This site uses cookies to improve your experience. To help us insure we adhere to various privacy regulations, please select your country/region of residence. If you do not select a country, we will assume you are from the United States. Select your Cookie Settings or view our Privacy Policy and Terms of Use.
Cookie Settings
Cookies and similar technologies are used on this website for proper function of the website, for tracking performance analytics and for marketing purposes. We and some of our third-party providers may use cookie data for various purposes. Please review the cookie settings below and choose your preference.
Used for the proper function of the website
Used for monitoring website traffic and interactions
Cookie Settings
Cookies and similar technologies are used on this website for proper function of the website, for tracking performance analytics and for marketing purposes. We and some of our third-party providers may use cookie data for various purposes. Please review the cookie settings below and choose your preference.
Strictly Necessary: Used for the proper function of the website
Performance/Analytics: Used for monitoring website traffic and interactions
For all the email marketing haters out there, it's worth noting that recent stats show the ROI on email can be up to 4,400%. That should perk up the ears of even the biggest skeptics. The truth is, to get those kind of returns you have to be more thoughtful and diligent about the way you approach email campaigns. Let's dive in. Of course, you can only expect such great results if your subscribers are actually receiving interesting content, and that's not always the case.
Knowing the business impact of what you sell makes a huge difference. It's how your prospects decide whether or not your products or services are a match. Yet so many companies fail to quantify the business value of their products/services. And sometimes, it’s just not possible.
The more productive your sales team, the better your overall performance. Find out how to increase your sales productivity with sales performance management.
61% of organizations had a dedicated sales enablement person, program, or function in 2018, according to data from CSO Insights. Just five years ago, that number was 19.3%. This explosive growth comes as no surprise, as successful programs are proven to have a large, quantifiable impact on sales success, specifically: The percentage of reps achieving quota improving by 22.7%.
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 CEO’s have good visibility into the top deals in your sales pipeline and are reviewing with their CRO and CFO at least weekly. And often, CEO’s will review top deals with their Chairman or a board member in a.
By Tibor Shanto. I understand connecting with decision-makers or influencers is a challenge, we are all looking for good ideas. But some things sellers are told to do are not just silly but can cost them opportunities. See what I mean: [link]. Please, don’t ask them that. Ask them something worth answering. The post Don’t Ask Them That!
By Tibor Shanto. I understand connecting with decision-makers or influencers is a challenge, we are all looking for good ideas. But some things sellers are told to do are not just silly but can cost them opportunities. See what I mean: [link]. Please, don’t ask them that. Ask them something worth answering. The post Don’t Ask Them That!
I'll be 64 in November which means that just like everyone else, I'm getting older. There are certain things that younger people do that change when they get older. For example, younger adults : go to bars and night clubs but tend to choose dinners out or nights at home binge watching TV when they become more mature. go to concerts but tend to choose movies when they get older. backpack across the US or Europe but tend to choose cruises as they age. want freedom at work but are more open to stru
There’s no denying it — sales and marketing teams don’t always work well together. The two departments may see eye-to-eye and share unified goals, but it’s less common for sales to proactively help marketing perform better, or vice versa. But in today’s digital world, the line between sales and marketing is increasingly blurred. There’s no better example of this development than the relationship between content marketing and sales enablement. .
By Tibor Shanto. Excuses like everything else are subject to seasonality. For example, when I ask some reps why they are not prospecting, I’ll get different excuse based on time of year and state of their pipeline. In August, the excuse of choice is by far vacations. As though every potential prospect picks up and leaves town. That may be true in France in the weeks following Bastille Day , the anomaly that proves the rule.
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.
Today Scott Santucci, CEO of Growth Enablement Ecosystems, joins us to discuss digital transformation and how it impacts revenue growth. Digital is transforming the market as companies like Apple and Amazon reign supreme. The landscape has changed drastically and integrating a successful strategy is no easy feat. There are a variety of ideas and definitions that surround “digital,” and Scott addresses common issues that companies run into when undergoing their own digital transformation.
Thomas Edison was an American inventor and businessman who has been described as America’s greatest inventor. Although he patented nearly 1,100 ideas, many people remember him for the invention of the long-lasting and practical electric light bulb. So many experiments went into developing the first the carbon and then platinum and finally back to carbon filaments that many wondered if he would ever succeed.
Regular readers of this blog know that I like to point out egregious examples of bad sales and marketing efforts. Like this one. And this one. Oh, and let’s not forget this one. But I like to highlight good examples as well. I recently received the above postcard in the mail from my realtor—and friend—Bob [.].
Author: TIM HOULIHAN Face it, your lead machine is tired. You’re hitting the gas, and you’re not getting the speed you once did. To change things up, you’ll need to go deep on new technologies and new media outlets, not to mention deciding what you’re going to say in your promotions. If you care only about quantity and quality, you should focus some attention on the most relevant pictures and the most meaningful words possible.
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.
