January, 2019

article thumbnail

Top 10 Sales Methodologies: How to Choose the Right One (And Ensure It’s Adopted)

Gong.io

The best sales methodology for your situation will change; it’s not static. Your company needs different sales methodologies at different stages of its maturity. The sales methodology that works in one stage of your company’s growth may actually harm it at a different stage. You often have to reverse your prior sales methodologies, even if they were once successful.

Pitch 131
article thumbnail

How to QA Ecommerce Email Campaigns to Increase ROI

ConversionXL

I don’t have to convince you that email is important: Email is a cost-effective way to get sales. Converting customers from your mailing list costs less than converting the same number via advertising. Email includes your most-interested customers. The majority of your list is composed of people who’ve already placed an order, so you know that they’re willing to buy (though it still takes effort to win back customers.

Campaign 123
Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

Trending Sources

article thumbnail

Dave Kurlan's 10 Surefire New Years Resolutions For All Salespeople

Understanding the Sales Force

Like most people, this year I intend to make good on my New Year’s resolution. It’s actually more of a life resolution than it is a New Year’s resolution in much the same way that salespeople should make theirs a career resolution. If it’s important enough then it shouldn't be for only one year. I’ve compiled a list of resolutions that all salespeople should make and follow.

Process 120
article thumbnail

4 Pillars to Make You an Exemplary Sales Leader

Jeff Shore

By Amy O’Connor. I recently had the privilege of presenting a leadership legacy award at my company’s annual leadership summit. I had to give a short speech before presenting the award, and it forced me codify my thoughts on what traits create a lasting leadership legacy. All leaders set out with the best intentions. They all desire greatness.

Trust 113
article thumbnail

How to Improve Email Deliverability and Optimize Each Send

Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.

article thumbnail

5 Results-Oriented Sales Tips To Give You a Head Start in 2019

Openview

The sales profession is one of the most difficult in America and it is constantly changing. Hundreds of books have been written on how to excel in it, and with good reason. It is an occupation filled with pressure, high risk and endlessly overwhelming opportunities. Despite this, more than one in eight jobs in the United States are full-time sales positions according to a study done by The Brevet Group.

Pitch 106
article thumbnail

The Buyer’s Journey, One Step At A Time

Partners in Excellence

Most sales people focus on the outcome of the deal. They want to get to the close and an order as fast as possible. Managers constantly reinforce this rush to completion in their “coaching conversations,” by asking, “When are we going to get this deal?” or “We need this to close this quarter!” Everything we do is focused on jumping to the end of the buying process.

Pitch 116

More Trending

article thumbnail

Top Line Tips

Women Sales Pros

It’s Sales Kick Off (SKO) Season…Again (Must read for those on the SKO planning team!) It’s sales kick off season again and you want a high impact, memorable event. The agenda content should serve to kick-start sales for the year. Easy, peasy – right? Not so fast. It turns out that you have quite a diverse sales audience with varying levels of sales acumen.

article thumbnail

The Top 8 Requirements for Becoming a Great Salesperson

Understanding the Sales Force

If you're young enough, some of the questions in the first few paragraphs won't apply because you haven't experienced the world without the innovations mentioned below. Don't let that prevent you from reading this because after the milestones, we'll get to the good selling stuff. For those of you who are my age or older, do you remember the first time you saw color TV?

Consult 116
article thumbnail

5 Sales Behaviors that are Driving Your Customer’s Crazy

Jeff Shore

By Jeff Shore. ?Alright, so there are more than five, I get it. There are a lot of irritating behaviors that sales professionals exhibit. Let’s call these five the most irritating and common behaviors of less-than-professional sales professionals. 1. Talking Too Much. How have we not figured this out? Salespeople influence decision-making when they deeply understand the customer’s issues and can identify a solution to their problems.

Technique 104
article thumbnail

How to Take the Cringe Out of Sales Recruiting

Openview

“When I think about working with a recruiter I cringe.”. These words are straight from the mouth of a dear friend and colleague. And I hate that they exist. But let’s face it… they’re not exactly unfounded, are they? I’ve spent 20 years working with recruiters and talent leaders in HR Tech sales (plus the last 3 in recruiting here at Avenue Talent Partners) and I want to address the elephant in the room: sales recruiting as an industry is cringe-worthy.

