Sat.Apr 28, 2018 - Fri.May 04, 2018

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GDPR Could Cut Your Sales Pipeline in Half—Here’s What You Can Do About It

Sales Hacker

Your sales and marketing teams may experience a serious pipeline drought when GDPR (General Data Protection Regulation) goes into effect on May 25. Why’s that? Because your contactable marketing list may be cut in half. The standards for achieving consent on your marketing list will become much higher, and a huge portion of many companies’ email lists will be considered non-compliant with GDPR.

Hiring 51
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4 Ways to Ask Indisputably Better Probing Questions in Sales

Sales Hacker

In my first article of this series, I spoke about how to structure your discovery meetings. In part two, we took a nosedive into what a successful meeting opening looks like with ILPA (Introduction, Last Time We Spoke, Purpose, Agenda. It’s now time to talk about probing questions in sales. As we remember from ILPA, we have already set the expectation that you will have questions for the prospect.

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Discovered - Data Reveals the Biggest Obstacle to Closing More Sales

Understanding the Sales Force

Humans have been waiting for thousands of years to discover the secrets of life. Why are we here? Why do bad things happen? What happens after we die? Is Heaven real? What is God's plan for us? While many experts have attempted to answer all of these questions, most of us lack proof. There's no data. If we wake up tomorrow morning and suddenly there are not only answers to these questions, but science-based proof, that would be a game-changer for us.

Closing 216
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Why the Best Lead Generation Techniques Are Proactive

No More Cold Calling

Top sellers don’t wait. At least 57 percent of the buying process is complete before buyers ever contact your company. If you believe this widely quoted but ill-advised statistic, your lead generation techniques are doomed from the start. Stats like this suggest that buyers don’t really need salespeople anymore—that we should just wait around for prospects to do their research and then call us when they’re ready to buy.

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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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Salespeople, Are You Apologizing Too Much?

Hubspot Sales

Apologizing Too Much in Sales. When you make a mistake, it's best to acknowledge it quickly, reach out to your prospect at least twice in 24 hours, and apologize once before moving on. Apologizing profusely and dwelling on the problem at hand only makes your prospect do the same -- which erodes trust. Instead, move their attention to the solution and how proactively you've rectified the issue.

More Trending

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5 Unconventional Tactics of Excellent Sales Managers

Sales and Marketing Management

Author: Kevin F. Davis Excellent sales managers aren’t made overnight. As a manager, you’re always learning and growing along with your sales team. Every team member has a unique reaction to your management style, and it takes a great manager to navigate all those unique situations and relationships. Here are five off-the-beaten-trail tactics you can use to foster those relationships and move toward being an excellent sales manager. 1.

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Live Video: 18 Reasons to Live Stream [Infographic]

Zoominfo

Live streaming, or the transmission of live video, has taken the world by storm. But, because live video is unpredictable and strays from traditional marketing methods, many B2B marketers speculate whether live streaming has a place within their corporate social media strategy. Most people are familiar with live streaming in a personal capacity. Whether it’s a friend sharing what they ate for dinner or a celebrity answering fan questions, the intimate nature of live video is innately appealing t

Video 232
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Would You Watch An Autonomous F1 Race?

The Pipeline

By Tibor Shanto. In disruptive time you need to take a disruptive approach to learning and adopting, One method that allows you to better understand something you have been close to for some time is to look at it through a new set of filters. Not as hard as you might imagine, if you are willing to let go and assume you were doing something entirely different but required similar thought, analysis and decision process.

Airlines 206
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Competitive Sports are Like Professional Sales

Score More Sales

CLICK HERE to Play Video (or click on image above). When my company was re-branded, I wanted a name that represented my views and my life. At the time, my son had been a successful Division I college athlete and moved on as a professional hockey player. Not only had I raised one competitive athlete but we also provided a home-away-from-home in Seattle for players who played Major-Junior hockey in the Canadian Hockey League (CHL).

Sports 201
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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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21st Century Cold Calling: Why Yesterday’s Approach Is Relevant Today

Sales and Marketing Management

Author: David Sill, DiscoverOrg As sales and marketing professionals try to navigate a world increasingly crowded by new technology, which can admittedly automate and streamline many aspects of our work, sometimes there is simply no replacement for making a human connection. Yet, if you research cold calling on the internet, you’ll find blog posts, articles and essays all preaching the death of the cold call.

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The Recruiter’s Guide to Web Analytics

Zoominfo

Recruiters and candidates have more ways to connect than ever before, all thanks to the growth of online recruiting platforms and social media. But, these technological advancements also mean that candidate sourcing has grown more competitive. Candidates are spread out across many platforms making them difficult to pinpoint. And many recruiters on LinkedIn , for example, have found the leading platforms to be oversaturated.

Analytics 208
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A Weekly Sales Meeting is a Place to Create New Sales

Jeffrey Gitomer

Sales staff meetings are a vital link between what your company expects the sales team to do, and what actually gets sold in the trenches. It is a place where marketing is converted to sales. But how often is the opportunity these meetings provide lost, rather than gained?

