Sat.Apr 22, 2017 - Fri.Apr 28, 2017

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Myth Busters: 3 Sales Intelligence Assumptions Dispelled

DiscoverOrg Sales

Some information is so sensational that it gets passed around regardless of the truth: The amount of tryptophan in a Thanksgiving turkey is enough to make people sleepy. Humans only use 10% of their brains. Jimmy Hoffa is buried under Giants Stadium. Sadly, all of these dramatic statements are false, but people love to repeat them anyway. When false assumptions are the basis for business decisions, the fallout can be sudden and steep.

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The B2B Marketer’s Holy Grail for Customer Marketing

SBI Growth

Joining us for today’s show is Jennifer Arnold, a marketing executive who knows a thing or two about generating revenue. Today’s topic is customer marketing and how to grow revenues from existing customers. We leveraged the SBI annual workbook to guide our conversation.

Workbooks 239
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3 Reason to Establish and Mine The Gap – Part II

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . Monday, we looked and the need to establish a “Gap” , and gave an example that you can use to start the process with in your sales. Clearly you will need to build on that, and in today’s post we will offer specific steps you can take to surface and leverage Gaps in the process of helping buyers and winning deals.

Margin 230
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Closing and Negotiating Challenges - Symptoms of Another Selling Problem

Understanding the Sales Force

Image Copyright Shironosov. I recently learned that one of OMG's clients in Europe purchased two goldfish. In keeping with their tradition, the client named the two fish, Recommended and Not Recommended. Surprisingly, recruiting salespeople was not one of the topics addressed in this year's 2017 Selling Challenges Study. Steven Sparber, from Richardson , was nice enough to send me an advanced copy of the results.

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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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4 Powerful Forces That Drive B2B Purchasing Behavior

Sales and Marketing Management

Author: Andrea Hill, manager of innovation strategy, ReadyTalk It’s happened to all of us in sales and marketing. You’re working through the sales process with a prospect, and all of a sudden a competitor you’ve never heard of surfaces and you’ve lost the deal. Confused, you check out their site. It’s a niche product, not nearly as full-featured as your product.

Hiring 189

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3 Reason to Establish and Mine The Gap – Part I

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . Sales people are always trying to create urgency, or figure out how they can accelerate a decision. The conventional approach has been to either focus on a “pain point” the buyer may want to solve with haste. The other conventional strategy is to have the client agree to a needs analysis, and leverage the outcome based on that analysis.

Analysis 193
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Quit Talking About You. Your Prospect Doesn’t Care.

The Sales Hunter

Yesterday I received 2 voicemails and at least 4 emails that were nothing but, “Hey look at me! I’m awesome and that’s the reason you need to buy from me!” Hmm, I didn’t care one bit about how good they were. I did the most expedient thing I could — I hit delete! Come to […].

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Your Email Strategy Needs an Update

Sales and Marketing Management

Author: Nick Hedges Several years ago, salespeople found out that writing pithy emails to business contacts was a great way to get their feet in the door of an organization. A brief and simple introductory message sent directly to the company’s CEO would often be enough to set up an introduction with the decision-maker. And just like that, you’re in touch with the person who will eventually make the purchase.

Strategy 136
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Is Motivating Salespeople What It Takes To Drive Sales Results?

Anthony Cole Training

I have done many workshops over the years and, normally, in the very beginning, I ask: What is it that you want to leave here with that would make this a great investment of your time? One of the top 3 answers in every situation is the question: How do I motivate or keep my sales team motivated? (Dan Pink – Ted Talk on Motivation – a great 18 minute investment!).

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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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So…How Do You Get The Prospect To Call You? (Here’s 11 Ways…)

MTD Sales Training

Many salespeople believe prospecting to be a one-way journey, where you make contact with the prospect and you have to do all the work to convince them they are making the right choice to talk to you, and eventually buy from you. But what if you could make yourself the target of prospects to contact? How can you make yourself well-known and show them the value of contacting you instead of the other way round?

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Marketers: Are You Preparing to Take the Summer Off?

Pointclear

An embolism is a blockage caused by one or more bubbles of air in the circulatory system. These bubbles can travel to your brain, heart, or lungs and cause a heart attack, stroke, or respiratory failure. Stopping or slowing down lead generation, qualification and nurturing programs creates what I call a “bubble-in-the-funnel.” It may not kill you, like an air embolism could, but it can be dangerous to the health of your company.

Marketing 124
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Executive Sales Leader Briefing: Do Others Aspire to Be More Like You?

The Sales Hunter

Phil Graef played a huge role in my life. He taught me more about leadership, integrity, communication and how to run a business than anyone else. You’re scratching your head trying to think of who this person is. Don’t waste your time. You’ve never heard of him, unless you ate at the McDonald’s restaurant […].

Sales 121
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The Sales Shortcut Mentality - Is that You?

Increase Sales

Have you ever viewed those headlines in emails or advertisements announcing this or that “shortcut” to improved results be it in sales, leadership, business operations, etc.? One of the results of all this messaging is it appears to be fostering a “sales shortcut” mentality. Most reasonably intelligent business people know down deep inside there are no shortcuts to success.

