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We think it’s the company that sells the same as us, Or the paperwork we have to do, Or the meetings we have to run, Or the slackness of our admin team, Or the lack of urgency of our buyers. The real competition is ‘no change’. If we don’t move with times, Predict the future, Be prepared to read and learn, Ask better questions, If instead, we just…” Believe the world is flat, Or smoking won’t kill us, Or mindfulness is for hippies, Or our brains don’t need fuelling, We will become ou
Our guest today is Rob Hornish, the President of Americas Sales for Polycom. Rob has 20 years of sales leadership experience in the high-tech industry sector, with a proven record of building, scaling and developing high performing teams. Rob and.
Develop a Coaching Culture. Hi, this is my fifth video on Sales Strategies to Crush Your Sales Numbers, I call it Develop a Coaching Culture. . In the last four video/blogs, I covered: Sales Strategy #1: Upgrading the skills of your front-line sales managers because you have a multiplier effect when their skills get better. Sales Strategy #2 Execute with Excellence because most companies do not execute with excellence.
Today’s buyers expect more than generic outreach–they want relevant, personalized interactions that address their specific needs. For sales teams managing hundreds or thousands of prospects, however, delivering this level of personalization without automation is nearly impossible. The key is integrating AI in a way that enhances customer engagement rather than making it feel robotic.
What’s your gratitude meter? As we begin the New Year, now is the perfect time to pay attention to what’s most important—the people in our lives. That means our clients and prospects, our families and friends, our colleagues. It’s time we remember the value of getting personal. Think about it this way: We don’t regret the text messages we don’t send or the work we don’t do.
Buyers are looking for a BSB sales experience that's different. They’re looking for much more than a transaction. They're looking for an experience that is rich and meaningful and includes an opportunity for them to contribute. to take from the experience what's going to be useful for them. It needs to be relevant, and it needs to be something that involves an element of the unexpected.
Buyers are looking for a BSB sales experience that's different. They’re looking for much more than a transaction. They're looking for an experience that is rich and meaningful and includes an opportunity for them to contribute. to take from the experience what's going to be useful for them. It needs to be relevant, and it needs to be something that involves an element of the unexpected.
And the basics of selling are….? It’s a question I’ve asked a couple of times in workshops and online, and it’s a question that was triggered by a few ‘posts’ I read, stating that. salespeople today don’t execute on the basics. And my response was, what are the basics then? And as would have it on social, there was a plethora of responses, from which I randomly collected this bakers dozen: 1.
Author: Kevin F. Davis In a SMMConnect webinar I delivered to over 100 sales managers recently, I talked about eight instincts they developed as salespeople that are now harming their effectiveness as team leaders. Interestingly, about 30 percent of the participants said that the sales instinct they struggle with the most is “avoiding conflict.”. What does that mean?
Did you set the quotas right to drive revenue growth? The purpose of today’s show is to demonstrate how to link the company objectives to sales targets through quota setting. Leverage this use-case to evaluate how you set your quotas. John.
If you want to crush your sales numbers Sales Strategy #2: Execute with Excellence is guaranteed to help. Number one, your marketing team is ready to go, they have their strategies, their plans in place and their budgets. As the Head of Sales, you are still in 2017 my friend but you really need to have your head in 2018 deciding what you are going to do.
Are you struggling with slow quoting cycles, complex product configurations, and disconnected data in your manufacturing/distribution business? This article will help. Learn how industrial companies are revolutionizing sales processes with an integrated platform that includes quoting, inventory, and service, providing real-time data and offline access for field teams.
Sales leaders must take the rap. We used to hire account based sales reps, indoctrinate them with product knowledge and a smattering of business culture, and give them a few lead generation tools. Then we gave them a phone, a list, and, a desk, and expected them to figure out how to book meetings. They ended up cold calling. Frustrated, many of them left, and we started the process again.
My love of all things college football comes in handy – even when it’s not football season. As DiscoverOrg’s Manager of Strategic Accounts, I’m always looking for ways to use personal touchpoints to engage prospects via email. It works. I consistently gets a response rate of 60% – and an engagement rate of 80%. (Check out my post, How to Heat Up Cold Emails with Personalization.).
Many salespeople ask us for our best tips on how to sell. How do I overcome price objections? What should I do with someone who ignores my emails? These questions and countless others often show salespeople are looking at sales from an old, out-of-date, perspective. These days, it isn’t about how good you are at selling; it’s about how good you are at determining the needs and wants of your buyers.
Author: Jason Kulpa Successful B2B marketing is all about saying the right thing through the right channel at the right time. In fast-paced marketing, the right time usually means right away. According to the Demand Gen Report’s 7th Annual B2B Buyer’s Survey, 97 percent of B2B buyers believe the timeliness of a vendor’s response to inquiries is an important aspect of the buying process.
Modern go-to-market teams know it takes more than one email to break through the noise. Multiple touchpoints means more ways to get your pitch right — and, potentially, more ways to be wrong. The good news? Once you know how to write compelling, one-off emails to entice prospective customers, you can easily do the same across a short sequence of emails.
Top CEOs understand that their role is to provide their company with an executable strategy. Strategy is the allocation of time, money, and people. The best CEOs are masters of where to place bets, invest their time, and divest from.
