Sat.Jan 11, 2020 - Fri.Jan 17, 2020

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How Amazon Won in the Last Recession – and Why CEOs Should Care

SBI Growth

Many are predicting that the U.S. will enter a recession in the next year. To prepare, we believe the most important thing a business leader can do is study and learn from the past. Here, we take a look at.

Study 178
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Prospecting idea: have an idea

Sales 2.0

It’s uninspiring (and ineffective) for a sales person to email or call a prospect to “just touch base”. On the other hand, I’m all for sales people staying in touch. So what’s the solution? If you must email or call, what do you say? Here’s one idea: have an idea. In my life, I’m sometimes a buyer and sometimes a seller. When I’m sitting on the buyer’s side of the world I realize that buyers have plenty of problems.

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Why It's So Hard to Develop Soft Selling Skills

Connect2Sell

Check each box that applies. How many of these topics are covered in your organization’s sales training program on a regular basis?

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Sales Managers: Think You’re Ready for Referrals?

No More Cold Calling

Here are five important steps to make your team referral sales experts. If salespeople were self-motivated, they wouldn’t need sales managers or metrics. Yep, most of us are lazy and lack discipline. I’m including myself here. It’s a lonely world for account executives. I’ve been there—given a quota (usually without my input) and a list of client companies, and then told to “go at it” and do whatever it takes to get meetings.

Referrals 328
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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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21 Things Successful People Say Regularly

The Sales Heretic

As a professional keynote speaker and trainer, I have a tremendous appreciation and respect for the power of words. The right words at the right time can solve problems, heal wounds, create connection, or move people to action. They are essential to your sales, business, and personal success. Whether you’re a salesperson, manager, or business [.].

Sales 285

More Trending

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What are they thinking about sitting in traffic?

The Pipeline

By Tibor Shanto. In a previous life, I used to be a cab driver; as a result, I still use a lot of driving references. People who work with me know I believe in leaving your product in the car, makes for a better conversation. And when you think about it, we are a car culture, and in addition to going from point A to point B, we do other things in the car.

Lead Rank 250
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3 Actions CEOs Take to Capture Market Share From the Competition

SBI Growth

The 2019 fiscal year is in the rearview mirror, and 2020 has officially started. Strategic planning is finished, and plans to get off to a fast start in FY20 are in motion. For many CEOs, the strategy and approach used.

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Buyers To Sellers: ‘It’s Not You, It’s Me’

Sales and Marketing Management

Author: SMM Sales managers rely on meticulous onboarding programs, continuous coaching and extensive product instruction to instill confidence in their sales reps. Turns out, one of the main challenges in successfully guiding a prospect through the buying process is the buyer’s own lack of confidence. Research recently released from Gartner revealed that overwhelmed B2B buyers face a crisis of confidence as they increasingly struggle to make large-scale purchase decisions.

Buyer 194
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The Science Behind One Company's Top Sales Performers and Why They're So Much Better

Understanding the Sales Force

There are comparisons of apples to oranges, red or green, black or white, stop and go, and the most relevant and current of all, liberals to conservatives. In today's article, I'll share a hot/cold comparison of my own, but this one is about sales candidates. Back on January 9, my article about why 3 good salespeople failed and 3 so-so candidates succeeded , used the results of a top/bottom analysis to identify the reasons why.

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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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Three Powerful Tips For Creating Appointments With Prospects

MTD Sales Training

When selling on the phone, whether it’s our services or the specific products that drive our commission, we seldom get people who agree to make the decision to buy immediately. We know it’s a long-drawn-out process to go from initial discovery to firm commitment. Because we know there is a flow to the decision-making process that buyers make, we would find it difficult to by-pass the normal way that buyers deal with their challenges.

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The 5 Keys to Sales Coaching

Anthony Cole Training

In this article, we discuss the "5 Keys to Sales Coaching", or 5 critical steps you must know and execute in order to get the best effort and results out of your salespeople, to help increase sales in 2020 and beyond.

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New Year, Same Challenge: Helping Sales Teams Break Through Their Three Biggest Roadblocks

Sales and Marketing Management

Author: Julia Petre Today’s sales process has evolved beyond the days of door-to-door salespeople armed with a Rolodex. Now, sales teams are using sophisticated customer relationship management (CRM) systems that combine disparate sources of data, accessible from anywhere, to provide accurate sales forecasting in a matter of seconds. This remarkable transformation of CRMs has been an integral part of improving productivity and, as a result, increasing sales.

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Sales Advice from Pablo Picasso

Mr. Inside Sales

I read a great quote from Picasso (yes, the famous painter) the other day, and it really resonated with my sales philosophy. Here it is: “Learn the rules like a pro, so you can break them like an artist.”. You’re probably wondering what that has to do with sales, and it’s simple: Most sales reps’ instincts are to adlib when they get an objection or when they get into a sales situation that isn’t going their way.

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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

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Up-selling & Cross-selling, Improve Your Lack of Confidence & A Quote From Elanor Roosevelt

MTD Sales Training

Episode 42: Up-selling & Cross-selling, Improve Your Lack of Confidence & A Quote From Elanor Roosevelt. In this episode we look at upselling and cross-selling in the sales environment. Our Skills Pill takes a look at what to do when we feel we are lacking confidence, and our Inspire Me quote comes from Elanor Roosevelt. Take a look at this episode on [link].

