Sat.Aug 06, 2016 - Fri.Aug 12, 2016

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Think Sales Reps Will Become Obsolete? Think Again

No More Cold Calling

The most effective sales techniques don’t require a device. You’ve heard it. Television will kill radio. Video killed the radio star. And social media and the internet will eliminate the time-consuming, face-to-face aspect of sales. Um, no. Marketing automation, CRM, social media , and other technology tools enable sales reps to sell more efficiently and cost effectively.

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3 Tips to Overcome Cold Call Objections

DiscoverOrg Sales

“Every battle is won before it’s ever fought.” – Sun Tzu. Here’s the thing: Cold-calling prospects gets a bad rap. Today, buzzwords like “social selling” drown out the importance of actually calling prospects. In fact, as a direct result of social selling entering the scene, it isn’t uncommon to hear statements like “ cold-calling is dead. “ A report written by Winning Consensus-Based Sales CEB cites “ buyers are 57% through the purchase process b

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Sales Communication Therapy

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . There is a lot of talk about what sales is and the core skills and habits required for consistent success in all types of markets. It has been said that “nothing happens until there is a sale”, but you do have to respect that there is no sale made without first prospecting or engaging. Others will insist that most essential ability is the building and growing relationship; there is the group for whom it is all about product expertise; then the

Hiring 170
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Understanding Sales Equity

Sales and Marketing Management

Issue Date: 2016-08-01. Author: Tom Cates. Teaser: If you imagine a pie representing the total value created by you and your buyer working together, the buyer’s equity - the value they get - is their “asset” (the size of the total pie) less their liability (the slice they give you). If the buyer perceives a big pie, the slice you take doesn’t seem too onerous; but if the buyer perceives a small pie, then giving you a slice can become quite contentious.

Buyer 151
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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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The Craziest, Most Unusual Sales Selection Criteria and What Really Works

Understanding the Sales Force

It was just last month that I wrote this hugely popular article about the tech buyer who hated salespeople. In the first paragraph I mentioned that I had a crazy case of poison ivy. At about the one-week point, I started searching Google to find anything that might help ease the itching and discomfort. As you might guess, the remedies I found included some very crazy things that common sense would tell you to stay away from.

Hiring 156

More Trending

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How Much Emphasis Should be Placed on the Results of a Sales Assessment Test?

The Pipeline

The Pipeline Guest Post – David Pearce. Trying to distill the answer to the question of how much emphasis to place on the test down to some numerical answer really misses the point and attempts to simplify and quantify a process that can only be quantified to a degree. An applicant may “numerically” be a good fit because he has the right “scores” on the various components (including our test) of your hiring system but he may be someone you still should not hire.

Hiring 160
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3 Top Sales Tips That Will Help Keep Your Sales Focus

Score More Sales

Paying attention to growing sales and revenues is a challenge for many sales reps and leaders. It takes amazing, ongoing focus on the activities that lead to new revenues in order to grow business and ultimately succeed as a professional seller. Here are three ideas you can implement.

Revenue 154
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The Dance Between Strategy and Sales Execution

Steven Rosen

Many companies are going through their annual planning process. As the business unit head, you and your team have put in hundreds of hours building your marketing plans , analyzing trends, developing key tactics and building and revising slide decks. The team responds and builds a bottom-up forecast and a tactic by tactic business plan. You have dry run after dry run.

Strategy 159
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10 Ways to Be Seen as a Sales Leader by Your Customers

The Sales Hunter

A sales leader is one who helps their customers see and achieve things they didn’t think were possible. If your customer doesn’t see you as a sales leader, don’t go thinking you’re not about to be replaced. Remember it’s not what you sell; it’s how you help the customer that makes the difference. Here’s my list of 10 […].

Customer 150
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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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Why Cost per Lead is a Bad Way to Measure Your Return on Lead Generation Efforts

Pointclear

Shifting to Outcome-based Accountability and Revenue Metrics. While cost-per-lead measurement has been the de facto favorite for evaluating marketing programs, we are seeing radical and positive shifts in how marketing is evaluating qualified leads. For one, there is greater recognition that marketing should deliver qualified leads that are fully vetted, closeable and likely to convert through the buyer’s journey.

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11 Steps to Aligning Your Sales Channels with Customer Demand

SBI Growth

When sales channels overlap in their functions, both costs and customer frustration increase. So, how can you best allocate the channel mix to control costs and assure your customer needs are satisfied? SBI recently spoke with Christopher Bray, the senior.

Channels 121
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The Dance Between Strategy and Sales Execution

Steven Rosen

Many companies are going through their annual planning process. As the business unit head, you and your team have put in hundreds of hours building your marketing plans , analyzing trends, developing key tactics and building and revising slide decks. The team responds and builds a bottom-up forecast and a tactic by tactic business plan. You have dry run after dry run.

Strategy 146
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Executive Sales Leader Briefing: The Quiet Leader

The Sales Hunter

The squeaky wheel is just that — squeaky. I have watched too many managers think the only way they can lead is by being loud and essentially playing the role of the squeaky wheel. I find the only outcome is the squeaks over time have to become louder and louder to command the same amount […].

