Sales and Marketing Management

MARCH 22, 2023

I don’t just say stuff and read […] The post The New Sales Conversation: How AI is changing the way we sell appeared first on Sales & Marketing Management. For 11 out of 12 straight months, Jonathan Bragg finished in the top 10% of the more than 400 sales agents working in a call center for HomeServe USA Corp.,

Conversion 272

Conversion Journal Sales Marketing 272

Sales and Marketing Management

MAY 16, 2024

Shifting to a customer-centric sales approach is not just a technique, it's a mindset transformation that leads to richer, more meaningful conversations where the customers’ needs are at the forefront. The post Seven Tips for Making Conversations Customer-Centric appeared first on Sales & Marketing Management.

Conversion 156

Conversion Customer Leads Marketing Qualified Lead 156

SBI Growth

SEPTEMBER 28, 2023

In thinking about growth imperatives for 2024, leading chief revenue officers (CROs) have been looking into ways to harness artificial intelligence (AI) for sales productivity, empowering sales teams to accelerate deal cycles, and assessing sales talent to enable personalized coaching.

Conversion 194

Conversion Sales Talent Coaching Revenue 194

Force Management

SEPTEMBER 19, 2024

It was an engaging tactical conversation with some intriguing and relevant live audience questions. Keep reading to learn our takeaways from Tim Caito on the top three actions that will produce SKO results. If you find these valuable, check out the full webinar recording available on-demand.

Conversion 138

Conversion Webinar Metrics Negotiation Objections 138

Hubspot Sales

AUGUST 20, 2024

I’d even go so far to say that offering too many choices to your customers is the quickest way to squash conversion rates and slow deal velocity down to a crawl. Helping Customers Overcome Choice Fatigue With the previous concepts in mind, let’s turn them toward your customers to help boost conversions and close sales.

Examples 111

Examples Conversion Customer Licensing 111

No More Cold Calling

NOVEMBER 22, 2024

Unprecedented Conversion Rate : Because he only focused on qualified prospects, he converted 50 to 70 percent of his prospects—unheard of numbers in his industry. ” And we do—but what we love even more is having meaningful business conversations with clients who are eager to talk. Renewed Enthusiasm : The spark was back.

Sales Qualified Lead 313

Sales Qualified Lead Prospecting Cold Calling Referrals 313

Bernadette McClelland

NOVEMBER 13, 2022

D2D (Door to Door) selling is a real thing – whether it is milk companies sending reps out to knock on a hundred doors a day to win two sales, or Mormons facing ridicule and rejection for god only knows how many literal conversions they are expected to achieve. I didn’t catch their names because they didn’t give them to me.

Face-to-face 83

Face-to-face Cold Calling Energy Relationals 83

Steven Rosen

MARCH 12, 2024

Hosts Colleen Stanley and Steven Rosen discuss the importance of face-to-face conversations in sales and how sales leaders can encourage their teams to embrace in-person interactions. Key Takeaways: Setting expectations is crucial for encouraging salespeople to embrace face-to-face conversations.

Face-to-face 296

Face-to-face Video Decision Maker Loyalty 296

No More Cold Calling

NOVEMBER 26, 2020

If there’s a silver lining to coronavirus, it’s that we’ve all been reminded about the importance of conversation and human connection. If there ever was a time for real, authentic conversations, it’s now. Not just business conversations, but conversations with inquiry, empathy , and understanding. Referrals, please!)

Cold Calling 358

Cold Calling Referrals Conversion Video 358

Anthony Cole Training

APRIL 1, 2021

It is critical that you let silence do some of the heavy lifting during your prospecting conversations. Most salespeople are afraid of silence because they perceive it to be awkward or a sign that the prospect has mentally checked out. But that's simply not the case!

Conversion 309

Conversion Prospecting Sales Sales Qualified Lead 309

The Pipeline

OCTOBER 3, 2020

The conversation has to be that much more genuine, more direct, and by all measures more REAL. we will be sharing specific road-tested techniques and steps you can take to have more REAL sales conversations. This requires you to rethink your message as much as the delivery. Come Along.

Distribution 385

Distribution Webinar Metrics Video B2B 385

The Pipeline

SEPTEMBER 14, 2021

The first is how they initiate the call, remember, how we initiate a conversation can dictate how the conversation unfolds. Much different conversation, with a different outcome. One definition of conversation is Conversation = Stimulus + Response. Where do you put the listeners’ focus?

Objections 339

Objections Prospecting Fashion Face-to-face 339

The Pipeline

JUNE 8, 2021

That initial interruption is never welcome, leading many sellers to want to “normalize” the conversation too quickly. But to have a productive conversation, a real conversation, we need to get past the surface and the dance. You have to get them out of their prospecting response mode to business conversation mode.

Prospecting 341

Prospecting Conversion Video Benefit 341

Sales and Marketing Management

MAY 24, 2022

As B2B customers keep raising their expectations for custom-tailored interactions with brands and vendors, it’s time for sales teams to develop experiential customer acquisition programs that increase engagement and conversion.

Strategy 388

Strategy Vendor B2B Conversion 388

Understanding the Sales Force

NOVEMBER 1, 2024

Your chance of having a conversation with the decision maker is much greater (because of urgency). Remove urgency from that scenario and your chances of having that decision maker conversation become more unlikely and a longer sales cycle becomes more likely.

