Sat.Jan 04, 2020 - Fri.Jan 10, 2020

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An Ode To Inefficiency!

The Pipeline

By Tibor Shanto. At first glance, good times are continuing for selling organizations; revenues are up and it looks like everybody is hiring. The economy seems to grow in line with the average sales, or is it the other way? And every app you add to the stack, claims to add 30% to your productivity and efficiency. Reminds one of the old joke about a salesman introducing technology to a VP of sales.

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For a Great Sales Kickoff, Think Beyond the Meeting

Sales and Marketing Management

Author: Colleen Honan and Liz Pulice As we head into 2020, many organizations are preparing for their sales kickoff meetings. These meetings are usually the one time of the year when companies can assemble their entire sales organization and get the team energized, engaged and prepared for the year ahead. . While many companies will focus all of their planning on the meeting itself, it’s what companies do before and after a sales kickoff that can make the difference between “meh”. and great.

Meeting 177
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7 methods to fill serious holes in your sales hiring process

Close.io

You finally found the perfect candidate (or so it seemed). They flew through the interview process, had perfect answers for every question, and charmed their way into the sales position at your business. Then everything changed. They weren’t consistent in their sales performance, and they were suddenly very difficult to work with. What happened? Unless they’ve been replaced with a stunt double, the flaw may be in your hiring process.

Hiring 78
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For the Sales Veteran: Stop Training, Start Coaching

The Center for Sales Strategy

If you have—or have ever had—a veteran salesperson on your staff, you know they bristle at training. The mere suggestion of it can set them off—and for good reasoning! Most of us were once salespeople, and we were good at it. And we too would sound off on why training wasn’t for us, why we wanted simply to be left alone to perform. Here's a list of reasons why sales veterans hate sales training, can you add to the list?

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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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Hey Sales Manager, Get Your Head Out of That Spreadsheet

No More Cold Calling

Poor leadership will cost you $3.5 million per sales manager. “ Message to Management: Your job is to get the rocks out of the road for your salespeople so they can do what they were hired to do—sell!”. I wrote that 15 years ago in my first book, NO MORE COLD CALLING: The Breakthrough System That Will Leave Your Competition in the Dust. But I don’t think any sales manager listened, because more than half of reps are still missing quota.

More Trending

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Who is Your Ideal Client?

The Sales Heretic

Everyone in business wants more customers. But not all customers are created equal. Some are better for you than others. And if you’re going after more clients, it behooves you to focus your time, money, and energy on those clients who will provide you with the biggest return on your efforts. Which means in your [.].

Energy 227
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How To Achieve A Healthy Sales Mindset

MTD Sales Training

We often get salespeople on our programs discussing the most important aspect of sales, and many consider the sales processes that they follow as the most important aspects that will keep the sales and commissions rolling in. However, we always point out that you could have the best processes in the industry, the most valuable product in the market place, or the cheapest price in your area.

How To 188
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How to Build a Sales and Marketing Database from Scratch

Zoominfo

If you’ve been given the task of setting up your company’s sales and marketing database, you’re probably not overly excited … especially if it’s something you’ve got to build from scratch. How do you find prospects quickly? How do you verify the accuracy of the data? Is it really cheaper to build a database? All of these questions are probably making your head spin!

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Salespeople in Small Companies are 43% Better at This and Other Salesenomics Insights

Understanding the Sales Force

You seek out the best products, best stores, best websites and best experiences. Doesn't it make sense to wonder about where you can find the best salespeople? I asked Objective Management Group's (OMG) COO, John Pattison, to dig into some of our data from the evaluations of 1,931,772 salespeople from companies and provide me with some scores. I reviewed the data and have a number of very interesting and surprising salesenomics conclusions to share.

Company 221
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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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How a Sales Leader Moves Upmarket from SMB to Enterprise Customers

SBI Growth

Today Scott Santucci, CEO of Growth Enablement Ecosystems, joins us to discuss digital transformation and how it impacts revenue growth. Digital is transforming the market as companies like Apple and Amazon reign supreme. The landscape has changed drastically and integrating a successful strategy is no easy feat. There are a variety of ideas and definitions that surround “digital,” and Scott addresses common issues that companies run into when undergoing their own digital transformation.

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5 Strategies to Increase Sales and Have Your Best Year Yet

Anthony Cole Training

Welcome to our newest blog series titled, "2020: The Year For Sales Growth". These blog posts will specifically focus on helping you drive (and increase) sales in the new year.

Strategy 168
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Sound Like a Professional in 2020

Mr. Inside Sales

How good (or bad) does your sales team sound when prospecting over the phone? Have you recorded and listened to their calls lately? On Friday, (Jan 3 rd ), I received a sales call that went like this: Me: “Good morning, Mike Brooks here, how can I help you?”. Rep: “Ah, could I speak to the owner of the business?”. Me: (I was in a good mood, otherwise I would have hung up right there): “That’s me, Mike Brooks, how can I help you today?”.

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What Buyers Say About Soft skills for Sales Professionals

Connect2Sell

In a Qualtics panel study with 530 B2B buyers, we asked what buyers want from sellers. Here’s a sample of what buyer said. They want sellers to: be excited and eager about what you’re selling without “overselling” it. make eye contact with me. be honest and amiable. be natural, not fake. be polite, courteous and knowledgeable. have a positive outlook. follow through to project completion. have a deep understanding of our strategic goals and purpose. be proactive and adapt to changing situations.