Sales 94
article thumbnail

Brick & Mortar Retail Relevance: How to Stay Ahead of the Curve

Speaker: Jay Black, Senior Account Executive

Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an

article thumbnail

When Non-Salespeople Sell

Partners in Excellence

Saturday morning, I was waiting for my appointment to get my haircut. Regina (my hairdresser) had just finished with a lady. As she was paying, the lady asked for a bottle of shampoo. As Regina got the bottle, she also pulled a bottle of something else. She told the customer, “You may want to also consider this… ” I don’t really know what it was, but the lady asked some questions.

Sell 114
article thumbnail

6 reasons revenue attainment may be the wrong measure for success

Membrain

CSO Insights has published their 2018-2019 Sales Performance Study , and the headline news sounds promising: More organizations are attaining their revenue goals than last year. 93.9% of surveyed organizations reported achieving their revenue numbers, against 88.9% last year.

Sales 106
article thumbnail

Open the Window to the C-Suite

Women Sales Pros

Many sellers don’t recognize the precious few windows of opportunity to access the C-Suite. When it comes to your TOP Line Accounts™ (i.e. largest prospect or most important customers worth at least 5x your average customer or deal size), these open windows can be deal makers or breakers. After all, how many large deals can be closed without an executive sponsor?

Contract 100
article thumbnail

Core Competencies of Successful Sellers

RAIN Group

There are common competencies every organization needs to build a truly successful sales organization. At RAIN Group, we organize these competencies around the Sales Competency Wheel SM.

Sales 102
article thumbnail

How to Stay Competitive in the Evolving State of Martech

Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr

article thumbnail

4 Simple Sales Techniques to Help Your Customer Feel Important

Jeff Shore

By Ryan Taft. ?There is nothing worse than walking into a sales encounter and experiencing a one-sided “conversation.”. These dreadful experiences are better known as monologues. Here are four simple sales techniques to personalize your conversation and help your customer feel the love. 1. Remember – and Use – Your Customer’s Name. I know – duh! And I know you already know that.

article thumbnail

Attention Sales Leaders…These Three Blind Spots Could Be Holding Back Your Sales Team!

Openview

Editor’s Note: This article first appeared on LinkedIn here. . “Who knows, you may be that close. You could be uncovering a blind spot or two away to take your career to the next height…” Assegid Habtewold , The 9 Cardinal Building Blocks: For Continued Success in Leadership. Blind spots, we all have them and they have the potential to be damaging.

Sales 94
article thumbnail

On Civility

Partners in Excellence

It seems everywhere one looks, one is confronted with incivility. Virtually everything we see in the news–regardless where you live, what your political leanings, it seems our leaders cannot be civil with each other or even to the people they represent. Social media is plagued with incivility. Whether hiding in anonymity, emboldened by not having to deal face to face, every day we experience unspeakable behaviors and actions.

article thumbnail

The Best Ways To Create A Culture Of Accountability NOW

Membrain

Sales leaders often ask, “How do I create a culture of accountability?” Before we can tackle this question, we must understand what their current culture looks like, how they got where they are today, and what needs to change to make them more successful.

Sales 103
article thumbnail

1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

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.

article thumbnail

Be More Confident in Your Presentation with these 3 Acting Tips

Women Sales Pros

Sales is a transfer of confidence from seller to buyer. Prospects want to feel like they are making the best possible decision and placing their business and trust with a credible partner. When you lack confidence, it calls that trust into question and gives the prospects a reason to choose another vendor, especially when all things are equal. Surprisingly, I learned more about confidence from my training as an actor than from any sales training I’d received.

article thumbnail

6 Elevator Pitch Examples to Inspire Your Own

Hubspot

Let's get one thing straight: If you're connecting with a prospect for the very first time, you should never paste your elevator pitch into your email or say it as soon as they pick up the phone. Because that doesn't work. You sound like a salesperson trying to sell them -- which makes the modern buyer run for the hills. So when are elevator pitches effective?

Pitch 101
article thumbnail

What 365 Days of Meditation Taught Me about Sales

Sales Hacker

In 2017 I received a LinkedIn message asking if I felt like I was living my life to my fullest potential. What followed was a year of massive change, self-discovery, and transformation. It has included a new job, a budding romantic relationship, a move from San Francisco to Seattle, a renewed spiritual perspective, and my favorite – a new perspective on my own self-identity.

