Sat.Jul 22, 2017 - Fri.Jul 28, 2017

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12 Reasons They Didn't Like You Enough to Buy From You

Understanding the Sales Force

Image Copyright iStock. Everyone has had this happen.probably more than once. You worked hard and smart, thought you did a great job, expected to win the business, but didn't. Later, you learned that the prospect "Didn't really like your style.". It's not at all unusual, but it is almost always misinterpreted. Salespeople tend to take this personally by internalizing the comment as, "They just didn't like me.

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What Do You Sell?

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . Proactive Prospecting Summer – Part 4. In this part of the Proactive Prospecting Summer series, we look at improving how we communicate early in the call. Clear concise communication is key to sales, especially in the pressure packed first few seconds of an unscheduled prospecting call, yes, a cold call.

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4 Ways to Have Complete Confidence in A Sales Rep’s Forecast

Sales and Marketing Management

Author: Mark Kosoglow, VP of Sales, Outreach Unlike most professions, sales has a standard that literally dictates success or failure. It’s called quota. The ability to hit quota on a consistent basis is a requirement of success, and the key is understanding how to predict what revenue number one will end up at in a specific sales period. In industry speak, this is called forecasting, and most reps fail at it because they don’t trust the pipeline their CRM presents.

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Overcoming the Fear of Prospecting

The Sales Hunter

To think you’re the only one who has a fear of prospecting would be a lie. They say the two most dreaded things are public speaking and taxes. I say there’s a third — having to prospect. It’s OK if you feel that way. I too felt that way at one time. You’re probably thinking, […].

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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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What Does Your Body Language Say About The Type Of Salesperson You Are?

MTD Sales Training

Even if you’re not aware of your body language, other people you are with are. The signals you give unconsciously may affect the other person unconsciously too, and if they are negative signals, it could affect the process of communications without either of you understanding why. This is why it’s so important to be totally aware of what your body is saying, especially when carrying out a sale.

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Performance Platforms

Sales and Marketing Management

Author: Paul Nolan How technology is fueling workplace recognition. Here are some startling statistics that put our infatuation with technology and mobile devices in perspective: 40 percent of U.S. males age 18 to 34 and 33 percent of U.S. females in that same age bracket say they would ideally buy everything online. (Source: DDB Worldwide). Online retail is expected to grow 8 to 12 percent in 2017 — three times higher than the growth rate of retail overall.

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4 Intelligence Styles of Successful Sales Professionals

DiscoverOrg Sales

The speed and complexity of the modern marketplace is the domain of intellectual agility. Jeb Blount, author and sales acceleration specialist, knows well how successful sales professionals (ultra-high performers) possess four types of intelligence that are tightly intertwined – each connecting, affecting, and amplifying the others: IQ : how smart you are.

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How B2B Marketers Drive Measurable Revenue Growth?

SBI Growth

Today we demonstrate how to design marketing campaigns that generate revenue. It is hard to execute a Marketing Strategy to grow revenue faster than your competitors. The Revenue Growth Diagnostic tool will help you assess your marketing strategy to pinpoint keys to.

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Engage the Prospect via Your Follow-Up

The Sales Hunter

How many times have you had a sales call that you walk away from feeling great then turn into the customer going silent on you? We’ve all had that issue, and the typical way salespeople handle this is by thinking if they just send a great follow-up note immediately after the meeting, everything will be […].

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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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The Handshake That Can Rock the World: Sales and Marketing Unite

Sales and Marketing Management

Author: Anna Fisher There’s no going around it. The tug of war between sales and marketing is real, and it cripples productivity. At the same time, marketing and sales are ultimately after the same thing, and each side often looks to the other to help meet mutual objectives: business growth and ROI, to name a couple. So ask yourself, as sales and marketing pros, can we put our individual, temporary needs aside to see the bigger picture and end the rift?

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Your Comfort Zone and Your Success

Mr. Inside Sales

“Everything you want in the world is just right outside. your comfort zone. Everything you could possibly want!”. – Jennifer Aniston, actress. I once heard a joke that goes like this: “The only reason there are matinee movies in large metropolitan cities is for commission sales reps who have hit their comfort zone income early in the month.”. I remember my thoughts when I first heard this.

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Your Path to a Revenue Producing Product Road Map

SBI Growth

Our show today demonstrates how to use the Product Roadmap to paint a picture of happy customers well into the future. Your ability to grow revenue is highly influenced by the quality of the product and whether you are a.

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Sales Motivation Video: Call Your Favorite Customer

The Sales Hunter

Who is your favorite customer? I challenge you to start this week by calling that customer. It will boost your sales motivation and set you on a course for success. Starting your week right is all about setting the tone, and there’s no better way to start on a positive tone than a conversation with […].