Invest in Yourself . Like most sales executives you cognitively understand the importance of developing your leadership skills and the advantages of ongoing networking. You find yourself too busy due to ongoing meetings, conferences, telephone calls and emails and you rarely find the time to develop yourself. Reality is, the higher we go in organizations the fewer opportunities there are for networking and fewer people to actually network with.
I was on the way to a meeting and the traffic was stop and go - not moving for a minute, then back up to 30 MPH, and then back to a dead stop. I've been driving since 1972 and have driven in all kinds of conditions. Pitch black on a moonless night on a narrow winding road with no street lights; on a 4-lane highway in white-out conditions where you can't see where the sides of the road are, down-hill on black ice with zero control of breaking and steering; snow-covered, two-lane road with cars st
We walk away from sales opportunities every day - abandoned sales opportunities. You do it, I do it, and a few of us have the discipline to identify why our deal didn’t come to closure.
October Prime Day is usually an early sign of how consumer spending trends ahead of the holidays. This one was no exception. Our October Prime Day Report breaks down what’s working: the products flying off the shelves, the categories winning big, big brands, and the search terms defining demand. All brought to you via Similarweb’s Shopper Intelligence platform.
Account-Based Marketing (ABM) is all the rage in the B2B sales and marketing world … and it’s evolving into something more : Account-Based Everything (ABE) aligns sales and marketing teams with multi-touch campaigns on target accounts. We did an experiment to see just how effective this person-first approach was, using the launch of a new product – an HR dataset – to a market that doesn’t have much experience with our offering – marketing and sales intelligence.
Author: Adrian DeGus When it comes to starting up a company and building a brand, visuals and an overall visual representation of your brand is very important. How your company is perceived depends a lot upon how it's seen. So when it comes to branding your company, first you need to take the time to think about an image for your company, both in branding and an overall visual that gives potential customers a specific perception of what your company offers.
You are launching a new product this quarter. As CEO, you ask yourself a question. “How are we going to make the year 1 goal with this new product?”. Here’s an answer based on experience. Don’t over-compensate the Sales team.
Effective sales manager coaching is one of the key levers that leading sales organizations utilize to achieve their revenue targets. Sales manager coaching is the #1 sales management activity that impacts performance. Study after study has shown that sales manager coaching has a significant impact on performance. Here are a couple of my favorites: CEB Coaching Effectiveness Survey Findings: Coaching effectiveness: 19% improvement in performance.
What if you could help your sellers stop wasting 72% of their day on non-selling activities and focus on bringing in revenue? Incorporating AI in your enablement workflows can help you cut down on busy work, get projects done faster, and let your team (and you!) focus on making a bigger impact. We put together this guide to show you how to use AI to cut time and costs for projects, including collateral creation, development of training videos, and automating tedious processes.
Last week I wrote about the deep freeze, why prospects suddenly go cold , and how you can prevent that from happening. That article was instantly as popular as any I have ever written. I also posted a 6-minute cold-calling rant on LinkedIn that had more than five-thousand views after just a couple of days. The video, like the article, was about mindset, not scripting and tactics.
It was time to visit a newer client of ours and this meeting would be at least two hours to go over our findings about their sales leadership, sales reps, sales process, and pipeline. Because we leave plenty of time as a buffer so that we are never late to clients, we ended up with thirty minutes to spare.
As a business grows, the role of the CEO changes. Leaders who are able to evolve their mindset from survival to strategy are a lot more likely to find themselves among those 20% of businesses who survive beyond the first 18 months. It’s a transition Henry Schuck knows well. DiscoverOrg’s CEO has led the company for a decade – since its creation in 2007.
Author: Jim Ninivaggi Many companies have their annual sales kickoff (SKO) meetings approaching. A good kickoff successfully blends motivational elements, education, team building and fun – setting the tone and momentum for the year ahead. Here are six secrets to make your meetings a hit and not a miss. Secret 1: Form the right planning committee. It’s easy and tempting to simply repeat the general format and agenda of past meetings.
This guide is for leaders who recognize the importance of Salesforce but would rather trust a team of external experts to do the heavy lifting. Choosing the right managed services provider is a significant decision that impacts your business's efficiency and success. In this 10-minute read, you'll find 5 essential questions to ask any potential provider.
Our guest on SBI TV is Mike Volpe, the Chief Marketing Officer for Cybereason. Mike is a who’s who among CMO’s. Often called the “godfather of inbound marketing” for his work in taking inbound marketing from an idea to a movement.
Effective sales manager coaching is one of the key levers that leading sales organizations utilize to achieve their revenue targets. Sales manager coaching is the #1 sales management activity that impacts performance. Study after study has shown that sales manager coaching has a significant impact on performance. Here are a couple of my favorites: CEB Coaching Effectiveness Survey Findings: Coaching effectiveness: 19% improvement in performance.
I receive so many unsolicited emails each day that it makes my head spin. Most of them, like the cold calls I get, are simply horrible. Delete. Delete. Delete. Junk. Block. Unsubscribe. This week I received the daily double - a cold call with an identical, corresponding email. The email read like this: Hi Dave, I hope this message finds you well. We spoke in the past regarding the copier equipment in your office.
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