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Think of an experience you had when you were trying to make a purchase, and the salesperson helping you lacked confidence. Perhaps they weren’t sure of the product’s features. Or maybe they didn’t do a good job explaining how their product can help you solve your problem, because they didn’t understand what you were looking for. Confidence is a key differentiator between reps who meet or exceed their goals, and those who struggle to gain momentum.
As 2021 begins, start-up, small, and medium companies have taken the brunt of much of the economic collapse, but as is often the case, proved deft at changing the way they operate compared to slower-moving enterprises. Regardless of size, however, firms that accepted transformation amid the turbulence, rather than scratched their heads over it, find themselves in a better position for 2021.
This is the time of year when most of us would benefit from some quiet reflection on what we’ve learned during 2020, and how we intend to apply that learning in the New Year.
A Guest Post – by Michael Wigge. I always find changing the filters helps bring different often valuable perspectives, I have enjoyed Michael’s approach to challenges. I wanted to share it with you all and help you learn from his experience, and apply it to your selling. TS. Michael Wigge. The current times turn out to be challenging for many people, as changes are happening at top speed.
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.
Nearly a year into the Pandemic, most salespeople have adapted to selling over video. But how are sales managers doing at adapting to coaching their sales force over video? Inquiring minds want to know. We know how sales managers were doing before the pandemic. It wasn't very good and I wrote about it here. The data in that November article was for the last 10 years.
It goes without saying that B2B consumers look for new products in order to make their lives a bit easier. In other words, they have pain points they need fixing. Whether it be something isn’t working as efficiently as it should, or you’re spending too much money on a simple solution. Maybe there’s a product out there that can automate most of the work you spend half your day working on.
It goes without saying that B2B consumers look for new products in order to make their lives a bit easier. In other words, they have pain points they need fixing. Whether it be something isn’t working as efficiently as it should, or you’re spending too much money on a simple solution. Maybe there’s a product out there that can automate most of the work you spend half your day working on.
Register for Back in The Black Sales TV—first episode on January 19. “The Gatekeeper Died: Why That’s a Good Thing” is the topic for my new, monthly, live Sales TV Show on the Sales Experts Channel. Actually, it’s more like Talk Radio, but on video. Why am I doing a monthly Sales TV Show? The short answer is, more and more salespeople are finding it difficult to generate quality leads and new sources of revenue.
By Tibor Shanto. It is estimated that 40% of our daily activities are driven by habit. This simplifies things to some degree, as we just need to replace bad habits with good. That’s where the challenge comes in, changing habits. But as you do, you will see measurable change in your success, and willingness to swap out more habits. So here are 5 habits to change for a better sales year.
Once very couple of years, I like to re-run this article on the importance of asking questions as opposed to pitching. While this context is presented as an interview, it is completely translatable to sales—and that means YOU. If I gave you a pencil and asked you to sell it, how would you go about it? This is one of the most basic of interview questions I’ve used for years for prospective sales reps, and the answer reveals so much about their previous training, their understanding of the sales p
After a year like no other, here we are in 2021 still standing. The world has been stirred up by a global pandemic, most of us are still working from home, and digital marketing strategies have become a critical part of every company’s survival. One thing is clear — lead generation has never been more central to a business’ success. When it comes down to it, one of the most important things marketing organizations are tasked with is generating marketing qualified leads (MQLs).
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.
Author: Andy Springer Remember when we could hold meetings in person? In those times, a seller’s dynamic personality was all that was needed to keep buyers focused. In this new world we find ourselves in, distractions are everywhere. When buyers are staring at a screen during a virtual meeting, they can more easily multitask. . Working on other projects.
Invest in your sales managers to unlock the potential in your sales organization and turn that performance into sustainable performance As the leader of your organization, the next 6 months will prove to be more pressure-filled than you may have experienced in years. With decreasing prospects and the cost of doing business increasing, a squeeze on profits is inevitable.
In our first blog on How to Hire No Assembly Required Salespeople series, we discussed the four critical steps you must take to minimize hiring mistakes and identify top talent. In this article, we cover critical selling competencies you must look for when sourcing and interviewing salespeople for your organization.
It goes without saying that B2B consumers look for new products in order to make their lives a bit easier. In other words, they have pain points they need fixing. Whether it be something isn’t working as efficiently as it should, or you’re spending too much money on a simple solution. Maybe there’s a product out there that can automate most of the work you spend half your day working on.
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.
Grant Cardone on net worth & billionaire status. One of the most searched categories of successful and famous people is the term “net worth”. People are fascinated with peoples supposed net worth. . Just search my name, Grant Cardone and before you even hit enter, you will see the second most searched term after my name is “net worth,” . then, age, height, wiki, wife, quotes, books, real estate.
The pandemic brought with it many changes and challenges that companies had to face in 2020 and many of those continue. Some companies are thriving, som e are struggling, and some are in between but there is a consistent challenge for all companies, the switch to virtual selling. The G artner Future of Sales 2025 report predicts that “by 2025, 80% of B2B sales interactions between suppliers and buyers will occur in digital channels.
