Sat.Dec 16, 2017 - Fri.Dec 22, 2017

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All Sales Floors Should Be Loud!

Membrain

Get off Facebook. Get off LinkedIn. Get off Twitter. Get off the 3rd appendage. If aliens descended they'd be confounded with why humans have only one hand. The entire society is glued to a piece of plastic, silicon circuits, and flashing light through gorilla glass. It's unnatural, unhealthy, and sociologically inept.

Sales 106
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Selling to C-Level Executives: 8 Tips for Unlocking Access to the Busiest Buyers on Earth

Sales Hacker

Selling to c-level executives is a different ball game. You have to be concise, respectful of their time, and really think about how to differentiate yourself in order to break through the clutter and earn the right to ask for something. Here is a message to sellers from a real c-level buyer: Outbound tactics without strategy are sheer lunacy. We must lead with an insight-driven value narrative (‘hypothesis of value’), otherwise hammering away in blended channels is worthless.

Sell 108
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34 Million Data Points Show What Type of Sales Content Performs Best

Openview

At the top of the funnel, marketers obsess over attracting, capturing, and handing off qualified leads. At the bottom of the funnel, sellers fixate over deals won and revenue attained. But what about the middle of the funnel? It’s easily the most ignored – but, arguably, the most important – stage in any sales pipeline. The middle of the funnel is where relationships with prospects are built, and where reps learn what obstacles need to be overcome.

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Tackling the Impossible Sales Challenge

Jill Konrath

How do you get a targeted account if all your previous attempts have failed? If you want to catch a big fish, perhaps the sports fishermen of New Zealand can give you some ideas. After all, they face a very difficult, if not insurmountable, challenge that would stop most fisherman entirely.

Sports 96
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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.

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These 4 powers will make your sales coaches better

Membrain

Steven Rosen knows coaching. As the founder and CEO of STAR Results, he has been helping sales and business unit leaders “crush their numbers” for 14 years, by transferring focus from training to coaching.

Sales 104
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6 Soft Skills Every Salesperson Needs to Get Ahead

Hubspot

To know how successful a salesperson is, just look at their numbers. Understanding why they’re succeeding is trickier. In sales, success is a reflection of two things: The strength of their hard skills and the strength of their soft skills. What are soft skills in sales? Unlike hard selling skills, which are relatively easy to teach and measure, soft skills are "fuzzy.

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Help your sales team succeed in 2018: Hire sales ops

InsightSquared

SaaStr founder Jason Lemkin recently discussed the reality a sales team faces on January 1: the closed/won deals start at $0. The commitment of new goals can be daunting, even for the most seasoned of sales teams. To alleviate some of the pressure of the new year, Lemkin offered a list of ideas you can implement to help your sales team succeed in 2018.

Sales 88
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Top 10 Most Read Articles of 2017

ConversionXL

We publish a lot of well-researched content. Among all the new posts that were published in 2017, here are the ones that got the most attention. Starting from the 10th and moving to the number 1 spot. #10 How to Avoid Being Deceived By Data. In the hands of someone with an agenda, data can be weaponized to back up that viewpoint. Even in the hands of someone benevolent, data can be misinterpreted in dangerous ways.

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Identifying Sales Prospects: Gatekeepers, Influencers, and Decision Makers

Hubspot

Today’s salespeople need to know more about their prospects before conducting outreach. And, chances are, they’ll need to know someone other than the decision maker pretty well. In days of old, salespeople could call the C-suite, marketing could email them, and it was much easier to gain access to the decision maker. Now, C-suites can isolate themselves with caller ID, email filters, and assistants.

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Sales Operations Demystified: What It Is, Why It Matters, and How To Do It Right

Sales Hacker

What is Sales Operations? Sales operations refers to the unit, role, activities and processes within a sales organization that support, enable, and drive front line sales teams to sell better, faster, and more efficiently. Through strategically implemented training, software tools and engagement techniques, sales ops leaders enable sales reps to focus more on selling in order to drive business results. .

