Martech

JANUARY 10, 2024

I’m second-most-comfortable in a panel conversation. If you were marketing a high-tech MRI machine or CT scanner, and you were selling to a technical, medical audience, you had to be conversant with the engineering team. I’ve been in sales support for 25 of my 30 years in marketing.

Electrical Engineering 105

Electrical Engineering Healthcare Electricity Technology 105

Martech

AUGUST 16, 2023

Today’s customers want quick answers, personalized experiences, and zero redundant conversations. With today’s powerful marketing and sales platforms at our fingertips, there’s no excuse for falling short. It’s not just about making a sale. Clunky interfaces and slow responses won’t cut it anymore.

B2B 96

B2B Customers CRM Contact 96

Sales Hacker

MARCH 8, 2024

Candid, off-the-record conversations — no recordings here. A highly curated group of 200 GTM leaders, 85% director level and above across Sales, Marketing, and Partnerships. Data from Crossbeam shows that ELG is the third-most cost-effective strategy behind customer referrals and inbound sales. Support on pipeline movement.

GTM 97

GTM Growth Referrals Cross-sell 97

PandaDoc

MAY 9, 2024

Win rate Win rate is the percentage of opportunities that your sales team converts. The higher the conversion rate, the higher the sales velocity. Win rate paints a picture of how well the sales team is performing. See also What is a sales pipeline — and how can you build and optimize yours?

Pipeline 52

Pipeline Legal Objectives and Key Results Lead generation 52

Spiro Technologies

OCTOBER 13, 2022

Since we only have a certain number of hours each day, it’s tempting to try to keep conversations short and sweet. Taking the time to build rapport with qualified prospects can put you in the driver’s seat for the rest of the sales process, so don’t eschew a long, drawn-out conversation just because the clock keeps ticking.

Pipeline 98

Pipeline Drivers/motivators CRM Sales 98

Salesmate

MARCH 6, 2021

Integrating Live chat with CRM assures that you collect and track all your leads, sales, support or any other issues related with your customers after their chat with you. Help your team sell more by adding new sales leads via Live chat into the CRM and covert them. Sales is about tactics, not just labor.

CRM 116

CRM Pipeline Contact Conversion 116

Salesmate

JULY 9, 2020

Your sales pipeline covers every stage of the customer acquisition process from leads to after-sales support to repeat business. To be successful in sales, you need to track specific sales pipeline metrics. To be successful in sales, you need to track specific sales pipeline metrics.

Pipeline 121

Pipeline Contract Sales Territory 121

Heinz Marketing

JANUARY 7, 2022

Moving users through product adoption is where marketing and sales can make or break your product-led strategy. You should provide content and sales support to give the customer the resources to succeed. Conversely, product-led companies use their marketing to fuel virality — as the backbone of their marketing strategy.

Growth 112

Growth Product Intrinsic Referrals 112

The 5% Institute

JUNE 19, 2023

Sales is transactional, focusing on generating revenue, while selling is relational, emphasizing building relationships and creating value for customers. Effective selling techniques include active listening, building trust, customizing solutions, and providing post-sales support. How can technology enhance sales and selling?

Sell 52

Sell Objectives and Key Results Technique Customer Relationship Management 52

The 5% Institute

JUNE 8, 2023

To address this objection, engage in a conversation to understand their reasons for waiting. Phone conversations: Tone of voice and clarity of speech: Since non-verbal cues are absent in phone conversations, your tone of voice becomes crucial. Timing objections: “It’s not the right time for me to buy/sell.”

Real Estate 52

Real Estate Objection handling Transportation Finance 52

The 5% Institute

JUNE 7, 2023

The Spiced Sales Methodology is a comprehensive approach that has gained popularity among sales professionals. It combines strategic planning, relationship-building techniques, and persuasive communication to optimize the sales process and increase conversion rates.

Objectives and Key Results 52

Objectives and Key Results Strategic planning B2C Relationship building 52

Accent Technologies

SEPTEMBER 30, 2023

Enterprise ChatGPT: "In your previous meetings, Mr. Smith emphasized concerns about software integration and post-sales support. It brings instant access to a complete knowledge base of your critical information, the ability to clearly communicate in a conversational way, and a connection to your B2B buyer relationships.

