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Define Amateurish. Amateurish behavior is when you display no skill or tact in a particular area. It means you're clumsy and inept. As a salesperson, you never want to be considered amateurish by your colleagues or prospects. It lowers your credibility and authority and kills your chances of closing a deal. Sales leaders and businesses are paying a hefty price for not developing the selling skills of their people.
You need to know what’s going on in the minds of your buyers when it comes to the solution you’re offering. Confused about what this means, exactly? Let me explain.
“Our customer retention is excellent. We only lose 5% of customers per year, so our retention is 95%.”. Does this sound familiar? If so, you have probably also been caught off guard when your board double clicks on this number.
Toddlers watch Sesame Street, play with blocks, take baby steps, constantly ask 'why', eat food that has been cut into tiny bite size pieces, love to start with dessert, and love to have fun. Their parents make sure they are comfortable, help them overcome their fears, work to prevent resistance and emotional meltdowns, and teach them as they go about their business.
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.
We hear a lot about sales and marketing alignment: How important it is for B2B, and how so few of us are doing it right. SALES: Marketing leads are crap. MARKETING: Sales is lazy. You guys take forever to follow-up on our leads – and you wonder why they don’t convert? [Rolls eyes.] SALES: They weren’t a good fit anyway. Why would we waste our time on leads that are never going to convert?
Author: Kostas Chiotis Consumers are becoming increasingly swayed by social media posts when it comes to purchasing a product or service, making it a great platform for sales. Increasing sales via social media content, campaigns and outreach is really important part of a marketing strategy these days. But how do you convert your social media followers to purchasing customers?
Author: Kostas Chiotis Consumers are becoming increasingly swayed by social media posts when it comes to purchasing a product or service, making it a great platform for sales. Increasing sales via social media content, campaigns and outreach is really important part of a marketing strategy these days. But how do you convert your social media followers to purchasing customers?
A win/loss analysis is the process of studying past business deals in order to generate valuable insights about your company’s selling practices. The insights garnered from this type of analysis can be instrumental in growing your business and increasing revenue. In fact, companies that conduct win/loss analyses consistently outperform those that don’t in the following areas ( source ): Customer retention rate: 60% vs. 48%.
By Tibor Shanto. If you want a safe bet, always bet against the clowns who prophesy the coming decline in the ranks of salespeople, professional, or the usual types that call on you. For years people and “sales experts,” have been telling us that sales as a profession, was going to shrink dramatically and salespeople will be replaced by a host of more efficient and cost-effective alternatives such as automation, artificial intelligence, and more.
Should you cover the entire market or double down on your sweet spot? You’re a CEO who just missed the quarterly number for the 3rd time in a row. You know what happens next. You are on the hook to.
That bright, shiny object might be rustier than you think. If you’re researching the latest and greatest sales trends, you just might fall victim to the bright-shiny-object syndrome. Trends mean nothing unless you include your buyer in your research. Just because certain sales prospecting techniques are all the rage, doesn’t mean they’re right for you or for your buyer.
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.
Every sales manager I’ve ever talked with has agreed on one thing: The single biggest challenge salespeople have is closing the deal. There are two reasons closing is such a big problem. One is psychology. The other is physics. PHYSICS?? That’s right, physics. Let me explain. First, the psychology part. When we’re selling (and especially [.].
Author: Ryan Myers We’ve all been caught in a tricky text thread, the kind where you absentmindedly respond to a friend’s question with a simple “OK” and then suddenly find yourself getting the cold shoulder. If only you’d had that conversation face-to-face! Perhaps that’s why so many people in sales — a full 65 percent , according to Chief Marketer’s 2018 B2B Lead Gen Trend Survey — prefer in-person meetings.
Many organizations offer great services to their customers. Yet many of these organizations struggle with making their number. Longer sales cycles, and the customization required for most service offerings present challenges. Sales leaders try to overcome these by increasing leads.
Search engine optimization—or SEO—is an essential component of any online marketing strategy. After all, more and more users are turning to Google and other search engines to research companies and products. As a result, the visibility of your company’s website is critical to the success of your brand. And, it’s no secret– B2B blogging is a key contributor to a successful SEO strategy.
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.
