Sat.Jun 12, 2021 - Fri.Jun 18, 2021

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A Properly Constructed Sales Process Can Help You Experience the Euphoria of a Walk-Off Win

Understanding the Sales Force

We attended last night's Red Sox Game. Unlike most games at Fenway Park, this contest was a pitcher's duel and the Red Sox held a fragile 1-0 lead over the Toronto Blue Jays heading into the top of the 9th inning. The Red Sox closer, Matt Barnes came in and quickly struck-out the first two batters and that brought up the best hitter in the major leagues, Vladimir Guerrero Jr.

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5 Ways to Make Your Prospecting Emails Less Impersonal

Zoominfo

When we asked ZoomInfo’s Andy Lyon to tell us the story of how he successfully closed an eight-figure deal , he had a lot of things to say: Tips on overcoming common roadblocks, wisdom about the art of persistence, and meaningful insights that apply to life inside and outside of sales. But the very first step, he insisted, was creative outreach. Once he and his team identified their ideal prospect, they did some research and found that one of his first jobs was at an apple orchard.

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Managing Objectives, Not Tasks

Sales and Marketing Management

If a task does not serve a meaningful purpose, then the short-lived sense of accomplishment is only a fix. The post Managing Objectives, Not Tasks appeared first on Sales & Marketing Management.

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Want to increase sales?

The Pipeline

Then make it safe to be ambitious and safe to miss targets. Guest Post by – Matt Roberts. Yes, you did read that correctly. I am proposing that you make it safe to miss a sales target. Hear me out. I have some research that makes this a great debate to have in your sales team right now. Psychological Safety is important to team performance. It relates directly to how goals, targets and quotas are set and hit.

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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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Defining Your Partner Marketing Strategy Through 3 Lenses

SBI Growth

As a CMO, your time, attention, and budget have competing priorities. You and your team are focused on building a strong and credible brand. Your CEO and board are asking you to quantify the impact of your marketing budget. Your.

Marketing 250

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Sales Development Reps: Your Strategic Sales Superpower

Sales and Marketing Management

Sales development reps protect your account execs' time, but they need the right data to be effective. The post Sales Development Reps: Your Strategic Sales Superpower appeared first on Sales & Marketing Management.

Account 314
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Meet Your Prospects On the Right Plane

The Pipeline

By Tibor Shanto. In an effort to simplify things, sellers and marketers want to put people in neat categories and boxes. People are not that simple; their emotions and reactions change in many ways at different points in the cycle. Given most deals will involve multiple buyers, we need to consider how individuals evolve, and the interplay between them.

Meeting 314
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Increase Your Sales Team’s Productivity With the Use of Virtual Chatbots

SBI Growth

Digital Sales Transformation Has Accelerated: There is no debate that COVID-19 accelerated the digital transformation in the B2B world. Businesses that pivoted their Go-to-Market strategy to changing customer demands thrived while laggards were left behind waiting for the dust to settle.

Pivotal 227
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Why Salespeople Can’t Be Good If They Don’t Use the CRM

A Sales Guy

The Sales world is desperate for an upgrade. We’ve been holding on to, too many outmoded approaches, ideas, tropes, and concepts. It’s time sales let’s go of the tired and ineffective belief systems if we’re going to truly deliver the value we say we want to in the 21st-century. The biggest miss and most unsettling issue facing sales today is their brutal and debilitating contradicting view of what’s most important to sales AND the value of the CRM.

CRM 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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Why Businesses Need a Purpose Beyond Being Profitable

Sales and Marketing Management

Scott Goodson and Chip Walker believe more companies have to stretch beyond the business world to define their purpose and mission. Walker dives deeper into the process of activating brand purpose in a discussion with Editor Paul Nolan. The post Why Businesses Need a Purpose Beyond Being Profitable appeared first on Sales & Marketing Management.

Marketing 120
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Two Ways To 10X Your Business

Grant Cardone

Do you like money? How would you like to make even more of it by either exiting your company or working less and making more money? In my lifetime, I’ve owned 7 businesses and every one of them – whether I decide to sell them or work less and keep my ownership – has an exit plan. . In this post, we’re talking about the two ways to 10x your business so y ou can either exit your business rich and never have to work again or make more money and work less.

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3 Keys to an Unmatched Account Segmentation Strategy

SBI Growth

A good account segmentation will keep the lights on, but a great segmentation is how market leaders surpass their competition. How does yours compare? On today’s show, we are joined by Malorie Feidner, Senior Consultant at SBI, to discuss what it takes to achieve.

Segment 227
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6 Actions Sales Leaders Can Take for Managing Complex Sales While Working Remote

Alice Heiman

We’ve talked in the past about the sales leader’s role in conquering the complex sale. In fact, I have a free webinar you can watch if you’re finding it harder to close large enterprise deals. But as the world adjusted to the pandemic and more sales teams began working remotely, managing complex sales became even more challenging. Today, I want to share six actions sales leaders can take to manage complex sales – even while working remotely.

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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 to Win More Deals by Making Better Human Connections

Membrain

People like to do business with people they trust. Unfortunately for sales professionals, salespeople are often the last people anyone trusts.

How To 156
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The 3 Biggest Obstacles Standing in the way of Excellent Sales Coaching

SBI

The 3 Biggest Obstacles Standing in the way of Excellent Sales Coaching. By Ariel Hitron, Second Nature AI. No matter what you’re selling, you need an effective sales team to discover your prospects’ needs, present possible solutions, answer questions, and close deals with new and existing customers. Like diamonds, however, natural born sellers are rare gems.

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What Is The Objective Of This Call?

Partners in Excellence

Do you have a clear objective for each call/meeting you have with the customer? Is it aligned with the customer’s objectives for the call? I talk to 100’s of sales people every year. They are constantly busy making calls and having meetings, but when I ask them, “What was your objective? Did you accomplish it? Could you have accomplished more?

