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Gone are the days when B2B sales were about making a hundred cold calls a day or visiting clients in person. Also gone are the days when ideal customers from your target companies are knocking at your sales team’s doors in droves. Although cold calling, inbound marketing, inside sales and field sales still have a place in the sales planning of many companies, the modern B2B buyer is looking for a different type of interaction with B2B sellers.
I have listened to thousands of sales calls over the years, and I spend the majority of my coaching and training hours listening to sales calls even today. And I still hear the same mistakes…. Here are three things NOT to say if you want to become more effective at opening and closing more sales: #1: When speaking with a gatekeeper and they ask if they can tell the prospect who is calling, don’t: Just say your name (“John,” or “John Davis”)—and then nothing else… Say your name and company name S
Telling a supervisor that you are not engaged with your work is a risky proposition. Employers need to make it less so by making it clear from the start that they want every worker to derive as much meaning and satisfaction from their job as possible. Writing for Harvard Business Review, Tomas Chamorro-Premuzic and Lewis […]. The post How to Broach a Lack of Engagement appeared first on Sales & Marketing Management.
Building rapport in selling is really all about being caring and friendly, asking the right questions, and offering great advice and solutions. There are 5 competencies that make a salesperson strong at developing relationships in sales.
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.
As seen in SBI’s latest research, top-performing commercial leaders are balancing headcount additions with investments in sales, enablement, and digital selling, looking to boost productivity and sales capacity through strong digital buying experiences. These same companies are generating more revenue through digital channels than their peers.
This weekend, in celebration of the beginning of summer, I was invited to a dinner with friends. At the end of dinner, the host brought out one of my favorite desserts, key lime pie. I feigned politeness, letting everyone take their pieces before I served myself. Truthfully, it was pure selfishness, I wanted to get a bigger piece of the pie. For many of us, I’m one of those, there’s always the tendency to go after a bigger piece of the pie.
This weekend, in celebration of the beginning of summer, I was invited to a dinner with friends. At the end of dinner, the host brought out one of my favorite desserts, key lime pie. I feigned politeness, letting everyone take their pieces before I served myself. Truthfully, it was pure selfishness, I wanted to get a bigger piece of the pie. For many of us, I’m one of those, there’s always the tendency to go after a bigger piece of the pie.
Zoom experienced meteoric growth right out of the pandemic starting gate. AI-powered sales coaching helped them scale at a record pace. The post When AI Is Just Part of the Team appeared first on Sales & Marketing Management.
Andrea Lopez caught her big break in the entertainment industry through a DM on Instagram. After getting flown to LA to appear on NBC’s “Bring the Funny,” she began growing her following on social media through her spot-on celebrity impressions. Then, while negotiating a big brand partnership, she recognized a familiar face. Hear how Lopez learned the value of good impressions and good relationships for building her personal brand on this week’s episode of Pretty Big Deal.
Product-led growth (PLG) is driving some of the fastest growing B2B companies. While these solutions can propel organizations forward, this approach requires business leaders to make strategic decisions around what’s needed to scale that success.
For those who know my background, many may be surprised. But I love selling–and I love working with highly professional sales people. I can think of few things more exciting, challenging, and rewarding than selling. Yeah, there’s the challenge of meeting quota, there’s the reward of blowing away your comp plan. But that’s not really why I love selling.
Speaker: Jennifer Hodroge, Omni-Channel Strategic Leader, Forrester CX Certified
Marketers know that personalization is the key to engagement—but with limited budgets and time, how do you prioritize what, where, and how to personalize? Aligning your content, campaigns, and buyer experiences requires a deep understanding of customer needs. In this new webinar with expert Jennifer Hodroge, we’ll explore how to leverage insights and customer journey mapping to build personalization strategies that deliver real impact.
In a world where convenience is king and complete flexibility is expected, businesses that are not seamlessly connecting their various sales and marketing channels are likely to lose out to their more agile competitors. The post What Is Omnichannel Marketing And Why Should You Be Doing It? appeared first on Sales & Marketing Management.
The importance of data is undeniable. But the path to reliable business intelligence is not always straightforward. When you set out to buy a third-party data set, you might assume you should compare based on quantity and cost. But using evaluations like “how many accounts can you provide?” or “what is your cost per contact?” often means the vendor with the most records wins and the one offering the highest quality data gets overlooked.
Account-based marketing (ABM) is a growth tactic and revenue accelerator, but many sales reps and even sales leaders are skeptical about this approach. ABM doesn’t work without tight sales and marketing alignment. To get there, sales needs to be all in. That’s why the most important factor for ABM success is sustained change management. Learn: Why is sales and marketing alignment important to ABM?
