Understanding the Sales Force

OCTOBER 7, 2020

We'll begin with a comparison of the two respective dashboards. For example, take the FinXS Extended DiSC which, at first glance, appears to have much in common with Objective Management Group's (OMG) Salesperson Evaluations and Sales Candidate Assessments. But are they the same, similar, or is it more like the Chinese rip-off?

Comparison 329

Comparison Exact Groups Objections 329

Understanding the Sales Force

SEPTEMBER 12, 2022

For comparison, the most recent example of a blowhard writing junk science without being scientific about what top salespeople do differently can be found in this article from August of 2022. This is the science of sales performance and sales selection and the last time I wrote about it was in this article from February of 2022.

Comparison 312

Comparison Groups Objections Examples 312

Steven Rosen

AUGUST 2, 2021

In comparison, when faced with the same challenges, marketers will bring in an outside advertising agency. The solution is simple yet complicated: Leveraging external support or networking with other sales executives to help develop new strategies and tactics opens a whole kettle of trouble. Marketing Executive Gets It.

Hiring 424

Hiring Comparison Face-to-face Objections 424

LinkedFusion

DECEMBER 22, 2024

In comparison, Powerin.io vs LinkedFusion.io: The Ultimate LinkedIn Automation Tool Comparison for 2024 appeared first on Linked Fusion | LinkedIn Automation Tool. Personalized Outreach at Scale: Use CRM data to craft highly personalized LinkedIn messages. LinkedFusion.io The post Powerin.io

Comparison 40

Comparison LinkedIn Scale Tools 40

SBI Growth

FEBRUARY 22, 2013

Since there are so many data points to consider, I decided to share my competitor comparison worksheet here. Download the competitor comparison worksheet to help you make this year’s number. You can also measure company accounts to see if or how they are leveraging social media. It will also describe where to get the data.

Closing 330

Closing Lead Rank Lead Scoring Social Media 330

Sell Courses Online

MAY 13, 2023

Online Course Platform Comparison Tool: A Side-By-Side Look Compare Platforms → Use this interactive tool to compare various online course platforms based on the key features and find the best solution for you.

Comparison 98

Comparison Course Tools 98

Understanding the Sales Force

OCTOBER 20, 2014

But even those three groups pale in comparison to the original rocker. I was just looking for contrast. For example, the great rockers of the last 50 years, the Stones, the Beatles and the Dead - now THEY have FANS! No, not Elvis.

Comparison 287

Comparison Google Quota Conference 287

Zoominfo

FEBRUARY 7, 2025

A prospect downloads a competitor comparison chart and begins engaging with high-value case studies. For instance, accounts visiting pricing pages or competitor comparisons could trigger immediate outreach, bypassing traditional qualification steps. AI tools flag such signals, prompting sales outreach.

Top of Funnel 130

Top of Funnel Lead Rank Intent Signal B2B 130

Bernadette McClelland

AUGUST 19, 2018

If we stopped and analysed any recent decision we’ve made, we would have found some form of contrast, or comparison against something else – for example, do I get the carrot cake or the friand? Value through comparison is so ubiquitous. Do I buy the big one or the small one? Do I push the red button or the green?

Comparison 247

Comparison Sales Leadership Travel Examples 247

BuzzBoard

NOVEMBER 8, 2023

The post A Comprehensive Comparison Between B2B and B2SMB Business Models appeared first on BuzzBoard. While B2B grapples with the complexities of global transactions and complex supply chains, B2SMB thrives on the nimbleness of decision-making and the ability to cater to the multifaceted needs of smaller enterprises.

Lead Rank 105

Lead Rank Comparison B2B Ideal Customer Profile 105

MTD Sales Training

JANUARY 28, 2020

If that’s the case, there isn’t a comparison between yours and the competitor’s offering. Y ou need to show your value and differentials in how you approach the sales offering. Essentially, you need to show that your offerings are niche in some respect in that they can’t be compared to your competitor’s.

Competition 375

Competition Sales Meeting Meeting How To 375

Sales 2.0

MAY 1, 2020

They can get expensive but if you know this could be a dream account that cost will be tiny in comparison to the payoff. Creative mailings, cartoons, swords: There’s plenty of evidence out there to say “multidimensional” mailings can work. Take a look at Stu Heinecke’s books on this.

