Sat.May 13, 2017 - Fri.May 19, 2017

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How A Career In Umpiring Helped Me Develop My Sales Strike Zone

Sales and Marketing Management

Author: John Bennett, Sales & Business Development Leader with Peak 10 Sales success is about much more than converting prospects to customers. Many of the most important strategic skills that help sales professionals master their craft are ones that help them navigate more nuanced interpersonal situations, rather than convincing someone to buy a product or service.

Call-back 276
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How Studying Baseball Video is Identical to Coaching Salespeople

Understanding the Sales Force

Image Copyright ColorCarnival. We just completed a two-day Sales Leadership Intensive and that's always a great experience for the sales leaders who attend. The focus is on coaching salespeople for impact and everyone learns what it takes to become so effective at coaching salespeople that they ask for more. It's been a long time since I have written an article that mentioned our son, the baseball player.

Study 262
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Don’t Just Do Something – Sit There!

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . All too many people confuse activity or action with productivity or results. Think of how many times the best thing you can say about a movie or a game is that it was “action filled”. In sales, many often confuse activity with moving the sale forward or execution, bringing to mind the saying about the deck chairs on the Titanic.

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#1 Way Account-Based Sales Reps Resolve the Gatekeeper Problem

No More Cold Calling

Want to land and expand? Stop trying to get around the gatekeeper. If account-based sales reps want to reach C-suite prospects, the secret is calling at night or on weekends, when their gatekeepers are off duty. Seriously?! This is just the latest stupid advice I’ve read about how to bypass the gatekeeper and get decision-makers on the phone. “Expert” tips like this send me out the door screaming.

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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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A State by State Review: Gender Diversity in the Executive Suite

DiscoverOrg Sales

I’d confidently say that most CEOs and Boards would be happy if they could point to these results consistently at quarterly board meetings: – Better financial performance. – Higher return on sales. – Higher return on equity. – Higher operating results. – Lower corporate fraud. – Increased collective intelligence. – Increased innovation. – Reduced conflict.

Hiring 206

More Trending

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Are your prospecting calls a long run off a short pier?

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . Sellers are a wonderfully optimistic lot, having drank the Kool Aid about their “solution”, believing that they are indeed the cavalry coming over the hill to heal all that pains their potential prospects. This unbridled optimism and energy works great when you have a willing audience, say a play, where the audience comes with interest and openness to the message.

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Account Based Marketing for Lead Development Quality, Not Quantity

Sales and Marketing Management

Author: Senraj Soundar, ConnectLeader Founder and CEO ABM – account based marketing – is the most-talked-about strategy right now in the B2B world. Yet, ABM has been around forever. “I was using basic ABM principles at Dell 25 years ago,” said John Ellett, CEO nFusion. So, what changed? What’s making the old ways the innovations of today? According to Forbes: 80% of marketers measuring ROI say that ABM outperforms other marketing investments. 84% of marketers said that ABM had significant benefi

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Proposal Time Wasting

Sales 2.0

I had the opportunity to be a buyer of some B2B services a couple of months ago. The seller in this case was begging us to waste a lot of his time. He kept contacting me and the other decision-makers asking to send us a proposal but there’s one major problem – he did not get us interested in his product in the first place ! It’s odd to me that so many sales people (and business owners) want to send out proposals.

Proposal 150
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Looking to enhance sales lead performance? Put process before technology.

Pointclear

When it comes time to exploring how you can increase lead generation ROI, that is, produce better leads more cost effectively, move "technology" to the bottom your to-do list. Technology is great at automating best practices, but you have to have them in place first. So start by engineering your processes to focus on lead quality not quantity. Then implement the workflow that encourages both sales and marketing to be acccountable for their role in revenue generation.

Lead Rank 169
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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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[VIDEO] 3 Steps for an Effective Sales Demo

DiscoverOrg Sales

Welcome to today’s Whiteboard Wednesday. I’m Steve Bryerton, Vice President of sales here at DiscoverOrg, to talk about how to bookend your demo in order to create a sense of urgency and commitment from your prospects. I often hear from account executives that they get stuck in a long, drawn out sells cycle with no commitment or no next steps from their prospects.

Video 154
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What Do You Know About Your Customer’s Customer?

The Sales Hunter

Do you know who your customers sell to? You might say they don’t have customers, but stop and ask yourself, “Why are they buying from me?” Everyone serves someone, and who they serve is their customer. A few years ago I was in China talking to the owner of a manufacturing facility, and I […].

Customer 164
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20 Sales and Marketing Alignment Statistics

Zoominfo

Sales and marketing alignment should be one of your organization’s top priorities. These two teams may not always agree, but they need to work toward common goals. In fact, when both departments communicate effectively, they can generate more leads and increase revenue. Still not convinced? Check out these 20 sales and marketing statistics: Sales and Marketing Alignment Statistics Organizations with tightly aligned sales and marketing functions enjoy 36% higher customer retention rates ( source

Marketing 130
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Getting Behind the Stall Objection

Mr. Inside Sales

Last week I was speaking with a new prospect who had called in to inquire about one of my inside sales training programs. I went over her needs, matched up my training to fit those needs, gave her pricing options and then began closing on possible dates for the training. And that’s when I got the old stall, “Well, let me run this by my boss, and I still have to hear back from some other vendors, etc.

