Sat.Jul 07, 2018 - Fri.Jul 13, 2018

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The Savvy Sales Pro’s 5-Point Guide to Overcoming Objections

DiscoverOrg Sales

If you’re dealing with an objection, congratulations! You are working with a decision-maker who has some skin in the game, and they’re taking your proposal seriously. That’s exactly where you want to be. A study from Gong.io shows that the more negative sentiment you get during calls, especially in later stages, means the prospect is wrestling internally – hoping you can make them feel good.

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5 Prospecting Tips for Selling to the C-Suite

BrainShark

Salespeople chasing bigger and better deals eventually have to win approval from executive buyers, but gaining access to the C-suite is no easy task.

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5 Secrets to Running More Productive Weekly Sales Meetings

Sales Hacker

Sales meetings are an integral part of every business, regardless of maturity, industry, or goal. They’re key to keeping team members on the same page and working towards the same goal as a singular unit. For these reasons, it’s imperative that sales managers know exactly how to conduct a sales meeting. However, I’ve seen countless businesses who have no strategy for their meetings.

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16 Ways to Deal with Frustration

The Sales Heretic

The road to success isn’t straight, level, or smooth. There are bumps and potholes. Hills and curves. Dead-ends and detours. And as a result, we all get frustrated from time to time. What separates top salespeople—and high achievers in general—from everyone else, is that they don’t let frustration derail them. They find ways to deal [.].

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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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Elements of a Cold Call That Can Make Them Hot.

Jeffrey Gitomer

Cold calling is one of the most difficult parts of selling. To be successful at the science of cold calling you must first define the elements, functions and formulas that comprise the call. Then, like all other sciences, experiment (practice) until you have a method that works.

More Trending

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Selling Outputs Not Inputs

The Pipeline

By Tibor Shanto. I was talking with a rep from an IT reseller last week, who was facing what she felt was an insurmountable challenge. She was facing a renewal for a product with one of her clients where the product being resold had gone up in price by some 300%. I’m not talking about Martin Shkreli type increases; to be fair to the manufacturer the product was solid, clients loved, but being innovators, they just hadn’t got around to reviewing the pricing since its release years ago.

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3 Ways to Increase Wallet Share with Existing Accounts

Sales and Marketing Management

Author: David Stott “Upsell current clients” has always been one of the mantras of the sales industry. After all, selling more to the base creates value beyond the obvious revenue gains. It increases trust, executive exposure, credibility, confidence, and provides a stronger ROI due to the decreased cost of goods sold. This not only creates value for the client, but also delivers an incredible customer experience that is paid forward in the industry. .

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The Cold Call is Fun.if You Think It is.

Jeffrey Gitomer

Cold calling is one reason many people shy away from a career in sales. Sales professionals who make a six figure living will tell you that cold call training provided the basis for their sales success. Doubt it? Ask 'em.

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I’ll take the stairs

Sales 2.0

Many sales people’s “elevator pitches” are so bad that prospects at a conference with them would start using the stairs. It can happen in an elevator or at a networking event or at the weekend barbecue. Most often these days it happens when you write a prospecting email. You need to say what you do. How do you help people? I think Aaron Ross nailed it here.

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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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Overcoming Sales Objections: Start With This Question

Connect2Sell

One simple question will help you with overcoming sales objections and change the way you handle them. You’ll be far more effective if you use this simple technique.

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How To Optimize Your Messenger Chatbot and Make Sales a Breeze

Sales and Marketing Management

Author: Patrick Foster Using Facebook Messenger as a sales channel has become an incredibly popular option recently, and for good reason. People primarily use their phones to send and receive messages, and moving your value propositions into that conversational space is a great way to capture their interest. But as with any element of marketing, it isn’t enough to simply have a Messenger chatbot – you need to execute it properly.

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19.5 Characteristics of Sales Career Failures

Jeffrey Gitomer

We are each responsible for our own success (or failure). Winning at a career in sales is no exception. To ensure a win, you must take a proactive approach. Prevention of failure is an important part of that process.

Sales 174
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How to Get Your Portfolio Company Executive Team to Buy in to Your Growth Expectations

SBI Growth

Once an investment in a new portfolio company is live, the PE operating partner is riding high. They have just successfully convinced the investment committee about the merits of this deal. They have also briefed the LP advisory committee about.

Company 160
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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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Sales Pipeline Data Shows That Most Late Stage Opportunities Just Aren't

Understanding the Sales Force

If you happened to read the article about most salespeople being fired or arrested if they worked in accounting then this is the sequel - Arrested 2!

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8 Marketing Lessons Big Brands Can Teach Startups

Sales and Marketing Management

Author: Charles Ebert Startups need guidance and advice from people who have been in their shoes in the past and managed to make it in their respective industries. Learning from those that have been there before can bring a great deal of insight into what to expect and how to tackle some of the main challenges that startups face. Marketing is a strategy that makes or breaks a business.

Marketing 180
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Leave a Message and I'll be Glad to Return your Call. Not!

