Nimble - Sales

DECEMBER 23, 2020

The post Nimble vs. Salesforce: the Complete Comparison Guide appeared first on Nimble Blog. Looking for a new CRM is a time-consuming process, and it oftentimes starts with comparing the market leader to other products. We have a lot of […].

Comparison 123

Comparison SalesForce CRM Consumer 123

MTD Sales Training

JANUARY 28, 2020

Whether it’s the price you are charging or their needs to get different quotes, or many other reasons, it can be quite deflating when the competition is brought up in the sales meeting. Y ou need to show your value and differentials in how you approach the sales offering. MTD Sales Training | Sales Blog. Happy Selling!

Competition 375

Competition Sales Meeting Meeting How To 375

SBI Growth

JANUARY 8, 2014

In 2013 our consultants attended 463 live sales calls. In October, we participated in the worst sales call of the year. But it was our pre-call interview with the sales rep that clinched it. Social Prospecting gets sales reps net new sales appointments inside their dream prospects. The appointment was bad.

Hiring 288

Hiring Ideal Customer Profile Comparison Webinar Metrics 288

SBI Growth

JULY 21, 2013

The sales field is suffering. Sales forces lack buyer-centered tools for success. When will Sales catch up with Marketing? Sales field alignment with the modern day buyer requires more than lip service. This blog is focused on the transformation of Sales to incorporate buyer-centered tools. Customers are suffering.

Top of Funnel 335

Top of Funnel Marketing Decision Maker Infusion 335

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. Customizing the sales process – they consistently create sales processes that are missing entire stages and key milestones.

Comparison 218

Comparison Construction Compensation Sales Leadership 218

SBI Growth

JUNE 8, 2013

I bet that two vital pieces are missing from your sales strategy. If you formalize them into your sales process, training and measurement, revenue will grow. Otherwise, your sales team will be eaten up. As the sales operations leader, you develop the sales strategy and support team performance. Social Selling.

Strategy 310

Strategy Referrals Cost per Lead Social Selling 310

Understanding the Sales Force

OCTOBER 20, 2014

But even those three groups pale in comparison to the original rocker. Dave Kurlan top salespeople changing sales performance sales personality sales quotas sales presentations Sales Rock Star Greatness Inspiration' I was just looking for contrast. No, not Elvis.

Comparison 287

Comparison Google Quota Conference 287

SBI Growth

NOVEMBER 1, 2013

Top sales reps share a common trait. Why Top Sales Reps Will Be Unemployed in 2 Years set an SBI record for most views in one day. The post offered advice for top sales reps to avoid becoming obsolete. What can sales and HR leaders learn from this massive response? What separates top sales reps from the rest?

Hiring 308

Hiring Social Media Comparison Forecasting 308

SBI Growth

FEBRUARY 16, 2013

A trend is emerging among Sales SVPs: they Make the Number every other year. Click here for an Inbound Marketing Comparison Guide. In sales, knowing when a prospect is in the market is the Holy Grail. Top sales leaders want to be there exactly when their prospects are active. And on and on the cycle goes.

Inbound 317

Inbound Marketing Buying Cycle Guidelines 317

SBI Growth

FEBRUARY 22, 2013

First, ask your sales leader who shows up in the most deals. 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. It’s skipped because it can be time consuming for time strapped teams.

Closing 330

Closing Lead Rank Lead Scoring Social Media 330

Understanding the Sales Force

APRIL 7, 2014

Understanding the Sales Force by Dave Kurlan I don''t write about Inside Sales as often as I should. After all, everyone else is writing about it, some bloggers are devoted to it, and if you read what the inside sales bloggers are writing you would think that inside sales is king. They are $1.29 I''ll let you know.".

Consultative Selling 297

Consultative Selling Inside Sales Top of Funnel Funnel 297

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

Steven Rosen

MARCH 2, 2017

Having a team of top sales performers is great! When I coach sales managers on how to get the best out of their team, I realize that not all top performers are the same. Performance is not just about hitting sales numbers but how we do it. This week I had two coaching sessions with sales managers from different companies.

