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In sales we need to go through the motions. Our buyers are “frazzled” as Jill Konrath says. Even if you use social selling techniques that get you a referral or help you connect to a potential buyer using your mutual background, it is still likely to take some follow up before you confirm a meeting time (or virtual meeting time these days). Research from XANT looked at the optimal “cadence” for prospecting based on the masses of data available to them through companies’ usage of their software.
By Tibor Shanto. Can we agree that despite many claims to the contrary, there is no single proven method for continuous success in B2B sales? One that has proven itself in varied markets and real-world challenges. No matter what argument you may counter with, the fact you’re willing to discuss proves it doesn’t exist. That’s neither good nor bad, but an honest way to start looking at a real problem is sales today.
You know the saying, “if it ain’t broke, don’t fix it?” Well, what if you don’t know it’s broken? In the world of B2B, things change quickly. So something that worked a year ago (*cough* your current sales process *cough*), probably isn’t as effective presently. Sales process optimization isn’t a one and done activity. Rather, it’s something you have to regularly maintain and update.
With more and more possibilities available to the online consumer, the desire for self-serve options does not seem to be subsiding anytime soon. With more independent and educated customers, where do sales and marketing fit into this new model? In his.
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.
Do you hate meetings as much as I do? They're the worst. But I have one weekly meeting that'a always uplifting and productive. I'm talking about my weekly meeting with John Pattison , COO of Objective Management Group (OMG). He happened to mention a report released by the Centers for Disease Control (CDC) pointing to the correlation between people who recently dined at a restaurant and later tested positive for Covid-19.
Author: Kevin Allen The disruption of the COVID-19 pandemic has caused unprecedented change and hardship in our economic systems. It can make it hard to predict what B2B marketing and sales will look like when we enter the post-COVID-19 era. . Society has never experienced something of this scale when we’ve had so much global communication and commerce.
Most CEOs state that Customer Experience is a differentiator for competitive advantage. If perfected, it becomes difficult for the competition to fast follow. In addition, most leaders see a direct correlation with driving growth, profit, and valuation. Product and operational.
By Tibor Shanto. I always say that time is fixed and the only nonrenewable resource, but with skill and will you can bend it a little. In the video below I share how to help patterns in activities to help the prospect ignore their own objection. Unless you are selling a pure commodity, this will help you get more prospects now, and buyers later. [link].
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.
September 14, 2020 | Dallas, TX – Sales Benchmark Index (SBI), a management consultancy specializing in B2B revenue growth, today announced the publication of their latest research report, “Revitalizing Growth: Accelerate While Others Stand Still.” The report uncovers how market leaders.
As humans, we tend to apply narratives to everything. And it makes a lot of sense — we’re more engaged when we hear stories, because a story puts your whole brain to work. Narratives are the connection between cause and effect, and that’s how we think! But how does this connect to B2B brand development? Author and blogger Seth Godin describes a brand as “the set of expectations, memories, stories, and relationships that, taken together, account for a consumer’s decision to choose one produ
Author: Reza Soudagar The pandemic drove many businesses to quickly realign. Some sales organizations saw their pipelines disappear overnight, so they began to reevaluate processes in an attempt to preserve them. While some businesses had already invested in digital transformation and were in better standing than others, their weaknesses were exposed – and they took a hit. .
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.
SELLING AS A BUYING EXPERIENCE. Q: HOW SHOULD COMPANIES DECIDE WHICH BUYING EXPERIENCE IMPROVEMENT INITIATIVES TO START WITH - ASSUMING THEY CAN'T DO ALL AT ONCE? . JIM: Every company will have unique needs, which means they will prioritize initiatives differently, but one thing remains true across industries: sales teams are the lifeblood of a company, and the leading indicator of a company’s health.
Buyer intent data tools make it easier to identify the when and how of a potential prospect’s consideration for purchasing a specific product or service. (This could be you!). By monitoring key search terms using cookies, you can pinpoint specific online behaviors that signal an intent to make these purchases. For instance, if a company hires a new Chief Information Security Officer, an intent tool recognizes that one of their next moves might be to search for an integrative cybersecurity soluti
Author: Dan Martin Every day, marketers across all industries wake up ready to do their part in growing their brand’s reach. But the life of a marketing professional can be as hectic and challenging as it is rewarding. So what happens when the challenge gets to be overwhelming? What does it mean when a full day at the office goes by and only a fraction of your tasks get done?
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.
Recently, I had the honor of participating in a webcast on coaching, with Lori Richardson, Jason Jordan, and Mike Kunkle. A question that rarely comes up was, “What do you do if a person is uncoachable?”.
One of the most overlooked aspects of being a sales professional is developing our leadership skills. Leaders cast a vision and motivate groups of people to change and in that way, selling is leading. Today more than ever, salespeople need to lead. They need to be viewed as leaders in order to guide their customers to make the best decision. . The best salespeople are great leaders.
On June 2nd, the online world — specifically that of Instagram — woke up to a flood of black squares on their feeds. ( Over 28 million by 11:14 am , to be exact.) The photos were a part of Blackout Tuesday, a movement intended to show online support for the black community in the aftermath of George Floyd’s alleged murder. While the sheer volume of participation caused a major disruption in the online world, not everyone felt that it was positive.
So much of our training and our engagement strategies involve our talking. We’re taught how to pitch our solutions. We’re given scripts outlining what we should say to our customers. As managers, we too often get into “tell” mode. Even when we ask questions, they are carefully constructed to elicit the answers we want. Alternatively, we listen for triggers to talk more.
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.
A key benefit of Multi-Touch Attribution Marketing is that it can help marketers fine-tune their strategy. Knowing which content is resonating with different buyers helps them define the types of content and channels that they want to use to target.
Prospecting during these uncertain times has been a popular topic. This is because prospecting in person—whether at a networking event, an association meeting, or through old-fashioned door-knocking—is just not happening anymore.
There are certain sales and marketing technology companies that have become practically household names over the past several years, and Hubspot is certainly one of those. With the release of a “free” CRM, integrating marketing and sales data has been promised to do wonders.
Your company may have pivoted to virtual selling overnight this spring, but now you realize that working and closing deals when you can’t be there in person is the new normal. You need a long-term plan that will take you into 2021. For everyone used to sitting down with a prospect, it’s new territory. Your experience is now delivered by technology. You communicate, collaborate, and connect with prospects via desktop, laptop, tablet, or mobile phone.
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.
September 14, 2020 | Dallas, TX – Sales Benchmark Index (SBI), a management consultancy specializing in B2B revenue growth, today announced the publication of their latest research report, “Revitalizing Growth: Accelerate While Others Stand Still.” The report uncovers how market leaders.
Most sellers will tell you that creating conversations with prospects is critical to greater success in sales, but the dynamics of how to do it can be baffling. Unfortunately, when sellers seek to understand it better, they often find conflicting advice.
Facebook is the largest social media platform out there with over 2.44 billion monthly active users. This makes it a great place to reach a massive chunk of your target audience. While organic reach can help you reach a good number of people, it’s been shrinking over time due to increasing competition for space in the news feed. This makes Facebook ads the go-to source for reaching a wider audience than you can organically.
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