Close the Right Deal Based on a Shared Business Case to Buy: Using Value Propositions Later in the Sales Cycle

LeveragePoint

Yet no matter how streamlined your team’s approach to selling , B2B buying processes are rarely straightforward or transparent to the sales teams navigating them. Sales Challenges. Later in the Sales Cycle. This puts the pressure back on the sales rep or account manager.

Heavy Hitter Sales Blog: Personality Study of 1000 Top Salespeople.

HeavyHitter Sales

Heavy Hitter Sales Blog. Closing Techniques Using Sales Linguistics. Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Four Critical Sales Kickoff Meeting Success Factors. Martin: Heavy Hitter Sales Linguistics: 101 Advanced Sales Call Strategies for Senior Salespeople. Sales Career Advice. Sales Techniques.

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Sales Performance Management 101 for Sales Reps: Getting the Sales Numbers You Need with the Right Technology

OpenSymmetry

In this six-part blog series OpenSymmetry and IBM outline the impact of Sales Performance Management (SPM) Technology on each area of the business including Sales, HR, Finance and Executive Management. Effective SPM can be a game-changer for sales organisations as sales and performance information is readily available to the seller bringing trust, motivation and direction to the sales process.

Digital Sales Data: The (Real) Secret to Moving Deals from Prospect to Closed

Sales Hacker

According to a recent Salesforce study , poor data hygiene costs the average business nearly 30% of its revenue, amounting to a total economic loss of a whopping $700 billion a year. Sales reps want to sell. As a result, it should : Be far-reaching at all stages of your sales cycles.

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Why You Need Social Influencers

Sales and Marketing Management

In fact, a Social Media Examiner study reports that 19 percent of B2B marketers engage on Twitter, 30 percent favor Facebook, and a whopping 41 percent show LinkedIn love. What has allowed social media influence to help these brands generate B2B sales?

ABC = Always Be Collaborating

Sales and Marketing Management

Author: Galina Sheveleva The ‘ABC: Always be Closing’ mantra has been drilled into the minds of sales teams. The evolution of buying has made it harder for sales teams to do their job in a silo. Gone are the days of simple, fast, and transactional sales!

ABC = Always Be Closing Collaborating

Sales and Marketing Management

The ‘ABC: Always be Closing’ mantra has been drilled into the minds of sales teams. The evolution of buying has made it harder for sales teams to do their job in a silo. Gone are the days of simple, fast, and transactional sales! Source: Salesforce - State of Sales.

4 Foolproof Ways to Beat Price Objections

Zoominfo

As a B2B sales rep, you already know objections are an unavoidable part of your job. Yet, as we explained in a recent blog post , there are many tips and tricks sales reps can use to bypass common objections during the sales cycle. B2B Sales

Sales Leaders Can Close Big Deals in Q4 by Reducing Customer Risk

Sales Benchmark Index

You need to close a few of the big ones in the late stages of your sales process to hit your number this year. Early stage sales activity won’t get you to the number. Neither will your efforts to move deals from stage 1 to stage 2 in the sales process.

5 Pain Points a PRM Solution Can Help You Solve

Allbound

In fact, with a PRM, businesses have seen a 48-percent increase in revenue and the sales cycle 5.5 times shorter, according to a 2017 Aberdeen Group Research Study on channel partner marketing and sales.

The Missing Link Between Your CRM Investment and Sales Performance

Miller Heiman Group

When we ask sales leaders this question, answers often range from “not very” to “not at all.” In our 2018 Sales Operations Optimization Study conducted by CSO Insights, only 47 percent of respondents reported adoption rates of greater than 90 percent. While you might be satisfied if you’ve come anywhere close to that level of adoption, our research and experience in the field suggests that 90 percent adoption is the minimum required to impact sales performance.

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Channel Sales for SaaS: What It Is, When it Works, and How to Build Your Own

Openview

Some of the most successful and influential SaaS companies include channel sales in their go-to-market strategy. For the uninitiated, channel sales refers to the process of partnering with third parties to get your product into the end user’s hands. Reduced per-sale Profits.

23+ sales forecast templates (and how to use them the right way)

Close.io

Imagine two sales managers walk into a room. Sales Manager #1 wants to crush her quarterly targets and has an idea of what it’s going to take to get there. Sales Manager #2, on the other hand, doesn’t hope. But it’s not okay to wonder about your sales numbers. Sales CRM.

The Missing Link Between Your CRM Investment and Sales Performance

Miller Heiman Group

When we ask sales leaders this question, answers often range from “not very” to “not at all.” In our 2018 Sales Operations Optimization Study conducted by CSO Insights, only 47 percent of respondents reported adoption rates of greater than 90 percent. While you might be satisfied if you’ve come anywhere close to that level of adoption, our research and experience in the field suggests that 90 percent adoption is the minimum required to impact sales performance.

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Why Did I Lose the Sale? 6 Win-Loss Analysis Questions

HeavyHitter Sales

I’ve had the privilege of conducting “Win/Loss/No Decision Sales Cycle Analysis Studies” for leading companies including IBM, EMC, ATT, Acxiom, and PayPal.   The sales cycle is a formalized information-and-activity exchange. Did I listen to my sales intuition?

THE SEVEN PERSONALITY TRAITS OF TOP SALESPEOPLE

HeavyHitter Sales

    If you ask an extremely successful salesperson, "What makes you different from the average sales rep?" The personality tests were given to high technology and business services salespeople as part of sales strategy workshops I was conducting.

How to Use Sales Rebuttals During the Negotiation Process

Xactly

You practice your sales script until you can say it backwards. Nonetheless, it is up to you to win negotiations with the right sales rebuttals. You can then really reduce a lot of stress in the sales environment. Take objections as the chance to improve your sales presentation.