Energy 275

Energy Comparison Face-to-face Sports 275

Bernadette McClelland

DECEMBER 27, 2018

And with that comparison, comes critical judgement. Bernadette McClelland is CEO of 3 Red Folders – a modern day saleswoman and keynote speaker on business growth, personal leadership and sales performance. Book your Conference or Sales Kick Off Meeting today! And then we look around. And then we compare!

Comparison 363

Comparison Discount Conference Energy 363

Sales 2.0

MAY 1, 2020

You may easily say “yes” but if I look at real sales people’s actions over the course of a couple of decades, I see that their actions say “no”. They can get expensive but if you know this could be a dream account that cost will be tiny in comparison to the payoff. This is hours of work, not minutes. It can be frustrating.

Enterprise 416

Enterprise Enterprise Social Media Referrals 416

SBI Growth

AUGUST 12, 2024

No matter how good you're at selling at some point in the sales process, you'll get some objections. Common objections we all hear include price, quality issues, competitive comparisons, or concerns about terms and conditions of the sale. But outstanding sales professionals can prevent objections in the first place.

Objections 156

Objections Comparison How To Competition 156

BuzzBoard

NOVEMBER 8, 2023

Transactions here often involve high-value contracts, lengthy sales cycles, and twisted negotiations. Sales Cycles: The sales cycle in B2Bs can be long and involve rigorous negotiations, as they count on relationship-building, industry events, and a consultative sales approach.

Lead Rank 105

Lead Rank Comparison B2B Ideal Customer Profile 105

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

No More Cold Calling

SEPTEMBER 25, 2014

The same principles hold true in B2B sales, but customers don’t instinctively get the message. Example: Television commercial comparisons between (more or less identical-seeming) automobile brands. Associations Enterprise Sales Management Salespeople' If you want a top-notch product fast, you’ll need to pay more. Wouldn’t you?

Cost per Acquisition 314

Cost per Acquisition Hiring Discount Insurance 314

Bigtincan

NOVEMBER 2, 2021

There is no shortage of sales onboarding solution options to choose from and most of them offer basic instructor-led training that is created once and typically isn’t updated for months or years at a time. Visual data points on sales KPIs (like bookings and close rate) that quickly allow you to see where reps are struggling.

Comparison 105

Comparison Software Software Hiring 105

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 177

Comparison Sales Process Sales Closing 177

Bigtincan

OCTOBER 4, 2021

But both of these — and most of their competitors — lack key features to support your sales team once leads are qualified and ready to move down the pipeline. They don’t solve the issues related to sharing and managing sales documents on the scale of an enterprise organization. Provides metrics on how engaged leads are on sales calls.

Comparison 105

Comparison Sales Qualified Lead Conference Lead Rank 105

Understanding the Sales Force

NOVEMBER 23, 2024

This is my third article using the Bible as an analogy to sales and I am currently reading Numbers. If you think the 1870’s was a long time ago, it pales in comparison to God working with KPIs more than 5,000 years ago. Make your sales team biblical and do God’s work. In most cases, they do not. Work on your KPIs!

Comparison 177

Comparison Exact Follow-up Call-back 177

Zoominfo

JANUARY 15, 2021

Sales reps can easily lose a successful sale if they don’t have the right tools or framework to work with. Both market and sales intelligence fall under the umbrella of lead intelligence, which collectively gives comprehensive insights about prospects. What is Sales Intelligence? What is Market Intelligence?

Sales Qualified Lead 207

Sales Qualified Lead Marketing Qualified Lead Marketing Top of Funnel 207

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

The Pipeline

JANUARY 2, 2014

As the first post of the years, I thought I would set the tone for the blog and hopefully sales in 2014. Let’s start by setting straight some unadulterated s**t that has made its way into main stream sales over the last few years. A cute marketing term that elevated the noise created by Sales 2.0, Big difference.

