2018

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Strategy Is Sexy, Execution is Boring

Steven Rosen

Business success is a function of brilliant strategies and excellent execution. How are your sales to date? Every sales leader I have spoken with could easily answer this question. I am sure you can as well. Here is a more challenging question: How well are you doing when it comes to strategy execution ? This is a much more challenging question and there is no easy answer.

Strategy 373
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20 Motivational Sales Quotes to Empower Your Team

Zoominfo

As any salesperson knows, motivation comes and goes. At certain points, we are hyper-focused and driven. And on other days, we don’t even feel like picking up the phone. So the question is – where do we find the inspiration to climb out of these sales motivation slumps? Often, it’s helpful to listen to the wise words of those who have already achieved great success.

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Even Realistic Videogames like Call of Duty Won’t Help Us Win Wars

Sales and Marketing Management

Opinion: Research shows that millennial cadets' digital skills don't help them on the virtual battlefield.

Research 336
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Confusing Customer Service Delivery with Customer Experience Delivery?

Babette Ten Haken

Do we really understand the difference between customer service delivery and customer experience delivery? Or, do we use the two terms interchangeably? At times, our self-focused perception leaves customer service delivery up to everyone with “service” as part of their job titles. That means we assume customer service is someone else’s responsibility.

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Retail Tech: Empower Associates, Optimize CX, and Boost Productivity

Speaker: Andrew Regan, Managing Partner at BlueSeed Retail Ltd.

Did you know that 70% of new retail technology fails to deliver expected benefits and can often decrease customer value, service, and experience? With that in mind, how can we empower our store associates to leverage new technology to optimize the customer experience and boost productivity? This exclusive webinar with Andrew Regan will dive into strategies to empower retail associates for success with new technology.

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We’re Overthinking Seed Round Signaling Effects

For Entrepreneurs

There is much hand wringing in the startup ecosystem about various forms of signaling between the seed and A rounds. Conventional wisdom, and advice, abounds: entrepreneurs should never include a venture firm in their seed round because it’ll scare other VCs off from pursuing the A. After all, the “insider” VC has more information and.

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9 Insanely Successful Real Estate Marketing Ideas from Top Agents

Hubspot Sales

As a real estate professional, you want to grow your business, and marketing plays a large role in capturing the attention of potential clients. A 2018 study by the National Association of Realtors (NAR) found 87% of home buyers purchase their home through a real estate agent. It’s evident there’s a market for real estate agents. But how can you reach prospects?

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How Technology Will Change the Way Salespeople Sell in 2019

SBI

I bought a robot vacuum cleaner. I know, I’m a little late to the party. They’ve been around for a long time after all. Even so, I was reluctant. I work from home and leave the door open for the fresh air (and dirt) to come in. I have indoor dogs. In other words, there’s a lot to vacuum up. Seems my floor is always in need of vacuuming.

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3 Tips to Keep Pushing for More in 2019

Grant Cardone

“ Grant, you’re wearing me out.” I hear that often. Many people think they can’t keep up with my activity levels. They wonder how I can go from one appointment to the next without breaks. They can’t fathom why somebody with hundreds of millions of dollars is pitching a $10 E-book on a Tuesday night at 9pm over Facebook live. Besides the fact that I believe I’m helping people, I want to sell more because it’s better to have and NOT need than to ever have a shortage.

Call-back 134
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Guru Secures $25M Series B Funding

Guru

We are excited to announce that Guru has secured $25 million in a Series B funding round. Thrive Capital is leading the round, with participation from our existing investors Emergence Capital , FirstMark Capital , Slack Fund , and Michael Dell’s MSD Capital. With this new funding, we will invest in further growth and innovation to transform how knowledge workers access the knowledge they need to do their jobs.

Leads 134
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Connect, Care, Convert: Secrets to Establishing Trust with Niche Markets and Turning Them Into Clients

Speaker: Lynnette Khalfani-Cox, The Money Coach®

Niche markets represent a huge opportunity for the financial services industry in America. From college students and women to communities of color and low-to-moderate-income households, niche populations have specialized financial needs – but they often underutilize many valuable financial products and services. How can you better connect with these consumers?

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Account-Based Marketing (ABM): A Complete Guide

Drift

A long, long time ago, in a time known as “the 2000s,” marketers were obsessed with casting these super-wide nets in the hopes of pulling in as many leads as possible. Blogs became content farms, covering topics that were meant to attract anyone and everyone. As far as marketers were concerned, the more traffic they could send to their sites, the better.