B2B 52

B2B Sales Technology Technology 52

Martech

MARCH 1, 2024

Conversely, it might uncover a grievance, offering a swift opportunity to address and resolve the issue. Convert to auto-replenishment Many marketers find themselves trapped in the cycle of one-off sales. Examples of successful applications of continuous selling models in B2B include: After-sales support services.

B2B 122

B2B Cross-sell Pharmaceutical Account management 122

Partners in Excellence

MAY 27, 2021

In your next conversation about Rev Ops, count the number of times you hear the word “customer” in the conversation. We can no longer be Sales led, Digitally supported. Instead, we must reinvent everything around Digitally led, Sales supported. How does it make us easier to do business with?

Strategic planning 127

Strategic planning Manufacturing Legal Finance 127

Salesforce

OCTOBER 4, 2022

In a recent conversation with my retired cousin, I noticed she still referred to tech companies as “dot-coms.” While my cousin quickly adjusted and added “tech” to her lexicon, I noticed how many of us on Salesforce’s marketing and sales teams aren’t as nimble. The umbrella term has moved to “tech,” short for technology.

Government 98

Government Technology Technology Sales Support 98

Partners in Excellence

APRIL 28, 2021

We will probably see a shift in our engagement strategies from sales led/digitally supported to digitally led/sales supported. This will demand a tremendous need for reskilling the people that do sell.

Sell 98

Sell Cross-sell Up-sell Technology 98

Sales Pop!

FEBRUARY 23, 2024

Pre-sales engagement: Salespeople can influence customer perception from the very first interaction. Post-sales support: The role of sales doesn’t end with the closing of a deal. Following up, addressing post-sale concerns, and ensuring customer satisfaction are vital for fostering loyalty and repeat business.

Service 59

Service Customers CRM Campaign 59

Salesforce

DECEMBER 12, 2023

From there you can automate account-based research within Sales Cloud, using built-in AI that pulls in relevant data from the web. You can also ask your sales support people to research industry trends that will help your sales team understand the challenges their customers face.

Teamwork 59

Teamwork Customers Cross-sell Strategic planning 59

Martech

JUNE 28, 2022

This is no small task, especially when B2B buyers, barraged by untimely automated messages, random cold calls and lackluster outreach from both sales and marketing, are opting out of vendor conversations. B2B marketing expert Tony Zambito calls this the “ Great Buyer Resignation.”

B2B 109

B2B GTM Cross-sell High impact 109

Sales Pop!

DECEMBER 17, 2021

They have allowed companies to convert leads to customers faster while reducing lead conversion costs. This guide will walk you through a few ways businesses use chatbots to automate their sales processes. You can test the value of adding a chatbot utilizing A/B testing and applying CRO to maximize your conversion rate.

A/B testing 52

A/B testing Sales Contact User Experience 52

Partners in Excellence

AUGUST 21, 2020

Average tenure for sales people and managers is down to 16.5 Customer experience and satisfaction with their engagement with sales people continues to go in the wrong direction. Customers, not satisfied with the conversations they have with sales people, look elsewhere to learn and explore new approaches.

Quota 98

Quota Technology Technology Launch 98

Heinz Marketing

MARCH 28, 2022

This week’s show is called “ The New Rules for Managing Remote & Hybrid Sales Teams “ My guest is Robert Gitell , VP of Global Sales at LawVu. Join in on our conversation to learn about how to navigate the transition between pre-COVID and post-COVID sales leadership, management and organization.

Pipeline 109

Pipeline Territory Legal Sales 109

Hubspot

MAY 30, 2023

What we like : ChatSpot is conversational and has a personality. Viva Sales supports 24 languages in its interface and 16 languages for conversation intelligence. Microsoft has joined the generative AI game by launching Viva Sales in 2023. ChatSpot Price : Free with additional features for premium HubSpot accounts.

Sell 75

Sell CRM Sales Price 75

Pointclear

JUNE 9, 2017

While some sales people stop after placing one or two calls (if they don’t get the prospect on the phone or don’t get a call back, they deem the lead no good) our sales support associates keep trying. The touch cycle resulted in 6 conversations … and 1 giant opportunity. PointClear is known for its perseverance.

SQL 73

SQL Lead generation Clients B2B 73

Hubspot

FEBRUARY 5, 2019

When the live chat sales team reached out to us, we knew we needed to make the team more efficient. Live chat in-and-of-itself wasn't a problem -- but, unfortunately, we weren't tailoring the conversations to the visitor and their problems. We interviewed and observed the sales team to understand their experience with chat.