Jeffrey Gitomer

Press one if you'd like to leave a message. I'll be glad to return your call as soon as I can. Right. And Santa will bring you toys if you're a good little boy.

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Do I Really Need Another Rep?

SBI Growth

I need quick growth. My current reps are good, but coverage is unsaturated. . Shouldn’t I just add another headcount? Isn’t that the quickest route to revenue? Add another rep, drop them into a territory? My on boarding process takes a.

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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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Handling & Overcoming Common Objections in Phone Cold Call Prospecting

Mr. Inside Sales

Avoid Rejection While Prospecting with this One Technique. By Mike Brooks, [link]. Discover sales training with best tips, rebuttal techniques and responses on how to go about handling and overcoming most common objections in phone cold call prospecting. Prospecting by phone can be hard—gatekeepers screening you out, decision makers don’t want to talk to you, etc.

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How To Handle Objections From A Loyal Client, Being Clear On Your Customer’s Objection, Dan Pink On What We Need To Work At Our Best

MTD Sales Training

Episode 20 – How To Handle Objections From A Loyal Client, Being Clear On Your Customer’s Objection, Dan Pink On What We Need To Work At Our Best. This podcast includes: How To Handle Objections From A Loyal Client, Being Clear On Your Customer’s Objection, Inspire me quote from Dan Pink On What We Need To Work At Our Best. Take a look at this episode on [link].

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Want to close more sales.listen more!

Jeffrey Gitomer

Want to close more sales.listen more! How many of you ever had a course in listening skills? How to listen lessons were never offered as part of any formal education. It's amazing. the skills we need the most are never taught in school.

Closing 158
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Get Your Sales Staff into the Field

SBI Growth

As a leader of Sales Operations or Sales Enablement, how many times have you heard your sales teams say: “You all have no clue what we go through in the field!” This is a common theme in any company that sells a.

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How to Leverage Intent Data for Better Outcomes

Speaker: Susan Spencer, Principal of Spencer Communications

Intent signal data can go a long way toward shortening sales cycles and closing more deals. The challenge is deciding which is the best type of intent data to help your company meet its sales and marketing goals. In this webinar, Susan Spencer, fractional CMO and principal of Spencer Communications, will unpack the differences between contact-level and company-level intent signals.

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Best Ways & Techniques How to Improve & Increase Closing Sales Process

Mr. Inside Sales

Close More Sales Using More Assumptive Questions. By Mike Brooks, [link]. Learn the best ways on how to increase, improve and boost your sales process performance with more effective tips, techniques strategies and ideas including top closing lines and assumptive questions. Want a quick tip for closing more sales over the phone—or even face to face?

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The 30 Most Useful Keyboard Shortcuts for Google Chrome

Hubspot Sales

Chrome Keyboard Shortcuts. Open a new tab: hold Command and press T. Close the current tab: hold Command and press W. Reopen last tab closed: hold Command and Shift, then press T. View next tab: hold Command and Option, then press the right arrow key. View previous tab: hold Command and Option, then press the left arrow key. Jump to a specific tab: hold Command and select the appropriate number.

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Carolina Business Fair.the ultimate in sales power.

Jeffrey Gitomer

The Carolina Business Fair is September 29th and 30th at the Merchandise Mart. Are you going? BuyGitomer, The Business Journal and more than 200 businesses will exhibit. And I'll give you 7,500 reasons why.

Journal 120
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The Intimate Tie Between Customer Experience & Employee Experience

SBI Growth

Curt Redden, Global Director of Talent Development for UPS Capital, joins us on hbspt.cta.load(23541, '39dd4f48-b0ca-486a-9fa5-4e1fb27489aa', {}); to discuss talent management and, specifically, the connection between the experience of the employee and the experience of the customer. Employee Experience.

Customer 153
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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 Find a Deal That Will Close This Month

SBI

For many sales and marketing teams, discovering an in-month deal requires a whole lot of luck. But we know in B2B, luck isn’t a scalable tactic. Traditional demand generation methods just aren’t cutting it anymore. A marketing team judges how qualified a lead is based on engagement alone; a sales team takes that lead and discovers it isn’t a fit at all.

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40 Small Business Ideas for Anyone Who Wants to Run Their Own Business

Hubspot Sales

If you dream of clocking out of your nine-to-five job for the last time and becoming your own boss, you’ve probably considered a variety of small business ideas. But, while you have plenty of passion, direction can be hard to find. To help, I’ve pulled together 40 small business ideas for anyone who wants to run their own business. Use these as a jumping off point to spark your own unique ideas.

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5 ways to optimize your SaaS sales process

Close.io

If you want to beat the competition, you don’t necessarily have to be bigger or stronger. But you do have to be faster. Optimization is every SaaS company’s secret weapon. But where do you start? Fine-tuning your SaaS sales machine is all about getting the most out of the resources you have today. By following these 5 steps, you’ll be able to outperform and out-sell the competition, even if they have 10X the staff and millions more in funding.