Sat.Mar 17, 2018 - Fri.Mar 23, 2018

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3 Reasons Why Your Sales Team Isn't Generating More Leads (And How to Fix It)

Sales and Marketing Management

Author: Matthew Sunshine More than 40 percent of salespeople claim that lead prospecting is often more difficult than qualifying and closing the actual deal. This could be why so many salespeople struggle with lead generation and instead spend much of their time on current business. But difficulty and a lack of time are merely surface reasons explaining why sales teams often fail to generate more leads.

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Top 10 Social Selling Tools

Zoominfo

Social selling is a sales technique that leverages social networking sites to identify prospects, build relationships, and ideally, close more deals. Social selling is more than just a hot trend, it’s an essential part of the modern sales process. Consider these statistics ( source ): 78% of salespeople using social media outperform their peers. Social selling generates 38% more new opportunities than traditional sellers.

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The Story of Sales - the Admirable Profession of Sales

Score More Sales

Have you seen the new documentary called The Story of Sales? It is now viewable through the Salesforce website , who funded the project. There are also some upcoming viewings in cities around the country. I know firsthand how dedicated the interviewers, producer, director and everyone involved in the production were.

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Why That Question

The Pipeline

By Tibor Shanto. Salespeople love numbers, one of their favourite numbers is 80/20. As in “80 percent of support resources are consumed by the 20 percent delivering the lowest revenue; 80 percent of your revenues come from your 20 percent customers”; “the top 20 percent of reps, drive 80 percent of a company’s revenues.” This last one has always amused me, ask a group of ten salespeople about the 80/20 rule, and they all buy in, even while knowing that only two of t

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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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It’s Time to Pay Marketers Based On Their Financial Impact

Sales and Marketing Management

Author: Mark Stouse You know the old adage, “We all work for sales?” Well, if we all work for sales, then we should get paid like sales too. As a C-level executive, I’ve worked with a lot of salespeople. When I meet one who has consistently over-performed, I know I’m looking at someone who will deliver the goods. And I also know I’m looking at someone who has made a lot of money in commissions, and will make a lot more in the future.

Marketing 180

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I Need Home Office Approval Before I Can Buy. NOT!

Jeffrey Gitomer

More than half the time you hear the line, "I need home office approval," it's a lie. A stall tactic that frustrates and deceives. The challenge this objection presents is to find out if it's the truth (or true objection).

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Eleven Mistakes that Torpedo Your Trade Show Sales

The Sales Heretic

Trade shows are a vital component of many companies’ marketing mix. From general shows to specialty functions; tiny, local shows to gigantic, international affairs; consumer shows to industry events, trade shows are a 13 billion dollar-a-year industry in the U.S. alone. And sadly, much of that money is wasted. Because a tremendous number of organizations [.].

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How to Move from Marketing Strategy to Execution

SBI Growth

Our guest on SBI TV is Dan Levinschi, the Vice President of Marketing for PandaDoc. Dan is a revenue generating marketer who knows how to quickly transition from marketing strategy to execution. If you prefer to watch a video of.

Strategy 170
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Why Marketing Management Must Master Deep Digital Analytics

Pointclear

“But why,” she asked, “do I need to master deep digital analytics? I have people to do that and we get website stats. We know geo distribution, client and platform by user.”. It wasn’t an easy conversation. The director of marketing, 20 years into her career, was confronted with a bewildering cornucopia of reports, making her heretofore creative life difficult.

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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 Develop a Corporate Social Media Policy

Zoominfo

It’s 2018– by now, social media has infiltrated every aspect of our lives; whether we’re documenting our commute via Facebook live, sharing our latest culinary find with our Instagram followers or simply keeping up with the latest headlines on Twitter, there is hardly a time when we aren’t connected to a social platform – even at work. With the adoption of social networking as a business practice, the line between personal and professional is becoming more and more blurred.

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Sales Leadership is a Lifestyle

The Sales Hunter

Earlier this week, I was sitting in a strategic planning meeting with a client. It’s one of those days where the conversation is simply amazing. Five of us in the room and each one contributing ideas, sharing insights and collectively developing better outcomes. Reason I’m sharing this with you is I’ve been writing up my […].

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Bad Marketing Strategy is Built on Assumption

SBI Growth

Perhaps you are familiar with the photo of the former CEO of Nokia sobbing with his leadership team as his company was sold to Microsoft for parts. The now infamous headline: “we didn’t do anything wrong.” Well, yes Steve –.

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What is Value Selling and How to Generate Leads in Companies that Buy Value

Pointclear

Unless you are the low-price leader, value selling is essential to the success of your business. It's a rather straightforward proposition to sell on price only. The real challenge is to learn how to demonstrate that the extra cost of your product or service is worth it. That takes more persuasive skills, better navigation of the prospect organization, a broader understanding of strategic objectives - and frankly a likable demeanor - to convince your target of the value you offer.

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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 Rapport – It’s the Little That Matter Most

Mr. Inside Sales

We’ve all been there: you’re in the middle of something and your phone rings and it’s a sales person calling. You know instantly how the call is going to go just based on the first few sentences the sales rep utters. And if you listen for just 2 minutes longer, your hunch is confirmed – it’s either a “good” call or a “used car salesman” call. And unfortunately, many calls these days sound like the latter.

