Sat.Sep 21, 2019 - Fri.Sep 27, 2019

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7 ways to supercharge your selling process

Close.io

Do you have 100% confidence in your selling process? Are you sure that every step from lead generation to closing is as effective as possible? If not, you have some work to do. First, make sure that you've built your selling process from the ground up for success. If you've done that, you're ready for the next step: supercharging it. Let's start with a quick review.

Hiring 91
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Focus on the Critical Few KPIs and Avoid the Trivial Many

SBI Growth

Creation of a “Revenue Operations” Function.

Revenue 220
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The Hottest Trends in Inside Sales

Sales and Marketing Management

Author: Giuseppe D’Angelo Inside sales have never been hotter, and the sales field is experiencing considerable change. Much of this is due to the technology that is beginning to drive the sales process much the way it has driven marketing for the past several years. Also, we’re seeing generational changes. Millennials are entering the C-Suite and members of Gen Z, which makes up 10% of the world’s population, are entering the workforce.

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7 Examples of Effective B2B Unique Selling Propositions

Zoominfo

It’s no overstatement to suggest that a unique selling proposition (USP) is the very soul of any marketing strategy. The notion dates back to the 1940s when advertisers started to explore the ways in which their marketing propositions influenced customers to buy from one company over another. . No matter what you sell, there’s a reason a customer with many options chooses your brand— and a fully-realized USP is integral to that decision.

Examples 248
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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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Why You’re Drunk on Overtime

No More Cold Calling

Your blood alcohol level endangers everyone around you. Our global team won a huge deal. We got emails and voicemails raving about how the team worked together, pulled all-nighters, and managed to get everything in sync for the big bake-off. The win was the largest in the company’s history. Wasn’t that fantastic? Sure, from a revenue standpoint. But here’s the rub.

More Trending

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Virtual Training Can Outperform the Classroom

Sales and Marketing Management

Author: Tim Riesterer When it comes to creating lasting behavior change in salespeople, the assumption is that virtual sales skills training is a pale imitation of in-person classroom training. In a recent survey, 65% of companies told us they plan to spend more on virtual training, despite only 10% believing it was as good as classroom training. But what if an online training alternative could be proven as effective?

Training 214
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Elements of an Effective Elevator Pitch

Understanding the Sales Force

At Objective Management Group (OMG), we ask salespeople to record their elevator pitch and value proposition as part of the sales force evaluation. Some are OK, most are not, and for most companies, there are tremendous inconsistencies between each salesperson's messages. Elevator pitches and UVP's are usually so poorly constructed I have to wonder if anyone in sales leadership puts any time at all into formalizing their messages.

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18 Buyer Emotions You Need to Overcome

The Sales Heretic

All buying is emotional. Even if you’re selling microchips to engineers, there’s still an emotional component to the transaction. Because as human beings, we feel more often, more easily, more quickly, and more deeply than we think. And those emotions play a huge role in all our decision-making. Often unconsciously. So whenever you encounter a [.].

Buyer 205
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A B2B Buyer’s ‘Do’s and Done’s’

The Pipeline

By Tibor Shanto. We know the filters we apply to given scenarios directly impact the outcome, more correctly, our view of the outcome. The more aligned we are to the buyer’s perspective, the more effective we can be in introducing insights. Insights that inform the buyer based on their objectives. Not an artificial view of the market designed to favor our product.

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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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Want to be an “A” student?

Sales 2.0

There’s still plenty to do. Back in 2006 I coined the term “Sales 2.0” (see the logo on this website). My concept of Sales 2.0 was, and is, “taking the sales profession to the next level”. In my opinion we’ve come a long way since 2006 but we still have a long way to go. The posts on this blog are going to continue to be about how sales people can sell more, and sell more easily, by using techniques and tools they may not be using today.

Quota 170
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How Can I Tell If I Have Qualified Prospects?

The Sales Hunter

We cannot forget that not all prospects are created equal. Some prospects are actually not prospects at all, they’re just suspects in disguise. Everybody in sales cannot find enough time to prospect. If we’re already challenged for time, shouldn’t we focus our time on the best opportunities? Gain more insights in my video: One concept I strongly advocate is to qualify a lead fast to ensure that you’re quickly able to know who has potential and who does not.

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One of the Most Common Barriers to Critical Thinking in Sales

Connect2Sell

Sales success is often contingent on well-reasoned arguments and the seller’s ability to make a strong, compelling case to the buyer. In our last post , we mentioned a logical thinking fallacy that often plagues sellers. We’re going to take a closer look here at false dichotomies and other examples of oversimplification that interfere with sales success.

Buyer 174
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Is Your Contact Center a Cost or Value Center, and Who’s Counting?

SBI Growth

Regardless if your company is B2B or B2C, your customers navigate a myriad of channels to connect with your business. Whether those channels are owned by your company (your 800 number or LiveChat on your website), or a third party.

B2C 175
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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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5 Examples of Memorable B2B Direct Mail Campaigns

Zoominfo

When most marketers think outbound marketing, they think emails, paid advertising, and other digital campaigns aimed at engaging their target audience. We’ve written at length about how effective those tactics can be — but today, we’re talking about a different type of marketing campaign. Direct mail is one of the very first outreach strategies employed by businesses.