Up-Sell 156
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How to Navigate Salary Negotiations During the Hiring Process

Zoominfo

After running the gauntlet of the interview process, you’ve finally found the perfect candidate. You know you’re going to start salary negotiations at some point—and the candidate might not be the only one who is nervous about it. Negotiation is a delicate part of the B2B recruiting process. You want to hire great talent, but […]. The post How to Navigate Salary Negotiations During the Hiring Process appeared first on ZoomInfo Blog.

Salary 124
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Buyers To Sellers: ‘It’s Not You, It’s Me’

Sales and Marketing Management

Author: SMM Sales managers rely on meticulous onboarding programs, continuous coaching and extensive product instruction to instill confidence in their sales reps. Turns out, one of the main challenges in successfully guiding a prospect through the buying process is the buyer’s own lack of confidence. Research recently released from Gartner revealed that overwhelmed B2B buyers face a crisis of confidence as they increasingly struggle to make large-scale purchase decisions.

Buyer 156
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Have You Ever…?

Anne Miller

Have you ever been in a social gathering where someone starts to tell a story and it goes nowhere? Perhaps they are interrupted early in the story and they never get their listener’s attention back. Or maybe they give so much detail and take so long to tell the story that the audience dwindles; those people who do stick around until the story’s bitter end do so either out of kindness or because they don’t know anyone else at the party.

Call-back 135
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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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How to get better results out of AI for your sales team

Membrain

Artificial Intelligence (AI) is all the rage in sales right now. But in my conversations with sales leaders, I’ve learned that AI is rarely delivering what it promises to sales organizations operating in a complex b2b environment.

How To 128
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The Complete Guide to SaaS Sales

Nutshell

By Cody Slingerland and Ben Goldstein. Selling something that your customers will never hold in their hands requires a very specific approach and a whole lot of practice. Software-as-a-service (SaaS) refers to any cloud software product that a company hosts and makes available to customers over the Internet, rather than offering it as a download onto their computers or mobile devices.

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Terrible Business Decisions

Grant Cardone

Let’s dive into history again this week and find out what made Mark Twain a terrible businessman and investor even though he was a brilliant writer. Because after all, no matter how successful you are, you’re capable of making terrible business decisions. Quick backstory: Mark Twain famously wrote The Adventures of Tom Sawyer and was one of the highest-paid authors of the 1800s.

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7 Highly Effective LinkedIn Summary Templates for Sales Reps

Hubspot Sales

Imagine you’re a prospect, and you stumble across my profile. Which version feels more authentic, engaging, and ultimately, effective? Here’s version one, which doesn’t include a summary: And here’s version two, which does: Version two, right? The summary is one of the most important parts of your profile, since it’s a space to showcase your passion, enthusiasm, and most importantly, your track record of results.

LinkedIn 118
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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 to Make Sure Your Buyers Remember Your Message

Corporate Visions

The post How to Make Sure Your Buyers Remember Your Message by Carmen Simon appeared first on Corporate Visions. The Science of Memorable Content. If you’re in Sales or Marketing, you’re in the business of influencing other peoples’ choices. Every time you communicate with your buyers, it’s an opportunity to move them in some way—to change, to choose you, or to stay with you instead of switching to a competitor.

Buyer 113
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Sales And “Product Led Growth”

Partners in Excellence

The world goes through constant cycles. Lately, there have been a lot of “Aha, we’ve discovered the secret” posts and eBooks on Product Led Growth and the role of sales people. We can go back in history, as far as you choose, learning this hot new discovery is actually not very new. We have seen it in mobile devices, PCs, financial services, every segment of software, design tools, analytics, consumer products, food/food service, social platforms, and on and on and on.

Lead Rank 106
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Gatekeepers Are Your Responsibility

Engage Selling

Good deals get stuck when you lack access to the right people to successfully close a sale. There are two ways that lack of access occurs.

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How to use Google Sheets as a CRM: 5 easy steps to sales success

Close.io

Quick question: how many business cards and sticky notes with important information are scattered around your desk currently? Maybe you’ve always had a problem with organization. Or maybe you’re getting so many new leads that it’s become harder and harder to keep up (if so, congrats!). Either way, it’s time for an upgrade. A customer relationship management system (CRM) is a way for you to store important prospect and customer-related contact information and data.

Google 105
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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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Crowdsourcing Sales Forecasting to deliver better certainty

Sue Barrett

People love certainty, especially when it comes to business. Which is why sales forecasting and sales pipeline management can often be the bane of sales leaders and their sales teams’ lives with senior management constantly on their backs wanting to know what deals will land and when, and when the revenue will start to come […]. The post Crowdsourcing Sales Forecasting to deliver better certainty appeared first on Barrett Sales Blog.

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State Of Grace

Partners in Excellence

Forgive my pure indulgence. This is primarily for me to help sort out some thoughts and deal with my profound grief. In the past 18 months, two of the people most important to me have died slowly. The first was my youngest sister, Kathy, who passed away about 18 months ago. The second is my best friend, mentor/hero, and wife of 38 years, Kookie. Kookie passed away two days ago.

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Time Available For Selling

Membrain

Without a doubt, sales people have a lot of things that distract them from being engaged with customers. The majority is probably imposed by their companies, a lot is self imposed (read avoidance and excuses).

Company 96