Leads 121
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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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Long-Term Leads Demand Attention Now

Pointclear

Near-Term Opportunities are Important, But So is Keeping the Pipeline Full. Your sales team likes nothing better than getting leads with a high probability of closing soon. So much so that many reps often ignore every lead they don’t consider hot. In reality, long-term leads often prove to be more valuable than those slated for a short-term decision.

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How to Leverage Data to Prioritize Your Sales and Marketing Efforts

SBI Growth

Is your organization properly utilizing your ideal customer profile? It’s not enough to just have one. It should also be quantitatively defined, documented, and leveraged to prioritize your sales and marketing efforts.

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Onboarding: One Key to Successful Hiring

Anthony Cole Training

In January, we launched Hire Better Salespeople. It is the recruiting business solution to help companies profile, attract, screen, evaluate, hire and on –board “A” sales talent. We specialize in financial services, banking and insurance. There are actually three differentiators in our approach, but now I only want to talk about one of the three – Onboarding.

Hiring 120
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How Salespeople Can Get Into Their Buyer’s Brain

MTD Sales Training

One thing that many salespeople come on our workshops to learn is ‘the Holy Grail’, that is, what can they do to guarantee success every time they try to sell their products. Without being presumptuous and claiming I’ve cracked the Enigma Code of Sales, there truthfully is only one reason why buyers would decide to buy from you. Of course, you can talk about value and cost effectiveness and returns on investment and security and pleasure and comfort, etc. etc. etc.

Guarantee 120
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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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Don’t Coach Top Performers?

Engage Selling

They’re hitting and exceeding their targets with no signs of slowing down. Should you even bother to coach your top sales performers? I’ve been working with executives for the last few years on sales coaching practices.

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SBI’s First Ten Years

SBI Growth

Every Sunday morning we will publish a photograph of an SBI’er “in action” which is meant to illustrate how much fun we have working with you. This project has one purpose: to celebrate you, our clients and followers. Companies, firms, and fads.

Company 120
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My Dad’s Pick Up Truck & Driving Sales Growth

Anthony Cole Training

I’ve been working on this post for a week; for some reason, it took a little while to pull it all together.

Sales 120
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3 Quotes That Will Inspire Your Future In Sales

MTD Sales Training

I came across three interesting quotes while doing research the other day, and they all give an insight into the future of sales. See what you think when you read these: “The modern consumer is digitally-driven, socially-connected and mobile-empowered. Sales reps will need to adapt or be replaced” – Jill Rowley, Evangelist for Social Selling. “Your lead-generation methods need to be assessed.

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Boost B2B Sales Productivity & ROI Growth with Automation

Business-to-Business (B2B) sales can be a complex and time-consuming process, involving a variety of tasks such as lead generation, qualification, and nurturing. However, by leveraging the power of Workflow & CRM automation System, companies can boost sales productivity and drive ROI growth. Automation allows companies to streamline their sales processes, reduce manual errors, and improve communication and collaboration among teams.

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Time to Connect Employee Engagement to Your Sales Culture

Increase Sales

Employee engagement continues to trend upward as a search term and a demonstrated need by SMB owners and executives. What would happen in these professionals would connect the productivity (engagement) of their employees to sales culture instead of just a workplace culture? A sales culture is where every employee from the bottom up understands the goal is to keep loyal customers and find new ones.

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How to Create Better Sales Onboarding Content

BrainShark

Sales onboarding is a hot topic. Everyone wants to do it better and faster. A lot of people talk about it. Yet, over the past few years, various industry surveys indicate that onboarding ramp-ups, on average, have not improved.

How To 87
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Google Analytics – A Beginner’s Guide

Fill the Funnel

If you have a website or blog, you have undoubtably heard of and most likely installed Google Analytics. Once installed, it provides helpful insights about where your visitors are coming from, which keywords and topics are most popular, how long they stay on your site and if they visit one page and then click away. You can learn what percentage are viewing on a mobile device, what countries they are viewing from and which pages or posts are your most popular.

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The Truth About Being Defensive and Failure

A Sales Guy

What are your “blind-spots?” Do you have any? How do you know? In personal development, a blind spot is, when people see things in you, you don’t see in you. The only way to avoid blind spots is to embrace feedback. Being defensive dismisses feedback and is the fastest path to failure. You have to be open to feedback. What are your blind spots?

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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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Sales Today Is Truly a Balancing Act

Increase Sales

This morning I received some sales research about customer trends in the financial industry. This particular industry along with many retail businesses has been greatly affected by technology and the changing demographics of customers. Credit www.gratisography.com. Even though there is an app for that, personal service and interaction with an associate is why 31% of the customers prefer bank branches.

ACT 75
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Use This Simple and Powerful Referral Strategy

Engage Selling

Are you actively seeking referrals from your current client base? According to recent studies, 78% of happy clients want to give out referrals. Yet only 8% of salespeople actually ask for them. Can you see the disconnect?

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Integrating Your Product Strategy with Your Go-to-Market Strategy

SBI Growth

Strategy 124