Sat.May 25, 2019 - Fri.May 31, 2019

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Build, Prep, Execute, and Measure: The Four Pillars of Building a Successful Outbound Sales Team

Predictable Revenue

This blogpost focuses on how to build and prep an outbound team. These are critical pieces to outbound success. The post Build, Prep, Execute, and Measure: The Four Pillars of Building a Successful Outbound Sales Team appeared first on Predictable Revenue.

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Bringing your “Eh” game to sales!

LevelJump

Last night was a great night.

Sales 58
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Prospect like a pro: Tips every sales team needs

PandaDoc

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How Top Salespeople Anticipate and Manage Resistance

Understanding the Sales Force

Last week Tom Hopkins shared a post on LinkedIn that resembled what I have said so many times. He said, " The art of selling involves two jobs: Job One is to reduce sales resistance and the other is to increase sales acceptance.". Many readers left comments about the importance of relationships as a means to preventing resistance from going up. I left a comment that said, " Thanks Tom.

ACT 316
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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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Own Your Time

The Pipeline

By Tibor Shanto. Time is a truly critical element of sales success, yet too many take a very passive approach to their time. If not careful, time can be stolen by or wasted on the wrong opportunities. The most successful sellers will tell you to guard and own your time, not letting others waste it. To succeed in prospecting, in fact, in any element of sales, you need to own your time.

More Trending

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How To Build Relationships With Customers And Clients

MTD Sales Training

Most buyers we speak to don’t have much time for salespeople. The reason is they still think of them as being slick-talking, time-draining, pressure-inducing parasites who are trying to rip buyers off and get as much profit as possible. We all know this is a hackneyed, superficial oversimplification, based on ages-old templates that were forged from the old snake-oil salespeople of the wild-west.

Customer 219
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Promoted! Now What? First Time Sales Manager Series

Connect2Sell

You’re new to your role as a Sales Manager. Congratulations on your recent promotion! (Not promoted yet but angling for a sales manager role? Here’s a post to help you get there.).

Promotion 208
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Better Use Of Your Time

The Pipeline

By Tibor Shanto. On Tuesday I posted about the need for salespeople to own their own time. Had a number of folks reach out to see what steps they can take to ensure they are maximizing from this resource. Based on a couple of calls, I decided to follow with a specific methodology for better use of your time. Get Out Of The Zone. As with most transformational things, we need to take specific and uncomfortable steps.

Maximizer 286
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How Do I Get Past the Gatekeeper?

The Sales Hunter

If there is one type of person every salesperson has more than a few pain-filled stories about, it is the gatekeeper. Relax! I’ve experienced my share of this too. You can’t make too many sales calls of any type without encountering one. You don’t have to think that the gatekeeper is the person waking up in the morning with the sole intent to keep you out.

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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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Is Your HR Tech Stack Built for the Future or a Legacy Patchwork?

SBI Growth

A CHRO needs a tech stack that is enabled for 2019 and beyond. Why? Because the organization can’t be slowed down by the basics, and wasted time is lost opportunities. The HR tech marketplace is expanding at a mind-blowing pace and.

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How to Make a Sales Contest Effective

Score More Sales

We just kicked off our Summer Sales Challenge concept and figure that you’d like to know more about HOW to do it now that you understand the why of doing it. Since we don’t believe in “silver bullets” –.

How To 178
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How to Spend Less Time Leaving Voicemails

Zoominfo

There’s no way around it – voicemails are not an enjoyable part of a salesperson’s job. Not only is it a tedious process, but it’s largely ineffective in terms of getting a response. Consider these statistics ( source ): 80% of calls go to voicemail, and 90% of first time voicemails are never returned. The average voicemail response rate is 4.8%. 15% of the average sales rep’s time is spent leaving voicemails.

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Monday Motivation Video: Sell More By Upselling Every Sale You Make

The Sales Hunter

You probably take the time to get orders and gain customers, but do you ever spend time trying to upsell? I am referring to adding on another product or service. It’s quick and easy and will only increase your profits. If you got just 25% of your customers to buy one more item, how much more profit would you bring in this year? Today, start thinking about what you can add on to help your customers.

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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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Why Is Versioning so Important to an Effective B2B Pricing Strategy?

SBI Growth

If you are a CFO or a PE Firm thinking about buying a company whose product has a low fixed and high variable cost (i.e., software), this is important to you. Why, because when you are looking at investments, price.

B2B 168
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Summer Sales Challenge Grow Revenues

Score More Sales

Depending on when you are reading this, the Score More Sales Summer Sales Challenge is about to begin or it has begun already. No matter, you can get in on it at any point, although the sooner the better.