Buyer 156
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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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How Oracle Thrived in the 2008 Recession, Even with Missed Revenue Opportunities

SBI Growth

The year is 2007. The real estate market is flush. Stocks are booming. Getting a loan has never been easier. Companies are investing in themselves, growing their businesses, and increasing shareholder value. Now fast forward to 2008. The real estate bubble.

Oracle 180
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The Guide to Launching a Successful Employee Advocacy Program

Zoominfo

With the proliferation of social media, social employee advocacy as a form of strategic marketing is imperative in today’s digital landscape. Furthermore, the benefits of employee advocacy are two-fold—it benefit your employees, and your bottom line. What more could you ask for? While there are some definitive advocacy program no-nos, an authentic and successful employee […].

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Being Sales Assertive in 2020

Anthony Cole Training

Are there certain characteristics that make someone (or a salesperson) assertive? We believe so.

Hiring 168
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Gaining executive access: what messaging approach wins?

Sales and Marketing Management

Author: Tim Riesterer Getting meetings with senior executives has never been more important, but it’s also harder than ever. Conventional wisdom says if you want to talk to an executive, you need to win their attention with case studies, ROI and other quantified strategic results. But does this conventional wisdom?—which is at least 25 years old?—?still hold up?

ROI 156
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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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How to Launch a Global Account Management Program Without Getting Your Pockets Picked

SBI Growth

It is the start of 2020, a new year for your organization. You are just getting back from vacation, coming into a flurry of activity. Last year probably had some ups and downs, but you are ready for a new.

Account 162
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Getting New Business the Easy Way

Alice Heiman

What’s the easiest way to get new sales revenue? . Get more business from existing customers. Sell them more of the same or something new. They already know you and love you so this should be the obvious path when you need revenue fast. . What’s the next easiest way to get new sales revenue? . Introductions from satisfied customers. . STOP! .

Lead Rank 137
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How To Ensure Your New Year Is Not A Repeat

Anthony Iannarino

It’s the ninth day of January, the beginning of a New Year—and the start of a new decade. Right about this time, the will and discipline of a week ago has dissipated, and if you are like most people, you have reverted to the comfort of old, well-ingrained habits. If you allow yourself to lose a contest with your habits, your year is going to be a repeat of last year—or maybe the last seven or eight years.

How To 124
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How to Build a Sales and Marketing Database from Scratch

Zoominfo

If you’ve been given the task of setting up your company’s sales and marketing database, you’re probably not overly excited … especially if it’s something you’ve got to build from scratch. How do you find prospects quickly? How do you verify the accuracy of the data? Is it really cheaper to build a database? All of these questions are probably making your head spin!

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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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How Market-Leading CEOs Thrive During a Recession

SBI Growth

You have seen the dire warnings about the imminent recession. According to the Duke CFO Survey, 70% of CFOs believe it will happen by the end of 2020. According to the Conference Board, CEO confidence reached the lowest point in a.

Lead Rank 156
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For Becc Holland, Chorus.ai’s Head of Sales Development, Sales Is Much More Than a Career — It’s in Her DNA

Chorus.ai

Becc Holland was born to sell. While it can take most kids years to even get an inkling about what career they might have as a grown-up, Becc knew early on that sales was her true calling. “The number-one thing I loved to do was fundraising for the sports programs I was involved in,” says Becc. “I’d sell poinsettias, oranges and fruit baskets door-to-door, and I absolutely loved it — even as much as the sports!

Scale 114
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A Tale of 3 Squirrels and Their Human Counterparts in Sales

Membrain

It was rainy and cool so the leaves are dropping from the trees, the peak color has passed and it's time to focus on something else. Speaking of focus, this morning I was watching 3 squirrels each doing their thing.

Sales 105
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5 Data-Backed Ways to Crush Your Sales Goals in 2020

RAIN Group

It's 2020 and now is the time to begin executing on your plan to blow the doors off your sales goals. But where should you begin? What’s going to make the biggest difference? What are others doing that's working today ? To answer these questions, we looked across our sales research studies and pulled out 5 key ways Top Performers stand out compared to The Rest.

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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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Enablement Metrics Increase Win Rate, Report Finds

Highspot

Experts have found that setting goals improves the performance of employees. By creating goals tied to larger organizational efforts, individuals are more motivated because they understand how their role makes a wider impact. Goals and their corresponding metrics also give managers the ability to track progress and provide ongoing feedback where improvement is necessary.

Report 105
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Why Personal Branding Without Relationship Management is Completely Useless

Nimble - Sales

If you are using social media to build relationships, then you already know the importance of having a personal brand that is in harmony with the authentic version of yourself. Many people within organizations understand that they are all working towards a common goal; it doesn’t matter if you are a cleaner, a security guard, an intern, or the CEO.

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Why Haters Hate

Grant Cardone

Herbert Hoover saved millions of people’s lives yet was one of the most HATED presidents ever. Why? Let’s dive into history, learn from it, and apply it to our lives today. Perhaps you’ve heard of President Hoover—but it’s been a while since he was in office. Hoover was first and foremost a BUSINESSMAN who happened to serve as the 31st president of the USA from 1929 to 1933.

Hoovers 96