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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

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The 12 Most Popular Sales Leaderboard Songs of 2017

InsightSquared

Sales teams are notorious for their traditions that spark friendly competition among their reps — gongs, chants, spiffs and more. To up the competitive ante just a bit more, sales organizations also use leaderboards. Each time a rep wins a deal or hits a goal, the leaderboard activates on large screen TVs, triggering the reps’ “song” to play. The songs — some are more crowd pleasers than others — can be heard throughout the office, which often elicits excessive cheering and cla

Sales 87
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What If We Start Designing Our Organizations For “A Players” Only?

Partners in Excellence

All of us, me included, tend to think of our organizations as mixes of A, B, C players. Implicitly, we tend to believe that’s the way things are. We settle into routines about how we coach and improve each, at best, shifting the bell curve (or normal distribution curve) a little to the right. All the time wringing our hands about how we improve performance.

Gaming 86
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The 8 Skills Salespeople Will Need to Be Successful in 2018

Hubspot

Selling Skills 2018. Video skills. Ability to be honest. Tech savviness. Framing skills. Challenger selling. Knowledge of Data Analysis. EQ. Product expertise. Imagine you wake up in 1958. Your job title hasn’t changed -- you’re still a salesperson, sales manager, sales director, etc. -- but of course, everything else has. Buyers are different; they don’t have the internet to guide their decisions.

Pitch 90
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Will You Build Your Relationships in 2018?

Engage Selling

Is your sales team doing enough to build their current relationships? When you close a sale with a new client, you create a new relationship that needs to be nurtured.

Clients 81
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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

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Pipeline Cleanliness Playbook: Four Lessons Learned

InsightSquared

Pipeline cleanliness is critical to managing your reps, controlling your pipeline, and making an accurate forecast, but it’s a challenging and lofty goal. We recently hosted a small customer workshop for sales ops leaders to compare their successes, and collaboratively develop the Pipeline Cleanliness Playbook: Four Lessons Learned. Lesson 1: Decide what you will look for, and when.

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Moving From Selling As An Art To Selling As A Science

Partners in Excellence

We seem to be approaching or passing the tipping point where leading sales practitioners view successful selling as a disciplined, focused, engineered approach to engaging and creating value for customers. Stated differently, moving more toward selling as a science. I hope the days of the sales person being the most gregarious person, always quick with a joke or story, slapping people on the back, are long past.

Sell 88
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Consultative Selling: 5 Strategies You Need in 2018

Hubspot

What is consultative selling? Consultative selling is an approach that focuses on creating value and trust with the prospect and exploring their needs before offering a solution. The salesperson’s first objective is building a relationship; their second is providing the right product. Advancements in sales and marketing automation are making inside selling more effective than ever before.

Consult 86
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Cartographic’s Favorites of 2017

Sales Hacker

Co-written with Amy Edwards. The Cartographic Branch holds a wide variety of materials. While working with these documents for reference requests, projects, or research room requests, our staff comes across some very cool and significant documents. Today, we are featuring a few of our favorite records that we’ve come across this year. We hope that you enjoy them as much as we do!

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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.

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5 crucial elements of an executive summary

PandaDoc

Any successful and well-structured business proposal or business plan should include an executive summary. This section can take many forms, lengths, and writing styles. What is an executive summary? An executive summary is, by its very nature, a summarization of information. Serving as an introduction to a proposal, the executive summary often contains brief statements describing what will be further detailed in the coming proposal.

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New Heights for the Outreach Customer Community. Introducing: The Peak

Outreach

We’re excited to announce some big news surrounding our customer community! We launched our customer community back in May of this year. The purpose of the community is for Outreach customers to freely exchange tips, tricks, thoughts, and feedback, as well as pose questions about the Outreach products and business. Along the way, they’re rewarded for their participation with points they can redeem for things like one-of-a kind Hero socks, a team pizza party, or an hour of free consultation with

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7 Ways Salespeople Can Avoid Burnout During Q4

Hubspot

Do something you love, and you'll never work a day in your life. People ask, " Tony, how do you consistently 15+ hours every day? After three decades, how are you not beyond burnt out on selling, calling, and incessantly traveling across continents? ". It doesn't mean I love every element of what I do or enjoy the rejection-laden gauntlet. Between finishing my latest book, meeting client commitments, and publishing blog articles, I've had moments of near-implosion this year.

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Performance Starts with Taking Care of Yourself | Sales Strategies

Engage Selling

I want to have a quick conversation with you about something that often doesn’t get discussed when we’re talking to sellers, top performers, and sales leaders. It’s a mandatory discussion that we have to have on a regular basis.

