Women Sales Pros

APRIL 26, 2019

There are, of course, right ways and wrong ways to respond to buyer objections. This blog post doesn’t go into that. Instead, this post focuses on a fundamental first step that most sellers forget when responding to an objection. Unless you take this critical step, no response to the objection will really be adequate. You’ll lost valuable time and blow “hot air” no matter how eloquent and technically correct your response may be.

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Price Contract Technique Negotiate 134

A Sales Guy

APRIL 24, 2019

. Sales is suffering from 9 brutal ills: The Bro Culture , . Lack of Coaching. . Too Product-Centric. Not enough salespeople understand the game/rules of sales. Too much reliance on selling tools. Not enough training in the industry/space. Too much activity management. Little respect for prospects and buyers time. Not enough humility. I tackled the Bro-Culture in the first of this series because I feel culture is critical to change.

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Angle Quota Gaming Sales 124

ConversionXL

APRIL 25, 2019

User flow is the path a user follows through your website interface to complete a task —make a reservation, purchase a product, subscribe to something. It’s also called a user journey. And it has a massive impact on conversions. To maximize your conversions, you have to get the user flow right on your site. Do it by building a user flow that matches user’s needs.

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Objectives and Key Results Clients Presentation Start-ups 128

Membrain

APRIL 24, 2019

GLC Minerals is a 5th-generation family-owned company selling a product literally as old as the earth: Pure calcium carbonate. Operating in business as old-school as mined and processed minerals, and with a 75-year track record of profitability, it would have been easy for the company’s leadership to rest on its laurels and continue business as usual.

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Sell Process Product 118

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Follow-up

Gong.io

APRIL 23, 2019

Sales AI will replace some salespeople. No doubt about it. Want proof? I bet you’d HATE talking to a salesperson to buy a book on Amazon. You’d rather buy with “one-click” and be done! An Amazon book rep would introduce friction to an otherwise seamless buying process. It’s a simple buying decision and people want to get through it. Without another person.

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Sales Up-sell Conversion Strategize 108

InsightSquared

APRIL 23, 2019

Yet Another Marketing Buzzword? Every few years there is a new buzzword in B2B marketing. A few years ago it was “Inbound Marketing.” The inbound philosophy advocates publishing content through digital channels to entice qualified individuals to consume the content and enter the sales cycle. Then, there was “Account-Based Marketing.” The ABM approach advocates for targeting a predefined and limited set of companies and running campaigns to engage all individuals at these companies.

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Process Sales B2B Campaign 106

Membrain

APRIL 21, 2019

One of the most common reasons why apparently promising B2B sales opportunities get derailed - often at a late stage in our sales cycle - is that we have failed to identify all the key stakeholders or to understand how to get them all to support our approach.

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B2B Sales Pipeline 117

Miller Heiman Group

APRIL 23, 2019

Closing the deal can be challenging—but it doesn’t have to be. In most cases, sellers lose deals because they don’t make the right connection with the buyer, leading to buyer apathy, indecision and stalled progress. Often, this happens because sellers have simply taken the wrong approach: one that doesn’t speak to their particular buyer. Admittedly, it can be difficult to hone in what the right approach should be.

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Closing Follow-up Up-sell Sales 97

Hubspot

APRIL 26, 2019

In early 2019, HubSpot Research partnered with SurveyMonkey to conduct new research on social media preferences and buying preferences. We used SurveyMonkey Audience to ask over 2,700 consumers in Colombia, France, Germany, Mexico, Spain, the UK and the U.S. questions on how they buy. This report highlights the fascinating differences we've discovered in buying preferences worldwide.

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Territory Trust Represent Service 101

Jill Konrath

APRIL 22, 2019

Recently I interviewed Luke Goetting, Director of Puffingston Presentations for an Engaging Presentations video series I did with Prezi. His expertise is in "transforming stale business presentations into visually engaging stories." That's why I asked him to share his thinking with you.

