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By Tibor Shanto. For such a small word, ‘NO’ seem to cause a lot of havoc. Tidal waves of fear leading salespeople to imagine they will spiral endlessly to failure just at the sound of NO. Amazing how a two letter word leads to so much more than it was meant to when the prospect uttered it. Don’t Let Your Mind Run. With all deference to the book Let Your Mind Run: A Memoir of Thinking My Way to Victory , our mind runs way off course when triggered by this minuscule word.
Summary: For effective sales meetings, just make it relevant and productive again. The weekly sales meeting — you know the one. The whole crew gets together for what amounts to an hour-long discussion around menial housekeeping items or which sales rep got a little closer to nailing a sale. Certainly it’s important information in its own right.
Author: Kevin McGirl Sales managers have a tough job. Leading a team of salespeople in a world of ever-changing purchasing trends, a proliferation of new engagement channels, and highly educated customers, is stressful. It requires patience, agility, and a lot of motivational guidance. A good sales manager needs to stay on top of their game at all times, and ensure that their team is focused, efficient and most importantly, profitable.
Closing calls are sexy. They’re the calls where a deal gets moved across the line, contracts get signed, and you earn your commission checks. But closing calls are a bit of a fait accompli. Depending on who you sell to and what you sell, you could have already spent 10 to 20 hours with your prospect. You should have a good idea of whether the deal will close and for how much.
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.
Let’s agree that the goal of your marketing team should be to help your sales team. Sound good? Awesome. But as sales professionals, how can you feed your sales intelligence in to your marketing team and how can they use that intelligence to better help you close sales? To improve quality of marketing leads, here are three key pieces of information sales must share with the marketing team: Raw feedback from customers and prospects.
Check out my NEW online sales training course on LinkedIn Learning. It was time. Time to make my introductory referral program accessible to as many sales organizations as possible. I couldn’t decide on the best platform. Then a colleague suggested LinkedIn Learning, a new platform for online sales training. I checked out the platform and spoke with a colleague who’s already a LinkedIn Learning instructor.
Check out my NEW online sales training course on LinkedIn Learning. It was time. Time to make my introductory referral program accessible to as many sales organizations as possible. I couldn’t decide on the best platform. Then a colleague suggested LinkedIn Learning, a new platform for online sales training. I checked out the platform and spoke with a colleague who’s already a LinkedIn Learning instructor.
Nothing captivates an audience like a great story– no matter what industry you work in. In the marketing world, brand storytelling refers to campaigns that use creative narratives to showcase a brand or product. Effective storytelling provides human context to your brand and allows you to connect with your audience on a more emotional level. Brand storytelling is a staple of B2C content marketing, but it’s less common in the B2B world.
What is Leadership Coaching? Leadership coaching is the fastest growing phenomenon today! Leadership coaching is a detailed process designed to help facilitate leadership development and personal growth resulting in improved performance of executives. Leadership coaches lead their clients towards the fulfillment of specific professional goals. Today’s executives are experiencing unprecedented change.
You already know that effective follow up is crucial to closing sales. But how can you follow up with prospects without annoying them to the point where they scream, “Leave me alone!” The key is to deliver value in your follow up efforts. Provide your prospects with information, entertainment, or other items of value to [.].
Author: John Ruhlin Decades ago, sales professionals hit upon a mantra to understand how to woo prospects: “What’s in it for me?” But too many salespeople today forget that this question comes from the customer’s point of view, not their own. Want proof of this attitude reversal? Look no further than a recent DiscoverOrg study on buyer personas. The study’s eye-opening findings include the fact that only 35 percent of salespeople were rated “good” or “excellent”; by contrast, 65 percent received
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.
When you watch the news these days, it seems like all you hear is Russia, Immigration, North Korea, FBI, DOJ, liars and leakers, and the latest celebrities to be disgraced by their behavior. You would think there wasn't anything else going on! You might be having a similar experience with my recent articles as I have been sharing lots of data about salespeople - to the degree where you might think that nothing else matters.
In recent years, B2B live video has exploded in popularity as a viable marketing tactic. Live video isn’t just a hot trend– it’s changing online content as we know it. In fact, live-streaming currently accounts for two-thirds of all internet traffic and is expected to jump to 82% by 2020 ( source ). And, other video streaming statistics support this.
Jeff Bezos is famous for his “customers come first” philosophy. In a world where choices are ample, and the customer rules, Bezos has done amazingly well putting the customer first. He has developed a systematic way to understand and anticipate.
