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Here in the US, this Sunday marked the first Sunday of NFL Football. It's the same (as always) but different (new games). In their season debut, my New England Patriots did their best impression of my Boston Red Sox and lost 20-7. Close game. I've written several articles (same as always) about OMG (Objective Management Group) Tailored Fits/Proofs of Concept where I analyze the differences between a company's top producers and bottom producers to identify the findings/scores that differentiate t
Having trouble motivating your team? You’re not alone. Every member of your team has different skill levels, interest levels, and different ways of learning. Because of this, not everyone will respond the same way to your methods of managing and motivating, and that means you need different ways of motivating, mentoring, counseling, or even some babysitting.
Starting every sales rep over each year at zero penalizes top performers and rewards bottom performers. It’s important to find ways to reward top performers and maximize inspiration for your team. The post Sales Quotas: The Harm of the Annual Start-Over appeared first on Sales & Marketing Management.
Practicing effective communication and showing appreciation can strengthen client relationships. You need to have good relationships with clients to help your business grow and succeed. If they have helped you, make sure you compliment them as that contributes to improving sales performance through referrals.
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.
Most buyers like to have choices, and they get personal satisfaction knowing that they made the right choice. That said, be careful not to overwhelm your prospects with too many options. The perceived risk of making the wrong decision may become a roadblock to making any decision at all.
What rules your sales team – order or chaos? Do your reps follow a consistent and repeatable process that makes it easy to predict quarterly sales? Or are they flying by the seat of their pants, following their own playbooks, and sending your metrics all over the place? There’s no shame if your team aligns more with the latter than the former. Some of the best sales teams start that way.
What rules your sales team – order or chaos? Do your reps follow a consistent and repeatable process that makes it easy to predict quarterly sales? Or are they flying by the seat of their pants, following their own playbooks, and sending your metrics all over the place? There’s no shame if your team aligns more with the latter than the former. Some of the best sales teams start that way.
I recently participated in a webinar with LeveragePoint on the subject of “establishing a value-centric culture in your B2B sales organisation”. It’s a topic I care deeply about, and I’ve included a link to both the recording and the deck at the bottom of this article.
I’ve been writing a series on the importance of systems thinking in buying and selling. A fundamental issue we have to understand is “What happens when two independent systems intersect and have to work together?” As we, sellers, look at the various pieces parts of selling—marketing, sales, customer service, etc—we tend to optimize these systems to achieve our separate goals.
In these challenging economic times, business as usual has been anything but – and like many sectors, B2B sales is in the midst of transition. A recent survey of B2B sales professionals commissioned by my company, Lusha, sheds light on the extent to which this critical industry is in a state of flux. We surveyed 500 B2B sales reps in the United States and found: 77% of respondents are struggling in the early stages of the sales cycle. 96% of reps feel they need supplementary help in their daily
Conversation is much more pleasant than interrogation. This is important for an effective coach to remember because after two or three questions, a salesperson is going to feel like they are being attacked. This is also true for prospects.
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.
I agree with Zvi Band the author of the book Success is in your Sphere that “relationships are our most important asset”. From everything I’ve seen, if you want to outperform in sales in the long run, you need to build your own network of people that know, like and trust you. No amount of technology or great messaging will get you even close to the salesperson with a top-notch Rolodex.
To make it through times of economic uncertainty, you need to be smarter about your go-to-market strategy. Here are the three main areas to focus on. The post B2B Resiliency In Times of Economic Uncertainty appeared first on Sales & Marketing Management.
Quick tip this week. I worked with a client years ago, and he had a one-line rebuttal to the price is too high objection. Whenever a prospect told him that, he simply asked: “And besides price, what else is holding you back?”. That’s it. Simple. Direct. And powerful. This client understood that objections are generally smokescreens hiding other objections, so questioning it in this way immediately tells you whether it’s really price—or something else.
In SBI’s CEO growth planning survey, it’s not surprising to see that nearly two-thirds of CEOs admit to having developed contingency plans for their businesses given the current macroeconomic conditions. However, our interviews revealed these plans are overly focused on rapid cost-takeout to preserve earnings in the face of a recession. In our view, these contingency plans lack clarity on defending growth bets or reallocating expenses to preserve – or even accelerate – growth in the face of rece
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.