Our guest this week is Larry Long Jr., Director of Collegiate Sales at Teamworks. Larry is a ball of energy and encompasses what it means to be a true leader. Larry talks with us about beefing up his LinkedIn presence, the difference between leadership and management, and finding a rep’s motivation. Larry hopes to share messages of hope, positivity, and can-do during these turbulent times.
We get it: Cleaning your CRM data can feel like a burden. There is so much data and so little time. But if you catch yourself asking, “Where would I even start?”—you’ve come to the right place. Spoiler alert: the very first step in achieving data integrity is recognizing your CRM isn’t reaching its fullest potential. So, congratulations! You’ve already made great strides in seeking out a solution that will help your company go-to-market and reach the right customers, faster.
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.
B2B sales tools are meant to automate day-to-day processes, increase efficiency in all aspects of the sales process, and simplify various aspects of a sales rep's day to save valuable time — time that can be spent focusing on prospects and deals. In this piece, we'll review what B2B sales tools are, why your team should be using them, and 16 of the best options available today.
We are all busy. Whether it’s going from call to call, virtual meeting to virtual meeting, or just getting things done; we never seem to have enough time. Inevitably, things slip, delay, priorities change—not because they need to change, but people’s attention is diverted to something else. Dealing with the reality of people being too busy and constantly shifting focus, requires us to do things differently, to engage our customers differently.
Have you had your deal closing rate down recently by double-digit percent with no major shifts in the niche to cause the drop? Is your market share dropping for reasons unbeknownst to you? Are your competitors getting their hands on your loyal clients with higher rates and overall worse conditions? It’s time to consider choosing […]. The post Choosing Negotiations Skills Training For Sales Teams: Not All That Glitters is Gold appeared first on Nimble Blog.
If you’re unfamiliar with dirty data—allow us to introduce you. Dirty data has been plaguing CRMs since they were invented. Why? Countless people change jobs, names, locations, and contact information every day—in other words, all data has an expiration date. Your CRM is only as good as the data inside it, so when this information dirties your CRM, your marketing and sales teams waste precious time and money pursuing people who aren’t a good fit for your product or service.
Quotas need to be hit. Revenue goals need to be met. This reality makes shortening sales onboarding time a top priority. Organizations with a standard onboarding process boost employee retention by 58% and increase productivity by 50%. Unfortunately, many companies struggle with inefficient processes that lead to high turnover and missed revenue opportunities.
Legendary college basketball coach Bobby Knight once said, “To be as good as it can be, a team has to buy into what you — as the coach — are doing. They have to feel you’re a part of them and they’re a part of you.”. It's a powerful sentiment that provides some sage advice for coaches working across virtually all sports, fields, and occupations. But when it comes to sales, some managers might have trouble delivering on it — often through no fault of their own.
People sometimes worry: if I ‘go for no’ I’ll get a no. I’m expecting that it will happen and so it will happen. It’s true that expectations can play a role in our mindset and then in our actions. For example, if you’re playing in a baseball game – and you believe the other team is really good and that you will lose – that might affect your play.
Wholesale Distribution is reimagining itself probably more so than other industries under the rule of a pandemic. When social distancing is the new norm, companies are trying to automate every possible leg of the process from manufacturer to the client. This is when warehouse, logistics, shipping, and distribution software are expected to further help this […].
If you’re a sales manager, you’ve maybe been in the sales forecasting hot seat — of presenting numbers that look different from your prediction. It’s time to take control of the process and find your forecasting sweet spot. What Is Sales Forecasting? Sales forecasting is how sales managers, directors, and VPs estimate upcoming revenue. The forecast predicts how much the company will sell in the way of products or services and by whom (from individual reps to sales teams).
Maximizing sales rep performance is no easy task. 📈 Traditional sales training methods focus heavily on the first few weeks in the sales role. Companies dedicate time, resources, and budget to onboarding new hires, only for them to forget what was learned in those first few weeks, lose motivation, and struggle to come to grips with their role.
As The Office ’s Michael Scott famously noted, it was Wayne Gretzky who said, "You miss 100% of the shots you don't take." In other words, you can't succeed unless you try. That winning mindset allowed Gretzky to become a Hall of Famer, and the leading scorer in NHL history, with more goals and assists than any other player. Winners like Gretzky set goals and believe they will achieve them.
We all know that 2020 was unprecedented, stressful, and in the words of many, a dumpster fire. But we learned a lot. Some of our learning was sought after: new hobbies, leveled-up cooking skills, creative ways to stay in touch with distant friends and family. But much of our learning was not what we were looking for. I think you know what falls in this category.
eCommerce, or online stores, are already part of our daily lives now. All those small and local businesses that earlier considered online stores as something specific to large retail brands now are coming out of this mindset and embracing online marketplaces. But since an increasing number of businesses are building their online stores, getting ahead […].
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