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Business people, particularly sales, are obsessed with numbers. We measure everything, we scorecard everything. Revenue, orders, growth, margin, share, performance against plan, performance against prior periods, pipeline metrics, calls made, meetings held, demos conducted, proposals submitted, wins/losses, expenses/budget, CPOD, people hired, turnover (voluntary/involuntary), performance in customers (e.g. major accounts), performance in market sectors, performance by product line, performance
WOW is your ability to be different. The WOW factor and your closing ratio have lots in common. If you don't WOW 'em it's likely you won't sell 'em. I went to New York to sell a publisher on a book of my first 100 articles. I used the WOW factor.
As sales professionals, we sometimes forget how important it is to deliver the right messages to buyers – messages that resonate with and engage them. One of our key sales activities is to get to know our customers better than we know ourselves and show them how we’ve successfully helped others with similar issues. And while we’re doing all this, the buyer is checking us out, too.
By Tibor Shanto. In the past, I have spoken about the importance of dynamics in sales from prospecting to close. Especially when prospecting, where salespeople put a disproportionate amount of effort on their “message”, without taking into account some of the other elements that impact how clear their message is received, dynamics. It would be easy to blame the salesperson, but remember, in most cases, someone (manager or management) put them up to it, telling reps to do it pretty mu
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.
I wanted to give you this formula for pipeline sales management because I get a lot of questions from sellers about: time management, about how to keep the funnel filled, and about when (and if) you should take people out of your funnel.
When it comes to sales compensation planning, you can never start prepping too early, right? One of the most important things to consider when designing plans are the different roles on your sales team. Sales managers and their reporting reps will have responsibilities unique to their roles, which means your compensation plans should be tailored to different roles.
When it comes to sales compensation planning, you can never start prepping too early, right? One of the most important things to consider when designing plans are the different roles on your sales team. Sales managers and their reporting reps will have responsibilities unique to their roles, which means your compensation plans should be tailored to different roles.
We get it, recruiting can be tough—especially in today’s competitive hiring market. The reality is, as a recruiter, you’re competing with thousands of other recruiters for the same batch of high-quality candidates. In any given day, a recruiter must focus on building strong relationships with both job seekers and hiring managers and put in the effort to stay organized, keep track of scheduling information, minute candidate details, and hiring preferences.
If you’re singing the Blues after Q2 , it’s time to change your tune. Even if you hit your sales goal, the new quarter is still a great time to take stock of wins and losses … AND start building your pipeline for a quota-crushing Q3. It starts today. Just like exercise and eating your vegetables, building sales pipeline means doing the hard things now in order to reap a future reward.
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.
Social selling has quickly become one of the most popular and effective selling tactics. As social media platforms grew in popularity, businesses began to recognize how essential social media is to the sales process. Consider these statistics ( source ): 78% of salespeople using social media perform better than their peers. Social sellers generate 38% more new opportunities than traditional sellers. 62% of employees at large companies say social selling enables them to build stronger, more authe
Home field advantage. If you follow or have any familiarity with the sports world, you have heard the term. It’s what teams play for on the road to a championship because of the competitive advantage. Comparisons exist when it comes.
Author: Chris Richardson In 2018, social media channels continue to remain one of the most accessible, profitable, and popular traffic sources for most of the businesses. According to a recent research performed by Content Marketing Institute , 83 percent of B2B marketers use social media networks for traffic/client generation – making it the No. 1 preferred tactic.
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.
Here’s what you might have missed last month from No More Cold Calling. Wondering how to get leads? Not just smoke-and-mirror leads, but only qualified leads? Every sales rep asks that question, and surveys of sales leaders confirm that getting leads in the pipeline is their top challenge. It has been for years. But why? Reps have KPIs for cold calling, sending emails, and making connections on social media.
We know B2B decision makers are using social media to inform their buying decisions. In fact, a recent study suggests that 91% of B2B buyers are active and involved in social media, while 75% are significantly influenced by social content when forming their buying decisions ( source ). But—as B2B marketers and sales professionals—we have a lot to learn about social selling.
Today’s topic explores the challenges a CSO faces when transitioning from a publicly traded company to a private equity firm. Paula Shannon, former CSO of Lionbridge, has a wealth of experience with this exact change. She delves into the impact.
Author: Tim Houlihan Sales professionals, management types and overburdened workhorses, this message is for you. You may think you’re God’s gift to multitasking, but the 60,000-year-old human brain in your cranium has not evolved for multitasking. It is best at focusing on one thing at a time and moving back and forth between different issues quickly.
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.
For those that have parachuted into this blog from Google, this is part of a series of posts about how to save your sales job. This first batch of ten posts is about preparing to go to market when you get that new sales gig or greenfield opportunity. One of the things it’s well worth knowing (and the one your boss will likely get fixated on) is the products your company sells.
My new LinkedIn sales training courses take out the guesswork! Is selling really tougher today? It’s more complex, and despite all the tech tools at our disposal, prospecting certainly hasn’t gotten any easier. Forget closing. Just getting prospects to return calls is hard enough. Getting meetings with decision-makers is an even greater struggle, because companies all look alike to buyers.
Author: Rilind Elezaj Everything starts with content. If your content development strategy is right from the beginning, the rest will follow. Things have changed, and today your content will not rank high just because it is SEO friendly. The quality of the content determines the feedback you will receive. Great content will inform, instruct, tell your story, entertain and sell both goods and services.
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.
Most of the time, we salespeople want to be warm, friendly, and caring. We want to be liked and well-received. But warm and fuzzy doesn’t always get the job done. Sometimes, we need to be scary. Because sometimes prospects don’t appreciate the dangers of not acting. Other times, they’re afraid of the wrong thing. In [.].
Self-discipline. Let’s be honest. For most of us, it’s a work in progress wrapped in good intentions, procrastination, and feelings of failure. But it doesn’t have to be. Self-discipline, like everything else, is a practice. Not every day will be perfect, but each day -- with its failures and small wins -- is progress, and that’s what self-discipline is all about.
A significant portion of a marketing budget is spent with agencies. Yet, often these agencies do not contribute to your revenue growth. This is the result of poor agency management. Be sure to hold every agency accountable to a business.
In 1975, I was Junior offensive lineman at UConn. On the team that year were a group of seniors that knew that their playing days were pretty much over. Younger players had been recruited and they were starting ahead of them. Those seniors formed a bit of a club – the Coast-to-Coast Club.
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.
Sales Territory Plan. Define Your Market. Assess Account Quality. Assess Territory Quality. Assess Rep Strengths. Review and Consolidate. One of the essential pillars of a successful business is a robust and organized sales territory strategy. Studies show that effective territory management can increase overall sales, improve customer coverage, and reduce costs.
You have oceans of customer data, but how do you turn it into actionable insights that you use to drive your strategy? While long-term, you need to create a data infrastructure where this can be linked, maintained, and reported on. But.
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