & Marketing Management.

Sales 294
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One Great Close You Should Be Using

Mr. Inside Sales

How do you handle the following two big objections? “Your price is too high.”. “I can get a better deal/rate/price using XYZ”. Arguably, these may be the two most frustrating objections sales reps get, and interestingly, there is one technique that works amazingly well—but few sales reps use it. Instead, the vast majority of reps stumble when they get these objections, or worse: they lower their prices to try to compete.

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The Irony Of Change

Partners in Excellence

The other day, I was speaking with a colleague about the state of sales/selling. We started talking about the irony of change, how our jobs are all about change–yet we, somehow, seem the most resistant to changing how we sell. Sales/selling has little to do with what we sell. It is strictly about change, helping our customers/prospects recognize the need to change, helping them in that change process.

Vendor 141
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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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How ZoomInfo WebSights Improves Retargeting Strategies

Zoominfo

Let’s say you work at a financial technology (fintech) company that sells software for credit unions, investment firms, and commercial banks. Now, imagine two prospects working for different organizations. One business is an ideal fit. The other? Not so much. On their way to work, both prospects see your company’s billboard and think to themselves, “Hmm, I should check that product out.

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Why Sales Teams Need to Use Video

Sales and Marketing Management

Salespeople are increasingly leveraging video to prospect, as well as communicate their value messages. Because buyers are purchasing more products and services remotely and on demand, it's imperative that salespeople position themselves as subject matter experts. There is no greater opportunity than video. The post Why Sales Teams Need to Use Video appeared first on Sales & Marketing Management.

Video 227
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The Anatomy of a Cold Call

Predictable Revenue

Gabrielle is a sales dev leader who believes in empowerment, advocacy, and enlightenment with expertise in sales leadership, sales training, sales management, sales coaching, sales enablement, and cold calling. The post The Anatomy of a Cold Call appeared first on Predictable Revenue.

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6 Key Questions to Guarantee Sales Learning Success

Allego

We’re all reasonably well educated, yet when our kids need help with some specific aspect of their homework, we typically have trouble recalling things we learned years ago. Instead of shrugging our shoulders, however, we can access Google or reference a YouTube video on the topic in question, and it comes back to us—so we can help our kids. This method of learning and recall works for millions of people who need instant answers to questions all the time.

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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 Succeed at Creating an Intentional Day [PODCAST]

Sandler Training

Mike Montague interviews Ryan Bennett on How to Succeed at Creating an Intentional Day. The post How to Succeed at Creating an Intentional Day [PODCAST] appeared first on Sandler Training.

Intent 124
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What B2B Sales Enablement Looks Like in a Post-COVID Environment

Sales and Marketing Management

What does the pandemic-induced digital shift mean for the future of B2B sales? Here are three key takeaways. The post What B2B Sales Enablement Looks Like in a Post-COVID Environment appeared first on Sales & Marketing Management.

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This Is the #1 Reason Lead Generation Doesn’t Work

KLA Group

By Kendra Lee The number one reason b2b lead generation doesn’t work is not what you think. As a business owner, you want to get more leads from your email campaigns, events and webinars, SEO, and Google Ads. That’s to be expected. You’re investing time and resources. You’re planning your entire business strategy around anticipated […]. The post This Is the #1 Reason Lead Generation Doesn’t Work first appeared on KLA Group - Denver.

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Sales Leaders: What Tools and Tactics Are You Using to Grow and Develop Your People? [VIDEO]

The Center for Sales Strategy

At The Center for Sales Strategy (CSS), our mission and reason for being is to Turn Talent into Performance. Talent is foundational, but it’s not the only element. It starts with talent, but you must also develop. After you’ve selected the person, you must commit to growing and developing them if you really want to turn talent into performance. How do you grow someone?

Tools 109
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Brick & Mortar Retail Relevance: How to Stay Ahead of the Curve

Speaker: Jay Black, Senior Account Executive

Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an

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The CEO Imperative: Reboot Sales Now

Alice Heiman

Are you allowing your salespeople to use lead gen and selling methods that are increasingly failing? . As the CEO of the company, do you know if your team is executing the strategy you and your senior team put forth? . Do you know what that execution looks like? . Seriously, have you seen the emails and LinkedIn messages they are sending me? .