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Conversion Presentation Sales Prospecting 93

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

Understanding the Sales Force

APRIL 25, 2019

Apparently, Duracell 9 volt batteries are the picture of consistency. Last night, all 7 of our upstairs smoke detecters starting squawking within about 30 minutes of each other to indicate that their batteries needed to be replaced. Given that the Duracells were installed in those units on the same day 4 years ago, one would hope that there are more things that we could rely upon to be as consistent and predictable.

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Process Sales 91

CloserIQ

APRIL 25, 2019

A sales pitch , no matter how perfect, can quickly be ruined by poor objection handling afterward. Everyone has questions, no matter the industry, no matter the product. It’s a rare day when you pitch someone and they simply submit and ask where to sign. Indeed, a recent HubSpot survey shows 36% of respondents cited closing as the most difficult part of the sales process.

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SQL Objection handling Angle Pitch 92

Hubspot

APRIL 22, 2019

Pinterest is often undervalued by social media marketers, and considered an unnecessary component of a marketing strategy -- unfortunately, if this is true for your team, you could be missing out on a major source of traffic and income. Pinterest offers plenty of unique opportunities for marketers to reach leads and influence consumer purchasing behavior.

Promote 101

Promote Product Objectives and Key Results Customers 101

SalesforLife

APRIL 25, 2019

If you were to ask the average sales leader and professional why they use LinkedIn Sales Navigator , most would say they like the advanced functions, account management, and being able to socially surround their customers. But they—and you—may not realize you also have a free and available licence for an extremely valuable tool called LinkedIn Point Drive.

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Inside sales Territory Legal Negotiate 86

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

APRIL 25, 2019

Henry David Thoreau once penned: “goodness is the only investment that never fails.”. I’m thrilled to announce one such investment today. It’s my pleasure to share SalesLoft has finalized our Series D financing. This $70 million investment will benefit revenue generation for decades to come. This is bigger than us. This capital will empower companies to deliver the ultimate prospect and customer experience and generate the most revenue for their business.

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Growth Commission Networking Finance 90

CloserIQ

APRIL 23, 2019

Technology is essential in sales today. You need it to track performance, provide support and make accurate forecasts. Although technology hacks are improving every day, your top salespeople are still wasting time. They’re spending about a third of their day on tech support, approvals, pre-qualification, paperwork, and data entry. Sellers are a company’s most valuable asset.

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Sales Support Negotiate A/B testing Technology 88

Hubspot

APRIL 24, 2019

Whether you're working on a team project or defining goals for an entire company, it's critical your employees are on the same page when it comes to terminology. "Goals" and "Objectives" often seem like two interchangeable phrases. "We have ambitious goals for 2019," you might tell your marketing team, following up with, "Our objectives are aggressive, but entirely possible.".

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Campaign Follow-up Customers 100

Partners in Excellence

APRIL 26, 2019

I was backing out of a parking space. All of a sudden, the car starts beeping then slams to a stop. Someone was crossing behind me, I was oblivious–I hadn’t been paying attention. My car has all sorts of things that are supposed to be “helpful” to me. There are cameras, sensors, radar everywhere. In addition to the back up protection, if I start to drift from my lane, it corrects me.

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Presentation Technology Technology Start-ups 83

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Pipeline

KO Advantage Group

APRIL 22, 2019

Surely you’ve met a curious child before who asks “why?” too frequently, right? This habit of throwing questions after another is called question stacking. Questions Stacking occurs when you ask a question, and another one, and another one, until it gets overwhelming that you end up not resolving anything. You might’ve been doing this with your sales conversations unconsciously.

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Construction Clients Conversion Start-ups 82

Highspot

APRIL 25, 2019

Marketing and sales teams may have different goals day-to-day, but they both work toward the same overarching objective: grow the business. When marketers and sellers can put aside their differences and focus on working toward that goal together, great things happen. Content marketing is one such area where marketers stand to benefit from sellers. Content marketing, which can generate 3 times as many leads as traditional marketing , is a powerful tool in a marketer’s arsenal, and pairing c

Campaign 85

Campaign Objectives and Key Results Sales Trust 85

Hubspot

APRIL 25, 2019

Social media is an instrumental component of any business's marketing strategy. But for users, scrolling through the mass amount of branded content across every social media platform can be exhausting. However, there's one social media site where users actually embrace branded content -- Pinterest. Pinterest can be an incredibly useful tool for attracting consumers to your products.

