Sat.Jul 20, 2019 - Fri.Jul 26, 2019

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Why you should stop cooperating with your buyers

Membrain

“Cooperation is not good enough,” says Tim Ohai, Global Lead, Sales Process & Methodology at Workday. In this guest post on Keenan’s blog, he makes a case for sales professionals to avoid cooperation and claims it’s killing your sales effectiveness.

Buyer 86
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How to Make Your Value Proposition Stronger

Jill Konrath

How can you tell if you have a weak value proposition? One telltale sign is that virtually no one responds to your emails or gets back to you on the phone.

How To 243
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Sales Lessons Learned at the Movies

The Pipeline

By Tibor Shanto. It is not uncommon for people to use movies to make a point; those of us in the trade can all point to sales lessons learned at the movies. There are a lot of films that people like to point to as a means of highlighting a critical element of selling. While lists may vary, Dude, Where’s My Car? is probably not on many. But it is on mine, for one pivotal scene that all salespeople can learn from and adapt in some ways.

Film 235
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Your Referral Network Is Shrinking [Why That’s a Good Thing]

No More Cold Calling

Do you really need more people in your business network? Well, yes and no. I’m sure you have people in your business network you never talk to. I do. And while I want to remain connected with them, how I stay in touch depends on the value we provide each other. You receive my weekly emails and a recap at the end of every month. But I don’t really know you unless you reach out to me—which I encourage you to do.

Referrals 267
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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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9 Ways to Get the Most from Sales Video Coaching

Sales and Marketing Management

Author: Lauren Boutwell As the field of sales enablement has evolved and matured, so, too, have its supporting technologies. Accordingly, video coaching has become a popular tool for driving readiness in sales organizations of all sizes and across industries. The benefits of video – in terms of bringing learning to life – are well-known. If a picture is worth a thousand words, then a minute of video, Forrester has postulated, is worth 1.8 million words.

Coaching 241

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Stop Jumping Ahead Of Objections

The Pipeline

By Tibor Shanto. Are you one of these reps who likes jumping ahead of objections, or just likes to jump in all over? [link]. The post Stop Jumping Ahead Of Objections appeared first on TiborShanto.com.

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Creating Unforgettable Moments in Key Phases of Your Customer Journey

SBI Growth

Market-leading companies develop and execute on strategies that are aligned to their customers expressed and unexpressed needs. This is often captured in a Customer Journey Map. While this tool is frequently used to prioritize operational improvement efforts, to deliver on.

Customer 192
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Contributing to the Sales Community – Gartner Style

Score More Sales

Today, like yesterday, has been professional development for me, and it made me wonder about how you and your sales team go about learning and gaining new perspectives.

Sales 191
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Promoted! New Sales Manager Tips for Creating a Rock Star Sales Culture

Connect2Sell

Asking sellers to describe the sales culture where they work is like asking a fish to describe water. The fish isn’t even aware of his environment because he is swimming in it and is completely oblivious to its presence or its importance, for that matter. Human beings are the same way about workplace culture. They are ‘swimming in it’ and are therefore oblivious its presence and really do have a tough time describing it.

Promotion 165
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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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Top B2B Lead Generation Statistics for 2021

Zoominfo

Millions of companies crowd the B2B universe, vying for the same share of business. As new companies join the space, existing companies will find it increasingly difficult to generate new leads. As bleak as this sounds for marketers, we remain hopeful. We’ll go out on a limb and say that, as a marketing practice, lead generation will never go extinct.

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Account Management – An Opportunity for Growth

SBI Growth

Ten. Nine. Eight. Seven. Six. Five. Four. Three. Two. One. The all-too-familiar sound of the champagne popping signals the beginning of a new year. It’s Wednesday, January 1, 2020. You have twenty-four hours left of vacation. Twenty-four hours left until you.

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How To Make Your Linkedin Profile Stand Out

MTD Sales Training

LinkedIn is rapidly approaching 600 million users. With that kind of exposure, sales consultants are missing out big time if they aren’t using the medium effectively. InsideSales.com shows that 80% of B2B leads come from LinkedIn vs. 13% on Twitter & 7% on Facebook. It’s a simple no-brainer. Demandwave.com states in one of its research papers that, of a group of B2B marketers surveyed, 59% were able to confidently say LinkedIn is generating leads for them.

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“Your Price Is Too High.” How Do I Avoid That Question?

The Sales Hunter

Your customer does not want to buy anything, but they want you to give them solutions. The biggest challenge for you is not knowing the solution that your customer is looking for. Often, the customer doesn’t know the answer either. The customer may think they know what they want, but because it’s the only thing they know. Your job is to them get to the next level.

Lead Rank 152
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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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It's the Little Things in Selling

Anthony Cole Training

Selling is a 'slight edge business' that is driven by one more phone call, one more prospecting effort, one more cold email outreach, one more social media push, and one more effort to build a new relationship and land a new client.

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How to Improve Your Website with Artificial Intelligence

Zoominfo

Artificial Intelligence, or AI, has become an increasingly hot topic in the marketing world. The reason? AI technology can automate tasks, simplify complex processes, and organize complicated datasets just as a real marketing professional would — only faster and more accurately. In the early days of artificial intelligence, this idea of automation seemed threatening to the human workforce.