Remember ‘big data’ and ‘advanced analytics’? These trends gradually evolved over the past decade as more and more businesses jumped on the bandwagon; ultimately paving the way for the next truly revolutionary tool in marketing: Artificial Intelligence (AI). Read on to.
Unless you’re a doctor on call, that text message can wait. Did you know that some cities are projecting red and green lights on sidewalks? Yes, we’ve really come to that. Walk on any sidewalk, anywhere, and everyone is looking down at their phones—even when they’re crossing the street. That’s just plain dangerous. We live in a society ruled by the FOMO (fear of missing out).
We’ve all been there. You make the call and boom, you’re blocked by the gatekeeper. They won’t let you get to the person you want to speak with. First off, remember that the gatekeeper is only doing their joy by guarding the gate. That’s what they’re supposed to do. They’ll let you pass but only if they feel that you are worthy. To understand how to get past them, you must put them in one of these two broad categories: The first category is the admin / receptionist / security desk /
Author: Rilind Elezaj When employees in a given organization work away from a physical office, the organization reaps tons of financial and administrative benefits. For example, workers become more productive because of the freedom that comes with remote working; bills such as furniture upgrade and electricity costs are significantly reduced; and the pool of talent from which an organization can hire from is no longer limited geographically.
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.
This week we’re excited to have 2 killer guests on the podcast. We have a duo from Looker, Rafael Jara-Simkin , Director of Eastern Americas as well as Talal Assir , Director of Sales Engineering. Both have 5+ years of experience under their belts at Looker and confess to never having been bored of their work for even 1 day during that time. Let’s dive into how and why in this podcast….
Top sales reps—the ones making the most sales and commissions—know how to handle repeatable selling situations. Instead of ad-libbing, they have learned, internalized, and use best practice responses to the objections and stalls they get over and over again. [Special Offer: If you and your team would like to learn these techniques and save 15% on our upcoming 7-week online inside sales training, Click He re and use the coupon code: EARLY ].
What are you most likely to Google today? What question do you want Google to answer for you? If you’re a parent, ask your kids these questions. Successful people are always trying to quench their thirst for knowledge. Whenever you see or hear something that you don’t know or understand, take a moment to ask Google and learn. As your knowledge increases, your ability to benefit others increases.
Blogging is one of the most effective ways to build brand awareness. It can create a foundation for engagement with current customers and prospects. But coming up with good blog post ideas can be challenging. It’s difficult to stay inspired , creative, and relevant. Staring at a blank, white page can be almost as terrifying as giving a speech. One way to ease blank page syndrome is the writing prompt – a word, phrase, question, photo or other trigger designed to get the creative juices flowing!
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.
Author: Paul Nolan In his new book, “Nincompoopery: Why Your Customers Hate You?—?And How to Fix It,” John R. Brandt says managers are the key to squelching the corporate stupidity that drives customers crazy. SMM: ?You state that nincompoopery is often a sign of problems higher up the leadership chain. Can you explain? Brandt: ?When you find a company that is consistently delivering bad service or stuck in the throes of nincompoopery, it’s the leaders who are responsible, not the employee you’r
Prospecting isn't always the easiest task we are required to carry out in sales. It can be daunting, monotonous, and inconsistent. However, it must be done and it must be done well!
Top sales reps—the ones making the most sales and commissions—know how to handle repeatable selling situations. Instead of ad-libbing, they have learned, internalized, and use best practice responses to the objections and stalls they get over and over again. [Special Offer: If you and your team would like to learn these techniques and save 15% on our upcoming 7-week online inside sales training, Click He re and use the couple code: Gitomer ].
According to Forbes, 70% of workers are disengaged and not very happy at work. If you’re a part of this 70 % of dissatisfied workers, you might be thinking about a career change. But to what? That’s the roadblock that prevents most people from ever making a change in life. Many, many people have made career pivots. For example, Audrey Hepburn rose to fame in the 1950s as an actress.
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.
Author: Paul Nolan The leads are weak,” Jack Lemmon’s character, Shelley Levene, tells Alec Baldwin in “Glengarry Glen Ross.”. That doesn’t sit well with Baldwin’s character, a big shot from downtown who we only know as Blake. “The leads are weak?” he replies. “You’re weak.” Then he proceeds to berate the entire sales team while building up his own story.
Of course you have sales problems. If it’s not a production problem, it’s a productivity problem. If it’s not a productivity problem, it’s a servicing problem.
The Buyers Journey is Complicated . It’s more complex than ever to close a deal with a large company. There is a minimum of 6.8 buyers involved. Buyers have to validate, collaborate and come to a consensus before a decision is made. . Gartner research finds that when B2B buyers are considering a purchase‚ they spend only 17% of that time meeting with potential suppliers.
We organize all of the trending information in your field so you don't have to. Join 283,000+ users and stay up to date on the latest articles your peers are reading.
You know about us, now we want to get to know you!
Let's personalize your content
Let's get even more personalized
We recognize your account from another site in our network, please click 'Send Email' below to continue with verifying your account and setting a password.
155 
Let's personalize your content