Sat.Jun 17, 2017 - Fri.Jun 23, 2017

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Sales Effectiveness - How to Win Every RFP That You Respond To

Understanding the Sales Force

Image Copyright Gustavofrazao. I am amazed by the sheer number of salespeople who believe they must respond to an RFP, RFQ or RFI. The resources, including people, time and money, required to respond to the specs from just one of these requests is daunting. Some companies have so many requests coming in that they spend all of their time responding to them.

Sales 111
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Humility Required If Greatness Is The Goal

A Sales Guy

I spent the last week at Momentum Ski Camp. It was their “adult” week. Momentum is a mogul and terrain park ski camp that leverages some of the best skiers in the world as coaches to help clowns like me get better. When I say some of the best skiers in the world, I mean it. Look at this list: Mikael Kingsbury – Silver Medalist Sochi Olympics Moguls, 2 Time World Champion and 6 Time World Cup Champion.

Gaming 89
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Trending Sources

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Executive Sales Leader Briefing: Quit Trying to Use Discounts to Close Sales

The Sales Hunter

What makes you think offering a discount is going to be an effective way to close a deal? The reasons are many, but none of them make any sense. The key is to be focused on the value the customer will receive and the outcome they will achieve by buying from you. You can’t cut […].

Closing 87
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Getting Feedback Wrong

Partners in Excellence

We know feedback is important to our own personal development. It’s how we learn and grow, it’s how we improve. All high performers (or aspiring high performers) are constantly looking for feedback. Our people need feedback as well. But too often we get feedback wrong! Here are some major ways we miss the opportunity to help our people perform better.

CRM 88
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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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Sales Decelerators

Engage Selling

Based on my work over the last year here are the top 6 reasons I see sales teams not live up to their sales potential: The manager’s belief system drives your seller’s behaviors. Outside trainers are hurting your growth potential.

Sales 70
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I Can’t Believe Someone Did That To Their Sales Manager

A Sales Guy

Being a sales manager has some interesting side challenges. One of them is the unpredictability of people. People do the craziest things when they aren’t happy or when things aren’t going their way. In this episode of The Real Deal of Sales, I asked sales managers to share the craziest moments they’ve experienced. You will NOT believe some of these stories.

Sales 89

More Trending

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Should We Be Coaching Only To Our People’s Strengths?

Partners in Excellence

Many people focus on coaching to their people’s strengths. The argument is that it’s far easier to get people to improve the things they are good at then to focus on reducing their weaknesses. To some degree, I get the argument, people are possibly more engaged because we are working at what they are good at and probably what they enjoy doing.

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There is No Excuse For This…

Engage Selling

You read that right. When it comes to objections, there is no reason you should be unprepared to handle them.

Price 87
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What’s In Your Sales Pipeline?

The Sales Hunter

Is your sales pipeline moving fast or slow? We do a disservice to our customers when we fail to move them quickly from prospect to customer. Problem you and too many other salespeople have is you can’t move prospects fast because your pipeline is stuck with people who can’t make a decision. You’re better off […].

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Which Fictional Boss Are You? [Flowchart]

Hubspot

I know I'm literally ten years late to this, but I just started watching Mad Men on Netflix. And guys -- newsflash -- it's a really good show. The old school ad strategies, the fun outfits, the drama -- I love it all. Except Don Draper's management style. That, in my humble opinion, could use a little work. I know my stance might be colored by several generation gaps.

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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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“Sales People Don’t Have Time To Create Value With Customers….”

Partners in Excellence

I read a comment in a post, “ Sales people don’t have time to create value with their customers anymore. ” In fairness to the author, he was claiming sales is broken—it is. My knee jerk reaction was, “This is complete BS!” Upon reflecting I realized it’s true, and it’s probably an understatement. Without a doubt, sales people are busier than ever.

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Time Flies for Sellers – Ideas To Grow Revenue

Score More Sales

It IS almost Q3 and many people are behind in hitting their quotas. Over the years we have written about how distracted sellers get – and sales leaders do as well. We come up with ideas to help counter the slower pace of the first two months of Q3.

Quota 59
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Sales Motivation Video: Summer Voicemail Tip that Gives You a Sales Advantage

The Sales Hunter

It’s summer, and as most sales leaders like yourself know, it is a prime time when clients and prospects cancel appointments. Want to know how to increase the likelihood of them KEEPING the appointment? Call them to confirm the appointment, and whether you reach them or their voicemail, be sure to remind them you will […].

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The Simple Test That Doubled Leads in One Week

Hubspot

We’ve talked about the best practice of matching your offer and blog post topic as tightly as possible many times on the HubSpot Marketing Blog. But just in case you haven’t heard of this best practice before, I’ll give an example. Let’s say you have a post explaining different types of commercial cooling systems that gets a steady amount of organic traffic each month.

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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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5 Common Mistakes New Independent Consultants Make

Partners in Excellence

Starting out as an independent professional, it’s important to know the do’s and don’ts of self-employment. Follow these five steps to avoid common mistakes.