Sales 100
article thumbnail

Top 13 Requirements to Help You Soar as a Sales Manager

Understanding the Sales Force

In my last article I shared the t op 8 requirements for becoming a great salesperson. Wow, did that resonate with people and there was a great discussion about it on LinkedIn. In addition to that, I received a number of emails asking, what are the requirements for becoming a great sales manager? I'll share those in a moment but first, since they were so popular, a few more "do you remember the first time" questions: Do you remember your first cell phone that didn't need to be plugged into a roof

article thumbnail

The Battle of the Authoring Tools: A 10-Point Comparison for Picking the Right One

Speaker: Chris Paxton McMillin, President of D3 Training Solutions

There are plenty of great authoring tools for developing eLearning, but the one you select could directly impact your course's outcomes. Depending upon your learners’ needs and your organization’s performance goals, you could be overlooking considerations that impact the both effectiveness of your courses and how long it takes to finish them. From general capabilities to specific workflow structures, some aspects are critical when it comes to learning objectives and deadlines.

article thumbnail

The New Value Proposition: Sense Making

Partners in Excellence

As it should, the concept of the value proposition has changed dramatically over decades. When I was taught the concept of a value proposition, back as people were just learning how to shape wheels from stones, it was basically an enhanced version of feature, advantage, benefit (FABs). Over time, the value proposition became a financially justified business proposal, demonstrating the specific improvements the customer should expect from our solutions.

article thumbnail

3 reasons your sales kickoff is a waste of money

Membrain

Are you headed out to Las Vegas in January for a giant sales kickoff (SKO) event with your team? Flying folks in from all over the world for a few days of inspiration, motivation, and team-building, mixed heavily with fancy buffets, alcohol, and schmooze?

article thumbnail

Three Ways to Conduct a Great Sales Kickoff

Women Sales Pros

Take a look at the word “kickoff.” It’s charged with excitement, anticipation, and energy. Now ask yourself if your upcoming sales kickoff will demonstrate that or fall into the “just another meeting” category. As a former vice president of sales, I can confidently say we held some great sales kickoffs. They were a combination of entertainment and education that made salespeople excited to be part of a great sales organization.

article thumbnail

How to Post on Instagram: a Step-by-Step Guide

Hubspot

With over 800 million active users , Instagram is undoubtedly one of the most far-reaching social media networks you can use for marketing purposes. Instagram has proven a viable advertising option for businesses today, and shows no signs of slowing down -- in fact, eMarketer estimates worldwide Instagram ad revenues will exceed $10 billion by 2019 , an exponential increase from 1.86 billion in 2016.

article thumbnail

How to Leverage Intent Data for Better Outcomes

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.

article thumbnail

How to Adapt Your Sales Organization in the Subscription-Based World

Openview

Software that’s sold with a traditional license and maintenance contract is rapidly taking on dinosaur status. According to Gartner , “By 2020, all new entrants and 80% of historical vendors will offer subscription-based business models.” Clearly, the software as a service (SaaS) model is here to stay; most vendors that sell via the long-established model need to contemplate making the switch.

article thumbnail

Do the Least Informed Salespeople Have the Loudest Voices

Understanding the Sales Force

Do the least informed among us have the loudest voices? This article is about salespeople but to set the stage, we'll start with the news. When I listen to and watch the news, it seems that those on the fringes and representing special interest groups get the most attention, benefit of the doubt, dictate how everyone else should think and act, and cause tremendous tension and stress.

article thumbnail

Are You Selling Your Experience Or Your Value?*

Partners in Excellence

Too often, we confuse our experience with creating value. While they are linked, they are distinctly different. Our experience focuses on us–perhaps reference customers that we have worked with in the past. “We’ve worked with Google, Microsoft, Siemens, General Motors……” These are supposed to demonstrate our customer base, implying we’ve done great things with them, and perhaps, to generate credibility as we speak with customers (if they are relevant ref

Sell 104
article thumbnail

How to win more deals with 3 storytelling techniques

Membrain

Once upon a time, my youngest brother - who wasn’t very tech savvy at the time - worked with me selling enterprise IT automation software. He was very successful, far more than seasoned IT salespeople on the team, and I couldn’t quite explain why.

article thumbnail

5 Inspiring B2B Marketing Campaigns to Take Yours to the Next Level

Your next big B2B marketing idea starts here. Get inspired with these five successful B2B marketing campaigns. Ready to generate more leads, interest, and revenue with your B2B marketing? In this comprehensive eBook, you’ll get: In-depth studies of five successful B2B marketing campaigns spanning a wide range of industries Key takeaways and lessons from each story to implement in your own strategy Resources to help your own B2B marketing thrive By submitting this form, you agree to have your con