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Business development vs sales: What’s the difference and which should you hire first?

Close.io

What’s the difference between business development and sales? Many founders we talk to believe the terms are interchangeable—simply two different ways to describe the same function… right? Not quite. Today, we’re talking business development vs sales. Let’s start by clearly defining both business development and sales. Then, we’ll dig deeper into the differences, how they support each other, and which function needs to be your focus based on the stage your company is at today.

Sales 133
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Burn Your Ships: A History Lesson About How to Be a Great Leader

The Center for Sales Strategy

If you are a history buff, you may know the story of Cort é s and the burning of his ships. In the year 1519, Hern á n Cort é s arrived in the New World with six hundred men and, upon arrival, made history by destroying his ships. This sent a clear message to his men: There is no turning back. Two years later, he succeeded in his conquest of the Aztec empire.

How To 133
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Part 1: How to Walk Away from a Bad Deal

Sales Hacker Training

“It’s Like Deja Vu All Over Again”. Another quarter sales target just barely made. It was a close call. As you go over the numbers with your team you realize that trying to close a sale with XYZ Industries cost you a ton of time, almost made you missed your quota and almost cost you your job (maybe – you never know, but you suspect it). It’s not that you haven’t been down this path before.

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6 Proven B2B Marketing Strategies and How to Use Them

What happens when strong partnerships, cross-channel strategies, and compelling content come together in a B2B marketing campaign? Happier customers. Higher revenue. A healthier bottom line. Get an in-depth look into six successful B2B marketing campaigns across a wide range of industries. You'll learn: Tips for inspiring your own strategy. How to make the most of every campaign.

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A Hopscotch Client Retention Strategy will not boost Client Success

Babette Ten Haken

If you practice a hopscotch client retention strategy, do not get your hopes up. Making clients successful is hardly child’s play. Co-partnering in your client’s success involves more than adhering to a mostly-linear protocol. Rather, start by being better prepared to weigh risks against opportunities. As a result, serve your clients better and better over the duration of your relationship with them.

Retention 221
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Best Sales Books: 33 of the Top Picks to Create More Conversations in 2019

Vengreso

I’ll be the first to admit it! I’m not a book reader in general and prefer consuming content in short, small bites. In fact, I find books a little overwhelming at times. Even so, my book collection is mounting, thanks to the privilege of hosting Vengreso’s Selling With Social Podcast. Because I interview some of the world’s top influencers and authors, I knew I had to come up with a resource list of the best Sales books for 2019.

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46 Bad Ass Sales Podcasts Every Sales Professional Should Follow in 2019

Sales Hacker

The path to sales enlightenment requires continuous self-learning, but there’s a real problem. Salespeople are BUSY. With the insane rise of text based content, we understand that not all salespeople have time to sit and read articles. That’s why we’ve rounded up the complete list of best sales podcasts to turbocharge your journey to achieving sales mastery.

Sales 111
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The 90 Most Famous Quotes of All Time

Hubspot Sales

Quotes by Famous People. “The greatest glory in living lies not in never falling, but in rising every time we fall.” - Nelson Mandela. "The way to get started is to quit talking and begin doing." - Walt Disney. “Your time is limited, so don’t waste it living someone else’s life. Don’t be trapped by dogma – which is living with the results of other people’s thinking.” - Steve Jobs.

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Strategic ABM Gifting: A CMO’s Silver Bullet to Engage the Enterprise

Today’s customers are hungry for human connections, but how do you break through the digital noise? How do you connect on a more personal level? A strategic ABM gifting campaign can help. You can target accounts and prospects by sending gifts or direct mail. It will help you stand out from the crowd and increase your chances to connect. Download Sendoso’s complimentary eBook to learn: Effective ways to level up your gifting strategy for the enterprise customers.

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Sales Tech Game Changers: @Timetrade – How to Improve Engagement & Speed Business Cycles

SBI

In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. This week I interview Lauren Mead , CMO of Timetrade. NANCY: WHAT ARE THE TOP 3 WAYS YOUR SOLUTION CHANGES THE GAME FOR A SALES ORGANIZATION? Lauren: TimeTrade Scheduler is the world’s leading intelligent, online appointment scheduling solution.