Consult 76
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By: Helicopter Sales Managers Aren’t Any Better Than Helicopter Parents - Kevin F Davis

Topline Leadership

[…] 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
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How AEs Help SDRs on Their Career Path

SalesLoft

The career path for the most SDRs leads into a role as an Account Executive. This makes sense: a rep with strong outbound skills develops the foundation they need to become an effective closer. In addition to learning the outbound skillset, SDRs often work directly with Account Executives and get to observe the processes and tactics that role requires.

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We Asked Our Audience What They Really Think of PDF Ebooks: A HubSpot Experiment

Hubspot

I don't know about you, but I barely print anything anymore. Seriously, think about it -- when's the last time you had to type Command + P and print out a document? Between e-tickets, virtual payment options, and online signature tools, I think the last thing I printed out was the lease for my apartment. So you can imagine my surprise when HubSpot's audience started telling us they still like to print out our ebooks -- which are often 20 or 30 pages in length -- instead of viewing them on a web

Contact 74
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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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Our Value Creation Starts Within Our Own Company

Partners in Excellence

Recently, I wrote, “ Sales People Don’t Have The Time To Create Value With Customers.” Clearly, this is unacceptable if we are to drive business results. If we aren’t taking the time to create value with customers, then customers have no reason to waste their time with us. In the post, I suggested sales people don’t know how to create value in the time they are taking.

Trust 63
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Inbound Sales are Heading Out | Sales Strategies

Engage Selling

In the next 5 years, we are going to lose 33% of all inside sales jobs that are focused on order taking, and I estimate that over the next 10 years, all of those jobs will be gone for good.

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Conversation vs. Interrogation: Data on Managing Your Question Flow

SalesLoft

Interrogation scenes are the cornerstone to any crime drama. The good cop/bad cop duo sling a series of rapid fire questions at a suspect to force a confession?—?“What were you doing the night of 5th?” “Where was it?” “Who else was there?”. These tactics may seem like they serve an important function to get fast answers in high pressure situations. While it may make for entertaining TV, your discovery calls should not be a customer interrogation.

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Important Lead Generation Lessons Learned from Over 1/4 Million SlideShare Views

Hubspot

According to DMR Stats , SlideShare users add more than 400,000 new presentations per month. The site receives 159 million page views per month, and has more than 70 million users. And it’s one of the most underutilized lead generation tools we marketers have in our quiver. Sure, it has a paid lead capture form, but even without it, organic calls-to-action (CTA) work beautifully.

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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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Have My Robot Talk To Yours!

Partners in Excellence

Recently, I’ve become fascinated with Amazon’s “Alexa.” I’m just playing with it, at this point, it’s really more of a novelty. It’s actually easier to get up and turn a light on or off, or adjust the thermostat. But I can see how Alexa and Apple, Google, Microsoft and other versions of it can become quite interesting.

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Does Your Day Look Like This?

Jill Konrath

Here's Chapter 1 from my newest book, More Sales, Less Time. See if you can relate! And, if so, please realize that it doesn't have to be this way.

Sales 56
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Building Your Inside Track to Accelerated Sales, Part 2

Engage Selling

In my previous article, I reviewed the first three key steps to improving the revenue-generating capacity of your business by building your own inside track for sales. To complete your plan for success, here are the remaining 3 steps… 4.

Sales 48
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What Are You Focused On?

Sales Gravy

We get bombarded by more information in one day; than my grandmother received in her entire lifetime!! Tweets, voice-mail, e-mail, phone calls, billboards, websites…So what are you doing to keep your focus each and every day?

40
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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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Similarities & Differences Between Salesmen & Saleswomen

Heavy Hitter

Highlights from This Steve W. Martin Sales Research Originally appeared in the Harvard Business Review. This is the first of a series articles on the Similarities/Differences between Salesmen and Saleswomen. Follow Steve W. Martin to receive future research articles.   My recent research on the “ The Persona of Top Sales Professionals ” was based upon a study to determine the personal attributes, attitudes, and actions that influence sales productivity.

Clients 52
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What We Learned From Spending $100k On Facebook Ads

Hubspot

For a three-person digital marketing team like ours, the prospect of having a big ad budget seemed like a distant dream. So when we were suddenly given $100K to spend on Facebook ads, we were positively giddy. And unbelievably nervous. As a lean SaaS startup, we have to be very wise with our marketing investments. Couple that with our low cost-per-sale ($24/monthly for our starter plan), and you can see that being cost-effective while still spending on ads is a challenge.

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Bits And Pieces, June 18, 2017

Partners in Excellence

First, Happy Father’s Day to all of you who are fathers! Hope you are taking time away from work and social media to spend time with your families. Many of you know I’m just finishing the follow up book to Sales Manager Survival Guide (SMSG). Where SMSG focused on helping Front Line Sales Managers maximize individual and team performance.

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Losing Customers: How Much Time Does It Take?

Sales Gravy

It’s evident that time is a critical factor in completing sales, building and keeping the relationship. Given that, what strategy does your dealership have in place to shorten the time it takes to close a deal?

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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.