Enterprise 416

Enterprise Enterprise Social Media Referrals 416

Bernadette McClelland

AUGUST 19, 2018

If we stopped and analysed any recent decision we’ve made, we would have found some form of contrast, or comparison against something else – for example, do I get the carrot cake or the friand? Value through comparison is so ubiquitous. Do I buy the big one or the small one? Do I push the red button or the green?

Comparison 225

Comparison Sales Leadership Travel Examples 225

Bernadette McClelland

DECEMBER 27, 2018

And with that comparison, comes critical judgement. And then we look around. We research and we quell our curiosity. And then we compare! Just like kids cheating in a school exam, we check what others are doing, or might do. Not just judging the decision, but using others as our scorecard and by default, we judge ourselves.

Comparison 363

Comparison Discount Conference Energy 363

SBI Growth

JULY 21, 2013

Develop external audience-centered sales aids (Case Studies, product comparison grids, etc.). Role of Marketing : Participate in expert panel sessions to map the buyer’s process to the sales process. Validate expert panel suggestions through the lens of audience research. These three buyer-centered tools work in concert together.

Top of Funnel 335

Top of Funnel Marketing Decision Maker Infusion 335

Zoominfo

SEPTEMBER 24, 2024

Consideration Stage: If a prospect starts engaging with product comparisons or case studies, this might trigger a notification to the sales team to reach out with a personalized offer or a demo.

Top of Funnel 130

Top of Funnel Ideal Customer Profile Marketing Buyer 130

No More Cold Calling

SEPTEMBER 25, 2014

Example: Television commercial comparisons between (more or less identical-seeming) automobile brands. Point out that your offering, though superficially similar to the competition’s, is actually better made and/or more durable. The best way to do this is by providing objective test results. Differentiate by Convenience.

Cost per Acquisition 314

Cost per Acquisition Hiring Discount Insurance 314

Understanding the Sales Force

APRIL 22, 2024

For comparison, the built-ins that cabinet makers have constructed in our current home, look like they came out of a page in Architectural Digest. I can do those things, but the DIY work product pales in comparison to a professional’s work product. The differences between DIY and professionals are incredible!

Comparison 211

Comparison Construction Compensation Sales Leadership 211

SBI Growth

JULY 6, 2018

Comparisons exist when it comes. If you follow or have any familiarity with the sports world, you have heard the term. It’s what teams play for on the road to a championship because of the competitive advantage.

Comparison 189

Comparison Sports Customer Competition 189

SocialSellinator

JUNE 18, 2024

Discover the best social media management services to elevate your online presence. Explore top tools and find the perfect fit for your needs.

Social Media 97

Social Media Comparison Media Tools 97

SocialSellinator

JULY 3, 2024

Compare content marketing and social media marketing. Learn key differences, goals, and how they work together to boost your strategy.

Social Media 105

Social Media Comparison Media Marketing 105

Hubspot Sales

NOVEMBER 12, 2024

Highlight specific tools or strategies they're using, and provide a clear comparison to industry benchmarks or best practices. In conducting the mini-audit, focus on actionable insights rather than merely identifying problems.

Demand Generation Agencies 115

Demand Generation Agencies Prospecting Strategy Follow-up 115

Mr. Inside Sales

JULY 11, 2020

Could I at least do a no cost/no obligation comparison quote for you?”. Layer: “And when was the last time you did a comparison with another provider?”. [If Could I at least do a no cost/no obligation comparison quote for you?”. Could I at least do a no cost/no obligation comparison quote for you?”.

Comparison 180

Comparison Face-to-face How To Objections 180

Zoominfo

MARCH 12, 2025

Side-by-side CRM comparison testing to demonstrate how fresh data outperforms outdated databases. Without a robust and reliable database, sales teams were left working inefficiently, leading to missed revenue opportunities. Website visitor signal data to tailor outreach based on high-value site traffic.

Pipeline 130

Pipeline Ideal Customer Profile Marketing Sales Qualified Lead 130

SBI Growth

NOVEMBER 1, 2013

Each is accompanied by a comparison of an obsolete rep and an evolving rep. Compare your practices to the best. Learn, adopt and share. See the image below for a preview of the guide. The sample above shows just a handful of the 13 top sales rep traits. What This Means for Sales and HR Leaders.

