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If you know someone that runs a business with a sales team, or they lead the charge themselves, have them take a look at the areas below for ways they can increase their sales. Improving even one of these areas could take their sales to the next level. 1. Sales process efficiency. Sales processes have room for improvement in nearly all companies. Prospecting : Companies routinely run cold calling prospecting processes that fail 99% of the time, with 1 in 100 calls getting a meeting.
Given that only 35% of salespeople think their marketing team knows what they need to sell, there is clearly need to get marketing and sales to work together. The post How to Achieve Sales and Marketing Alignment to Drive Sales Success appeared first on Sales & Marketing Management.
Recently, I talked about customer loyalty and how it’s your job—not theirs—to create ideal conditions for them to stick with you. But what about within your organization? It matters here, too. Especially now: everyone’s scrambling to keep their best people … Read More » The post Loyalty Is an Inside Job, Too first appeared on The Sales Leader.
How to Motivate Your Sales Team. Tap into the WHY! Sales leaders agree that a highly motivated and engaged sales force drives greater performance. So one would naturally ask the question, “how do I motivate and engage my salesforce?” As we all know, the answer is not so easy. Many sales managers ask me how to ensure that they have a highly motivated and engaged team, and I usually ask them “WHY”?
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.
By Tibor Shanto. I had the opportunity to dissect a recorded Discovery call with a team last week. Great exercise, more companies should follow their lead. A chance to help some great sellers evolve, and a chance to take some learning away for yourself as well. For me an opportunity to validate an approach most mismanage, and I normally avoid. Specifically, how we use positive data in prospecting and Discovery, in this case the latter.
I didn’t know what you need to know before opening your own business. I knew nothing about starting a small business. Luckily, the economy was great in 1996, and my niche was referral selling (still is), so I at least knew how to build a small business sales pipeline. My company took off quickly—almost too quickly. Why? I didn’t have time to develop a plan.
I didn’t know what you need to know before opening your own business. I knew nothing about starting a small business. Luckily, the economy was great in 1996, and my niche was referral selling (still is), so I at least knew how to build a small business sales pipeline. My company took off quickly—almost too quickly. Why? I didn’t have time to develop a plan.
You've got a CRM system in place. So why are so many qualified leads not followed up? It's time to rethink the role of your CRM. The post Why Your CRM System Is Essential for Lead Management appeared first on Sales & Marketing Management.
There has been much talk in the news about forecasts - and while most have been wrong they are still more accurate than Fortune Cookies! Thanks to satellites, computer modeling and doppler radar, weather forecasts are more reliable than ever before. Yet despite those advances, they are still guessing - educated guesses to be sure - but guessing about what will happen, when it will happen, and where it will happen.
Influencers are key to both getting through to decision makers, and to eventually making a sale. The question is: How do you properly qualify them and get them to influence the sale in your favor? There are three keys to successfully dealing with influencers, and the better you understand and use them, the more success you’ll have. They are: Key Number One: Understand exactly how much influence the influencer has.
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.
One of the most frequently asked questions we receive is “how do I/we increase sales” or “how do I become more successful in sales?” It starts with recognizing when your pursuit of a prospect is over. In this blog, the two fundamental truths of more effective selling.
Plus, here’s what you might have missed from No More Cold Calling this summer. I’m embarrassed by the bad sales behavior that blasts us every day. Obviously, I’ve never been a fan of cold calling, but now the uninvited sales pitches are multichannel. I’m sure you’ve been the recipient of: Endless spam emails offering to send you lists and then writing to ask if you saw their last email.
By Tibor Shanto. I remember working with someone who had a habit of asking that seemed out of place but were in fact right on target. In casual conversation about your pipeline, he would learn the average length of your sales cycle. That in itself was a challenge for most, the common response being depends. If the conversation took place in late October, and your average cycle is four months, he would ask the following.
Some aspect of remote selling is here for good. To remain competitive, B2B sales organizations have to reassess their sales infrastructure and identify new strategies to promote business agility. The post 5 Strategies to Create B2B Sales Agility appeared first on Sales & Marketing Management.
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.