One of the fundamentals in any kind of solution or value based selling is the ROI produced by the solution. Sadly, too few sales people even understand this, competing on cost and price, leaving the customer to determine the business case and the ROI of implementing a solution themselves. And they must do this, both to get approval to move forward, as well as to evaluate alternatives.
Savvy B2B marketers know that a great account-based marketing (ABM) strategy leads to higher ROI and sustainable growth. In this guide, we’ll cover: What makes for a successful ABM strategy? What are the key elements and capabilities of ABM that can make a real difference? How is AI changing workflows and driving functionality? This Martech Intelligence Report on Enterprise Account-Based Marketing examines the state of ABM in 2024 and what to consider when implementing ABM software.
Increased productivity in sales is indelibly linked to automation. The post When Self-Driving Cars Drive Your Sales Process appeared first on Sales & Marketing Management.
Every successful organization depends on the productivity of various departments and teams to achieve its overall mission and goals. But being a part of a team doesn’t mean teamwork happens naturally. For departments and teams to be efficient everyone needs to work together to execute and finish projects and goals. And yet the reality is that, more often than not, employees find it challenging to collaborate and work together with ease and balance.
There are a few major benefits of hybrid selling. For one, it provides your employees with flexibility and autonomy to work where they'd prefer. It also has major economic benefits from a cost of sales perspective — for instance, rather than paying for each sales rep to travel to meet in-person with buyers, plenty of selling can now be done virtually.
Innovation is critical for all of us. It enables us to… well, innovate. Innovation underlies change. It enables us to do new and different things, address new and different opportunities/markets, shift our strategies, products, markets. A lot is written about innovation. Much of it focuses on disruptive innovation. Disruptive innovation probably overlaps, significantly, with invention.
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.
Amid the rise of digital-centric selling, the blueprint for effective buyer engagement has changed. Those prepackaged PowerPoint decks and static presentations that customer-facing sales teams used to rely on are no longer enough to develop meaningful relationships with prospects in virtual selling environments. Sales reps today must understand how to deliver the right messaging in […].
Every closed deal requires two parts: the right buyer and the right seller. The right buyer is one who’s the ideal fit for your solutions. The right seller is one who has what it takes to guide the deal through the sales cycle and eventually, across the finish line. If one side of the equation isn’t quite right, there’s no deal. The vast majority of organizations have the first half of the equation down pat.
Sales structure organization can bring new skills to light and help put tired and outdated concepts to bed. Just because a strategy worked for your team five years ago doesn't mean it will still bring out the best in each team member so that your team will flourish now. Consider revising sales goals and implementing a new sales structure with new possibilities in mind.
Have you met with prospects who had very specific questions about the what , how , and when of working together? If so, you may have heard questions such as: What happens then? When will that be addressed? Your answers to those important “how to’s” are important to the Reflector buyer Tribal Type during sales conversations. The Reflector Tribe is the focus for this installment in the series: Convert Consistently with Customs and Connections.
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.
Negotiating with respect and being cordial during a negotiation doesn’t mean being a pushover either. The post Negotiating with Confidence appeared first on Sales & Marketing Management.
Selling to new leaders in these uncertain times? Sellers are reporting to me that they are selling to an unprecedented number of first-time managers and leaders in businesses today. I’m … Read More. The post Selling to New Leaders in Uncertain Times first appeared on Colleen Francis - The Sales Leader.
I often hear from salespeople that getting an appointment with a quality prospect is one of the hardest parts of the sales process and getting them to give your 30-45 minutes is almost impossible. It is certainly true that decision makers have more requests for their time today than ever before, which makes breaking through the clutter harder. It is easy to get lost in the sea of salespeople who are contacting them and asking for their time if you simply communicate why you want to meet with the
Competitive pricing is a fact of life for most businesses. Companies within a market are all vying for consumers' attention, and lower prices is an easy way to capture it. But what happens when pricing low turns from competitive to malicious? That practice, pricing low in bad faith, is most commonly referred to as predatory pricing — a method used by certain businesses to clear and dominate their markets.
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.
You can’t maximize productivity until you have the right people in place. The post How Modern Sales Leaders Empower Their Teams for Greater Impact appeared first on Sales & Marketing Management.
In the “ Breaking Into Sales ” series, you’ll learn actionable tips and fundamental sales techniques to climb the SDR ladder and close more deals. . Qualified leads are essential to a sales operation. There’s no point in talking to people who aren’t a good fit for your product. However, qualified leads don’t just appear out of nowhere. The process begins with thorough research and careful nurturing , and that’s where sales development representatives, or SDRs, come in.
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