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Hungry People Push for More

Grant Cardone

Have you ever seen someone really hungry? If you put a pizza in front of a starving man, would he sell you that pizza for money? It depends on how hungry he is, right? At some point, the value of the pizza becomes so great he’s got to eat it, and no amount of money is worth it. There’s simply a different level of hunger you have for different things as you go through life.

Call-back 134
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7 Ways to Build Rapport in Sales and Connect with People

RAIN Group

Consider this: a CBS News / New York Times poll asked, "What percent of people in general are trustworthy?" 1. The answer: 30%. We're all pretty skeptical, right? Not necessarily. At the same time, the CBS News / New York Times poll asked a similar group the same question, but with a slight difference. "What percent of people that you know are trustworthy?".

Sales 111
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Matrix Growth Academy – Zero to 100 Videos

For Entrepreneurs

Matrix Growth Academy – Zero to 100 was an educational event held in San Francisco, aimed at providing B2B Founders with a road-map for how to get from Zero to a repeatable, scalable and profitable growth process that would take them to $100m in revenue. Please find below the primary videos for They have been.

Video 111
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New Ways to Reach, Influence, and Close More Deals with Intent Data

Speaker: Ardath Albee, B2B Marketing Strategist and CEO of Marketing Interactions

Most buyers today spend approximately two-thirds of their journey digitally and anonymously before contacting vendors directly. Intent data can help B2B marketers reach active buyers earlier, influence their journey, and close more deals. However, not all intent data is created equal. Perceiving interest as intent will lead you down a rabbit hole with no program performance.

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Sales Benchmarks: The 30/50 rule for cold emailing & cold calling

Close.io

One of the hardest things about being a sales rep is knowing if you’re doing a good enough job. But what is “good enough?” You might feel like you’re crushing it with your cold email campaigns only to find out your competition is getting double your response rate. In sales, knowledge is power. And while you might not be able to get your competition’s exact metrics, knowing industry benchmarks can tell you where your sales efforts are working, and where they’re lacking and need your attention.

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The 20 Best Sales Podcasts to Listen to Right Now

BrainShark

The sales world has been no exception to the recent explos.

Sales 134
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Social Communication is not ever Permission to Sell

Babette Ten Haken

Social communication etiquette is going over the top. Have you noticed? In spite of the topics I scheduled on my editorial calendar, the theme of this week’s posts is rapidly becoming Communication. Communication between leadership, management and front line employees. As well as between clients and vendor partners. Then again, how about social communication patterns between social connections.

LinkedIn 205
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3 Ways to improve Your Customer Retention Scorecard

Babette Ten Haken

Do you have a customer retention scorecard? You know what I am talking about. Any of the plethora of scoring systems which measure customer satisfaction and loyalty. Chances are, your organization already has a scorecard or two. And your own performance is measured and compared with the ratings customers provide on a quarterly basis. Do you know which factors these scorecards measure?

Retention 154
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Reinforcement: The Key to B2B Sales Rep Training

Will your B2B sales rep training program result in long-lasting sales performance improvement? Or will it all be forgotten within days? If you’re investing in a B2B sales training initiative, give your program the best chance of success by implementing a reinforcement program designed to improve retention and keep the momentum of your training message going until your reps have the opportunity to really apply it.

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When Our Customers tell Overstated Stories and We believe Them

Babette Ten Haken

Current and potential customers can tell us overstated stories. To attract our attention, negotiate business with us. And lead us on and on and on. So, why do we continue to believe them? Until we don’t, anymore? First of all, we are flattered that these customers contacted us. At this point, we accept their overstated stories as completely truthful.

Customer 147
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2 Ways Internal Client Experiences are key to External CXs

Babette Ten Haken

What is the role of internal client experiences in creating extraordinary external client experiences (CX)? Customer experience seems to be on everyone’s mind these days. Paying lip service and talking the talk is different than consistently walking the walk. With all the attention focused on acquiring and retaining customers, often the unsung heroes and heroines of this quest are located internally, within the organization.

SME 129
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6 Sales Closing Techniques and Why They Work

Hubspot Sales

Closing is a make-or-break moment in sales. Choosing the right phrases to seal a sales deal is crucial. And this moment is likely the final verdict determining whether or not your efforts will amount to anything at all. You're not the only salesperson who feels apprehensive about the close. However, without that feeling of risk, successfully closing a sale wouldn't be so thrilling -- which drives salespeople to continually strive for more.Because sales professionals are expected to generate the

Closing 145