Sat.Apr 01, 2017 - Fri.Apr 07, 2017

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How Your Salespeople Measure Up in the 21 Most Crucial Sales Competencies for Modern Selling

Understanding the Sales Force

Image Copyright BrianAJackson. Over the years I've debunked a number of articles that cited nothing but junk science. The authors often relied on observation, anecdotal evidence and personal opinion while proclaiming traits, competencies, skills and differentiators between top salespeople and everyone else. Today those articles would qualify as fake news.

Up-Sell 311
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3 Ways to Guarantee Referral Prospecting Success

No More Cold Calling

Think a referral system is easy? Think again! All things being equal, we work with friends. All things not being equal, we work with friends. And when we need a specialist, we ask a friend. That’s why referral selling is the only prospecting strategy that ensures qualified lead generation. And it only works if you have a referral system in place to ensure sales reps ask for referrals every day.

Guarantee 233
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An Independent Review of DiscoverOrg’s Data Accuracy Claims

DiscoverOrg Sales

When sales intelligence data is inaccurate, incomplete, or outdated, the rabbit hole for a sales person can be very deep —and no one knows better than Steve W. Martin. A lifelong sales trainer, Steve has consulted for and trained sales teams for hundreds technology companies. “Contact data is a very important priority to my clients,” he says. Combing through social media for clues to contact information and calling wrong numbers consumes hours, and returns scant benefits: Burnout and high turnov

Data 227
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Secret Sauce of Sales: Content + AI

Sales and Marketing Management

Issue Date: 2017-04-03. Author: David Keane, co-founder and CEO, Bigtincan. Teaser: The combination of content with AI can help organizations overcome some of the most common mistakes salespeople make – like showing up unprepared – and improve the entire sales team’s results. The combination of content with AI can help organizations overcome some of the most common mistakes salespeople make – like showing up unprepared – and improve the entire sales team’s res

Sales 198
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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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26 Ways to Boost Your Customer Loyalty

The Sales Heretic

Every business wants more customer loyalty. Loyal customers are the easiest and fastest to sell to. They buy more often. They don’t beat you up on price. They forgive you when you make a mistake or encounter a problem. They tell other people about you. Loyal customers are pure sales gold. But loyalty is a [.].

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More Trending

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New Quarter – Same Approach?

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . On Friday, I dropped a tongue in cheek, some might say sarcastic (or cynical) thought/comment on LinkedIn , observing how the last day of the quarter, month, and the week, made for B2B sales version of “ Triple Witching Hour ”. The icing on the cake (or thought) came around 4:00 PM ET, when I was prospecting a VP of sales on the east coast, she asked I call her back Monday (scheduled time, none of this call me back stuff), because she wanted to

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Social proximity account plan

Sales 2.0

A great point highlighted on the Linkedin Sales Blog. I hope to be saying more about this soon. I’ve used this approach for some of my own startup gigs. It works. Designing your go-to-market plan based on relationships versus ZIP codes is a really smart move for most companies these days. The key point is relationships take more time and energy to establish than setting up a screen share (or worst case jumping on a plane.

Account 150
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How to Build a Sales and Marketing Engine

Sales and Marketing Management

Issue Date: 2017-04-05. Author: Ben Cotton. Teaser: Gray areas lead to misunderstandings between sales and marketing. When this happens, it’s not uncommon to have sales complaining about the quality of leads and marketing bemoaning sales for not working them. Clear definitions, expectations and responsibilities help to rid businesses of the misalignment between sales and marketing.

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Five Ways to Avoid Getting Burned by Outsourced B2B Sales Lead Generation

Pointclear

Based on my experience over the past almost 30-years it seems that everyone has been burned by outsourced lead generation. Often multiple times. And, at lot of times executives will say “I tried it and it didn’t work.” Many will acknowledge that the failure(s) were partially their fault. Candidly, when this kind of partnership doesn’t work it is the client’s fault in many situations, but not always.

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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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Process and Execution Rule in B2B Selling – #Podcast

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . For those not familiar with Andy Paul , here is your opportunity to discover a great resource. Not only is Andy knowledgeable about all elements of B2B selling, author of two great books: Zero Time Selling and AMP Up Your Sale; and most relevant today, he hosts one of the better blogs looking at all areas of successful B2B selling and everything around.

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How to Deal with the Price Objection (Webinar)

Mr. Inside Sales

The price objection is as old as time itself. Somewhere in Egypt, 3,000 years ago, a merchant in an open market place was selling something out of a stall, and a customer told him his price was too high. Sellers (this means you) have had to deal with and overcome this objection since things started to be sold. So you’d think that with years of practice, today’s sales reps would know how to ace this objection right?

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Successful Movie Franchises and the 10 Keys to Impactful Sales Coaching

Understanding the Sales Force

Image Copyright Natalia_80. What are your thoughts about Atlantis? Intrigued by the lost continent, ad I have read a lot about it over the years, including the book, Atlantis Beneath the Ice , which revealed where Atlantis is actually located. Cool! On a recent vacation I managed to read 5 books and 3 of them were from an Atlantis-themed trilogy. This particular series was pure science fiction but there is no fiction whatsoever when we explore the connection between book and movie series and eff

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The Number One Way Sales Operations Proves Value

SBI Growth

Joining us for today’s show is Shannon Gregg, a sales operations leader who knows a thing or two about impacting revenue growth in a meaningful way. Today’s topic is focused on sales operations and we are going to demonstrate how.

