Sat.Aug 12, 2017 - Fri.Aug 18, 2017

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Handling the Gatekeeper and Engaging Executives

Sales and Marketing Management

Author: Frank Visgatis, President and Chief Operating Officer, CustomerCentric Selling. Whether making cold or warm calls in trying to find new opportunities, it can be a humbling experience for salespeople. My definition of prospecting is trying to take prospects from latent to active need. Another way to phrase that is to say that: Prospecting is looking for people that aren’t looking.

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Are You Guilty of Making These Prospecting Mistakes?

The Sales Hunter

You’ve got your goal for the day and you’re off and running, reaching out to prospects and trying to follow up the best you can. But are you guilty of the biggest mistake one can make? Are you following up by saying or writing things such as: “Did you see my last email?” “I’m just […].

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Impact Questions

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca. Proactive Prospecting Summer – Part 7. Questions can be a powerful tool in prospecting, just as in other stages of the sale. In this portion of the Proactive Prospecting Summer , we look at using questions in a different way in prospecting than we would later with an engaged buyer. Take a look, and leave you response in the comment area below.

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How To Overcome 10 Of The Hardest Sales Objections

MTD Sales Training

Objections occur for many reasons. Maybe you haven’t built up the value of your solution. It could be the buyer has a similar solution and doesn’t want to change. Or they don’t trust that your products are right for them or their business. Don’t be put off by objections. If you walk away at the first sign of resistance, you will fall at most hurdles.

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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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[TEMPLATE] How to Start a Conversation Using the “Foot-in-the-Door” Email

DiscoverOrg Sales

Here’s how to start a conversation (and book a meeting) with almost any prospect in your database or CRM using the “Foot-in-the-Door” email. This simple, 5-step cold email technique works especially well for sales development reps who regularly email: CEOs. Marketing VPs. Industry influencers. HR directors. Elon Musk. Your favorite podcast host.

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You Can Be Right And Rich

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca. I am not sure where it originated, but we have all heard the question/expression: “Do you want to be right – or do you want to be rich?” A question many managers have asked, and fewer reps have answered. While there is no right or wrong answer, most managers tell me they prefer to hear ‘rich’ more so than ‘right’, you decide.

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Insights Revealed in The Ultimate Analysis of the Sales Force

Understanding the Sales Force

Image Copyright iStock Photos. They say that data is king and all this time I thought it was Elvis who was King. Who knew? Unfortunately, it all sounds a bit authoritarian so what if we just say that great data can provide us with great insights so that we can make better decisions? Objective Management Group (OMG) has approximately 275 million data points from assessing and evaluating more than 1.1 million salespeople from 11,000 companies.

Analysis 173
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Attract A-Players Who Generate 5x More Revenue than B-Players

SBI Growth

Joining us for today’s show is Chris Walter, a Vice President of Strategy who knows how to build a sales force. Today’s topic is dedicated to the topic of attracting and retaining top sales talent. Chris and I leverage the.

Revenue 171
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This Brought Me to Tears

Jill Konrath

After spending a day in DC learning about CEB's (now Gartner) latest sales research, I popped over to visit Steve Richard's office, which was just a few blocks away. He's the CEO of ExecVision.io, a new sales coaching app.

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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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3 Critical Sales Questions You NEED To Ask The Customer

MTD Sales Training

Here are three critical questions you need to confirm with your customer before you have a hope in progressing the sale: Who Is Going To Make The Decision? That’s pretty obvious, but do you know who the key influencers are, too? Who are the people the decision-maker is going to take counsel from, ask approval of, or commit the product and services to?

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Sales Leadership — Will Your Customers Even Value It?

The Sales Hunter

When was the last time you did a deep dive to really determine why your customers choose to do business with you? We’d all like to think we have customers who are incredibly loyal to us because of how good we are, but is that really the case? When we have a customer agree […].

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Marketing strategies from the Grateful Dead

Sales and Marketing Management

Author: SMM staff This summer’s Fourth of July weekend marked the two-year anniversary of the Grateful Dead’s “Fare Thee Well” three-night curtain call at Wrigley Field in Chicago. The surviving members of the band, Bob Weir, Phil Lesh and drummers Mickey Hart and Bill Kreutzmann, continue to play and tour in various iterations, but the July 2015 shows were, according to the band, the last time the core four will all play together.

Lead Rank 149
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How to Define Who You Compete With, and How to Win

SBI Growth

Joining us for today’s show is Mike Dickerson, the Chief Executive Officer for ClickDimensions who knows how to make the number. Today’s topic is focused on demonstrating the corporate strategy’s competitive view. Mike and I leverage the How to Make.