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10 deal-making negotiation tips from Chris Voss

Gong.io

What do sales and hostage negotiations have in common? . Turns out, a lot more than you’d think. The stakes in a sales deal may not literally be life or death. But success in any negotiation depends on knowing what you’re doing every step of the way. . Know who’s top dog in that realm? Chris Voss. Chris was the lead international kidnapping negotiator for the Federal Bureau of Investigation, and has years of experience in international crisis and high-stakes negotiations.

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2 Retail Sectors That Are Completely Changing the Game: FMCG & Q-Commerce

Speaker: Joe Heather, Deliverect GM (UK&I) & Noah Hayes, Deliverect GM (US&CA)

Fast-Moving Consumer Goods (FMCG) and Quick Commerce (Q-commerce) are two vibrant sectors that have undergone significant transformations with the advancements in digital technology. With growing internet penetration and the proliferation of smartphones, consumers' purchasing habits have unsurprisingly evolved. They now demand quick, convenient, and seamless shopping experiences, which both FMCG and Q-commerce sectors strive to provide.

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Must-Have SaaS Tools for Small Sized Businesses

Predictable Revenue

As the world is changing at a fast pace, the use of business-related software has increased. SaaS tools provide an excellent opportunity for small-size businesses to promote their efforts and improve the workflows. The post Must-Have SaaS Tools for Small Sized Businesses appeared first on Predictable Revenue.

Tools 133
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What if we started with a blank sheet of paper?

Membrain

Buying is changing profoundly. This impacts everything we do to try to engage our customers, creating value through their buying and usage journey. To effectively engage our prospects and customer, we have to rethink all our strategies and approaches in working with them.

Strategy 129
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The Adapter’s Advantage: Mark Caner on Engaging Customers

Allego

Welcome to The Adapter’s Advantage: Breakthrough Moments that Lead to Success. In episode 25, financial services leader Mark Caner shares his expertise in engaging Millennial customers, lessons from adapting to a virtual environment, and the importance of becoming a better listener. Listen and Subscribe Now: Apple Podcasts | Google Podcasts | Spotify | TuneIn.

Customer 127
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The Best Places to Research a Prospect Before a Sales Call

The Center for Sales Strategy

Being a decision-maker in today’s business world makes them a target for every over-enthusiastic salesperson with their landline number. Can you imagine how exhausting that must be? To avoid this trap and maximize every opportunity in today's challenging sales environment, you'll need a workable sales strategy and viable methods of researching prospects.

Research 124
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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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Building a Network and a Personal Brand that You Can Keep with You for Life

Predictable Revenue

Jon is a pioneer in the customer management category. He was the creator and co-founder of the award-winning customer management product GoldMine, acquired by FrontRange in 1999. After many years observing the CRM market, he created Nimble, an award-winning social sales and marketing CRM for individuals and teams that is Ranked #1 in Overall Satisfaction by G2 Crowd.

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5 Leadership Tactics That Get Results

Force Management

Great leaders are great leaders — no matter the court they operate in. On the Audible-Ready Sales Podcast, John Kaplan, Force Management President, had a chance to chat with Coach John Mosley Jr. from Netflix's Last Chance U and East Los Angeles College. Coaching inspiration can come from anywhere. Below are our top takeaways that you can apply to your own sales teams.

Coaching 113
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5 Ways to Personalize Your Prospecting Emails

Zoominfo

When we asked ZoomInfo’s Andy Lyon to tell us the story of how he successfully closed an eight-figure deal , he had a lot of things to say: Tips on overcoming common roadblocks, wisdom about the art of persistence, and meaningful insights that apply to life inside and outside of sales. But the very first step, he insisted, was creative outreach. Once he and his team identified their ideal prospect, they did some research and found that one of his first jobs was at an apple orchard.

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How to Use a Sales Diagnostic to Improve Performance

The Center for Sales Strategy

Have you ever thought about how the 10,000 foot view from an airplane is often more interesting and illuminating than the proverbial 30,000 foot view? This is true when looking at a sales organization as well. The 30,000-ft. view that you tend to take with something like a SWOT analysis or other strategic exercises is good, but the 10,000-ft. view might be more appropriate.

Exercises 121
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Drive GTM Efficiency with Tech Stack Consolidation

Consolidating your tech stack is an effective cost-saving measure that drives GTM efficiency and adds value to your enterprise. With a cohesive, integrated tech stack, your revenue teams can deliver an excellent customer experience that sets you up to win faster than your competitors.

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Nurturing Grit

Chorus.ai

I am so excited for our webinar next week - 5 Essential Things Sales Leaders Can Do to Help Their Team Succeed with Mike McDonough , RVP of Mid Market Sales at Chorus. Let’s face it - Sales is a hard job. Just do the math - the average close rate across all industries is just 19%. That means sales reps hear “ no ” 81% of the time. 81%! Does that mean that reps are failing?

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How Top Sales Reps Rise Above the Rest

Highspot

ValueSelling Associates and Selling Power surveyed more than 150 B2B senior sales leaders to find out exactly what differentiates the best in the sales profession. The insights from this survey can help all of us salespeople hone our sales skills and learn tips from the winners. The survey results were striking, and uncovered that desire, drive, and discipline separate top performing salespeople from the rest of the pack.

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5 Tips to Turn Your Pipeline into Sales Generation

Revegy

Sales pipeline management is the root of your sales process and strategy. Without consistent and habitual pipeline analytics, it is very likely you and your team will miss the mark. Ensuring regular maintenance, team insights, and strategy implementation can set you up for success and ultimately lead to revenue growth. According to Vantage Point, 72% of sales […].

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