Demand Generation 295

Demand Generation Demand Generation Targets Sales Cycle Comparison 295

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

Sales and Marketing Management

MARCH 26, 2018

Despite the plethora of martech and sales enablement technologies now on the market, most sales teams are still performing at sub-optimal levels. With all these new tools making a salesperson’s job easier, there’s no excuse for your sales team not to excel. In these three channels is where sales performance can be enhanced.

How To 218

How To Face-to-face Sales Qualified Lead Lead Capture 218

Sales and Marketing Management

NOVEMBER 12, 2018

Author: Anand Srinivasan The typical B2B sales process goes through four distinct stages. Studies show that high-performing sales teams depend on strictly enforced structures and processes to get work done. In comparison, this was only true for around half of all under-performing teams. The ideal sales team is.

B2B 205

B2B Hiring Lead Rank Scale 205

Selling Energy

SEPTEMBER 14, 2022

Most buyers like to have choices, and they get personal satisfaction knowing that they made the right choice. That said, be careful not to overwhelm your prospects with too many options. The perceived risk of making the wrong decision may become a roadblock to making any decision at all.

Comparison 90

Comparison Buyer Prospecting Marketing 90

Sales and Marketing Management

DECEMBER 10, 2018

Be relevant by finding new ways to segment your prospects further and be more specific to particular subgroups — that's how you write sales emails that get responses. So why is it so difficult to consistently write sales emails that get responses? Writing truly compelling sales emails that get responses is challenging.

How To 218

How To Ideal Customer Profile Campaigns Guidelines 218

DiscoverOrg Sales

MAY 23, 2018

We hear a lot about sales and marketing alignment: How important it is for B2B, and how so few of us are doing it right. SALES: Marketing leads are crap. MARKETING: Sales is lazy. SALES: They weren’t a good fit anyway. 7-quick-wins-sales-marketing-alignment. Sales and marketing have always relied on each other.

Lead Rank 257

Lead Rank Marketing Qualified Lead Lead Scoring Top of Funnel 257

SBI Growth

OCTOBER 20, 2013

You just got off the weekly call with the Sales Leadership team. Your boss, the SVP of Sales, has some ‘great’ news. “We We got budget approval to add new sales heads. During that time, we have insisted on the ‘Topgrading for Sales’ method of hiring. What is Topgrading for Sales? What does Topgrading for Sales do?

Hiring 288

Hiring Ideal Customer Profile Lead Rank Lead Scoring 288

Understanding the Sales Force

SEPTEMBER 20, 2024

So if we tie win-rate directly to baseball and define a sales loss the same as we define a strike-0ut, I struck out in 56% of my at-bats. Do lost deals – or strikeouts – correlate to sales success? Similarly, I don’t believe one can be a consistently great sales producer and not strike out a lot.

Pipeline 177

Pipeline Coaching Opportunity Comparison 177

Zoominfo

JANUARY 20, 2021

Overflowing the sales funnel with leads doesn’t necessarily guarantee more paying customers in the end. Abundant lead conversion can happen when sales reps practice meaningful engagement with them throughout the sales funnel. Leads transform into customers by stepping through a carefully curated sales funnel.

Top of Funnel 162

Top of Funnel Funnel Sales Cycle ROI 162

Zoominfo

FEBRUARY 10, 2021

Large companies also tend to have specialized tech stacks that promote sales and innovation — for example, enterprise CRM systems. 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.

Company 246

Company Face-to-face Enterprise Enterprise 246

Sales and Marketing Management

MARCH 1, 2021

Cespedes, Yuchun Lee and Mark Magnacca A lot of sales training misunderstands how salespeople learn. Most learning in sales is through peer learning in specific contexts, and the effects are cumulative because modeling behavior is a big driver of how salespeople develop. Further, the benefits go beyond sales. Author: Frank V.

SAP 177

SAP Face-to-face Hiring Exercises 177