Sat.Mar 05, 2016 - Fri.Mar 11, 2016

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Sales Managers—Pay Attention to How Your Reps Communicate

No More Cold Calling

Do your salesmen and women sound more like teenagers than professionals? Can your sales reps put a sentence together? The words salespeople use define them in the eyes of customers, just as their voices and demeanor do. But in the digital world, strong communication is becoming a lost art. People have become accustomed to typing and texting in shorthand, and we spend less time actually talking to people.

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What Your Sales Strategy Missed in 2015 and Where to Focus in 2016

Sales and Marketing Management

Issue Date: 2016-03-07. Author: Giles House. Teaser: A 2015 study by CallidusCloud showed that only 11.5 percent of sales and marketing pros said their forecasting was very accurate. Almost half the respondents said that a forecast accuracy below 80 percent was acceptable. It’s easier than you think to improve your forecast accuracy, here are four ideas for a more accurate 2016: A 2015 study by CallidusCloud showed that only 11.5 percent of sales and marketing pros said their forecasting w

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3 Questions to Ask Each Lead to Verify if They are Worth Your Time

The Sales Hunter

Your goal is to not to spend time with leads, but to spend time with great prospects. To do this, you have to qualify your leads faster to give you the time you need to spend with the high-value prospects. Too many salespeople take a “go slow” approach when it comes to leads. The feeling […].

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It's Coming Sooner Than You Think - 5 Keys to Prepare Your Sales Force for the Recession

Understanding the Sales Force

You remember the last recession - the great recession - right? I remember that in November of 2008 the business stopped coming in as if someone had turned off the faucet. Bam! We lost a third of our revenue overnight - and we were prepared for it! I predicted the last recession as early as September of 2006 with this article and in the summer of 2008 with this article.

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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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What All Sales People Must Do Before Asking For Referrals

MTD Sales Training

Referrals have often been called the solid gold introductions for future sales, because they offer something of much greater value than cold calls or informal introductions. Referrals are like gold. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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Questions Should Educate Not Recriminate

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . Question have for the most part have become the instrument of choice for most B2B sellers. While that’s good news, it is a mixed story. Many have switched from pitching to using questions, but they have not made the attitudinal shift to fully benefit from questions. Rather than using questions to facilitate a full and – mutual – discovery process, they serve to narrow and limit the discussion to the seller’s agenda.

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How to Succeed as a Sales Ops Director

DiscoverOrg Sales

“Sales operations may very well be THE most important and unsung hero for sales teams big and small, inside and field, direct and channel.” -Heinz Marketing. It’s likely that you don’t enjoy the benefits of a long-standing sales operations team since 54 percent of sales ops departments are less than three years old. As a relatively new field, people in Sales Ops are often left with the task of evangelizing their own value to internal stakeholders.

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The 8 Main Obstacles ALL Sales People Must Overcome

MTD Sales Training

Dr W. Edwards Deming was an American engineer, statistician, professor, author, lecturer, and management consultant – an all-round clever guy. He is regarded as having had more impact on. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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How Mobile Is Driving the Future of Field Sales

Sales and Marketing Management

Issue Date: 2016-01-01. Author: Oscar Macia. Teaser: The emergence of truly mobile CRM solutions makes reporting while on the road easier. The emergence of truly mobile CRM solutions makes reporting while on the road easier.

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How to Improve Email Deliverability and Optimize Each Send

Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.

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Today Is The Day – The Sales Acceleration Summit

The Pipeline

Good Morning – Tibor Shanto here, Principal at Renbor Sales Solutions Inc. A reminder that today is the day, it is time for the Sales Acceleration Summit. I want to personally invite you and your entire sales and marketing teams to come be inspired by the top minds in the industry today Wednesday, March 9th, at the. I will be presenting on the Dynamics of a Successful SDR call.

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Do Your Goals Lack Commitment and Passion?

The Sales Hunter

Welcome to the Executive Sales Leader Briefing, a new blog series I am doing every Friday. If you want to receive the Executive Sales Leader Briefing in text form in an email early Friday morning before it is published on the website, go to this page to sign up or complete the below information: Think […].

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How to Qualify an Influencer

Mr. Inside Sales

If this were a perfect world, when prospecting and qualifying we would always get to speak with the decision maker and, while questioning them, we would discover that they were looking for our solution, and that they have the budget and authority to make a decision. Furthermore, when asked about their timeline for making a decision, they would reply, “Can you get it here yesterday?”.

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International Womens Day Shout Out to Women in Sales

Score More Sales

In 1908, close to 15,000 women marched in the streets of New York City protesting long hours, poor wages, and the lack of voting rights. International Women’s Day was launched.

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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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Being Assertive in Sales

Anthony Cole Training

Prospects want you to have honest, direct and assertive conversations with them so that they can make better, critical decisions.

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Grow Your Knowledge. Grow Your Value.