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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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Content Marketing that Generates Pipeline

SBI Growth

Joining us for today’s show is Mary Clark, a Chief Marketing Officer who knows how to build brand preference to generate sales pipeline. Today’s topic is focused on B2B content marketing. Mary and I leveraged the SBI annual workbook to guide our conversation, turn to.

Pipeline 121
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Executive Sales Leader Briefing: What Are You Doing with What You Learn?

The Sales Hunter

Who do you listen to and what do you learn from them? Recently I sat with an estimated 40,000 other people listening to 86-year-old Warren Buffett and 93-year-old Charlie Munger answer questions for 5 hours. The event was the annual shareholder meeting of Berkshire Hathaway, held each year on the first weekend in May […].

Meeting 153
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3 Key Phrases To Use When Gaining Commitment From Prospects

MTD Sales Training

How many times have you found yourself trying to ‘close’ a prospect and you spend much of your time telling them about all the benefits, only to realise you have been doing most of the talking and the prospect has glazed over, approaching a comatose position? When trying to gain commitment from a prospect, it is always better to involve them in the decision-making process, so they feel part of it, rather than being preached at.

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Getting Behind the Stall Objection

Mr. Inside Sales

Last week I was speaking with a new prospect who had called in to inquire about one of my inside sales training programs. I went over her needs, matched up my training to fit those needs, gave her pricing options and then began closing on possible dates for the training. And that’s when I got the old stall, “Well, let me run this by my boss, and I still have to hear back from some other vendors, etc.

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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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Is Your Sales Channel Team Running Plays for Yesterday’s Buyers?

SBI Growth

Today’s show is focused on choosing the right channels to go to market. Business to business buyers are rapidly changing as their preferences to engage their vendors are evolving. Buyer preferences for 1-to-1 interactions are changing. Major shifts to eCommerce and SaaS.

Channels 120
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Sales Motivation Video: Are You Proud of the Impact You Have?

The Sales Hunter

I’m not talking about a righteous pride. I am talking about a deep sense of feeling good about how you help others. You have an impact. Do you grasp the difference it makes? I want to challenge you this week to be proud of the impact you have. Check out the video to see what […].

Video 150
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The 3 Step Process Of How To Give A Discount (Only if you have to!)

MTD Sales Training

The Correct Way to Offer a Discount: The Proper Price Drop. “How do you effectively reduce your price to help you close the sale?”. Reducing your price, offering discounts or “price dropping” is an extremely delicate issue requiring skill, practice and a strategy that when done right can do wonders for your business and career. However, reducing your price incorrectly will result in lost sales, trust, credibility and a truckload of income.

Discount 120
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Why Should I Talk to You?

A Sales Guy

Before any sale can begin, the target of your efforts has to talk to you. They have to engage. I know, this is the most remedial concept in theory, but in practice, it’s a b h. Making it worse, even though theoretically it’s simple, sales people continue to forget. They make this mistake over and over again, by not offering their target any reason to talk to them.

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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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Avoid the Bull Fighting – How Top CEOs Interlock with Sales Leaders

SBI Growth

Enjoy this rare opportunity to hear a CEO articulate his growth goals followed by his sales leadership team describing how they are going to accomplish those goals.

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The Real Problem with Social Selling

Increase Sales

Let’s stop with the Naked Emperor and speak the truth about social selling. It isn’t selling. I repeat it isn’t selling. Now for some this is considered heresy. Credit www.gratisography.com. Social selling or social media selling whatever you want to call it is marketing using social media channels to deliver the message. This entire get on the band wagon for social whatever is sales quick sales fix for some and a quick opportunity to make fast bucks for others.

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Why Sales Teams Are Moving to Facebook Groups – Away From LinkedIn

Fill the Funnel

I was always a big fan of LinkedIn Groups but Facebook Groups have changed my mind. I’ve written about their benefits over a dozen times here on Fill the Funnel. You could find groups for business, professional development, education, hobbies and geography amongst other areas. My LinkedIn for Sales curriculum featured key ways in which […].

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What is Your Sales Team's Motivation?

Anthony Cole Training

QUESTIONS THAT COMPANIES NEED TO ANSWER.

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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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How to Determine Which Sales Problem is Worth Solving?

SBI Growth

How To 236
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Blaming an Auto Responder for a Bad Email Speaks Volumes

Increase Sales

President Truman said “The buck stops here.” I guess that does not apply when receiving a bad email. Yesterday I wrote about how a poorly written email headline may send the wrong message as well as giving my brief analysis about the marketing message. I responded to this email and then received an answer from the person who allegedly sent the email. “Hi, Leanne, Your first line cracked me up.

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Doing versus Keep Doing

A Sales Guy

You can’t get too far from the social media experts who tell you to, hustle, grind, put in the work, just do it. It’s a pretty popular message and it makes sense. You can’t finish unless you start. But, doing isn’t has hard as keep doing. It’s easy to write a blog post, it’s not easy to write one every day for a week or a year.