Sat.May 06, 2017 - Fri.May 12, 2017

article thumbnail

Sales Management Training Webinars

Steven Rosen

6 FREE Sales Management Training Webinars . The #1 driver of performance in sales organizations are front-line sales managers. Most CSO’s would agree with this, but they are not sure what to do about it. The STAR Sales Management Development Survey found that only 50% of sales managers were receiving on-going training and development in core skills.

article thumbnail

A Stranger In Your Own Deal?

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . It’s interesting to see how different sales people and organisations deal with lost deals. In light of the fact that most sales people including me, have an initial engagement to close ratio of less than 50%, meaning we lose more than we win, you’d think there would be more of a focus on understanding the reason for the outcomes of our opportunities.

Vendor 219
Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

article thumbnail

Tell Better Stories, Make More Sales

The Sales Heretic

Stories are extremely powerful. Not only can they can be informative and persuasive, they can also be engaging, entertaining, and memorable. That is, if they’re told well. A poorly told story can lose the audience, and even lose the sale. So how can you improve your storytelling prowess? 1. Collect Your Stories In Advance The [.].

Sales 202
article thumbnail

How to Transition Channel Partners to Cloud Solutions

SBI Growth

Joining us for today’s show is Steve Blum, an executive sales leader who knows how to Make the Number with channel partners. I’ve known Steve for a long time and he’s always been on the leading edge of channel management.

Channels 197
article thumbnail

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.

article thumbnail

6 Metrics to Predict and Increase Sales from Inbound Leads

Sales and Marketing Management

Author: Sabrina Ferraioli, Co-Founder and VP of Global Sales, 3D2B Marketing and sales metrics can give you a window on the future and the insights you need to optimize sales. That’s because once you understand the metrics that drive sales, you can more accurately predict what’s ahead. Also, if you’ve defined the measurements that lead to perfecting your sales process, you will naturally move toward it.

Inbound 176

More Trending

article thumbnail

Go retro for important prospects

Sales 2.0

900, 300, 0. The first number is the number of emails I get as a marketing manager each quarter from sales people. The second number is the number of phone calls I get from sales people each quarter. The last number is the number of letters and notes I receive from sales people each quarter. So which medium has the biggest chance of standing out? Yes, this is still the Sales 2.0 blog.

article thumbnail

7 Powerful Exercises to Up Your Sales to the Next Level

Understanding the Sales Force

Image Copyright efks. Some things take a while to catch on. In his book, Outliers , Malcom Gladwell wrote about the years of work and at minimum, 10,000 hours, required for some, like The Beatles, to become "overnight sensations.". Shortly after I published my best-selling book, Baseline Selling , in 2005, I also published the Baseline Selling Field Guide.

Exercises 159
article thumbnail

The 4 Ingredients of a Successful Sales Training Curriculum

Sales and Marketing Management

Author: Sona Jepsen Your first bicycle ride probably didn’t end in a picture-perfect dismount. More likely, you stumbled and ended up with a skinned knee. After some encouragement from adults, you got back on and eventually mastered the machine. What made you try again after being embarrassed – even bruised? Was it pure determination? A desire to be like the "big kids"?

Training 153
article thumbnail

Executive Sales Leader Briefing: Is Your Leadership Engaging Others?

The Sales Hunter

Ask yourself if you’re more engaged with what you do when you know you’re doing it for a person who is engaged with you. I’m sure you are. I know I am. Check out this short interview by this ex-CEO and ask yourself if you’re engaged with your people. Here is the link. One of the […].

Sales 164
article thumbnail

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

article thumbnail

Sales Lead Generation: Saving Money – Killing Performance

Pointclear

PointClear was recently given a verbal approval for a pilot program by the SVP of Sales for a technology solutions provider. He liked us. Trusted us. Told us we had the deal. Then we got turned over to sales operations and purchasing (supposedly a formality). After a few additional conversations, we were told that a competitor provided a quote for half of what we charge for “the same services.

article thumbnail

The Key To Building Value

Mr. Inside Sales

You hear it all the time — if your price is higher than your competition you’re told to “build value.” You’re instructed to stress the quality, the warranty, the features, etc. But your prospects have heard all that before, haven’t they? Want a better way? You also hear all the time that prospects will buy from people they like, know and trust.

Lead Rank 129
article thumbnail

3 Core Processes for Sales Operations to Enable Revenue Growth

SBI Growth

Joining us for today’s show is Christopher Fris, an executive sales operations leader who knows how to enable revenue growth in a meaningful way. Today’s topic is focused on how Sales Operations enables the sales plan. During our discussion, Chris and.

article thumbnail

Sales Motivation Video: Challenge Someone to Get to the Next Level

The Sales Hunter

Successful people never go alone. This week, be on the look out for someone you can challenge to the next level. When we do this, we raise our own motivation and enthusiasm even more. Surround yourself with people you can challenge and who will challenge you. Together you will see more success than you can […].

article thumbnail

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.

article thumbnail

What To Do When Salespeople Are No Longer Needed…

MTD Sales Training

All our research is showing that, in the future, the role of the salesperson will not be to sell anything. Prospects can now research company information, reviews, feedback, and all manner of information online, so the need to have a salesperson presenting and demonstrating benefits is becoming less and less necessary. If the role is going to change so significantly, what can you do to be ahead of the game?

article thumbnail

The Key To Building Value

Mr. Inside Sales

You hear it all the time — if your price is higher than your competition you’re told to “build value.” You’re instructed to stress the quality, the warranty, the features, etc. But your prospects have heard all that before, haven’t they? Want a better way? You also hear all the time that prospects will buy from people they like, know and trust.

