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Sales professionals, we need to talk. There’s a global pandemic. People are dying. Businesses are hurting. Every single person in the world will be affected in some way – physically, emotionally, mentally, psychologically, physiologically, relationally, financially, or otherwise.
Even though using social media to sell has been widely adopted in many industries, the 2019 Media Sales Report revealed that social selling is currently more hype than reality. Only 12% of sales managers surveyed saying their salespeople are using social media effectively to set appointments with prospects. Research indicates that sales leaders still aren't convinced of social selling's value.
I’m getting that feeling right now that I am living in a movie. Big events are happening so quickly it’s hard to keep up. One of the lessons I’ve learned is a crisis is not the time to get stuck. It’s time to take action…and to do so soon. In the sales realm I believe we may be about to see a big shift. The global crisis is taking up everyone’s mindshare.
Speaker: Brendan Sweeney, VP of Global Sales and David Phelan, Account Executive
In a world where buyers are more informed and objections are more nuanced, confidence isn't optional—it’s a competitive advantage. In high-stakes conversations, knowing how to handle pushback can make or break the deal. Join industry experts Brendan Sweeney and David Phelan for a behind-the-scenes look at how teams are transforming sales coaching with real-time feedback, objection-handling role plays, and pre-call preparation that actually sticks.
One of the most unfortunate stereotypes about sellers is that we are self-centered. Buyers wrongly assume that all sellers are only after their money and only care about themselves. That’s why buyers are guarded. To dispel this unfair notion, you have to work harder and prove that you are interested in your buyers’ needs. You have to demonstrate an orientation to others to prove you’re not selfish and concerned only about yourself.
Going into 2020, Market Leaders were already counting on the majority of their revenue coming from their existing customer base. Most companies build their 2020 Revenue plans on an assumption of GDP growth, and this assumption has shifted. As my.
Going into 2020, Market Leaders were already counting on the majority of their revenue coming from their existing customer base. Most companies build their 2020 Revenue plans on an assumption of GDP growth, and this assumption has shifted. As my.
By Tibor Shanto. “Starve your distractions, feed your focus.” — Daniel Goleman. I had to sit back and think hard about how to jump into the stream of pundit babble about COVID 19. We must acknowledge the reality of the event, and the impact on our families, friends, colleagues, clients, employees and the business. While the world around us has indeed altered, our reaction can and should, extend from our current sales approach and process.
In this blog post, we ask the question, "Are you looking to hire better salespeople or are you looking to hire salespeople that will simply replace your former employees?".
Author: Paul Nolan “What happens when new and fast-improving technologies create opportunities to unleash untapped sources of revenue, some of them long trapped by market inefficiencies?”. That question kicks off the new book “Pivot to the Future” by three thought leaders from the consulting giant Accenture. The authors, Omar Abbosh, Paul Nunes and Larry Downes, refer to this untapped revenue as “trapped value.”.
Your field sellers are certainly not strangers to phone or web meetings, but until we’re clear of CoVid-10, that’s ALL they can do to continue selling. Does that mean your entire sales organization just shifted to an inside sales model?
Speaker: Kevin Burke, Founder & Managing Director at Digital One and AI & Automation Consultant
AI and automation are currently transforming the way sales and marketing teams operate. Generative AI crafts personalized outreach at scale, while conversational AI bots are engaging prospects in real time. Robotic process automation streamlines manual workflows by triggering tasks the moment a prospect takes a key action, and advanced AI analytics surface hidden patterns in the pipeline, improve forecasting, and help teams make data-driven decisions with confidence.
Selling is tough at the moment isn’t it? We’ve had over 82 sales training programmes postponed! Some have moved over to virtual channels like webinars and online training but a lot are just waiting it out. You might be in the same situation. If you are, I hope this tip might help you. It’s easy to panic in times like this so I wanted to send you some tips on what you should be doing now.
Author: Randy Illig In 1990, I’d just started a business that would prosper or die based on my sales success. No sales, no company. At the time, “The 7 Habits of Highly Effective People” was making waves on the bestseller lists, so I picked it up. As popular as it was for leaders and goal-getters, I discovered the habits applied just as well to salespeople, and the book became my how-to manual for selling.