After reading a recent post from Dave Kurlan about The Latest Data Shows that Sales Managers Are Even Worse Than I Thought made me want to immediately publish a plea to company leaders and heads of sales to enable sales managers to do more and better coaching. Using research from 9,000 sales managers and their sales teams, the findings are grim.
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.
I t doesn't matter where I go, what industry I'm working in, or the experience level of the seller I'm talking to … eventually the conversation turns to this one question: “Where can I get good resources and learning that I can do on my own?” Sellers are eager to find easy-to-access and quick ways to learn and refresh their selling skills. Too often, sales training webinars are irrelevant or inconvenient.
On June 18 th , 2018 ZoomInfo held the 3 rd annual Growth Acceleration Summit —a premier B2B sales and marketing conference that allows the best and brightest in the industry to network, learn, and enjoy the city of Boston. This year’s professional event featured industry legends, experts, and best-selling authors like Earvin “Magic” Johnson, Jay Baer, Grant Cardone, Neil Patel, and Michael Brenner.
You require a change in sales leadership. What is the best path? Should you hire from within, specifically, from the existing sales team, or should you go outside the organization and hire from the market? The choice is tricky, you.
This is a series of posts aimed at helping you survive in a new sales territory. Maybe you get a new sales job or took over a new “greenfield” opportunity in your existing position. Either way you’ve got a big challenge ahead. In my last post, I talked about using all your relationships: your mum, cousins, accountant, friends etc. to get you introductions to target account in your new territory.
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.
When sales managers have opportunities to develop their sales team, it’s something they should throw their whole time and attention at, as they seldom have the chance to get out of the fire-fighting mode and spend time working on. So what are some ways to ensure success in this important part of the sales manager role? Here are some tips and ideas: 1) Set aside quality time.
The marketing tech landscape changes constantly as new trends emerge and innovative tactics catch on as effective marketing strategies. Subsequently, new technologies have emerged as well, aimed to help marketers achieve specific tasks and objectives. The problem is, with so many technologies crowding the market, companies struggle to determine which tools are the best fit.
On this episode of SBI TV, Matt and Marc Osofsky, CEO of Aberdeen, demonstrate the importance of Market Intelligence. Why is this important for your company? Many companies are flying blind, and this is especially true with B2B companies. Company leaders.
Overcoming Objections: “We are already working with someone.”. By Mike Brooks, [link]. Learn cold calling techniques for handling and overcoming the most common objections in telemarketing phone sales including the best call rebuttal responses for “not interested.” One of the main reasons sales reps dislike prospecting and cold calling is because of all the sales objections they get.
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.
Morning Motivation. Get up early. Eat a good breakfast. Optimize your alarm. Work out. Start with "Why". Remind yourself of your wins. Do something that makes you happy. Remind yourself of your goals. Make your bed. Journal. Meditate. It takes grit to be in sales. You will get rejected by prospects multiple times a day, there are some months when you won't hit your number, and losses are just part of the job.
As a Senior Director of Sales Consulting at Oracle, Tod and his team of Sales Engineers and Solution Consultants support the sales team in their division and are responsible for onsite and remote demos. Like a lot of presales leaders, he was in a resource crunch, being asked to more with less. He had a mandate to decrease costs to improve profitability by increasing margins.
As a chief executive, you need access to real-time, credible, actionable intelligence. Unfortunately for many organizations, data is spread across siloed legacy systems. In order to grow revenues faster than your industry and competitors, you need a culture-shifting strategy centered.
One of the hardest things about being a sales rep is knowing if you’re doing a good enough job. But what is “good enough?” You might feel like you’re crushing it with your cold email campaigns only to find out your competition is getting double your response rate. In sales, knowledge is power. And while you might not be able to get your competition’s exact metrics, knowing industry benchmarks can tell you where your sales efforts are working, and where they’re lacking and need your attention.
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.
As a sales rep, you’re no stranger to rejection. You’ve made hundreds if not thousands of prospecting calls in your career, and regardless of how well you prepared or how perfect the prospect was for your offering, some of those dials resulted in hang-ups. Getting hung up on occasionally is an unfortunate consequence of being in sales. Nothing to obsess over.
In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. This week I interview Larry Warnock , CEO and President of Olono. Nancy: What are the top 3 ways your solution changes the game for a sales organization? Larry: Today’s sales reps and sales leaders are drowning in data, tools, and processes.
A product road map generates some of the most contentious debates in the product life cycle. While this is reality today, it can not only be avoided, but can be a strength. You hear “I can’t share it because Sales.
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