Revenue 170
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Promoted! Sales Manager Tips for Hiring Sales Superstars

Connect2Sell

Is hiring sellers like rolling the dice in your organization? You can do better and increase your odds of getting sales superstars with a solid sales selection process.

Hiring 156
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The Harder You Work, The Luckier You’ll Get

Mr. Inside Sales

I was working with a sales manager last week—he manages a team of 20 inside sales reps with a direct report manager who helps manage half that team—and I asked him what kind of producer he was when he was selling. “I was number one!” he answered proudly. “And if you look at your team right now, many of whom are not at their goal, can you point to one thing you did to be number one that you don’t see in your team members?”.

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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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Navigating Through the Complex World of the Cloud

SBI Growth

The Global Cloud Computing Market is estimated to grow 24% annually by 2020. This rapid growth has caused the information to travel at the speed of light. In turn, customers have become more agile in their decisions in managing the.

Travel 159
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Why Monitor If You’re Not Going To Fix It? 5 Steps to Fixing Your CRM and Salespeople Issues

Anthony Cole Training

In this article, we offer solutions for your CRM system and provide 5 concrete steps in helping your salespeople improve their numbers and ratios so that a sales manager can more accurately identify choke points in the sales process.

CRM 121
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Promoted! Sales Manager Tips for Hiring Sales Superstars

Connect2Sell

Is hiring sellers like rolling the dice in your organization? You can do better and increase your odds of getting sales superstars with a solid sales selection process.

Hiring 127
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In Search of the Perfect Sales Tech Stack (Here’s What’s Working Today)

Sales Hacker Training

Wondering how other sales teams are working their magic? Sure, their processes and talent have something to do with their success, but so does their sales stack. So what’s going on behind the curtain? Yeah, we’ve been thinking about that too. Namely… What does the perfect sales stack look like? And is it possible to leverage technology for a better pipeline and bigger deals?

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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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Email: The Next Frontier in Digital Marketing (Yes, Really)

Sales and Marketing Management

Marketing 275
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The Ultimate Guide to Pricing Strategies

Hubspot Sales

Setting prices for your products can be tough. Set prices too high, and you miss out on valuable sales. Set them too low, and you miss out on valuable revenue. Thankfully, pricing doesn’t have to be a sacrifice or a shot in the dark. There are dozens of pricing models and strategies that can help you better understand how to set the right prices for your audience and revenue goals.

Strategy 133
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Does PowerPoint even make sense anymore?

Julie Hanson

“My customers don’t want to see a bunch of slides. They tune out almost immediately.”. “I don’t even bother with PowerPoint anymore. I just have a conversation with my clients.” . I hear comments like these every day from salespeople and customers alike. It’s not surprising really. Over 30 million PowerPoint presentations are created every day. And with over 6 million teachers using slides in the classroom, customers have already seen their fair share of presentations by the time they enter

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A Brief History of the CRM

Membrain

For salespeople entering the workforce today, it may be unimaginable that there once was a time before CRM. A time when contacts were managed in a flip file of actual physical cards with names and phone numbers written on them by hand.

CRM 119
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The Battle of the Authoring Tools: A 10-Point Comparison for Picking the Right One

Speaker: Chris Paxton McMillin, President of D3 Training Solutions

There are plenty of great authoring tools for developing eLearning, but the one you select could directly impact your course's outcomes. Depending upon your learners’ needs and your organization’s performance goals, you could be overlooking considerations that impact the both effectiveness of your courses and how long it takes to finish them. From general capabilities to specific workflow structures, some aspects are critical when it comes to learning objectives and deadlines.

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Do Women and Men Sell Differently?

Chorus.ai

Chorus.ai has been an avid supporter of having more women in sales roles. We now regularly host women in sales meetups ( in Boston last month, sign up for the next one in the San Francisco Bay Area ) and were also recently a sponsor at the Utah Women in Sales Rise Up conference. As a Conversation Intelligence platform, Chorus stores and analyzes millions of sales calls.

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The 19 Best Group Scheduling Tools in 2019

Hubspot Sales

Who thinks they have enough time in a day? If you're in sales or marketing, I'm willing to bet you answered 'no' to that question. Most of us are constantly pulled in many different directions and, as a result, are forced to multitask all day long. Finding time in a packed schedule can be challenging, especially when you're trying to find free time in your own schedule as well as ten other peoples'.

Groups 129
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Sensemaking, The Foundations

Partners in Excellence

This is the second article in my series on Sensemaking. For links to all the other articles, go to: Sensemaking, The Big Issue Facing Both Our Customers And Us. It’s impossible to begin to think about sensemaking unless we have a foundation. That is, a context in which we are seeking to make sense of things. It’s this context that provides the basis for all our sensemaking activities.