Closing Bigger

JUNE 12, 2017

The Art of Asking Questions that Close Sales. Today’s podcast is about how to use questions to close the deal. It’s not about gimmicky questions or easy closing techniques, it’s actually about using needs analysis selling to build rapport, deepen understanding from both parties and establishing genuine trust. While many “disruptive” sales techniques today want to show you how to hack your way to sales success the art of asking questions is still a very high paid sal

Closing 98

Closing Technique Pitch Sales 98

A Sales Guy

JUNE 12, 2017

I love my job. I was recently reminded of how much I love what I do a few weeks ago in Toronto where I was speaking for Uberflip, a fantastic content experience platform. Loving what you do is at the core of a badass life. We spend more time at our jobs than anything else. We might as well love it. And when we love something we’re good at it and when we’re good at it, we love it.

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Sales 91

Hubspot

JUNE 16, 2017

You might know that video is important, that your audience wants to see it, and you might even want to make it a part of your strategy. But you're still asking the big question: "How?". If you aren't producing video content because you don't think you have the ability, time, or resources to do it, we have some good news: Your answer to the video content question could be sitting in your pants pocket.

Start-ups 101

Start-ups Follow-up Gaming Product 101

Understanding the Sales Force

JUNE 15, 2017

Image Copyright bowie15. As we close in on closing out the first half of 2017 (already!) this is when I share the best articles from the first six months. Today, it's more difficult to read that article, watch that video, listen to that audio tip or pay attention to any of the great material that is being written by experts so this is a way to catch up and read the best of the best.

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Sales Closing 87

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Follow-up

Partners in Excellence

JUNE 15, 2017

Virtually every organization I know is struggling with making their numbers. Every sales person, manager, executive inevitably says: “We need to make our numbers, we need more wins, we need more in our pipelines!” Inevitably programs du jour are launched. Sales people are told, “Get more into your pipeline.” They’re told to prospect, we start counting prospecting conversations, and counting pipeline deals.

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Pipeline Launch Gaming Prospecting 77

Engage Selling

JUNE 16, 2017

Most companies take a reactive approach to client retention and that is the wrong way to think about this issue. That means two things.

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Clients Sales Customers Sell 78

RAIN Group

JUNE 14, 2017

By: Mary Flaherty and Mike Schultz. If there's a black box in the world of sales, it's prospecting. What to do, how to do it, and what it means to be good at it. And with all the conflicting advice out there, it's especially difficult to figure out where to start and how to get better.

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Prospecting Sales 68

Partners in Excellence

JUNE 14, 2017

Regardless your level, look at your weekly calendar. Unless you are a total dolt, I can guess what it looks like: Your time is completely filled, often with overlaps in meetings, some with multiple things scheduled at the same time. The demands on your time exceed what you can schedule—and you do a lit of shifting/juggling. Your to-do list isn’t getting shorter, in fact it’s getting longer–and you seem to be completing fewer things each week.

Product 74

Product Sales B2C Up-sell 74

Score More Sales

JUNE 13, 2017

Lately a phrase has been making the rounds which is the perfect mantra for all of us in professional selling and leading sales: Don’t be a Know-it-All, be a Learn-it-All. Attending conferences and events last week in the Bay area, I heard this phrase more than a dozen times.

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Sales Sell B2B 63

Hubspot

JUNE 16, 2017

A few years ago my team at RJMetrics was launching a short survey over the holidays. It’s a tough time of the year to get attention, especially when you’re a B2B SaaS company. At some point, someone suggested a cupcake giveaway. So we did. Ten participants were randomly chosen to receive a dozen cupcakes, and people LOVED it. They sent email responses to the request saying they hoped they got the cupcakes.

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Growth Campaign Launch Drivers/motivators 78

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

Retail

The Sales Hunter

JUNE 13, 2017

Last week I awoke in Nashua, New Hampshire, to spend a few hours with a great client talking prospecting and customer service. From there I was to travel to Stuart, Florida, for an 8 AM meeting the next morning. (Go ahead and Google the cities if you’re not familiar with the location of each.) Nothing […].