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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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Why Your Emails Aren’t Effective?

The Sales Hunter

The number of bad emails I get each week is on the rise again. A year ago I thought salespeople were getting smarter. Clearly I was wrong. The last few weeks, I’ve received some of the worst ones ever. You’ve probably received the same, but remember that for every bad email you receive, it might […].

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Preview of My New Book: Power Phone Scripts

Mr. Inside Sales

Great news everyone: Wiley, a publishing house out of New York City, has picked up the domestic and international rights to my new book: Power Phone Scripts: 500 Word-for-Word Questions, Phrases, and Conversations to Open and Close More Sales!! The release date is July 11th, 2017. When you get back to the office after the July 4th holiday, be on the lookout for it.

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How to Build a Sales and Marketing Engine

Sales and Marketing Management

Author: Ben Cotton Sales and marketing alignment is a hot topic. There’s a growing realization that these two functions must work more closely than ever before to generate revenue and drive growth. Indeed, sales and marketing alignment is no longer a nice to have, optional extra or buzzword – it has a very real impact on the bottom line. The Aberdeen Group found that companies with strong sales and marketing alignment achieve 20 percent annual growth rate, while companies with poor sales and mar

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Is Sales Enablement an Empty Suit?

SBI Growth

Is your sales enablement approach driving revenue per sales head up, or is it an empty suit? . Joining us for today’s show is Andy Panos, a Vice President of Sales who knows a thing or two about maximizing revenue per sales.

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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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Executive Sales Leader Briefing: Do Others See Integrity in You?

The Sales Hunter

I got called out in an email recently by a person I didn’t know but clearly knows me. He said he was shocked I would make a comment on LinkedIn about an article that had a questionable picture. No, the picture wasn’t sleazy, but there could be some people who might have seen it as […].

LinkedIn 132
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Maybe The Answer Is Not An Action Plan to Increase Sales

Increase Sales

Funny how many people each month come to my website seeking an action plan to increase sales, an action plan to improve sales or action plans to increase sales. Yet maybe the answer is not to be found in this search because these individuals are failing to understand the foundation for any action plan. Action plans happen because there is a desired result to be achieved.

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Secret Sauce of Sales: Content + AI

Sales and Marketing Management

Author: David Keane, co-founder and CEO, Bigtincan While it is true that most organizations have a few sales reps who have achieved “superstar” status, these rare breeds are often the exception rather thanthe rule. Successful salespeople are true enigmas, leaving peers and executive management striving to figure out their “secret sauce” to sniffing out opportunities, creating trust, balancing conflicts, imparting value and ultimately closing deals in a seamless fashion.

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CEO’s Revenue Growth Objectives: Are You on the Same Page with Your Sales Leader?

SBI Growth

Joining us for today’s show is a Chief Executive Officer and his sales executive team who know a thing or two about generating revenue growth. We are going to discuss how to grow above the industry average while maintaining profitability. This.

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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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Sales Motivation Video: Who Are You Learning From?

The Sales Hunter

Are you learning as much as you can? It’s easier than you think when we take advantage of learning from others we meet. I talk a lot about how sales is leadership and leadership is sales, and the way we live that out is by always learning and always sharing. We can spend our […].

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Is Your Past Running Your Present and Future Results?

Increase Sales

In listening to a colleague, Ray Overdorff of Overdorff and Associates, he made the simple statement about future results: “Think beyond where we are. What’s right for the people as opposed to hanging onto the past. We live life through the moment, but filter it through the past as well as filter the future through the past.” When you let Ray’s words truly sink in, many of us use our past and the end result is our past is running our present and our future results.

Energy 96
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What Does Your Business Need To Thrive In Today’s Environment?

Fill the Funnel

What does your business need to thrive in today’s environment? The answer is the same things you needed a decade ago and that you will still need in the future. You need leads, appointments and sales. Any business that has an ample supply of leads, with training and technology, can have an ample supply of […]. The post What Does Your Business Need To Thrive In Today’s Environment?

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Stop Customer Fires that Eat Away Selling Time

SBI Growth

Firefighters are heroes. There is no argument there. 343 of them made the ultimate sacrifice on 9/11 and many have died in the years since. The bravery to run INTO a burning building when everyone else is running out is unimaginable and.

Customer 121
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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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Traditional Sales Role-play is Dead (meet it’s replacement)

Julie Hanson

Two words that can send the most confident sales rep racing for the door: Role-play. While as children most of us happily engaged in some form of role-play, sales has turned this once valuable learning experience into an awkward, high-pressured test of a rep’s ability to correctly articulate product knowledge or follow a particular sales methodology.

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Want to Increase Sales? Just Answer Your Phone!

Increase Sales

Local small businesses continue to clamor for more sales. Continued calls to increase sales resonate from social media to one on one conversations. Yet, if these sales hungry SMB would just answer their phones, I am sure they would find new sales leads, new customers and continued opportunities. Yesterday morning I made 12 calls to local small businesses and only two SMBs answered their phone with a real live person.

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Relationships Are Secondary To Sales Effectiveness

Partners in Excellence

I find myself in an unusual position. I’ve always been biased more to the science side of selling than the art side. I believe that selling is a disciplined process, that we can “engineer” those processes to increase our impact, customer engagement, and our effectiveness. I believe in sharp, rigorous execution of those processes in driving sales effectiveness and performance.