Explore the top 5 sale coaching models used by high-performing sales leaders to maximize your return on investment and help reps retain sales training knowledge. Curious about cold calling best practices? In this post, we’re sharing our favorite cold calling methods, on-call best practices, and must-haves for effective cold calling. The post Cold Calling Best Practices appeared first on Predictable Revenue.
It’s not always obvious – even to banking and finance pros – how data can be used for consumer marketing in this unique space. Here are three examples of ways financial marketers are already using data to educate and illuminate customers. The post 3 Ways Financial Marketers are Using Data to Better Connect with Their Customers appeared first on Sales & Marketing Management.
Recently, a reader wrote, asking a lot of questions about pipelines–what are they, why are they important, how do we leverage them, and so forth. At first, I was surprised by the question, I think of this as basic and fundamental to selling. As I reflected, I realized this is a bad assumption. For example, I know of very few sales training programs that teach pipeline concepts (we’ve been doing this for the past 30 years).
What do you want to do differently? Do you want to: Create more outreach to new clients? Build better COI relationships? Update your CRM more regularly? Complete your follow up notes after meetings within 24 hours. Do you want to be a better advisor? A better parent, spouse, or friend? The Power of Habits. Doing those things differently means creating new habits.
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.
If you could push a button and choose between 14% growth next year and 30% growth, which button would you push? Assuming that this sales growth is stable, manageable, and healthy, most sales leaders would push the 30% button.
Inflation can wreak havoc on many aspects of a carefully designed sales incentive program, but its direct and indirect effects are not necessarily obvious. To decide how to respond to inflation, CSOs must first understand how inflation can undermine quotas. The post CSOs: How Inflation Can Undermine Sales Quotas appeared first on Sales & Marketing Management.
Too many leaders seem to have given up. They take high attrition rates/turnover as “the way things are.” They manage strategies around low tenure (11 months for sellers and leaders). Low engagement, the great resignation, quiet quitting are now business constants that leaders have to manage around. Some give excuses, “Well GenZ is like that, they are very mobile and won’t stay with any organization very long… ” But then we see the same issue with every other g
Our latest updates and product improvements are live, with added features spanning our TalentOS, MarketingOS, and Chorus solutions — each one designed to help you do your job more effectively. TalentOS TalentOS has a new integration with Crelate, a software tool that saves recruiters time by automating their workflows. Now you can export candidate records from TalentOS and match or update existing accounts in Crelate, add candidates from TalentOS to Crelate job records, and push candidates direc
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.
Although face-to-face meetings are happening more often, being creative and using video to stay connected with customers as well as propose and close business with new prospects is still a trend that’s not slowing down. The best sellers know it’s time to move from playing defense to playing offense because customers and prospects need help. They need solutions.
The COVID-19 pandemic turned “Zoom” into a verb and proved to be a boon for sales of everything from alcohol and pets to home improvement materials and streaming content services. It also boosted the use of gift cards in employer-sponsored incentive and recognition programs. The Incentive Federation Inc. (IFI) reports that among companies that offer […].
A job in sales is exciting, with plentiful career opportunities and development paths. As you grow, you may have the opportunity to progress into a sales director role. In this position, you’ll be responsible for growing profit and overseeing the sales team’s operations. In this article, you’ll learn what it takes to become a sales director, what skills you need to be promoted, and what the role involves.
With the season for sales kickoffs approaching, the current economy is likely a driving influence on your plan. Given the shifting market dynamics, ensure you use your SKO resources where it matters most, and equip your team to drive lasting results long after the SKO ends. Affecting real change on sales behaviors requires more than a two-day SKO event or one-off virtual training session.
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.
Founders, take note: Just having a great product or service to offer is not enough to make a sales team successful. You need to know exactly who is willing to pay for that product or service and the best ways to reach them. This is especially true for startups , where you may have a brand new product or service that is just getting established and lack the resources to waste on leads that go nowhere.
Just as gift cards surged in popularity when the pandemic sent a majority of workers to home offices, incentive points programs also found new audiences. The ease of administration, touchless reward delivery and flexibility of reward choices helped incentive and engagement solution providers (IESP) increase business in the past two years. Respondents to a survey […].
Remote work has become the new normal, meaning that sales professionals are working virtually more than ever before. Meeting sales targets virtually is possible, but it does require specific skills and techniques that help you build relationships and make value propositions without ever meeting your customers face-to-face. In this post, we’ll cover everything you need to know to excel at virtual sales, including: What is virtual selling?
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