Hiring 113
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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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6 Things to Look For In a Sales Routing Tool

Fill the Funnel

The secret is out – sales routing apps are becoming the best tools for road warriors to save time and sell more. But with several out on the market, how do you know which one to choose? We’ve researched the top features field sales reps need to give you a complete breakdown of what to […]. The post 6 Things to Look For In a Sales Routing Tool appeared first on Fill the Funnel.

Tools 120
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How the Big Deal Review Will Rescue Your Year

SBI Growth

Strategy 227
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Sales Motivation Video: Make Your First Two Calls Follow-Up Calls

The Sales Hunter

Get started quickly Monday morning by making your first two calls to people you promised you would get back to. You will impress them with these call backs first thing Monday morning. You have to build techniques that get you in a groove and build good momentum for your week. You will find that following through on […].

Follow-up 121
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Where to Begin to Increase Sales, Your Next Step

Increase Sales

Most sales managers to salespeople want to increase sales. More sales equals more money and far less stress. Yet to consistently achieve this ongoing sales goal requires a commitment to a process. After taking that initial first step to assess, then this provides a foundation for the next step – Clarify. If you missed the first step, read this posting Where to Begin to Increase Sales.

Facebook 109
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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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If It’S Hit the Fan, Managers Aren’t Coaching but Are Losing Sales

Keith Rosen

Every manager has resolved a problem or closed a deal for someone, just to save the day. While they love you for doing this, it also comes at a great cost. Here’s how to resign from the time consuming role of super-salesperson and eliminate the messy problems that plague your Metropolis once it’s hit the fan. (Excerpt from Keith’s upcoming book, Coachquest.

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For Your Next Lead Generation Campaign, Give Them an Offer They Can’t Refuse.

SBI Growth

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Where Did the Keenan Red Plaid Come From?

A Sales Guy

Straight Keenan 2 is up and in it, I go to Topo Summit 2017 in San Francisco, I kick off The Real Deal of Sales and I answer the burning question, where did the Keenan red plaid shirts (Yes there are more than 1) come from? Hint: You can thank Jill Konrath. The post Where Did the Keenan Red Plaid Come From? appeared first on A Sales Guy.

Video 71
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Your Third, But Not Your Final Step to Increase Sales

Increase Sales

Sales is a process and one that is dynamic, fluid and yet still constant. To actually increase sales requires you to execute, take action after you have engaged in assessing and clarifying your direction. What usually happens is many sales managers through their salespeople into execution, taking action while skipping the first two steps. This behavior then resembles as a colleague called it, Captain Wing-It who sprays his or her actions all over the place and then prays something will stick.

Referrals 106
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How to Leverage Intent Data for Better Outcomes

Speaker: Susan Spencer, Principal of Spencer Communications

Intent signal data can go a long way toward shortening sales cycles and closing more deals. The challenge is deciding which is the best type of intent data to help your company meet its sales and marketing goals. In this webinar, Susan Spencer, fractional CMO and principal of Spencer Communications, will unpack the differences between contact-level and company-level intent signals.

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Doing Less With More!

Partners in Excellence

It’s become trite to say “sales has changed more in the past 5 years than in all preceding history.” Indulge me with leveraging this trite phrase. Usually, I look at these issues from the customer point of view, knowing that much of what has changed about sales has been a result of the changing buyers. Permit me to look internally only, let’s look within our own organizations and within our profession.

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How the Head of Sales Should Work With the SVP of Sales Operations

SBI Growth

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The Real Deal of Sales is Live!

A Sales Guy

Last week I told you I started a sales channel for sales people that was all about the experience of selling. I’m going around the country talking to sales people and finding out what they think about their jobs and what they like and don’t like. I’m pumped about this venture in partnership with Hubspot. It’s gonna be lit. Sales people are the core to revenue growth in the world of business.

Hubspot 69
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Where to Begin to Increase Sales.

Increase Sales

Finding the beginning to increase sales is viewed as easy, but not really. Many SMB owners, sales managers and even salespeople skip the most essential and critical first step. Assess. By assessing where the SMB is through a thorough and well researched strategic plan should have already taken place. Yet from my experience, the vast, super majority of SMBs do not have a strategic plan.

Hiring 96
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Drive GTM Efficiency with Tech Stack Consolidation

Consolidating your tech stack is an effective cost-saving measure that drives GTM efficiency and adds value to your enterprise. With a cohesive, integrated tech stack, your revenue teams can deliver an excellent customer experience that sets you up to win faster than your competitors.

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How can new sales reps build their credibility?

Sales Training Connection

New Sales Reps. What would successful sales reps and sales managers tell a new salesperson on how to gain credibility? We posed that question to our customers and heard many great recommendations, like: Listen to the customer’s needs. Determine what you should do, and then do it 100 percent of the time. Do what you say you’re going to do, always follow through, stay true to your word.

Hiring 66
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Is Your Sales Enablement Making a Difference?

SBI Growth

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“Fixing The Compensation Problem….”

Partners in Excellence

I always worry when a conversation with a sales executive starts with, “We need to fix our compensation problem.” The ensuing discussion usually focuses on, “We aren’t meeting our numbers, we need to fix the compensation/commission system in order to make our numbers.” At this point in the conversation, there is an uncomfortable back and forth: Me: “Why do you think your compensation structure is the problem in achieving your numbers?