Anyone who has followed this Blog over the past 15 years knows that other than sales, the only thing I write about nearly as much is baseball. A Google search from within the Blog yields 605 results, and a search on my son playing baseball over the past twelve years yields 208 results. I haven't really mentioned baseball 605 times, but I have probably written about it 150 times!
How many times have you been told to build value when you get the price objection? Managers tell reps to stress the quality, the warranty, the features and benefits, but your prospects have heard all that before, haven’t they? Want a better way? Often times, services and products are roughly the same, and prospects will buy from the people they like, know or trust.
Are you, as a sales leader, spending at least 50% of your time coaching your salespeople, helping them to develop their skills and become more productive? It’s time to inspect your own behaviors as a coach and mentor. How do you measure up? Set time on your calendar right now for specific, sales skills coaching with your salespeople.
Have mercy, it’s your everything. For a long time, sales leaders thought that the way to give sales teams a leg up was to help them target the right buyers in the right ways. Tons of software came along to do that quite effectively in recent years. And yes, it’s been helpful. But if you thought that gifted reps and some targeted marketing would get your team to the top, pull up a chair.
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.
By Tibor Shanto. I’ll start by reminding people that most of the things salespeople do, they were led to do by their manager. So, they, managers, are to blame, they are also the ones to lead a change to make things better. While results are the final measure, there are many indicators along the way. The power of these indicators is they allow you to act now, impacting your current opportunities, not strictly future ones.
A return to meeting in person may be slow, but aspects of live events simply can’t be duplicated. The post Are Trade Shows Poised for a Rebound? appeared first on Sales & Marketing Management.
We were driving on the highway when the dashboard indicated low pressure in the left rear tire. That can't be good! As we exited the highway eight miles later, the tire was flat and we were able to drive another mile to a safe location and call roadside assistance. Until that moment, I wasn't aware that the car did not have a spare tire but was equipped with a tire inflation repair kit instead.
The goal of a cold call is attention + interest, not selling. That means we have to ask the question: How do I get this person to want to speak with me? The post Cold Calling in 2021 appeared first on Predictable Revenue.
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.
Goal setting and effectively motivating salespeople by identifying what's important to them is one of the primary focuses in our Sales Management training. In this blog, we discuss the several steps a sales manager can take to establish a motivating, inspiring environment for their people.
As a preface, my friend, Hank Barnes , wrote me saying he and several others are declaring October 12 as “World B2B Pet Peeve Day.” He asked me to contribute a post commemorating this occasion. I struggled a moment. Regular readers know that I write a lot about “pet peeves.” Whether it’s bad prospecting, bad Social Channel interactions, bad selling, weak sales management, ineffective training, and so forth.
Subscribe today , and take the Breakfast on the go! Christian Maurer , a Sales Leadership Methodologist , had 2.5 careers during his professional life. Holding an Engineer’s Diploma from the Swiss Federal Institute of Technology (equal to an MS in Engineering), he started out with a corporate career with telecom equipment manufacturers where he held positions such as: Product Manager, Business Manager, Director of Corporate Strategic Planning and COO of a joint venture start-up company.
As more B2B companies observe growing sales revenue through indirect channels, brands are realizing the need for effective, scalable execution of marketing campaigns through their channel partners. The post Spread Your Message with Through-Channel Marketing appeared first on Sales & Marketing Management.
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.
Remember when 2021 was supposed to behold a “new normal” for us? Back to stability and predictability? It has been over 18 months since COVID-19 became rampant in the United States, and with looming variants, “back to normal” seems to be getting further and further away.
Few things are as comforting as the presence of a dog in the workplace. Dogs greet you at the door, humor you in the conference room, nuzzle you at your desk. They roam the halls like zombies in search of a quick morsel, a friendly glance, a belly rub. Ya, having dogs at work somehow made you forget you were there at all. Gong embraces the company of dogs as well.
In my 40+ years in and around sales training, I have experienced many different sales training methodologies either as a participant or facilitator and now as a marketer. There are many good training programs out there, some of them free and virtual, but there are three key things that differentiate professional sales training that will "stick".
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