Sat.Feb 04, 2017 - Fri.Feb 10, 2017

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10 Selling Scenarios When You Must Slow Down

Understanding the Sales Force

Image Copyright honglouwawa. By now, surely everyone has written their Super Bowl articles, drawing inspiration from the game, the comeback and the records to make their points. In my business, it's rare when someone isn't an optimist but I'm a realist and the realist in me kept saying how improbable it would be - even for Tom Brady and the Patriots - to come from that far behind and tie it - never mind win it - against a team as powerful as the Falcons.

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Are Digital Distractions Slowing Your Sales Productivity?

No More Cold Calling

Your team might be too connected to focus on sales. Sales has always required a fair amount of multi-tasking. Between lead generation , prospecting, and caring for current clients, we have a lot of balls in the air, which can make it hard to focus. It’s even harder in the digital world. Distractions come at us at warp speed in this multi-screen, technology-driven world—and they can sap our sales productivity before we even realize it.

SAP 230
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Coaching Difficult Salespeople

Steven Rosen

Free Sales Management Training Webinar. All sales managers find coaching difficult salespeople challenging. In this webinar, there will 5 case studies of difficult salespeople. The master class will be interactive with participants’ feedback and possible coaching solutions. Join me on Feb. 9 th @10:00 PST/1:00 EST . For Sales Management Case Studies: Coaching Difficult Salespeople.

Coaching 271
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“Fake Sales News” Lead To Fake Sales!

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . We here in Canada have not been spared the phenomenon of fake news, although we are still working on making it the art form it is elsewhere. Sure, you’re all thinking about the fallout from the election in the former colonies to the south, but I am speaking even closer to home, specifically the fake news making the rounds in sales circles.

Leads 205
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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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4 Steps to a Sales-Boosting Account-Based Marketing Program

Sales and Marketing Management

Issue Date: 2017-02-10. Author: Hila Nir. Teaser: Account-based marketing (ABM) is taking off, with major top-line benefits possible – thanks to growing collaboration between sales and marketing. Account-based marketing (ABM) is taking off, with major top-line benefits possible – thanks to growing collaboration between sales and marketing.

More Trending

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Tell Your Prospect: Be Mine

The Sales Heretic

Everyone sends Christmas cards. Their impact is minimal, because we all receive so many of them that none stand out. Instead, try sending your prospects and customers Valentine’s Day cards. Not the big, fancy, expensive ones. I’m talking about the little ones with cartoon characters on them that come 30 or so to a pack. [.].

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It’s The Revenue, Stupid

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . I recently had a conversation with a VP of sales who asked me what I thought of social selling. Not sure where he stood on the topic, I shared my view that for me selling is selling, I don’t have the need like many marketers, to categorize or qualify things. As a longtime proponent of the movement to unhyphenate sales, I have felt that tagging a label on sales, be that Solution Selling, Consultative Selling, Sales 2.0 or Social selling, were jus

Revenue 187
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20 Time Management Tips for Full-Cycle Inside Sales Reps

Sales and Marketing Management

Issue Date: 2017-02-06. Author: Matt Stanton. Teaser: Time management is a required skill for inside sales reps. Managers should look for good time management skills when hiring new reps, and they need to be aware of lagging sales productivity or bad habits. Spotting these trends early gives managers the chance to provide coaching and training before revenue goals are at risk.

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It’s 2017. What’s the Value of Cold Calling in Sales?

The Sales Hunter

The Internet is buzzing with hype about how cold calling is dead. In the last few weeks, I’ve seen multiple studies, surveys, polls, etc., about how cold calling is a technique that is dead. I’m going on a serious rant about this subject. Stick with me on this issue and then hey, go ahead and […].

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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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Is the Sales Leader Who Got You Here the Right One Going Forward?

SBI Growth

It’s a bet-your-business decision. The right sales leader blazes the trail to skyrocketing success. The wrong one crashes and burns. Both may have a brilliant pedigree. Question is, what type of executive is best equipped to deliver on the objectives.

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Introducing AccountView by DiscoverOrg

DiscoverOrg Sales

Jumpstart Account-Based Everything & Identify Target Prospects That Look Just Like Your Best Customers. The Foundation of Account-Based Everything: Identifying Target Accounts. The first step in an effective account-based strategy is target account selection. But, to get it right, sales & marketing professionals must first understand the profile of their best and most valuable customers, develop an ideal customer profile (ICP), and use it as a pattern for identifying target prospects.

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Growing a Successful Sales Team – What Are Your Cultural Requirements?

Anthony Cole Training

When a new president of a company takes over a company or when a new sales manager takes over a sales team, you can imagine what happens, right? There were already people there as a result of the previous administration(s). Those people, inherited by the new leader, chose to stay based on the previous leadership and characteristics of that leadership. ( HBR book on leadership ).

Sales 134
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Thinking About Prospecting is Not Prospecting. It’s Not.

The Sales Hunter

The argument I hear is, “I don’t have time to prospect due to everything else I have going on.” Yes, I’ve even been guilty of saying it too. The argument is by the time you take care of all the existing customers, there’s no time left to do any prospecting. Let me be blunt. Thinking […].

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ABM Evolution: How Top Marketers Are Using Account-Based Strategies

In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.

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Why Your Sales Leader Needs to Understand CAC and CLTV

SBI Growth

The ratio of Customer Acquisition Cost (CAC) to Customer Lifetime Value (CLTV) is the clearest indicator of how your go-to-market investment is creating shareholder returns. Companies with high CLTV:CAC ratios enjoy a robust sales and marketing ROI. Low-ratio companies spend.

