Sat.Feb 29, 2020 - Fri.Mar 06, 2020

article thumbnail

Social Capital changes prospecting results

Sales 2.0

The big difference between a cold call and a referral call is social capital. Social capital is the currency of relationships. It’s the currency of trust. If you’ve been in sales doing it the old school cold calling way long enough you may start to believe social capital does not mean anything. But I believe it means a lot. OK social capital is in our minds but “perception is reality” in sales.

article thumbnail

How to Improve Your Ability to Cross-Sell Your Clients

Anthony Iannarino

Your company sells several different solutions, all of which create value for your clients based on their needs and the outcomes they believe are essential. Different salespeople within your company sell different solutions, and as much as you support each other, you also compete for your client’s time, attention, and money. You have been asked to cross-sell to improve your sales, create better outcomes for your clients, and block your competitors for gaining a foothold in your clients.

Lead Rank 106
Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

article thumbnail

4 Reasons Salespeople Should Always Leave a Voicemail

The Center for Sales Strategy

While recently chatting with a new salesperson about setting appointments with new business target accounts, the seller said, “I never leave a message if my call goes into voicemail. I don’t want to waste time leaving a message.”. It’s no secret that leaving a good sales voicemail is hard. Even the most well-crafted messages often get ignored by prospects.

Account 78
article thumbnail

So You Joined a Startup as the First Sales Hire… Now What?

Sales Hacker

Joining an early stage SaaS startup can be exciting, but it can also be daunting. The founders often have lofty goals, minimal structure or direction, and the company is just beginning to build out its sales motion. If you’re the first sales rep at a startup — or one of them — you’ll be responsible for helping the founders acquire the company’s first customers, establish a system to sales, and achieve wins in an initial niche market.

Hiring 90
article thumbnail

Sales & Marketing Alignment: How to Synergize for Success

Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker

Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships. While many B2B organizations continue to struggle with aligning their marketing and sales teams, they can take practical steps to unify both teams and simplify their overall approach.

article thumbnail

The Sales Motion: The Body and Soul of an Effective Sales Effort

Hubspot Sales

Closing a sale doesn't happen by chance. Though it involves some dynamic thinking, a good salesperson isn't winging it. There's generally a blueprint in place for most successful sales efforts and a philosophical framework that serves as a reference point for how those steps should be carried out. The combination of that roadmap and ideology is known as a sales motion.

More Trending

article thumbnail

A Discovery Question You Should Always Ask

The Pipeline

By Tibor Shanto. Discovery is a great opportunity to not only dig in with the buyer but also get to the “Real” of the sale. There is a discovery question you should always ask. More importantly, it is an opportunity to differentiate yourself based on how you sell, not your product. Asking the fast-food main-stream variety discovery questions leads to that level of nutritional value to a sales conversation for a buyer.

Lead Rank 383
article thumbnail

The New York Times' Misleading Article on Assessments and Their Use Cases

Understanding the Sales Force

I'm not usually late but I'm really late on this topic! Back in September The New York Times, which is often accused of publishing fake news, published an interesting article comparing personality tests to astrology. The story included specific assessments like The Myers-Briggs Type Indicator , The Hartman Personality Profile (Color Code), Plum , and DiSC.

Report 351
article thumbnail

Why Would I Refer You if You Don’t Follow Up? [February Referral Selling Insights]

No More Cold Calling

Don’t ghost people. You’ll end up paying for it. A woman I know from my business group met me for coffee. She wanted to discuss having me speak to her team about referrals. We brainstormed the topic and discussed her investment. She made it clear that she wasn’t the final decision-maker and said she would follow up. I agreed to send her a topic outline and pricing.

Follow-up 344
article thumbnail

What’s Holding You Back?

Steven Rosen

What’s Holding You Back? It’s a new year and a new decade. It is time to reflect on where you are, where you would like to be and commit yourself to get there. Like most sales leaders, you want to achieve your sales objectives. You may want to be the top region, and you may even want to take your career to the next level. Is there something holding you back?