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Campaign Launch Networking Promote 99

Partners in Excellence

APRIL 24, 2019

In any given year, I may be involved in doing 100’s of deal or opportunity reviews. Inevitably, I end up asking many of the same questions: What are the most important things the customer needs to do next in moving through their buying process? How will you help them? What are the next most critical things you need to be doing on this opportunity?

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Process Start-ups Customers Closing 84

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Campaign

Closer's Coffee

APRIL 23, 2019

8 Ways to Let Go of Prospects Clogging your Sales Pipeline. Ever have a prospect that hangs around like the massive burger you ate three days ago? Clogging your sales pipeline by taking the precious time you could be spending on candidates that will buy? We all know that breaking up is hard to do. However, you are in this game to make it happen, so don’t let people willing to take all of your time, but never buy, be part of the game.

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Prospecting Follow-up Pipeline Gaming 81

SaaStr

APRIL 23, 2019

We’ve written a lot on SaaStr on how to find a great VP of Sales, what the risks are, what risks to take, etc. We’ve also summarized a few critical factors that will tell you, within 30 days, if your VP of Sales won’t work out. This post was pretty controversial originally, but I think most folks now agree with its conclusions: If Your VP Sales Isn’t Going to Work Out — You’ll Know in 30 Days.

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Quota Gaming Sales Start-ups 81

Hubspot

APRIL 25, 2019

In today’s e-commerce universe, Amazon is a behemoth.We all know it, and we all use it … whether we want to admit it or not. But today’s consumers don’t just use Amazon to buy stuff. They also use it to check prices ( 90% of consumers use Amazon to price check a product), discover new products ( 72% of consumers visit Amazon for product ideas), and start product searches ( 56% of consumers visit Amazon before any other site).

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E-commerce Price Real Estate Engineering 98

Partners in Excellence

APRIL 23, 2019

I’m almost embarrassed to write this post. Having co-founded an early AI based software company, I have seen both the great power and many of the challenges in effectively leveraging these technologies. However, I often despair when I read much of the literature and sale pitches about exploiting AI and ML technologies. Too often, the way these technologies are exploited focus on the artificial and not the intelligence in “artificial intelligence.” Most of it is naive.

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Pitch Technology Technology Meeting 78

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.

Gaming

Heinz Marketing

APRIL 24, 2019

By Brenna Lofquist , Marketing Consultant for Heinz Marketing. This blog post was inspired/updated from a previous Heinz Marketing blog post written by Matt Heinz “ 10 best practices for better cold calling ”. I am no sales expert but through my experience at Heinz Marketing, research I’ve done for clients, recommendations/project deliverables, and personal experience (being the receiver of sales outreach) I have developed quite a few best practices and tips for better sales outreach.

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Cold Call Sales Trust Prospecting 80

SaaStr

APRIL 25, 2019

It’s never remotely easy until you have a steady stream of leads and a decent 1.0 revenue team. But here are some things that can help in the early days: Always hire at least 2 reps to start. If you just hire 1, you won’t really know what is working, and not working, and why. Don’t expect a sales magician. You ideally need to close the first 10–20 customers yourself, and then hire sales folks to help.

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Gaming Start-ups Price Closing 82

Hubspot

APRIL 25, 2019

Growing up as a first-generation Asian American, I lived between two cultures. One was the East-Asian culture my parents brought from Taiwan, which prioritizes the needs and desires of the family and emphasizes academic excellence. The other was the Western culture that surrounded me outside the house, which prioritizes the needs and desires of the individual and emphasizes extracurricular activities.

Represent 96

Represent Campaign Drivers/motivators Networking 96

Engage Selling

APRIL 20, 2019

No one in sales has an unobstructed 360-degree view of their relationship with their customers. Nobody. Not even top-performers.

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Sales Objection handling Customers Presentation 89

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