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Clients Meeting Prospecting Service 65

Partners in Excellence

JUNE 11, 2017

We’re almost through the 14 principles of lean manufacturing that underlie the Toyota Production System (TPS). If you haven’t read the three preceding articles, you may find them helpful: What Sales Can Learn From Lean Manufacturing , Part 2 , and Part 3. So far we’ve looked at the Philosophy of TPS, which provides the foundation for everything.

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Manufacturing Networking Sales Represent 59

Topline Leadership

JUNE 13, 2017

[…] Kevin F. Davis shares practical solutions to the most challenging issues that frontline sales managers struggle with every day. Kevin blogs on methods for everything from leading, coaching, and managing priorities, to hiring, forecasting, and driving rep accountability. Kevin is the president of TopLine Leadership, Inc., and the author of the new book, “The Sales Manager’s Guide to Greatness.”Find his blogs and articles at TopLineLeadership.com/blog and kevinfdavis.com/blog […].

Sales 61

Sales 61

Hubspot

JUNE 15, 2017

We're living in a golden age of startups and side hustles, where it seems like more people than ever before are striking out on their own with new business ventures. Whether you're just beginning to think about starting a business, or already drafting a formal document with your current business goals, it's crucial to clearly define the scope of every aspect of the company -- from mission, to target customers, to funding and finances, and beyond.

Legal 77

Legal Finance Up-sell Start-ups 77

Advertiser: ZoomInfo

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

Promote

SalesLoft

JUNE 16, 2017

With so much about consumers and technology changing, it’s always jarring to find something that stays the same. And while certain sales strategies have certainly changed, the old adage of “ask a lot of questions,” keeps holding strong, confirmed by more and more studies each year. Just this year, Harvard Business School found that people that ask a lot of questions (at least nine) are found to be far more likable than those that ask only a few questions (at most four).

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Prospecting Technology Technology Conversion 52

Partners in Excellence

JUNE 13, 2017

There’s an interesting conversation going on in LinkedIn. It starts with the question, “Is reducing the time between customer meetings the only way to compress the sales cycle?” This focuses on what we call wall/calendar time (look at the clock or calendar on the wall, reduce time between meetings–shorten sales cycle). It is a way to reduce sales cycle, but it’s probably the least controllable way to do this.

Sales 55

Sales Meeting Clients Up-sell 55

Closing Bigger

JUNE 12, 2017

The Art of Asking Questions that Close Sales Today’s podcast is about how to use questions to close the deal. It’s not about gimmicky questions or easy closing techniques, it’s actually about using needs analysis selling to build rapport, deepen understanding from both parties and establishing genuine trust. While many “disruptive” sales techniques today want to show you how to hack your way to sales success the art of asking questions is still a very high paid sales skill that will still be in

Closing 52

Closing Technique Sales Pitch 52

Hubspot

JUNE 13, 2017

When it comes time to make a purchasing decision, who are you more likely to trust -- a brand, or a fellow consumer who uses the product? We're more likely to take recommendations from friends and family members than brands when it comes time to make buying decisions -- and that's the logic behind user-generated content on social media. User-generated content, or UGC, consists of any form of content that's created by users and consumers about a brand or product.

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Campaign Trust Gaming B2B 77

Advertisement

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.

Pipeline

SalesLoft

JUNE 14, 2017

To the well-versed sales rep, discovery calls are a lot like first dates. You’ve put in time, effort, and light conversations to spark initial interest. Now is the time to see how compatible you and your prospect actually are. So, you set a time for your discovery call, prepare and research some meaningful talking points, and hope for the best. But what if you didn’t have to leave it to chance?

Technique 52

Technique Prospecting Conversion Sales 52

The Sales Hunter

JUNE 15, 2017

I’m sitting in the office of a VP of Sales and he begins to share with me about all of the “vendor of the year” awards his team has received from their customers. He says this is a great example of the leadership his team has with customers and how they don’t have one […].