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Mike Carroll On Why Sales Forecasting Is Vital

Sales and Marketing Management

Inaccurate sales forecasts slow down decision-making and frustrate sales managers. A look at the cause and how to fix it. The post Mike Carroll On Why Sales Forecasting Is Vital appeared first on Sales & Marketing Management.

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How to Calculate a Lead Score (With Examples)

Sales Hacker

Lead scoring is a key strategy for any business that wants to efficiently handle leads at scale. There comes a point when your focus shifts from getting enough leads to figuring out what to do with them. If you spend too much time on the wrong leads, you’ll push the wrong ones through your sales funnel and miss out on more valuable potential customers.

Lead Rank 107
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Weekly Roundup: Why Are Salespeople Afraid Of Change, Different Views on the Future of Remote Work + More

The Center for Sales Strategy

- MOTIVATION -. "Don't sit down and wait for the opportunities to come. Get up and make them.”. -Madam C J. Walker. - AROUND THE WEB -. > Why Are Salespeople So Afraid Of Change? – OpenView. It breaks my heart when salespeople are resistant to change. We’ve seen it happen again and again: A new trend emerges. LinkedIn lights up with hot takes from thought leaders.

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How to Stay Competitive in the Evolving State of Martech

Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr

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7 Ways To Optimize Your Sales Funnel To Max Out Conversions

Crunchbase

Most businesses selling a product or service will be familiar with a sales funnel. You cast a wide net out to your target demographic and slowly squeeze potential customers down the funnel until you reach the end goal — that all-important sale. A sales funnel can be effective at converting potential customers into paying ones. However, not all sales funnels are created equal.

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PeopleFinder Gives Reps a Continuous Pool of Relevant Contacts to Help Them Connect with the Right People

InsideSales.com

Reps want to spend time selling and closing. To do that, they need a continuous pool of contacts. And not only that, but they need the right contacts. A tool like PeopleFinder gives them the ability to do just that. No more guessing, just connecting with the right people. THE PROBLEM: Sales reps spend on average 35.2% (or ?) of their time selling. That’s only 14-hours in a 40-hour workweek.

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Building a RevOps Function to Empower Your Sales Team

Sales Hacker

RevOps isn’t just buzzworthy, it’s a movement. Sit down with Harish Mohan, Outreach’s SVP of Revenue Excellence and Operations to: — Get past the buzz and dig into what RevOps can do for your org. — Start taking action on building the team that will break down silos. — Deliver better experiences for your buyers and a better working environment for your teams.

Hiring 104
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Why Do Customers Buy?

Partners in Excellence

Such a simple question, but too often, we don’t really understand the answer to this question because we focus on what we are selling. Too often, we fail to understand why customers are buying. Often, it’s because we are getting involved very late in the customer buying process, they have made some decisions, conducted research, and are seeking answers to their questions.

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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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They Want to Renegotiate…Now What? (Part 1 of 3)

Engage Selling

It occurs in just about every business and it’s happening a lot now: the dreaded call from a buyer who says they need to renegotiate the terms of an agreement you have with them. Usually, it comes down to a … Read More » The post They Want to Renegotiate…Now What? (Part 1 of 3) first appeared on The Sales Leader.

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XANT Announces PeopleFinder, a New Buyer IntelligenceFeature That Recommends Additional Contacts in the Buying Group

InsideSales.com

SILICON SLOPES, Utah, May 11, 2021 / PRNewswire / — XANT, the enterprise leader in Guided Sales Engagement, announces the release of PeopleFinder, a Playbooks feature that identifies buyer behaviors and recommends additional ideal contacts for reps to engage so they can stop guessing and focus on selling. As part of the Playbooks Buyer Intelligence suite, PeopleFinder identifies individuals who may be part of the buying group, contacts that hold similar positions or were involved in simila

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The first sales meeting isn’t about selling

Vainu

Awww… first dates. They’re a mixed bag—you never quite know what you’re going to get. One day, sparks fly and you feel like you’re on the cusp of a whirlwind fairy-tale romance. On another day, you feel your heading for disaster.