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Why Relationships Matter in Sales and Business

The Sales Hunter

In our on-line world today, it’s easy to think that relationships aren’t as important as they used to be. I feel strongly that it’s the opposite, actually. Relationships are more important than ever, because most everything else in life has become automated. The power of the relationship is trust and confidence as well as what that means both short and long-term.

Sports 180
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The Customer Journey and the ROI of Marketing

Sales and Marketing Management

Author: Tessa Burg The success of a B2B company once largely depended on the relationships and contacts of its salespeople. Now, B2B companies must implement digital marketing into their sales funnels. Why? Because buyer behaviors are changing. Just like the average consumer, B2B customers’ buying patterns have become more complicated over time. Purchasing decisions now involve increased touchpoints through multiple channels, more self-driven research, and less reliance on salespeople.

ROI 166
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Last Year’s Data Isn’t Enough—Adopt 2020 Revenue Planning Best Practices Now

SBI Growth

It’s September. You and the rest of the executive team are beginning to think about next year’s revenue plan. If you are like most companies, you are probably looking at 2019 performance as your baseline. This sounds good in theory.

Revenue 168
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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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Should You Use: “Is this a good time”—Yes or No?

Mr. Inside Sales

The debate of whether to open your calls asking, “Did I catch you at a good time?” or “Is this time still good for you?” (for demo call backs), is alive and well—unfortunately. Just last week, I received this email question from a reader: “Hi Mike, question: After I send out information to prospects, and I come back to them with an idea do I ask them if they have a minute before going into my pitch?”.

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Monday Motivation Video: Success Without Sacrifice and Sweat is Luck

The Sales Hunter

How do you look at success? What tools do you use to measure success? How do you define success? When you actually live and breath sweating and sacrificing making it a constant action, you achieve real success. Do you want to be successful? Think about what you will do this week to sweat and sacrifice. Copyright 2019, Mark Hunter “The Sales Hunter.” Sales Motivation Blog.

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5 Examples of Memorable B2B Direct Mail Campaigns

Zoominfo

When most marketers think outbound marketing, they think emails, paid advertising, and other digital campaigns aimed at engaging their target audience. We’ve written at length about how effective those tactics can be — but today, we’re talking about a different type of marketing campaign. Direct mail is one of the very first outreach strategies employed by businesses.

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15 Skills Every Sales Associate Needs to Crush It

Hubspot Sales

Transitioning to a career in sales can happen in a variety of ways, however, few roles can set you up for a successful career in sales like a sales associate role can. As a sales associate, you are often the first touchpoint potential customers have to your company, providing valuable experience that can set you up well for your career. Not only do you get hands-on experience selling directly to consumers, but you have the opportunity to represent your company and gain valuable knowledge about t

Retail 122
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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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It’s Fall! Do You Know What That Means?

Mr. Inside Sales

It means the magic selling season has begun. It means that regardless of how your year has gone so far, the perfect time to turn it around, to make and exceed your yearly quotas, is here. Now. Fall. It means that this is the time to recommit yourself, to dedicate yourself, to dream goals as big as you can—because you can make them all come true over the next three months.

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FUD Meets FOMO

Partners in Excellence

We and our customers live in worlds of paradox, uncertainty, confusion, complexity, overwhelm, overload, and constant change. Organizationally and individually, we are afraid of missing something—FOMO. We constantly move from one thing to another and then to the next. We see the latest technique, strategy du jour, technology, competitor and want to do the same thing.

Meeting 117
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9 Things Terribly Wrong With Sales Today: The Sales Tools

A Sales Guy

Sales is suffering from 9 brutal ills: Number 5 in this 9 part series. The Bro Culture , . Lack of Coaching. Too Product-Centric and Not Problem Centric. Not enough salespeople understand the game/rules of sales. Too much reliance on selling tools. Upcoming: Not enough training in the industry/space. Too much activity management. Little respect for prospects and buyers time.

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How to stop chasing Will-o-the-wisps

Membrain

In ancient English lore, a Will-o-the-wisp is a mischievous spirit of swampy and dark places that uses a lantern-like light to lure unwary travelers off the path. Travelers may mistake the Will-o-the-wisp for a fellow traveler leading the way or for a kindlier spirit, such as a Leprechaun, who might lead them to treasure.

Travel 111
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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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The Solution vs. Budget Dilemma

Anthony Cole Training

There is an age-old debate about which came first, the chicken or the egg?

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How to Incorporate Customer Data Into Your Marketing Plan

Nimble - Sales

Data collection has become a priority for strategic marketers. Brands can collect information, as well as contextualize it in a way that allows them to understand what customers want and why. By incorporating customer data into your marketing plan, you can deliver highly personalized content to the right customers at the right time. Learn how […].

Data 109
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Client Experience Creates Competitive Advantage

Sandler Training

One of the most important ways to retain clients is to view an honest understanding of their interactions with your company. What are the different touch points and how well does your company act and react at all those points along the way? Read Time: 6 Minutes.