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Closing is a make-or-break moment in sales. Choosing the right phrases to seal a sales deal is crucial. And this moment is likely the final verdict determining whether or not your efforts will amount to anything at all. You're not the only salesperson who feels apprehensive about the close. However, without that feeling of risk, successfully closing a sale wouldn't be so thrilling -- which drives salespeople to continually strive for more.Because sales professionals are expected to generate the
Definition of Cold Calling: Cold calling is a form of telemarketing in which a salesperson attempts to solicit business from potential customers who have not previously expressed interest in the seller’s product or solution. For outbound sales teams, cold calling is often the first—and arguably the most important—step towards creating sales opportunities.
Joining us on the SBI Podcast is Sarah Kennedy Ellis, the Chief Marketing Officer for Marketo. In today’s show, Sarah details how to apply the discipline of revenue attribution to marketing. Why this topic? CEOs, CMOs and CROs need to understand.
To maximize sales results, a sales manager has to ensure that his or her team is operating at their peak level like a sports team. That’s where coaching comes in—it’s one of the most important things you can do as a manager to drive better sales results. Coaching is the time you spend 1:1 with your team members to improve their ability to sell. The most common obstacle preventing sales managers from coaching their teams is time commitment.
AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.
Sales forecasting can play a major role in your company’s success ( and your own career development ). According to research from the Aberdeen Group , companies with accurate sales forecasts are 10% more likely to grow their revenue year-over-year and 7.3% more likely to hit quota. But despite the advantages, many sales leaders struggle to create sales forecasts that are anywhere near reality.
Whether it’s a killer closing tip or just some well-timed encouragement, guidance from a sales mentor can change the course of a young salesperson’s career. Even the simplest principles can be powerful when you learn how to apply them. We asked 11 sales professionals, entrepreneurs, and business executives about their mentors and the greatest lessons they learned from them.
There are many times when a client tries to intimidate or get the better of salespeople. Whether it’s because they feel they have to in order to get a better deal, or their ego is associated with getting one over someone else, or some other rationale, they feel the need to do something that gains them a ‘win’ of some sorts. One way they do this is to keep negotiating a discount , no matter what figure you have dropped or discounted to.
There are many times when a client tries to intimidate or get the better of salespeople. Whether it’s because they feel they have to in order to get a better deal, or their ego is associated with getting one over someone else, or some other rationale, they feel the need to do something that gains them a ‘win’ of some sorts. One way they do this is to keep negotiating a discount , no matter what figure you have dropped or discounted to.
?????????????????????????????Today, I have a challenge for you that you can do over the next week or the next month. Put down your Powerpoints. Instead, I want you to focus on the audience and the message that you’re sending to them.
“Just stop,” s pat the COO from across the table. “I don’t have time for this generic line of questioning.”. I was two years into my first tech sales job, thinking I was doing everything right. I asked open-ended questions to unearth pain. Just like the sales books told me to do. Yet this COO kicked my teeth in, leaving me and his ops manager twiddling our thumbs.
MailChimp is a beloved staple in the email marketing world. Almost everyone has heard of the platform, and if you communicate with customers for a living, there’s a good chance that you’ve used MailChimp to send out email newsletters and marketing drip campaigns. However, MailChimp can also be an essential B2B sales tool when used in the right context.
In today’s omni-channel world answering that question has never been more challenging for a CEO. There are no longer any boundaries for how, when and where potential buyers may be exposed to your products or services. However, without the right.
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.
I get it. I know it is important, but I’m sick and tired of hearing about new business. Truth be known, most sellers are sick and tired of hearing about new business … and their managers are sick and tired of talking about it! Facts Behind the Myth. The majority of sales organizations are obsessed with new business because of one reason: they do a terrible job of keeping and growing existing business (AKA: customers).
When a salesperson sends a message to a lower-level prospect, they can afford to try a stronger ask at first and then tweak it or scale back as necessary. But when you’re pitching to a CEO, you really only have one shot to engage them. Bungle the ask and you might miss the runway entirely. With this in mind, salespeople must be deliberate and thoughtful in how they approach CEOs if they hope to receive any kind of response.
It’s one of the biggest challenges that salespeople face in today’s selling world, and one that most people ask about on our programmes; how do we deal with objections? Objections occur when prospects or customers have not seen the overall value of the solution you are offering to them or their business. Depending on the type of objection, you can view it from different perspectives; it could be a sign they are interested but some variables like price need to change, or some of the parameters th
Business service firms can make significant gains if they have pricing discipline, unfortunately most do not. In fact, 30% of companies reduce pricing by 10-24%. This variance in pricing leads to poor sales behaviors, customers who expect discounts and most.
2023's struggles fueled a shift: companies are ditching wasteful strategies in favor of data and AI-powered growth. Enter 2024, the year GTC takes center stage. Discover 5 ways a customer-centric approach unlocks new revenue and delivers lasting success.
IMAGINE THIS: After countless attempts to connect with a prospect, your persistence has paid off. You did it! You've got the meeting on the calendar, you are feeling great! Now, you have one chance to make a great first impression, and it needs to count. Luckily, you have a few days to prepare so you can ensure the meeting runs smoothly and the prospect views you as a trusted and valued partner.