Lead Rank 100
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Goals And Activities Are Different!

Partners in Excellence

I had asked a coaching client to put together a 90 day plan, outlining his goals over the next 30-60-90 days. The plan was very thoughtful. He outlined a lot of important activities. As we spoke, I said, “I asked for your goals, but you identified activities. How do you know those activities help you achieve your goals, how do you know if you’ve achieved your goals?

Hiring 124
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What does ‘seasonality’ really mean in sales?

Nutshell

When you can’t figure out why your sales have surged in one month and plummeted in another, it’s easy to shrug your shoulders and mark it up to “seasonality.”. Seasonality refers to fluctuations in your sales revenue that are caused by external factors and occur on a predictable schedule around the same time(s) every year. To be fair, you can’t really control seasonal shifts in consumer behavior, especially when those shifts are permanently tied to the holiday schedule or growing seasons.

Hiring 120
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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

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Your Life Plan in 3 Easy Questions

Grant Cardone

Your entire life is determined by 3 simple things. To be exact, it’s 3 decisions you must make: What will you do? Whom will you do it with? Where will you do it? Think about it. Your entire life boils down to 3 questions. #1 What are you going to do in life? This involves career choice, how you plan to make money, and what kind of service you bring to the world. #2 Whom will you do your life with?

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Transforming Sales: Why Sales Organizations Will Have to Consider Their Data Strategy

SBI

Transforming Sales: Why Sales Organizations Will Have to Consider Their Data Strategy. In this series, we ask SalesTech Executives to describe how their solution can transform sales in a significant way. This week I interview Henry Schuck , CEO of DiscoverOrg & Zoominfo. NANCY: WHAT ARE THE TOP AREAS OF FOCUS IN THE NEXT 12-24 MONTHS FOR ORGANIZATIONS THAT WANT TO TRANSFORM THEIR SALES ORGANIZATIONS?

Data 111
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The Role of Tribe in Company Culture

The Center for Sales Strategy

Not long ago, I spoke with two leaders from a top-notch company enrolled in our Up Your Culture program. The purpose of our conversation was to help them find ways to create a strong sense of unification employee engagement across their multiple markets. They know that companies with highly-engaged employees are 17% more productive and 31% more profitable, and they recognize that those with strong levels of engagement enjoy 26% greater annual increases in revenue and 233% higher customer loyalty

Company 108
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The top 6 CRMs with the best reporting features

Nutshell

Tracking your contacts and conversations aren’t the only tasks a CRM is good for. If you choose the right one, it can save you a ton of time on analyzing your sales numbers and creating your financial forecasts for the future. A study by IBM found that being able to consolidate sales data was one of the top four most important features that businesses wanted out of a CRM.

Report 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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Deal or No Deal?

Anthony Cole Training

We've all been there before.I know that I have.

How To 146
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The One Thing You Can Do to Triple Your Productivity

Anthony Iannarino

The word “ secret ” suggests that there is knowledge available to others that is somehow unavailable to you. There are no secrets when it comes to productivity. Instead, there are principles and disciplines not widely taught or consistently followed. The principles are available to those who would choose to study them, and the disciplines are kept by those who are willing to change their behavior.

Channels 109
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Resources and Groups for Women in B2B Sales #WomenInSales

Women Sales Pros

I was able to contribute to the recent Sales Hacker post Top Communities for Women in Sales and Revenue written by Sales Hacker founder Max Altshuler. Max is a strong ally in the B2B sales world for diversity and inclusion. From the very first events that Sales Hacker put on six years ago, Max was asking for names of strong women keynoters and diverse speakers to change the face of the existing sales conference world which was full of all-male lineups on main stages everywhere.

Groups 100
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Squarespace Membership Site: Why You Shouldn’t Use It? (Plus 3 Alternatives)

Sell Courses Online

The post Squarespace Membership Site: Why You Shouldn’t Use It? (Plus 3 Alternatives) appeared first on Sell Courses Online. Squarespace is one of the most popular website builders in the market and is used by thousands of creators to build their online presence. Naturally, a lot of people who use the platform (or are interested in using it) for their website want to know whether they can also use it to host their memberships/online courses … Squarespace Membership Site: Why You Shouldn’t

Course 94
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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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What a Window Washing Company Can Teach You About Complex B2B Sales

Membrain

Up until the other day, any possible connection between window washing and complex B2B sales would have never entered my mind. That is, not until we were getting our windows cleaned. (When you live in NYC, you definitely don’t want to do this yourself.).

B2B 96
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Sales and Marketing Are Not Merging

Anthony Iannarino

It’s fashionable to suggest that sales and marketing are merging. There is a line of thinking about how salespeople should use content to communicate with their clients and prospective clients that conflates these two functions into one, ignoring the different very different outcomes each delivers. The truth is that sales and marketing are not merging, nor should they.

Marketing 101
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Your SKO Agenda: Planning an Event that Aligns with Your Company Business Strategy

Force Management

One of the keys to a successful sales kickoff is to execute it in a way that aligns with your organization's overall business strategy. From there, your SKO agenda should be prioritized by the objectives and the outcomes you want the event to drive as it relates to that strategy.