Lead Rank 120
article thumbnail

The Technology Marketer’s Guide to 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 first met Jennifer a few years.

Customer 122
article thumbnail

How to Source Passive Candidates

Zoominfo

Due to recent economic uncertainty, the job market has been undergoing a major reset. While labor market signals remain mixed, employees have a strong say in demanding better work-life balance, more flexibility, and competitive benefits from their employers. Still, the macroeconomic conditions may convince workers to become more cautious, opting for the stability and security of their current positions.

How To 100
article thumbnail

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.

article thumbnail

NEVER Ask This Question While Closing the Sale

MTD Sales Training

You can find a ton of material on terms, phrases and magic words to use while attempting to close a sale. Some closing statements and remarks may be very helpful and some may make no difference. However, one question is extremely damaging and will often kill the sale. “What do you think?”. While this question may seem harmless and necessary, it is the opposite.

Closing 120
article thumbnail

When Your Sales Tank, What Do You Do?

Increase Sales

Many tines when sales tank salespeople have a tendency to blame the economy, the marketing department (no sales leads), sales management, competition or even the potential customers? Yet maybe this is the time for inward reflection and realize they have potentially violated the first sales buying rule. People buy from people they know and trust. Possibly, your sales leads do not know you and do not trust you.

article thumbnail

Why Great Sales People Make Assume When Selling

A Sales Guy

Too often people make the assumption, that in sales assumptions are bad. That is a bad assumption. Assumptions are great. We need to make assumptions. Assumptions assist us in setting a direction, they give us something to aim for or a place to go. Here’s a good example of what I’m talking about. Your product or service only solves a handful or substantial, relevant problems for you target customers, therefore, you have to assume they may be experiencing one or more of those problems

ACT 83
article thumbnail

“A Sales Person By Any Other Name Is Still A …….”

Partners in Excellence

In Act 2, Scene 2, of Shakespeare’s Romeo and Juliet, Juliet says: “What is in a name? That which we call a rose…By any other name, would smell as sweet” Which brings me to the discussion I hear too often, “What if we called sales people something other than a sales person?” We see it every day with the proliferation of terms we use for sales people: Relationship managers, Trusted advisors, Account managers, Territory managers, Business developers, Retention

Fashion 76
article thumbnail

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.

article thumbnail

Fixing a Broken Sales Environment with 3 Essential Sales Tools

Anthony Cole Training

The 3 Es.

article thumbnail

Are Sales Negotiations Overlooked Sales Objections?

Increase Sales

Sales negotiations are part of earning the sale. Yet I am beginning to question if in some instances the reason for the negotiation is because specific sales objections were never reconciled. For example if price requires negotiation, then this might suggest the salesperson failed to do all of her or his homework regarding the budget, the return on investment, etc.

article thumbnail

Sales Coaching and Leadership – Straight Keenan 3

A Sales Guy

Back from my trip to Chicago. I had a blast and got to talk to a number of sales leaders for The Real Deal of Sales. Not only did I learn what many sales leaders are doing today, I did a kick ass sales podcast with Will Barron , I did a presentation with Steve Richard and I got to spend time with people I hadn’t spent time with in a while. Good times, it was fun.

article thumbnail

Brainshark and Seismic Strategic Partnership: What It All Means [Q&A]

BrainShark

. According to Forrester Research, 78% of executive buyers say that sellers aren’t prepared with relevant content. This is both a training problem and a sales content problem, which slows down sales cycles and prevents reps from hitting quota.

article thumbnail

Salesforce’s 8th State of Marketing Report

Discover today’s biggest marketing trends in the 8th edition of Salesforce’s “State of Marketing” report. Salesforce surveyed 6,000 marketing leaders worldwide to discover how marketers are: Embracing AI to operate more efficiently Removing silos and leveraging AI to enhance the customer experience Innovating to meet evolving customer needs Preparing for the retirement of third-party cookies By submitting this form, you agree to have your contact information, including email, passed on to the sp

article thumbnail

Secrets for Keeping Top Sales Talent

SBI Growth

article thumbnail

No Purpose Leads to Bad Decisions and Consequently Bad Results

Increase Sales

A colleague of mine S. Anthony Iannarino , discussed in his weekly email about how changing one’s decision changes one’s trajectory. I agree with him because there are a lot of bad results happening because of bad decisions. Years ago I read this book The On Purpose Person by Kevin McCarthy. He rendered down purpose to being a light switch.

article thumbnail

What About Sales Person Retention?

Partners in Excellence

Retention is a hot topic–customer retention that is. We’ve all seen data around customer acquisition costs. Basically, the cost of acquiring new customers is several time higher than the cost of retaining and growing existing customers. The whole subscription model, on which all SaaS and XaaS companies are built has customer retention as a fundamental to the success of the business model.