Energy 294
article thumbnail

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.

article thumbnail

Change – Too much of a good thing?

The Pipeline

By Tibor Shanto. Change is a constant , it’s all around us, and it’s hard; keeping up is a continual challenge. And while change does bring good, you know what they say about too much of a good thing? Yet we, pundits and leaders, ask people to take on more change every day. Salespeople are asked to change themselves, change how and who they deal with, change the focus of their conversations, and more.

article thumbnail

Why People Buy Taffy (And what it means for YOUR sales)

The Sales Heretic

In 1885, Joseph Fralinger—a former glassblower and fish merchant—took over a taffy stand in Atlantic City, New Jersey. He bought some books on candy-making and set about learning the business. Before long, he was offering 25 different flavors of saltwater taffy and was one of the most successful candy shops on the Boardwalk. But this [.].

Sales 280
article thumbnail

Storytelling Is One of the Essential Soft Skills to Succeed in Selling

Connect2Sell

Maybe you’ve heard: Storytelling is the most powerful tool in your selling toolbox. – Natasha Che, Entrepreneur.com. Storytelling is a must-have sales skill. – Sean Pinegar, Tenfold. Top sellers use the power of story to mesmerize. – Mike Schultz, RAIN Group. Stories trigger emotional responses. – Emma Brudner, HubSpot. Stories transform beliefs and change minds. – Matt Sharrers, Sales Benchmark Index.

Hubspot 268
article thumbnail

The CEO’s Secret Weapon for GTM Excellence is the Contact Center

SBI Growth

Go-to-Market success requires leadership and input from a multitude of functions within a company. Senior leadership provides strategic guidance. Sales management has the pulse of the customer and prospect. Marketing executives understand market trends. Finance heads determine where to make.

Trends 218
article thumbnail

How to Improve Email Deliverability and Optimize Each Send

Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.

article thumbnail

Google thyself!

Sales 2.0

When you send a prospect an email or leave them a voicemail what do many of them do? They Google you (as well as your company.). As you know, buyers are seriously concerned about burning their time these days. If you happen to pique someone’s interest with your brilliant email or voicemail they are likely to vet you before they call you back and invest their precious time.

Google 195
article thumbnail

28 Sales Traits to Identify When Hiring Better Salespeople

Anthony Cole Training

In this blog post, we ask the question, "Are you looking to hire better salespeople or are you looking to hire salespeople that will simply replace your former employees?".

Hiring 180
article thumbnail

How to Build a Sales Territory Plan with a Buyer-Centric Approach

Zoominfo

There’s a lot to think about when developing an annual sales plan to support your organization’s strategy and objectives: new customer acquisition, customer retention, increasing share of wallet, resource budgeting … just to name a few. But don’t forget about your sales territory plan. It’s a critical team effort to determine the best place to […].

article thumbnail

An LDR Playbook Is the CMO’s Key to Unlocking Quality Leads

SBI Growth

Is It a Lead Generation Challenge or a Lead Management Challenge? It’s quite literally the longest-running conflict in the revenue growth world – sales reps don’t feel that they’re receiving enough quality leads from Marketing to make their number. Either the.

Leads 207
article thumbnail

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

article thumbnail

The Tao of WOW!

Sales and Marketing Management

Author: Staff Wowing customers has been built into the business plan of B2B companies across all industries. It’s the subject of Micah Solomon’s new book “Ignore Your Customers (And They’ll Go Away).” Satisfactory customer service isn’t enough, Solomon says. However, as much as a focus on wowing customers must become part of the corporate culture, managers should emphasize that not every interaction with customer can be a “wow” moment.

Airlines 156
article thumbnail

Committed To Failing

Partners in Excellence

We have very confused attitudes and beliefs about failure and failing. In sales and marketing, specifically, this confusion is somewhat ironic, since failure is such a large part of what we do. Recently I wrote about a terribly dangerous view about failure: “Making It Safe To Fail, Hogwash!” There’s a lot of social pscho-babble on failure, the thinking parallels the thinking that, “everyone gets a trophy, win, lose, just show up… , it’s the effort that counts!