Hiring 308

Hiring Social Media Comparison Forecasting 308

SBI Growth

AUGUST 12, 2024

Common objections we all hear include price, quality issues, competitive comparisons, or concerns about terms and conditions of the sale. No matter how good you're at selling at some point in the sales process, you'll get some objections. Good salespeople know how to “overcome” these objections.

Objections 156

Objections Comparison How To Competition 156

The Pipeline

JANUARY 2, 2014

As they were at about 60% of their buying process, they needed some comparisons, some additional data that was not available on the company’s web site or the common social outlets, and some quotes so they could make their choice, So they reach out to the facilitator, happy to spew stats and facts, and quotes, that they are willing to negotiate.

Demand Generation 295

Demand Generation Demand Generation Targets Sales Cycle Comparison 295

Understanding the Sales Force

DECEMBER 2, 2019

Selling, is filled with rituals, from the sales process we always follow, to those specific questions we always ask to those specific talking points, comparisons, and stories we always share. Rituals are like traditions in that they serve the same purpose, but occur much more frequently.

Comparison 173

Comparison Sales Process Sales Closing 173

Cincom Smart Selling

MARCH 9, 2025

Traditional Quoting vs. CPQ Tools: Speed Comparison Factor Traditional Quoting CPQ Tools Quote Generation Manual, takes hours or days. Traditional Quoting vs. CPQ Tools: Accuracy Comparison Factor Traditional Quoting CPQ Tools Human Errors Highmanual entry mistakes are common. Automated, completed in minutes.

Tools 48

Tools Scale Comparison Discount 48

Understanding the Sales Force

APRIL 7, 2014

This is technically "inside" but the comparison to inside stops there. It''s important to separate inside sales into its 5 most common forms: As a replacement for traditional outside sales. They are quota carrying salespeople responsible for the entire sales cycle but doing it from the comfort of a desk.

Consultative Selling 297

Consultative Selling Inside Sales Top of Funnel Funnel 297

Zoominfo

FEBRUARY 10, 2021

By comparison, smaller companies — if they survive the pandemic — are better positioned to continue innovating thanks to entrepreneurial environments and the ability to change direction rapidly if needed. With less new products, medium firms face the stress of having fewer new customers and perhaps less-loyal existing buyers.

Company 246

Company Face-to-face Enterprise Enterprise 246

Partners in Excellence

SEPTEMBER 26, 2023

We have endless feature/function comparisons, trying to demonstrate our offerings are different from the competition. But distinctiveness becomes something that becomes the benchmark of all comparisons. First, a few quick thoughts about differentiation. We tend to misunderstand and misuse differentiation.

Banking 145

Banking Comparison Retail Trends 145

Nutshell

DECEMBER 4, 2024

For more information on credits for AI features, view our plan comparison page. Business plans get unlimited transcriptions and 50 summarizations per user per month, while Enterprise plans get unlimited transcriptions and 100 summarizations per user per month. Summarization credits can also be used for timeline summarizations.

Comparison 71

Comparison Enterprise Enterprise Campaigns 71

Steven Rosen

MARCH 2, 2017

As you can imagine these two reps consume most of the sales managers time and energy in comparison to the rest of the team. Doesn’t take responsibility for their actions. Always blames others. Complete lack of self-awareness. I call them “Energy Drainers”.

Energy 275

Energy Comparison Face-to-face Sports 275

SocialSellinator

OCTOBER 18, 2024

Explore PPC display ads, their advantages, and comparisons with search and social ads to optimize your digital marketing strategy.

Advertising 119

Advertising Advertising Comparison Strategy 119

Pointclear

FEBRUARY 7, 2018

Take a look at the following cost per lead comparison. Not only does this single-criteria measurement perpetuate the downward spiral represented by most companies’ poor sales results, it also reduces ROI on short- and long-term marketing and sales investments. These numbers show what goes into generating a high-quality lead—and what it costs.

Cost per Lead 204

Cost per Lead Lead Rank Lead Scoring Leads 204