CRM 78

CRM Prospecting Start-ups Conversion 78

ConversionXL

OCTOBER 23, 2015

That’s where qualitative conversion research comes into play. Despite optimizing your lead gen form, which you suspect is the problem, you’re not seeing a major increase in conversions. Conversion research, qualitative or quantitative, is vital. increase in conversions is worth millions of dollars in revenue per year.

UX 122

UX Objectives and Key Results Conversion High impact 122

A Sales Guy

FEBRUARY 10, 2021

We also informed them we were targeting individual reps not company’s or sales leaders. With that direction and multiple conversations, they returned with ONE option. A salesperson in a “Low Sales Support Group.” Remember, we were originally promised at least 3 options. Their one big idea?

Pitch 107

Pitch Up-sell Contract Promote 107

Sales Hacker

SEPTEMBER 16, 2021

With the advent of product-led growth – where people can experience a SaaS product with a free self-service account or want hands-on support over several months – evaluations can take different forms, have varying costs to the seller, and require different levels of commitment from buyers and sellers. Guided trial.

Objectives and Key Results 76

Objectives and Key Results Technical Sales Engineering Sales 76

Highspot

OCTOBER 11, 2023

Relationship Building: Cultivate long-term relationships with customers by maintaining regular contact and providing exceptional post-sale support. Consultative Selling : Train your sales team to ask questions and actively listen to customer needs. Offer solutions that genuinely address those needs.

Objectives and Key Results 59

Objectives and Key Results Quota Technique Construction 59

Highspot

JANUARY 22, 2024

Takes into account the entire customer journey, from product development to post-sale support. This could include metrics like sales revenue, customer acquisition cost, and conversion rates. Feedback and Adaptation: Collect feedback from customers, sales teams, and other stakeholders.

Go To Market 52

Go To Market GTM Promote Technique 52

Highspot

JANUARY 22, 2024

Takes into account the entire customer journey, from product development to post-sale support. This could include metrics like sales revenue, customer acquisition cost, and conversion rates. Feedback and Adaptation: Collect feedback from customers, sales teams, and other stakeholders.

Go To Market 52

Go To Market GTM Promote Technique 52

The 5% Institute

MAY 22, 2023

Skills and Qualities of a Sales Consultant To excel as a sales consultant, several skills and qualities are essential. Excellent Communication Skills Effective communication is at the core of a sales consultant’s role. Building rapport with clients enhances the chances of successful sales conversions.

Consult 52

Consult Negotiate Real Estate Technique 52

A Sales Guy

OCTOBER 18, 2011

Bad sales techniques aside, I did enjoy learning about the new companies providing a breadth of sales support products and services. There was good attendance by sales solutions companies. There are a lot of killer companies starting in world of sales support. How bizarre is that?

Sell 92

Sell Pitch Technique Sales 92

Hubspot

AUGUST 1, 2022

While sales reps' success is relatively straightforward (how many sales are made), a sales ops metric for success is trickier. So, if you’re hiring, look for answers that talk about conversions, benchmarks like forecast accuracy, behaviors like time spent selling, and average sales cycle length.

Cross-sell 79

Cross-sell Technique Sales Drivers/motivators 79

The 5% Institute

JUNE 7, 2023

Understanding customer needs and pain points To provide tailored solutions, sales professionals must have a comprehensive understanding of customer needs and pain points. Presenting solutions effectively Presenting solutions in a persuasive and compelling manner is crucial to successful in-person sales.

Represent 52

Represent Technique Sales Objection handling 52

Sales Hacker

APRIL 24, 2018

In larger organizations, it might make sense to appoint a member of each team to be in charge of the data from the marketing, sales, support, product and other teams. 2) Streamline Your Sales Process. 3) Use Existing Data to Help Sales Conversations. 6) Analyze Your Conversion Rates and Sales Velocity.

A/B testing 53

A/B testing CRM Cross-sell Sales 53

Sales Hacker

APRIL 19, 2022

Conversely, since companies with larger ARR invest more into sales support through marketing and sales enablement, quota multipliers are much higher (up to 8x) to account for the additional investment. For example, a smaller company that has a lower company revenue ($1 million) should set smaller multipliers (3x).

Commission 90

Commission Product Quota Drivers/motivators 90