Top Ten Ways to Immediately Improve Sales Tool Adoption

The ROI Guy

You’ve worked hard to produce new value-focused tools, empowering your sales team to meet the growing challenges of today’s more empowered, skeptical and frugal buyer. So how do you achieve sales tool adoption in 2013? The sales tools need to be integrated into sales’ daily world.

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10 Best Practices for Enterprise Sales Team Management

Xactly

Sales team management plays a big role in the success of an organization. As the bridge between executives and sales reps, managers communicate corporate goals with their teams and keep reps on track to hit their quota. It’s important for sales leaders to manage their teams effectively.

7 skills you’ll need to become a sales manager

Close.io

So you want to become a sales manager ? Making the leap from sales practitioner to sales manager doesn’t have as much to do with being a rockstar that boasts the highest close rate on your team—as it’s concerned with your ability to motivate, lead and elevate others to achieve more.

10 sales productivity tactics to close more deals

Close.io

Sales productivity can be a pretty nebulous term. At its core though, sales productivity is all about increasing your number of sales for the amount of time you spend actively selling. Want all of our best sales productivity tools, content, advice and templates?

Sales rep for a day: Aligning sales, marketing, and support

Base CRM

No matter the department, every single person in your company should understand sales because, at the end of the day, it’s everyone’s job to sell the brand. Marketing and customer support are specific departments that benefit the most from understanding the sales process. Unfortunately, sales, marketing, and support are not always aligned in their goals. Put marketing and support staff in a sales-shadowing rotation once a month to sync knowledge and skills.

Rio Olympic Games – The Road to Gold

OpenSymmetry

In order for organizations to create that ‘medal-winning’ sales team, they must first understand the mix of influences that will drive sustainable success. This doesn’t mean mimicking Steve Jobs and getting a tearful response to your sales pitch. Likeability is a key attribute to success because the more comfortable a buyer feels with the sales rep the better chance they will want to pursue the sales relationship – and, down the road, sign a deal.

Is there a Way to Improve Sales Tool Adoption?

The ROI Guy

I n 2011 you worked hard to produce new value-focused tools, empowering your sales team to meet the growing challenges of today’s more empowered, skeptical and frugal buyer. And you are not alone, as SiriusDecisions reports that the average company now spends a whopping $43K on marketing content and sales tools per salesperson per year. So how do you get the much needed sales tool adoption to occur in 20012. Is there a way to get sales to overcome this status-quo bias?

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Sales Hacker’s Top Sales Trends & Predictions You MUST Be Aware Of In 2018

Sales Hacker

The race to the 2017 finish line is in full throttle – While last minute closed deals are still trickling in, B2B organizations are researching how to shape next year’s sales strategy to align with the top sales trends that are expected to emerge in 2018.

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[Part 3] Execute on Account-based Marketing: Value Selling to Stakeholders at Key Accounts

LeveragePoint

Good Value Propositions provide the 3 key ingredients of ABM for differentiated solutions by being helpful, specific and relevant , but the best Value Propositions for ABS are also robust to the challenges of live sales interactions with sophisticated customers. Here is the clinical study.

Whale Hunting Part II - Anchoring The Deal

Tony Hughes

Psychologically, numerous studies show that when we present a client with the unit economics in a deal, we risk self-commoditization. This combination in its simplicity 'anchors the sale.' Align your incentives so that the strategic outcomes are a mutual win-win. Budget.

How Do You Know Your Sales Effectiveness Initiative Is Successful?

The Ultimate Sales Executive Resource

To determine the success of a sales effectiveness initiative, you need to define measurable objectives and a baseline where you currently stand relative to these objectives. According to “The Complete Guide to Accelerating Sales Force Performance” by Andris A. the degree to which a sales force can influence revenue varies widely. revenue per sales person) to measure performance. Donal Daily in a recent post on the Sales 2.0

Generate Momentum in Value Selling: A Checklist for Sustainable Improvements in B2B Sales

LeveragePoint

Sales professionals are paid based on results. Internal promotion then spreads the word among sales professionals and sales management. A results-driven sales culture and incentives will take over from there. Engage a Sales Leader. Engage the Sales Leader.

Sales Culture: The Ultimate Guide

Hubspot Sales

Sales culture is a fuzzy concept. In fact, your organization’s sales culture plays a huge role in all those things: How much your salespeople sell, how productive they are, how long they stay with your company, and more. What is sales culture? Sales culture best practices.

Top 25 Incendiary Social Selling Secrets

Tony Hughes

It's being done right now in the field by a sales team near you [perhaps a competitor], it's remarkable and it's not for the faint of heart. Challenger Sales marketing and sales alignment. You're going to need to get your Sales and Marketing teams in the same room every week.

Why Your Reps Overestimate Sales Forecasts (And How to Prevent it)

Sales Hacker

Now that I’m a seasoned sales leader, I understand the difference between the two. That’s why you can’t set a forecast based entirely on the word of your sales team. Four Steps to More Accurate Sales Forecasts. As a sales manager or leader, what are you doing about it?

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Selling Strategies: Top Traits of Successful Salespeople By Steve W. Martin

Sales Training Advice

If you ask an extremely successful salesperson, “What makes you different from the average sales rep?” The personality tests were given to high-technology and business services salespeople as part of sales strategy workshops I conducted. In addition, tests were administered at Presidents Club meetings (the incentive trip that top salespeople are awarded by their company for their outstanding performance). By Mark Hunter Sluggish Sales? Sales Strategies