We had an enquiry last month from a sales manager who asked us to work with his sales team for half-a-day on closing techniques. He said his team was good at relationship-building but when it came to the close, they needed help. They simply didn’t know what to say to get the order without it appearing to put pressure on the prospect. One of my training consultants said to him that the problem couldn’t be solved in just half-a-day with some closing tricks, tips and techniques.
Author: Tim Riesterer Most training and learning efforts are based on clusters of competencies, supported by a curriculum or catalog that gets scheduled on interest and availability. But this conventional approach, and the premises underlying it, raise a crucial performance question: What does it really have to do with helping a company’s business strategy, responding to shifting market demands, and intervening to fix acute, emergent needs when they arise?
Welcome to the Revenue Growth Fast Frame of the Week. In this week’s video, Greg Clark, the CMO for Caliber Collision Centers, answers the question: “If you borrow a B2C best practice and apply it to B2B companies, what is.
As a sales coach and trainer, people occasionally ask me, “Out of all the selling skills, which one is most important?” Hands down, the master skill in selling is knowing how to ask purposeful questions. Great questions will advance the sale throughout your sales process , so don’t use them for sales needs analysis alone!
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.
So you’ve achieved that great goal of getting a referral from a customer. This is the holy grail in sales; getting a warm lead without having to do the marketing to achieve it. How should you approach this referral? Here are some ideas: Basically, you need to know what links the two companies or people. What is the business relationship between your customer and the person they are referring you to?
I am not your guru. But…. I don’t do this much, but in this post I’m going to write about motivation and stuff in your head. In the last couple of posts I have talked about having goals and creating time blocks to do the most important work that will get you to those goals. The problem is that without your mind in the right place it’s really unlikely you’re going to do a good job of tasks like prospecting that, since you’re in sales, will be the activities hanging out in those important time blo
EXcuse me, is this seat taken? The largest asset any organization must manage is its people. Employee Experience (EX) should be the cornerstone and fundamental value that drives your organization to success. In consideration of determining if you have the.
Everyone wants more visitors, more qualified leads, and more revenue. But starting a business isn’t one of those "if you build it, they will come" situations. In order to build a successful company, you’ll need to create and fine-tune a business plan, assess your finances, complete all the legal paperwork, pick your partners, choose the best tools and systems to help you get your marketing and sales off the ground … and a whole lot 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.
The Daily Conundrum. If you’re like most sales professionals working in today’s hyper-connected, always-on environment, you struggle on a daily basis to meet your goals. The concept of work-life balance is a dated one as we continue to raise the bar on performance and financial expectations. This struggle is real, because essentially your salespeople are tasked with 4 jobs, each of which could be a full-time job including; Outbound prospecting to ensure they have enough pipeline to meet coverage
In the modern marketing landscape, personalized marketing has quickly become the gold standard. Here’s why: Prospects and customers have access to a wide variety of content online and as a result, companies must take extra steps to make sure their content is seen first. Personalized marketing content is inherently more engaging, more relatable, and ultimately, more successful than other types of content.
Our guest today is Ryan Tognazzini, Chief Executive Officer for iGrafx. Ryan represents one of the new breed of Sales-driven Chief Executive Officers who have come through the ranks of sales. Ryan is here to share his incredible journey from.
Qualifying Questions. What's the business problem you're seeking to fix with this offering? What's prompting you to do something about it now? What has prevented you from trying to solve the problem until now? Have you tried to solve this problem in the past? If so, why didn't that solution work? What happens if you do nothing about the problem? Do you have a budget allocated for this project?
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.
If you have been creating and sharing content online for any length of time, you have probably experienced the gut-twisting feeling when you discover your eBook or slide deck is being shared freely around the web. I’m not talking about a blog post or LinkedIn post. I’m talking about that whitepaper or eBook, or even that […]. The post How to Prevent People From Stealing Your eBooks and Content appeared first on Fill the Funnel.
Lead nurture can triple the return on most marketing campaigns. By nurturing leads until they’re ready to turn over to sales, an organization can eliminate wasted marketing spend and increase sales results. Successful lead generation—inbound and outbound—requires nurturing. But it’s often the most underutilized marketing activity at a marketer’s disposal.
Market coverage, growth, speed, revenue, retention, and customer success are factors for all companies. With the rate of venture funding being poured into companies increasing yearly, companies are popping up everywhere and competition is more prevalent than ever. So, a.
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