Meeting 191
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7 Biggest Mistakes Salespeople Make

MTD Sales Training

If you had the chance to listen in to the salespeople who made the least sales, and learn from them what NOT to do, would you take it? You bet your Granddad’s last Werther’s Original you would! Well, on some of our sales courses, we’ve been gathering information that sums up what the worst salespeople out there actually do, and it makes sad, depressing, hands-in-the-air, can’t-believe-it reading.

Film 184
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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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Hack #4: Framing & Anchoring

Sales and Marketing Management

Author: Tim Houlihan Pre-suasion relies on two key psychological tools: framing and anchoring. Think of anchoring when you see a shirt you like, and the tag has $280 crossed out with the number $95 in red below it. A great deal. You buy it. You saved $185. Or did you? What if the shirt was marked at $95 with no discount – would you have paid $95 without the discount?

Discount 192
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Is a Leads Group Right for You?

The Sales Heretic

If you’re looking for new prospects, referrals are your best source. A person who is referred to you is five times as likely to buy from you as any other type of prospect because they already have some trust in you based on their friend who referred them. So how can you get more referrals? [.].

Groups 175
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Be Agile

Sales 2.0

I’m going to be writing about survival. Sales survival. How to do you keep your job if you’re in a new sales position or how do you keep afloat if you’ve been given one of those “greenfield” opportunities (aka you have no relationships in the market)? If you’re selling in the tech sector you may well have heard of (or even be selling) “Agile development”.

Up-Sell 150
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The New Breed of Salesperson. A Non-Salesperson.

Jeffrey Gitomer

Jeff Chadwick is a new breed of salesman – or should I say non–salesman. For years he worked for Classic Graphics, one of Charlotte's premier printers.

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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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3 hacks for psychological selling

Sales and Marketing Management

Author: Tim Houlihan Recently, I met Robert Cialdini at a conference and told him, “Your work has positively impacted my consulting business. Thank you.” He smiled as if it were the first compliment he’d ever heard. “Thank you,” he said and opened up a conversation asking, “What do you do?” We talked for 20 minutes. I doubt that conversation would have happened at a book-signing event or in a security line at the airport.

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G2- Two Requirements to Close the Sales Opportunity Gap

Anthony Cole Training

There is a sales production target out there – somewhere. It’s different for every person and every organization but it’s out there. And for every person and every organization there is the actual sales production result that is being achieved today. That is the Sales Opportunity Gap.

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The Consultants Left the Building: Now What?

SBI Growth

You just reviewed the final management consulting presentation. You and your team buy into their recommendations and the evidence used to justify the approach. Owners are assigned for each deliverable and you should start seeing results in less than 3.

Tools 163
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5 Steps To Effectively Follow-Up Prospects

MTD Sales Training

What strikes me as strange and rather puzzling is a piece of research I read this week that said less than 10% of salespeople actually follow up a prospect more than once after they have sent a proposal. I had to read that twice before it sunk in. What causes it? Lack of time? No desire? Carelessness? Laziness? I don’t know the real reason, and there might be many, but I certainly know that the majority of sales people have not been taught how to do it effectively and efficiently.

Follow-up 163
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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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5 secrets to channel incentive success

Sales and Marketing Management

Author: Ric Neeley Over $7 trillion in products are sold through wholesale distribution channels in the U.S. each year. Distribution channel partners are vital for most companies to get their goods and services to market. Distributors can wield enormous power carrying thousands of products and generating billions of dollars in annual sales. Many employ hundreds or even thousands of salespeople.

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Will the Real Objection Please Stand Up!

Jeffrey Gitomer

The customer says, "I object!" or does he? Is it the true objection, a stall, or a lie? Euphemistically called objection or concern, it's actually the real reason a prospect won't buy now.

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How a New CMO Gets off to Fast Start

SBI Growth

Our guest on SBI TV is Robin Saitz, the Chief Marketing Officer at Avecto. Robin is a transformational marketing executive who knows how to get off to a quick start in a new role. In today’s show we demonstrate how to.

Marketing 163
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Connecting Buyers and Sellers: Are You Making These Mistakes?

Connect2Sell

There are lots of activities that are labeled as “connecting” but fall short of being what I consider a true connection. So let's start there. When it comes to connecting buyers and sellers, what is a connection, anyway?

Buyer 142
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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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Stories matter more than ever

Sales and Marketing Management

Author: Paul Nolan I knew in my early teens that I wanted to write for newspapers. Initially, I thought I wanted to be a sportswriter. In college, my interests shifted to general features and becoming a columnist. I worked as a reporter for dailies in Washington state, Colorado and Massachusetts before moving to Minnesota and joining the world of trade publications.

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Get Referral Examples That Work on LinkedIn Learning (April Referral Selling Insights)

No More Cold Calling

Find out about my new LinkedIn Learning course—plus, what you might have missed from No More Cold Calling this month. Wouldn’t it be great if we could put our iPads under our pillows and awaken with a referral system that delivers qualified leads to our pipelines day after day? Well, now you (sorta) can … as long as you’re wearing earbuds. LinkedIn Learning has just released my complete referral system.

Referrals 136
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5 Ways Sales Operations Can Champion Customer Experience

SBI Growth

“It takes 20 years to build a reputation and five minutes to ruin it. If you think about that, you’ll do things differently.” – Warren Buffett. Sales Operations works with virtually every key functional group and level within an organization.