These are the questions buyers ask themselves about sellers. These back-of-the-mind questions influence buyers’ decisions to meet with you and buy from you.
My years of working in a blended role—as part seller and as part consultant—keeps me grounded and attached to the needs of sellers as well as customers and new business prospects. Here’s some advice that I’m using in my sales role and passing along as a consultant: during this time of turmoil one of the most important things you can do is listen and demonstrate empathy.
B2B marketers face a number of challenges, including: continuously generating great leads converting leads to active sales prospects finding vendors that deliver real results Aggregage has proven content syndication, webinar, online advertising and intent signal marketing programs that deliver higher-quality leads. More than 700 companies have already benefited from our programs.
The world has changed. Due to the COVID-19 pandemic, most states in the US—and many other parts of the world—are under “Shelter at Home” orders. Which means that millions of people who used to go to an office every day are now working at home. Most of them for the first time. If you’re one [.].
Author: Andres Lares The phrase “leaving money on the table” is an idiom that means not getting as much money as you could from a transaction. Whether you are a banker where up-selling and cross-selling is the difference between profit and loss (“Did you know we also offer great rates on mortgages.”), or you sell products in a competitive environment and you have to concede on price in some SKUs in order to win the rest of the business (“I can provide that rate for the carpet in the hallways if
There is an ongoing conversation on the social channels as to whether one should continue selling through a crisis. Some suggest selling during times like this is to be tone-deaf, that it ignores the nature of our global emergency. Like most things, there is some truth to the idea that business-as-usual, ignoring the severity of the circumstances, may make one appear to be self-oriented.
About a year ago a woman came into my office. She was running a fairly successful marketing firm yet she struggled to get her clients to connect with her sales message. To her it felt "icky". She liked educating. She liked showing her clients what she would do for them. But they would respond, "okay. if you're so confident, how about we pay you when you generate us the results.".
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.
What’s Holding You Back? It’s a new year and a new decade. It is time to reflect on where you are, where you would like to be and commit yourself to get there. Like most sales leaders, you want to achieve your sales objectives. You may want to be the top region, and you may even want to take your career to the next level. Is there something holding you back?
I still receive numerous questions regarding what to say, or how to transition from the sales presentation to asking for the sale. Questions on WHEN to begin to close as well as exactly HOW to start the closing process. Sales Transition Statements Examples In fact, the entire sales interaction is one continuous closing effort; seamlessly moving from one stage of the sales process to another.
By Tibor Shanto. The tremors just keep on coming and people keep trying to adjust to the daily change. I understand the initial shock of facing a canyon of empty towers; every one has gone home. Seeming like they took all your opportunities with them. Maybe, but I doubt it. But the goal is to defeat the virus by staying in, not by not working. We live in 2020, the office is a relic, just like gas-powered cars are.
Incorporating generative AI (gen AI) into your sales process can speed up your wins through improved efficiency, personalized customer interactions, and better informed decision- making. Gen AI is a game changer for busy salespeople and can reduce time-consuming tasks, such as customer research, note-taking, and writing emails, and provide insightful data analysis and recommendations.
I'm not usually late but I'm really late on this topic! Back in September The New York Times, which is often accused of publishing fake news, published an interesting article comparing personality tests to astrology. The story included specific assessments like The Myers-Briggs Type Indicator , The Hartman Personality Profile (Color Code), Plum , and DiSC.
Don’t ghost people. You’ll end up paying for it. A woman I know from my business group met me for coffee. She wanted to discuss having me speak to her team about referrals. We brainstormed the topic and discussed her investment. She made it clear that she wasn’t the final decision-maker and said she would follow up. I agreed to send her a topic outline and pricing.
Market-leading CEOs work closely with their leadership teams to maintain strong and transparent communication with not only their customers but also their employees. Every employee is an ambassador of the brand, and without clear guidance and communication internally, external messages.
In this blog article, we discuss the best advice sales managers can give their salespeople, and that is to "keep moving." If you want to increase sales within your organization, you must keep moving throughout the ups and downs, the missed opportunities, the clients who "ghost" you, and more.
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.
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