Sales Cycle 358

Sales Cycle Decision Maker Government Up-Sell 358

Sales and Marketing Management

JANUARY 5, 2023

By understanding the differences between sales and presales and how they work in unison, businesses can better engage with customers in more meaningful ways that can move the needle in conversion. The post The Difference Between Sales and Presales appeared first on Sales & Marketing Management.

Sales 371

Sales Conversion Marketing Customer 371

Steven Rosen

SEPTEMBER 20, 2022

Being comfortable with having BOLD conversations. BOLD Conversations. I can’t tell you how many conversations I have had with clients on how to address a specific rep issue. I am sure you have at least one sales rep that is not performing up to expectations and need a BOLD conversation. Lack of activity.

Sales Leadership 295

Sales Leadership Face-to-face Follow-up Coaching 295

Sales 2.0

JULY 17, 2019

28% of their calls resulted in a conversation with a human. conversations per week and 6.7 We tracked our numbers back then and found that roughly 1 in 10 dials went through to a human and 1 in 10 of those conversations resulted in an appointment. Conversion rate to appointment 50% * 50% = 25%. They set 19 appointments.

Outsourcing Services 78

Outsourcing Services Cold Calling Call-back Networking 78

The Pipeline

FEBRUARY 5, 2021

I had the opportunity to sit down with Nancy Calabrese, on her Conversational Selling. We chated keys to sales and prospecting success, as well as: Choosing to either fall for excuses or execute a strategy. Evaluating metrics, and what type of measurement is best. Utilizing voicemail effectively.

Cold Calling 369

Cold Calling Prospecting Conversion Opportunity 369

Sales 2.0

APRIL 23, 2020

Conversely, this slow time is a great time to plan for the future. Buyers are wondering what the future holds for their companies–and themselves–and are having a tough time committing to purchases. Deals are stuck in the pipeline and new opportunities are in short supply. A time to plan. What happens after this crisis is over?

Enterprise 432

Enterprise Enterprise Penetration Gatekeeper 432

The Pipeline

NOVEMBER 3, 2020

This has held back the quality of conversation and may explain why some sales take as long as they do. Buyers are looking to maximize value, vendors are focused on delivering value, value, value. Yet, most sellers do not have a clear and – actionable definition for value. Unlike roses, it’s not just value, by any other name.

Vendor 392

Vendor Maximizer B2B Buyer 392

Understanding the Sales Force

DECEMBER 9, 2020

It's a bad thing because while Bob was supposed to be selling value, a price-based conversation is transactional yet he's supposed to be taking a consultative approach to support the value he provides. Bob was on a sales call and the prospect told him that they were looking for the lowest price. I hope you hate it when that happens.

Conversion 367

Conversion Prospecting Consultative Selling Sales 367

SBI Growth

JANUARY 12, 2022

The “war for talent” dominated headlines and SBI client conversations across 2021, with attrition rates ranging from 25-60%, and leadership teams scrambling to both backfill open roles and future-hire sufficient headcount to achieve growth goals.

Retention 333

Retention Conversion 333

Sales and Marketing Management

AUGUST 8, 2022

Conversations with senior executives require a completely different approach and skill set compared to buyers at other levels of an organization. The post The Ins and Outs of Selling To the C-Suite appeared first on Sales & Marketing Management.

Buyer 332

Buyer Conversion Marketing Sales 332

The Pipeline

MARCH 5, 2020

Asking the fast-food main-stream variety discovery questions leads to that level of nutritional value to a sales conversation for a buyer. More importantly, it is an opportunity to differentiate yourself based on how you sell, not your product. Tick the checks on these and you’ll have an open dialogue, try this one: [link].

Lead Rank 383

Lead Rank Lead Scoring Buyer Relationals 383

Sales and Marketing Management

APRIL 13, 2020

Likewise, if you just need to provide a straightforward update on logistics, you may not need to have a conversation. The agenda provides a clear plan for the conversation to ensure you respect their time and achieve both parties’ goals. Nor should it be the default. Why is it so critical?

Face-to-face 393

Face-to-face How To Negotiation Lead Rank 393

Sales 2.0

OCTOBER 25, 2021

In recent times sales reps have switched to email prospecting logically reasoning that the increased volume of messaging from email will generate more leads, unfortunately, email conversion rates have dropped below 0.1% as this channel has become saturated. Smarter approaches to prospecting are needed.

Territories 396

Territories Compensation Scale Decision Maker 396

SBI Growth

NOVEMBER 19, 2020

As we round out 2020 and begin to look ahead to 2021, the topic of revenue planning is surely at the forefront of conversations between your company’s leadership team and board members. While your annual revenue planning activities may focus.

Strategy 321

Strategy How To Revenue Conversion 321

Sales and Marketing Management

DECEMBER 6, 2021

AI-enabled conversational recording increases ROI of CRM systems while eliminating tedious and time-consuming data entry requirements. The post Simplify Sales Reps’ Lives With Voice AI appeared first on Sales & Marketing Management.

ROI 316

ROI Consumer CRM System 316

Sales and Marketing Management

JANUARY 17, 2022

Here are four ways to shift from a conversion-focused strategy to connections. Content marketing helps make connections with key members within your industry. The post Content Marketing is More Than Just Leads, It’s Connections appeared first on Sales & Marketing Management.

Leads 316

Leads Marketing Qualified Lead Marketing Industry 316