Psychology of Choice. Choice is our ability to make decisions when presented with two or more options. The psychology of choice explores why we subconsciously make the decisions we do, what motivates those decisions, and what needs these decisions are meant to satisfy. I don't know about you, but I get stressed when someone asks me what I want for lunch.
Every new year brings with it trendy buzzwords related to sales – (like freemium ), but one word has show up time and time again: data. With phrases like data analytics, sales data, big data and data sets, the collection of information is driving everything from sales coaching and productivity to predictivity technologies and marketing campaigns. No matter how big your business, if you’re not using data analytics to drive your sales, you’re going to fall behind your competition.
Go-to-market strategic planning enables executive leadership to make informed decisions. It dictates the development of a path forward into the market. Coupled with an execution plan, shareholder value is created. In the past, strategic planning was a one-time event. Executive leadership.
How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.
- WHAT'S MOTIVATING US THIS WEEK -. "When we tell people to do their jobs, we get workers. When we trust people to do their jobs, we get leaders.". -SIMON SINEK. - DON'T MISS THIS -. > How Inbound Can Turbo Charge Your Outbound Sales Efforts — LEADG2. Outbound sales tactics are alive and well. The key is that your sales organization can't survive relying solely on this alone.
Chances are, you’ve heard, seen, or even used a Jim Rohn quote -- whether you knew it or not. Rohn was an entrepreneur, author, and motivational speaker. His early years were spent in direct sales. In 1963, Rohn discovered he had a talent for public speaking. He went on to present personal development seminars worldwide for more than 40 years, until his death in 2009.
A few years ago we published the results of a research study on the changing roles of account managers and new challenges coming from customer buyers. We thought this quote from one of the study participants summarized the main messages from the research pretty well. “The classic older, golfing-type relationship manager is being replaced by younger entrepreneurial account managers who can cover the numbers and all the surrounding issues, rather than show the product benefits and let the cu
David W. Earle stated in his book, Love is Not Enough, that “Being able to say, “No,” is a necessary ingredient in a healthy lifestyle.”. Earle is applying the necessity for boundaries to one’s personal life. Boundaries are necessary for.
ZoomInfo customers aren’t just selling — they’re winning. Revenue teams using our Go-To-Market Intelligence platform grew pipeline by 32%, increased deal sizes by 40%, and booked 55% more meetings. Download this report to see what 11,000+ customers say about our Go-To-Market Intelligence platform and how it impacts their bottom line. The data speaks for itself!
People crave feedback. We want to know if what we are doing is good, bad, or just plain ugly. It starts when we are little kids. We all desperately wanted our parent's attention. We wanted them to "watch us" run fast, jump high, or sing a song. We wanted them to be proud of us, but also to give us feedback. Were we doing it "right?" How can we do it better?
Business acronyms. They make lengthy emails easier to digest, lead to better communication skills , and make you feel a little like you’re communicating the instructions for a covert mission. However, acronyms can also be confusing and frustrating. Have you ever received an email from your boss or colleague asking to have a task completed by COB or EOD?
How accurate is the weather forecast? A study by Minitab suggests that, in general, same-day forecasts are quite good, five-day forecasts are usually pretty reliable, and 10-day forecasts stretch the limits of predictability too far. How about sales forecast accuracy? It’s tempting to say that lost opportunities are harder to see coming than a thunderstorm.
I had been warned this would come, it happens on almost every consulting project we are on. After a week of working with a new Client the CEO asked: “John, what do you think of Vick; is he the right.
Every marketer knows how important it is to prove their efforts drive sales opportunities, but that’s easier said than done. When problems like sales and marketing misalignment, lack of data, and wasted efforts persist, marketers can’t measure, prove, or increase their impact on revenue at a time when demonstrating marketing value is critical. Using analyst and expert data, this guide to marketing impact and content attribution explains: How B2B buyers use content The most common types of conten
A research study by McKinsey Global Institute reported that salespeople on average spend less than 13 hours a week actually selling. Considering that going out and selling solutions is what salespeople actually are best at, and what is most profitable for them and the company they work for, it’s a little disheartening that so much time is spent doing other things like office tasks, answering emails, researching leads, and internal communication (I’m guessing this includes one too many meetings a
Take Some Risk exists to do two things: help clients make or save more money from marketing. The year-old performance marketing agency is located in Vancouver, Canada, and helps eCommerce, SaaS, and technology brands create, manage, and scale profitable PPC (pay-per-click) campaigns globally. The company’s founder, Duane Brown , never wants the agency to be large -- his ideal size stops at 12 people and currently sits at a team of four.
How accurate is the weather forecast? A study by Minitab suggests that, in general, same-day forecasts are quite good, five-day forecasts are usually pretty reliable, and 10-day forecasts stretch the limits of predictability too far. How about sales forecast accuracy? It’s tempting to say that lost opportunities are harder to see coming than a thunderstorm.
Getting Ahead in Your Sales Enablement Role. You’ve just been promoted to be the new Head of Sales Enablement. Now you’re tasked to take over a function that once belonged to marketing. Your organization has veered into a content driven account.
Speaker: Susan Spencer, Principal of Spencer Communications
Intent signal data can go a long way toward shortening sales cycles and closing more deals. The challenge is deciding which is the best type of intent data to help your company meet its sales and marketing goals. In this webinar, Susan Spencer, fractional CMO and principal of Spencer Communications, will unpack the differences between contact-level and company-level intent signals.
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