How To 141
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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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Dealing Successfully With Gatekeepers

Mr. Inside Sales

Every month, I get emails from my readers asking me how to deal with gatekeepers. They tell me the most frustrating part of prospecting is actually getting through to the decision maker. They get interrogating questions like: “Will he know what this call is about?”. And. “Is she expecting your call?”. And. “Have you spoken to him before?”. These and other objections frustrate sales reps to the point of them developing some serious call reluctance.

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Sales Motivation Video: Use “Out-of-Office” Message as Prospecting Tool

The Sales Hunter

When you know a prospect or customer has been on vacation because of their “out-of-office” message, plan to call them a few days after they return. This gives you an easy way to build rapport, because you can ask them about their vacation. And you’ll build your sales motivation and prospecting skills as well. Check […].

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The Best Phrases To Use When Negotiating Discounts

MTD Sales Training

Let’s take a look at this from both sides of the fence. If you want to negotiate a discount and you’re a buyer then I’ll give you some phrases to use. Conversely if you’re a sales person I’m going to give you some phrases on how to counter buyers who are haggling and negotiating for a discount. So armed with phrases from both sides – may the best person win!

Discount 120
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Want to Beat Your 2018 Sales Target? Start with this Strategy

SBI Growth

Strategy 253
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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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First We Form Habits, Then They Form Us

Mr. Inside Sales

“First we form habits, . then they form us.”. –Bob Moawad, Edge Learning Institute. I just worked with a great inside sales team in Louisville, KY (hi Kathy, Darryl and the team!), and this week they begin working with a new, best practice approach that is going to make them much more successful. I’m excited for them! At the close of each day of training, I told them that the biggest challenge isn’t going to be learning the new scripted approach (although that will definitely take some eff

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Measuring Your Prospecting Process

The Sales Hunter

A topic many of my coaching clients ask me about is how to know if your prospecting process is working. The shortcut answer to the question is that I ask them what their sales are compared to the prospecting they do. Sounds simple, but the answer is far more complex and not easily answered despite […].

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The Best Phrases To Use When Negotiating Discounts

MTD Sales Training

Your ability to make a profitable sale often hinges on your skills when discussing what price you are willing to settle on for your product. If you are worried about whether you will make the sale or not, you may well offer a lower price to get the buyer to agree to the sale. However, buyers are cute (!) and have often been on courses themselves to train on how to negotiate a lower price.

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Is Your B2B Content Marketing Failing to Contribute to Revenue Growth?

SBI Growth

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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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Are Your Sales Results Suffering Because of this Confusion?

Increase Sales

“I have plenty of lists, daily, weekly and monthly” said an acquaintance. My next question was “How are your sales results?” The not so surprising response was “they could be better.” This acquaintance and many of my sales coaching clients share this confusion about list making and goal setting. List making is very much like a simple mini action plan.

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Three Words That Can Forever Change Your Business

Fill the Funnel

Did you know a few short words can totally change your life? It’s true. For example, the three words us humans long to hear, “I love you.” Even the more cynically-inclined words, “told you so” contain value. But whatever you do, avoid THESE three words at all cost: “that looks infected.” Business-wise, words matter even […]. The post Three Words That Can Forever Change Your Business appeared first on Fill the Funnel.

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How To Sell Better: Lesson 2 – You Have To Give a S**t

A Sales Guy

I was sitting in the conference room when the rep said; “Keenan, I need your help with a deal.” A common request, one I enjoy hearing. I love helping sales reps. However, it’s not just the desire to help that get’s me fired up, but also the questions reps ask. Salespeople ask some of the most motley of questions. It ceases to amaze me the types of challenges salespeople struggle with, or worse create themselves and are then forced to seek guidance in solving.

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Find the Right Balance of Hunting and Farming

SBI Growth

Revenue 235
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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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Saying Yes May Come with a Hefty Price Tag

Increase Sales

Working in any organizations does require saying yes. However all those yes responses may come with a potential hefty price tag. I just read of a noted TV commentary who is now saying yes to whatever the new boss wants. Part of this ongoing agreement is to “humanize” this particular individual. Yet at the previous organization, she was quite successful without any additional “humanizing” activities.

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Bots – What Every Sales Leader Needs to Know – Now

Fill the Funnel

Bots. Just the words stir up fear and controversy. Are bots the evil empire that will take over the human race? Or are they a tremendously helpful tool that can remove the redundant, repetitive tasks that our sales and customer service teams are asked to do every day, day after day, whilst keeping them away […]. The post Bots – What Every Sales Leader Needs to Know – Now appeared first on Fill the Funnel.

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5 Outside the Box Presentation Openings that Stand Out with Busy Buyers

Julie Hanson

Like the first scene of a movie, the opening of your presentation should grab your audience’s attention, set the stage – and let them know they are in the right theater! Unfortunately the typical sales presentation opens with a boring company overview that does nothing to distinguish you in a competitive marketplace. Outside the Box presentation openings take into account what’s of most interest to your prospect.

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