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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

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The Importance Of Small Changes In Improving Performance

Partners in Excellence

Too often we think of performance and continuous improvement incorrectly. While we and our managers (who are trying to coach us) may be well intended and highly motivated, we set ourselves up for failure from the outset. One of the problems is we try to change too much. It’s kind of like some bad coaching I got on my golf swing. Rather than going to a professional and paying for coaching, I asked a friend who had a very low handicap advice me on my swing.

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4 Tips for More Effective Sales Meetings with Outreach

Outreach

Meetings are the core to any sales team’s success - but 20% of booked sales meetings fail because a prospect cancels or forgets to show up. How you schedule and manage your meetings, and the tools you use make a huge difference in your no-show rate, as well as the meetings you do hold, are more likely to convert. These problems are why we created Outreach Meetings.

Meeting 63
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10 Examples of Effective Re-Engagement Emails

Hubspot

A whopping number of emails hit your subscribers’ inboxes each day. With so much competition for attention, it’s inevitable that a percentage of your subscriber list will lose interest in and stop engaging with your email marketing campaigns. It may not seem like a huge deal, but as a great percentage of your list stops engaging, the greater the risk you run of damaging your sender reputation and your email deliverability rates.

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InsightSquared Staff Picks: Favorite Leaderboard Songs of 2017

InsightSquared

The votes have been counted — we have InsightSquared’s favorite leaderboard songs of 2017. The list includes songs across all genres, and time periods. ( Check out the top 12 most popular leaderboard songs of 2017 among our customers here. ). #1 Timber by Pitbull ft. Ke$ha. #2 Y’All Ready for This from Space Jam. #3 Livin La Vida Loca by Ricky Martin. #4 Here Comes The Money by The Mellow One. #5 Numb/Encore by Jay-Z and Linkin Park. #6 How You Like Me Now by The Heavy. #7 Let’s Get

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2 Retail Sectors That Are Completely Changing the Game: FMCG & Q-Commerce

Speaker: Joe Heather, Deliverect GM (UK&I) & Noah Hayes, Deliverect GM (US&CA)

Fast-Moving Consumer Goods (FMCG) and Quick Commerce (Q-commerce) are two vibrant sectors that have undergone significant transformations with the advancements in digital technology. With growing internet penetration and the proliferation of smartphones, consumers' purchasing habits have unsurprisingly evolved. They now demand quick, convenient, and seamless shopping experiences, which both FMCG and Q-commerce sectors strive to provide.

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Sales Motivation Video: Are Swimming in the Right Sales Tank?

The Sales Hunter

How are you ever going to stand out if you are swimming with all the other fish? I want to challenge you to leave the comfort of the tank you are in and go explore some new possibilities. Key is to choose the right tank to jump into. Check out the video to see what […].

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Let’s move on from social media and “back” to connected lives

Heinz Marketing

By Robert Pease , Pipeline Performance Practice Lead for Heinz Marketing. So maybe I am joining a growing chorus around the negative impact that social media has brought to our existence including Sean Parker of Facebook fame talking about how it exploits human psychology, Chamath Palihapitiya also formerly of Facebook describing how it is ripping our social fabric apart , Jeff Nolan with “End Social Media Co-Dependency.

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Everything You Need to Know About Starting a Podcast in 2018

Hubspot

I’ve become a morning walking companion to people I may never meet. How is this possible? They take me along in their earbuds as they stream my podcast, Build a Better Agency. It’s a wonderful sign of things to come for marketers willing to venture into the podcasting universe. Once a fringe platform, podcasts are now surprisingly mainstream. According to Nielsen, six out of 10 people understand what they are, and 112 million Americans -- 40 percent of the nation’s population -- have listened to

Niche 77
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Why You Really Need a Social Selling Process

Adaptive Business Services

Simply put, a sales process defines the steps in a sale that are proven to work so that this success can be consistently replicated. Think steps in a pipeline or a yes/no flowchart. Some might also include cadence as a part of this process which will, among other areas, define the frequency of selling steps. For example, how many calls should you make to this one prospect and on what schedule?

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ABM Evolution: How Top Marketers Are Using Account-Based Strategies

In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.