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Customers Sales Service Sell 57

Partners in Excellence

JUNE 12, 2017

I’ve had the good fortune to spend a lot of time with some inspirational leaders. Over time, I’ve noticed some common patterns in every conversation they have with people in their organization, customers, suppliers, even within their business communities. While there are variations, I call it the “3 questions.” The three questions have almost magical power: They have the ability to communicate and reinforce the top priority of the leader.

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Conversion Customers Process Sales 53

Hubspot

JUNE 12, 2017

There are few things I look forward to more every year than the release of Mary Meeker’s Internet Trends Report. It’s clear, it’s visually interesting, and most importantly, the results are always fascinating -- with tremendous implications for marketers. Meeker’s report is chock-full of data about how the way users operate online is changing. And man, are things changing.

Start-ups 77

Start-ups Strategize Growth Follow-up 77

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Campaign

SalesLoft

JUNE 12, 2017

The SaaS market is poised to surpass $112.8 billion by 2019, according to IDC research. That’s more than the annual GDP of the country of Morocco! It’s a big number, but if you’re in the B2B arena it’s easy to see why that estimated growth is going to be pretty accurate. Technology tools have become a ubiquitous part of modern business.

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Sales Strategize Technology Technology 52

The Sales Hunter

JUNE 11, 2017

When was the last time you thought about what success means to you? Have you challenged yourself lately to up the ante and achieve greater levels of success? This week think about your definition of success and how you could and should re-define it. Check out the video to see what I mean: Copyright […].

Drivers/motivators 57

Drivers/motivators Sales 57

Pointclear

JUNE 15, 2017

Some companies have several inside departments to take in, qualify, nurture, and filter sales leads to such a finite extent that few leads go to anyone. If the raw lead count is high but there is a mere trickle going to the salespeople, you have a substantial problem. You are: Delaying talking to buyers and reducing your chances of making the sale by 50%, because salespeople, on average, aren’t getting the leads until weeks after they’re created.

Appointment 56

Appointment Pipeline Lead generation Represent 56

Partners in Excellence

JUNE 13, 2017

Whew, we are getting to the end of this series! Thanks to those of you who have hung in and contributed. I’ll be packaging this as an eBook, give me a couple of weeks, but email me if you want a copy. We’ve gone through the philosophies and principles underlying the Toyota Production System, (TPS), in the past 4 posts of this series. If you haven’t read them, here are the links: What Sales Can Learn From Lean Manufacturing , Part 2 , Part 3 , and Part 4.

Manufacturing 48

Manufacturing Sales Process Start-ups 48

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.

Retail

Sales Gravy

JUNE 16, 2017

Many people think that closing the sale is the difficult part of business, but it's not. Simply make clear offers to your prospects, give them a good understanding of the benefits of buying from you, and make it easy for them to purchase.

Closing 40

Closing Sales Prospecting 40

The Sales Hunter

JUNE 10, 2017

People ask me how I put up with traveling so much. (I recently went over the 3 million mile mark, and even during a slow year I will still log 100,000 actual air miles.) My response is travel has never been easier, despite all of the hassles of full planes, security lines, bad weather […].

Service 57

Service Drivers/motivators Customers Sell 57

The Bridge Group

JUNE 15, 2017

Over the last few months, we published our latest research reports on the Account Executive role (AEs, ISRs, etc.). Both the SaaS and non-SaaS versions are currently available. The reports provide base and on-target earnings for the AE role—both averages and broken down by specific factors. A number of readers have emailed in and the top three requests have been: Update the 2015 calculator with the latest data (allow tailoring by geography, rep experience, ASP, etc.).

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Territory Inside sales Sales Up-sell 37

ConversionXL

JUNE 13, 2017

Agile marketing may not be a phrase you hear often, but it’s becoming increasingly popular and important. Traditionally associated with development and product management, agile is a lightweight and, well, agile framework for software development and bringing features and products to market. It stands in opposition to “waterfall” production methods that treat analysis, design, coding, and testing as discrete phases – where in agile they are treated as continuous.

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Clients Meeting Product Campaign 112

Advertiser: ZoomInfo

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.

Service