The Sales Hunter

Where are you gaining the critical insights you need to help you be a better salesperson and a better leader? I’m constantly challenged to make sure each day I’m learning new insights and am connecting with people from whom I can genuinely learn! I rarely recommend specific websites in my blog, but I am today. www.Quotable.com […].

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Could you nominate me?

Mr. Inside Sales

Would you take a minute to nominate me for the AA-ISP’s “Top 25 Most Influential Inside Sales Professionals for 2016”? If you’ve benefitted from either the scripts, videos or other products I offer, then I would really appreciate it if you did. Simply follow this link: Click Here. You’ll need this information: First Name: Mike. Last Name: Brooks. Company: Mr.

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Marketing The First Hurdle in the Sales Process

Increase Sales

Once again I heard “I need more sales” and “My salespeople aren’t working hard enough.” My immediate response was “Please tell me about your sales process beginning with your marketing plan including strategies and tactical execution.” Then I heard again “We don’t need marketing. Our marketing is fine, our sales and salespeople are the problem.” This SMB owner was one of the many misinformed that I have encountered over the years.

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ABM Success Recipe: Mastering the Crawl, Walk, Run Approach

Shifting to an account-based marketing (ABM) strategy can be both exciting and challenging. Well-implemented ABM motions build engagement with high-value accounts and drive impactful campaigns that resonate with your audience. But where do you begin, and how do you progress from crawling to running? Watch now as Demand Gen experts delve into the essentials of each stage of the ABM process.

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Take Charge of Your Sales Meetings

Anthony Cole Training

By Walt Gerano, Sales Development Expert, Anthony Cole Training Group.

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Speed Up Your Closing Process by Eliminating Junk in Your Pipeline

The Sales Hunter

How fast is your sales pipeline? Is it plugged up with leads and prospects that shouldn’t be in there? We all know the value of having a full pipeline, but if what is in the pipeline isn’t moving, then we have to ask ourselves if it’s worth it. We will close more sales when […].

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Experts Discuss How to Use Video for Effective Sales Coaching

BrainShark

In Joe Gustafson’s recent post on sales analytics , the Brainshark founder talked about the value of understanding the finer details of sales conversations.

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The Viral Infection of the Sick Sales Culture

Increase Sales

Yesterday I listened to a former client shares her challenges with her current employer. The majority of these challenges are embedded within the existing sales culture. No wonder so many salespeople feel that are continually teased and expected to perform like some household pet. Credit www.gratisography.com. Over the years other clients have shared similar stories.

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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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What Type of Sales Forecaster Are You? Research Reveals the Art and Science of Forecasting

HeavyHitter Sales

  This Steve W. Martin research article originally appeared in the Harvard Business Review.   Predicting the future is difficult, if not near impossible. However, salespeople and their managers are asked to forecast the future all the time. Sales forecasting is an art and a science. It is the combination of metrics, qualitative information, intuition, and best practices. So who are the most accurate sales forecasters, and what separates them from the least reliable?

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Sales Motivation Video: Don’t Play the Victim

The Sales Hunter

Have you ever noticed that victims rarely have an attitude of success, and successful people rarely have an attitude of being a victim? I want you to really think about this as you get started on your week. You have a choice as you motivate yourself. My hope is you won’t play the victim card. Go out […].

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When The Script Works

Partners in Excellence

Over the past weeks, I’ve been arguing against mindless scripts being executed mindlessly. But what happens if the script works? Recently, I responded to an email, get the inevitable call, the SDR opens with “We can help with your performance measurement issues… ” I wasn’t sure I had any performance measurement issues, but was interested in learning more.

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The Answer to Your Action Plan to Increase Sales

Increase Sales

Are you a Captain Wing It in sales? Do you have a tendency to spray your actions all of the place and then pray something will stick? If so, possibly the answer to not being one of the many Captain Wing Its is an action plan to increase sales. With the marketplace even more crowded and getting even more congested every day, attempting to land a sale (close a deal) is much like landing a fairly large plane on a very congested runway.

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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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Being Different

A Sales Guy

We’re afraid to be different. Yet different is what get’s us noticed. Different is new. Different is unique. Different has value. Different requires thought, connection, and awareness. You can’t cruise control yourself to different. We, the world, doesn’t need more sameness. We need more difference. The world needs different ideas, different approaches, different methodologies, different people, different companies, different solutions, different anything, different every

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The Etch a Sketch Sales Force

Sales Training Connection

Etch A Sketch Sales Force. The Etch A Sketch was introduced at the peak of the Baby Boom in 1960 and was one of the best-known toys of that generation. Today, it can be found in the Toy Industry Association’s hall of the 100 most memorable 20th Century toys. This toy of yesteryear is a perfect image to use in framing a discussion about the need to revamp a sales force to be better aligned with ones customer base.

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Business People Who Sell

Partners in Excellence

Our customers don’t need sales people calling on them. They don’t need a person that can only focus on talking about their products and services–after all customers have the web to learn about products. They don’t need someone that can engage in a scripted conversation, listening for key words, so they can set up a demo or pass them onto someone who will be talking about their products.