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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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Use Mobility to Empower Your Sales Organization

Sales and Marketing Management

Author: Lance Walter, CMO, Capriza Under more pressure than ever before, today’s sales organizations are tasked with figuring out how to drive revenue, ensure accurate forecasting, deliver great customer experiences, and shorten sales cycles, all with less time and resources. The best way to reach these goals is by spending more time in the field, leading more productive conversations with prospects and customers, with access to any needed data in real-time.

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The Spray and Pray Tsunami of Social Selling

Increase Sales

Social selling appears to have taken the spray and pray sales approach to tsunami proportions. Clueless or lazy salespeople now drown people with emails to postings with sales pitches. These salespeople and probably some are marketing people spray these sales pitches all over the place through social selling and then pray something will eventually stick.

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Scheduling an Appointment With an "Uncloseable"

Pointclear

A competitor in the teleprospecting business recently published a list of B2B companies based on how easy or hard they were to work from a lead-generation standpoint. They listed those that they had had success with on top. At the bottom of the list were what they called “uncloseables,” meaning these were companies that this competitor was not able to generated leads from.

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Is Prospecting an Activity or a Lifestyle?

The Sales Hunter

Ask yourself that question and, more importantly, ask yourself why you answered the way you did. Each week I receive phone calls and emails from salespeople and sales managers who say they aren’t hitting their sales goals. You will never hit your sales goals if you don’t have enough in your pipeline to close, and […].

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Salesforce’s 8th State of Marketing Report

Discover today’s biggest marketing trends in the 8th edition of Salesforce’s “State of Marketing” report. Salesforce surveyed 6,000 marketing leaders worldwide to discover how marketers are: Embracing AI to operate more efficiently Removing silos and leveraging AI to enhance the customer experience Innovating to meet evolving customer needs Preparing for the retirement of third-party cookies By submitting this form, you agree to have your contact information, including email, passed on to the sp

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How to Build a Better Sales Team with Better Salespeople – 3 Critical Steps

Anthony Cole Training

When talking to presidents, executive sales officers and sales managers, I consistently have heard these 5 comments:

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Do You Have a Great Sales Culture?

SBI Growth

Sales 226
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Lazy Salespeople and LinkedIn

Increase Sales

A colleague, David Brock , made an update posting on LinkedIn sharing his frustration about people using company profiles wanting to connect with him. Then if he did accept, the next action would be a sales pitch. Beyond being a violation of LinkedIn policy, this action demonstrated how many lazy salespeople still exist. (Note: Only a person not a company can send a LinkedIn invitation.).

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What We Can Learn from the Latest Data on Sales Motivation

Understanding the Sales Force

Image Copyright iStock.

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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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Wasted Days and Wasted Nights

Fill the Funnel

“Wasted days and wasted nights” That is how a recent conversation started with a colleague. It immediately reminded me of the Freddie Fender song by the same name. Why do business owners and successful entrepreneurs continue to take the advice from friends and colleagues about technology and its implementation. Is it because they say, “Oh. […].

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How to Escape the VP of Sales Hamster Wheel

SBI Growth

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Leverage Your Mindset to Increase Sales

Increase Sales

If you want to increase sales, right now momentarily forget about your sales training, all the books you read on sales, your CRM, your To Do List, your sales funnel, your outstanding proposals, your appointments today, your sales leads, the calls you must make to whatever else is cluttering your brain. Now think about your mindset, how are you going to approach all those tasks?

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Social Selling Mastery – Jamie Shanks

Hyper-Connected Selling

I’ve been coaching and training professionals on social selling since before it even had a name. Back when LinkedIn, Twitter, and Facebook first came out, there was a segment of the sales world that jumped on board and saw these as powerful communication tools. As is usually the case, there was another group that saw them as glitzy trends that the marketing people would talk about…which meant that they could be safely ignored.

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ABM Success Recipe: Mastering the Crawl, Walk, Run Approach

Shifting to an account-based marketing (ABM) strategy can be both exciting and challenging. Well-implemented ABM motions build engagement with high-value accounts and drive impactful campaigns that resonate with your audience. But where do you begin, and how do you progress from crawling to running? Watch now as Demand Gen experts delve into the essentials of each stage of the ABM process.

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Front Row Seat To The Next Industry Collapse And Your Big Sales Opportunity

Fill the Funnel

You have a front row seat to the next industry collapse and rebirth and it is already underway. The industry – Television Broadcasting. This has been building for some time – traditional viewing habits have been dropping for over 25 quarters in a row. The data tells the story. This chart is focused on the […]. The post Front Row Seat To The Next Industry Collapse And Your Big Sales Opportunity appeared first on Fill the Funnel.

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6 Habits of Highly Successful Sales VPs

SBI Growth

Sales 173
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Why Are So Many Salespeople Hungry for the One Size Fits All Solution?

Increase Sales

Right now I cannot count the number of articles, books to sales training workshops that promise to deliver what I call the one size fits all sales solutions. From the top five closing questions to a proven sales process, each of these sales solutions fail to recognize these three critical buying axioms and one selling axiom. #1 – People Buy From People They Know and Trust.