Churn 159
article thumbnail

How to Build a Sales Territory Plan with a Buyer-Centric Approach

Zoominfo

There’s a lot to think about when developing an annual sales plan to support your organization’s strategy and objectives: new customer acquisition, customer retention, increasing share of wallet, resource budgeting … just to name a few. But don’t forget about your sales territory plan. It’s a critical team effort to determine the best place to […].

article thumbnail

How ABM Can Impact Your Product Lifecycle Beyond Top-Of-Funnel Activity

SBI Growth

Account-Based Marketing has been at the top of the hype scale in marketing departments for a number of years now. At this point, most organizations have tested or adopted ABM at some level. Still, now marketing and product leaders are.

article thumbnail

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

article thumbnail

Interview: The Structure of Prospecting Teams With Josh Roth

John Barrows

What’s going to happen to SDRs and prospecting teams in the future? The sales development function is always changing. We spoke to Josh Roth to hear how he thinks prospecting teams and the role of an SDR is going to change. Here’s a hint, it’s an exciting time to be an SDR right now. Below is a quick summary of the conversation, but listen to the full interview via the YouTube video below.

article thumbnail

Are sales leaders wrong to focus on changing behaviors?

Membrain

In the sales effectiveness world, we talk a lot about changing behaviors. Are your salespeople engaging in the right behaviors to get the right outcome? Do their behaviors match up with best practices? Are they aligning well with buyers? How can they change their behaviors to get better results?

Buyer 148
article thumbnail

3 Sales Videos To Help You Conquer Your 2020 Goals

Shari Levitin

Time flies and it’s almost the second quarter of 2020! If you’re anything like me, you’ve probably found yourself wondering where the first 2 months went. You might also be wondering what exactly those sales goals were that you set for 2020. Was it mastering your pitch? Multiplying your sales? Learning how to overcome any objection?

Video 130
article thumbnail

Do’s and Don’ts of People Management from a Turnaround CEO

SBI Growth

Today Scott Santucci, CEO of Growth Enablement Ecosystems, joins us to discuss digital transformation and how it impacts revenue growth. Digital is transforming the market as companies like Apple and Amazon reign supreme. The landscape has changed drastically and integrating a successful strategy is no easy feat. There are a variety of ideas and definitions that surround “digital,” and Scott addresses common issues that companies run into when undergoing their own digital transformation.

Segment 156
article thumbnail

The Battle of the Authoring Tools: A 10-Point Comparison for Picking the Right One

Speaker: Chris Paxton McMillin, President of D3 Training Solutions

There are plenty of great authoring tools for developing eLearning, but the one you select could directly impact your course's outcomes. Depending upon your learners’ needs and your organization’s performance goals, you could be overlooking considerations that impact the both effectiveness of your courses and how long it takes to finish them. From general capabilities to specific workflow structures, some aspects are critical when it comes to learning objectives and deadlines.

article thumbnail

The Battles of Starting Your First Prospecting Role

John Barrows

Starting a new gig can be challenging. No matter how versed we are at something, when we switch roles, companies, responsibilities, and projects, it can be overwhelming. I recall moving into the SaaS space from a 15-year kitchen career, and feeling inadequate for months. Everyone kept telling me “You‘re doing great”. And “You sound awesome on the phone.

article thumbnail

Prisoners Of Our Own Experience

Membrain

Recently, I had separate discussions with two very good sales executives. Each was taking a very strong position on particular aspects of selling. As the discussions progressed, I could see their perspectives were limited by their experience.

article thumbnail

Do Your Customers Like Talking To You?

Engage Selling

Do your customers like talking to you and members of your sales team? When we talk about effective sales professionals, we often only think about, well, their sales!

Customer 130