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Sales Motivation Video: Keeping Your Focus on Your Focus

The Sales Hunter

Sometimes you just need to focus on one or two things. Do something so well that you are amazed at the outcomes. If you get too caught up in going too many directions, it becomes almost impossible to build true sales motivation and momentum. Check out the video to see what I mean: Want […].

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The Meaning of Consultative Selling, 4 Revolutionising Communication Steps, A Quote From Richard Branson

MTD Sales Training

Episode 2: Loads Bubbling Podcast. The Meaning of Consultative Selling, 4 Revolutionising Communication Steps, A Quote From Richard Branson. This podcast includes: What Exactly Is Consultative Selling? Communication Skills : 4 Revolutionising Steps. A Key Quote From Richard Branson. The post The Meaning of Consultative Selling, 4 Revolutionising Communication Steps, A Quote From Richard Branson appeared first on MTD Sales Training.

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The 7 Most Common Objections During Prospecting and How to Overcome Them

Hubspot Sales

Types of Objections. The Brush-Off. Competition. Procrastination. Budget. Getting in the Weeds. Avoidance. The Gatekeeper. When we talk about objection handling in sales, it is often focused on the later stages of the buying cycle, usually during negotiations. We focus on pricing and timing issues -- the types of objections that prevent a deal from closing.

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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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Does Sales Enablement Technology Work?

No More Cold Calling

Sure, but only when combined with human conversations. I love technology … when it works. When it doesn’t, it feels like the end of the world. OK, not exactly, but it does slow us down. In sales, time is money, and the more of that time is spent interacting with customers and prospects, the more money comes in. Plain and simple. Thus, sales enablement technology only works if it saves times on menial tasks and facilitates human conversations.

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Is Your Sales Pipeline Nothing but a Sewer Line?

The Sales Hunter

What is in your sales pipeline? More importantly, is what’s in your pipeline moving? When I’m working with salespeople, I see far too much sewage that is being passed off as prospects. News flash! There’s a big difference between a prospect and sewage! Clearly, too many did not read the memo. I hope you weren’t […].

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3 Common (but Fixable) Ways Your Sales Enablement Can Fail @brencournoyer

SBI

A dozen years ago, if you asked the average sales leader about their sales enablement strategy, the likely response would’ve been, “Huh?”. It’s not as if companies in years past weren’t training and enabling their sales forces; it’s just that the term “enablement” wasn’t yet a common part of the B2B sales lexicon. (Then again, back then most people didn’t know what YouTube was either.).

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15 Science-Backed Tips for Making Better Sales Calls

Hubspot Sales

Sales Call Tips. Start Sales Calls with a Bang. Don't Bad-Mouth Competitors. Use Awesome Labels. Set the Agenda and Stay in Control. Stand Up. Use Emphasis Wisely. Simplify Options. Adopt Smart Product Positioning. Get Emotional. Clarify Product Value. Empower Customers. Remember, There's a Time for Everything. Serve Hot, Not Cold. Observe, Record, and Predict.

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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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The #1 Thing I Would Tell My 22-Year-Old Self

John Barrows

A little while ago someone asked me – if there was one thing I could go back and tell your 22-year old self what would it be? The first thing that came to mind was to bet the farm on the 2004 Red Sox when they were down 0-3 to the Yankees in the ALCS. The second thing was to A/B split test everything you do. I’ve written and spoken a lot about how we need to become more scientific with our approach to selling to learn, succeed and survive in sales.

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How to make 5,000 sales calls in one day!

Jeffrey Gitomer

The Carolina Business Fair is September 23rd & 24th. The Business Journal will be exhibiting; BuyGitomer will be exhibiting.

Journal 120
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Fast Frame of the Week – 3 Keys to a Successful Product Launch

SBI Growth

Our guest on SBI TV’s Fast Frame is Clint Poole, the CMO and SVP of Marketing for Lionbridge. Clint is here to share how he teamed with his peers in product and sales to launch a game-changing new product offering with.

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6 Challenges Threatening Salespeople in 2018

Hubspot Sales

New research from Richardson Sales Training reveals the biggest focus for sales professionals in 2018 should be articulating value. This stems from strong competition and an increasing number of decision makers on the buyer’s side. Top challenges facing salespeople in 2018 included: Creating a targeted prospecting strategy. Understanding how buyers make decisions.

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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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What can CRM do for my business?

Nutshell

What is CRM? Even if you’ve never used a CRM before, you’ve probably heard the term echoing through your industry. You know that many companies (including your competitors) are implementing CRM software because it saves time and drives sales. But what is CRM? And what can it do for you? CRM—or customer relationship management —is business software that helps individuals and teams maximize their customer communications and sales efforts.

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The 2-Minute Sales Prospecting Combination That Generates 10X the Results

Frontline Selling

We are excited to welcome guest blogger, Tony Hughes, to the FRONTLINE Blog this week! I’m honored and thrilled to at last release my methodology on blended sales prospecting to. The post The 2-Minute Sales Prospecting Combination That Generates 10X the Results appeared first on FRONTLINE Selling.

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“There’s a Hole in Our Bucket, Dear CEO, Dear CEO”

Membrain

I have a two-part question for you: Last year, how much money did your company spend/invest in attempting to win new business? Prospecting? And now the second part: How much money did your company spend/invest in endeavouring to retain your existing clients/customers?