ROI 139
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How to Diagnose if Inbounditis is Killing Your Sales Pipeline

Pointclear

Qualified leads can be generated any number of ways: phone calls email, webinars, direct mail and even marketing automation if done well. It's not, however, the quantity of leads that counts. It’s the quality of the leads. Lured by the promise of easy money — "sales-ready" leads pouring in — many well intentioned b2b marketers have jumped on the "inbound marketing" bandwagon with both feet.

Inbound 126
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You Can Do It

Mr. Inside Sales

Can you become a top sales producer? We all know who the top sales producers are. Every company has them. If you look at all the producers in your company, I’m sure they are ranked in production from top to bottom. If your company is like most, there are probably even monthly or quarterly bonuses for the top revenue earners. Sales reps often ask me if I think they have what it takes to become a top sales producer, and I always answer that question with another question.

Exercises 122
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Sales Motivation Video: Who Are the Five Superstars You Should Watch?

The Sales Hunter

Last week we talked about your mastermind group of peers, but today I want you thinking of the five superstars whose success inspires you! You can build great sales motivation by learning from the five superstars. Make it a goal to even meet these people someday! Check out the video to see what I mean: […].

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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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Cover the Market Completely with Direct and Indirect Sales Channels

SBI Growth

Today’s show will demonstrate how to cover the market completely with both direct and indirect sales channels. To follow along, download our 10th annual workbook, How to Make Your Number in 2017. Flip to the sales strategy section of the PDF and review the.

Channels 128
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What Does it Take to Have High Revenue Growth: The Results Are In!

DiscoverOrg Sales

This piece was originally posted February 6th, 2017 on Smart Selling Tool’s blog and written by its founder Nancy Nardin. Smart Selling Tools, Inc., is an analyst and consulting firm that specializes in sales productivity and sales performance improvement through the use of smart sales tools. Smart Selling Tools was also a co-sponsor of DiscoverOrg’s 2017 Growth Drivers Report.

Revenue 120
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How To Use Both Logic & Emotion When Selling To Your Prospects

MTD Sales Training

Did you know that every buying decision is an emotional one? People buy something from you because they either want it or desire it. Wants and desires are emotional triggers and are much different to a persons needs. Let me ask you a couple of questions : How many times in the past have you needed something but never actually purchased it? Likewise, how many times have you purchased something (i.e a want) but you didn’t actually need it?

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Is Your Leadership “Sales Worthy?”

The Sales Hunter

Is the leadership you practice impactful enough to make a difference on others? I see people passing themselves off as a “leader” when in reality they’re leading nobody, not even themselves. Oh they have people on their organizational chart they’re supposed to be leading, but when it comes down to it, they’re not. “Leadership is […].

Leads 135
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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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Your Guide to Hiring “A” Player Account Managers

SBI Growth

Today’s show will demonstrate how to identify an “A” Player profile for an account manager. If you are relying on the heroic efforts of a few, eventually, it will catch up to you and you will miss your number. To.

Hiring 124
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Overcoming the Sales Goal Deficit – The Tom Brady Version of Sales Management

Anthony Cole Training

Super Bowl LI was something special to watch - unless you are a Falcons fan and then it was a disaster. You could see it happen right before your eyes. The Patriots struggled in the first quarter while the Falcons had complete control of every aspect of the game. And then… it happened.

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How This Slight Change In Mindset Will Smash Your Sales Targets…

MTD Sales Training

Most salespeople are set sales targets. These are usually expressed in terms of turnover, market share, profitability, number of new accounts and renewal of existing contracts and so on. The problem with being in sales is that everything we do is measured and if we are underperforming we are vulnerable. It’s not our sales manager’s fault. He or she is also measured on results and are equally vulnerable if the results of the team aren’t good.

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Hiding Your Lighted Sales Prospects Under a Bushel Basket Are You?

Increase Sales

Salespeople invest a lot of time lighting up sales prospects and yet it appears many are hiding those sales leads. We know this to be true given how few times on average salespeople follow-up with new sales leads. Sales Fact: 44% of salespeople give up after one follow-up (Source: Scripted). Does it make sense to do all that work especially if you are a SMB owner in a firm of fewer than 20 employees or a salesperson employed in a similar SMB?

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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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Matching Executive Talent to Strategic Objectives

SBI Growth

Nothing short of an all-star lineup can execute on your corporate strategy. If you field an average executive team, you are likely to miss your revenue growth objective. For a comprehensive set of considerations to help define your corporate talent strategy, download.

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100 Sales Questions to Understand Your Prospects’ Pain

Fill the Funnel

Sales questions can make all the difference in your results. Want to make more sales this year? Good! Then you must practice the art of listening more. Why? Because nobody really wants to talk to a chatty salesperson. They are annoying. They can go on and on about their product and what’s special about it […]. The post 100 Sales Questions to Understand Your Prospects’ Pain appeared first on Fill the Funnel.

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Hey Salespeople: If This Isn’t In Your CRM, You’re In Trouble

A Sales Guy

If you’re a salesperson, take a look at all the opportunities in your CRM. If you’re a sales manager, or the CRO, or even CEO, go look at the opportunities your sales people have put in the CRM. Comb through opportunity, look at the notes, next steps, past emails, look through the entire thing. I bet you can’t find it. I bet 90% of the opportunities you look through don’t have it and that “it” is costing you and your company hundreds of thousands if not millio

CRM 91