Sat.Jun 08, 2019 - Fri.Jun 14, 2019

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Go for the “No” Early in the Sales Process

Anthony Cole Training

In this article, we discuss the theory that a prospect might want what you are selling, if you (as the salesperson) are willing to walk away from the table first. It may sound counterintuitive but one of the keys for more effective selling is going for the ‘no’ early in the sales process.

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6 Proven Cairns on the Path to Personalization (and 5 Pitfalls to Avoid)

ConversionXL

A few months ago, I took my family to Dinosaur National Monument in Utah. We saw some pretty cool fossilized dinosaur bones as well as ancient petroglyphs and pictographs. There was, however, one stop that disappointed us. A trail we were following had a clearly worn path through an open field, but we couldn’t find any trail markers beyond it. We wandered around for a while but eventually turned back without finding what we had come to see.

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Is Your CRM Data-Driven or a Data Dump?

Miller Heiman Group

Ostensibly designed to help sellers close more deals, in many organizations, the CRM is just another administrative task on a salesperson’s already crowded plate. It’s a way for sales managers to monitor deal status that adds little, if any, value to their selling activities. But this approach to CRM is changing. More and more businesses are adopting sales technology tools, such as our analytics solution Scout , that turn their CRM data into actionable insights.

CRM
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Top Lessons in Building Great Teams from Khosla Ventures (Video + Transcript)

SaaStr

Keith Rabois is an investment partner at Khosla Ventures where he focuses on consumer Internet, education, enterprise, financial services, and digital health investments. Keith began his career in the industry as a senior executive at PayPal and subsequently served in influential roles at LinkedIn and as chief operating officer of Square. Join him as he shares his top lessons in building great teams.

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Smart Tools & Strong Teams: A People-First Approach to AI in Sales

Speaker: Matt Sunshine, CEO at The Center for Sales Strategy

AI isn’t replacing salespeople—it’s empowering them. The most forward-thinking sales organizations are using AI to enhance human performance rather than eliminate it. From coaching and messaging to prospecting and pipeline accountability, artificial intelligence is giving managers and SDRs the new tools they need to work smarter, sell better, and close more.

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80/20 Prospecting Time

Anthony Cole Training

The most successful salespeople are always challenging and adapting their personal sales process to be more effective, but they don’t challenge the notion of the importance of making prospecting their A priority every week.

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Heat Maps: What Are They Good For (Besides Looking Cool)?

ConversionXL

Heat maps are a popular conversion optimization tool , but are they really that useful? It’s easy to say that they help you see what users are doing on your site. Sure, of course—but lots of other methods do that too, and perhaps with greater accuracy. So what can heat maps answer? What is a heat map? Heat maps are visual representations of data. They were developed by Cormac Kinney in the mid-1990s to try to allow traders to beat financial markets.

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A Progressive Approach to Qualification (that isn't BANT)

Membrain

Like a growing number of other commentators, I have come to believe that the traditional BANT (Budget, Authority, Need and Timeframe) approach to sales opportunity qualification is fundamentally flawed and not fit for purpose when it comes to complex B2B sales.

B2B
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3 Key Components of Value Propositions

Jill Konrath

Today’s overwhelmed buyers don't care about what you're selling. They only care about what it does for them. That's why value propositions are so important today.

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TAM – The First Step Every Territory Sales Rep Must Take

SalesforLife

There’s no question that sales pros—especially territory-based sellers—have a weakness in a key skill. Let me explain, these sales pros are typically given a geographic territory or a specific vertical – but their weakness is that they lack the understanding that they need to treat their territory as if they’re the CEO of that territory. As the CEO of your territory, it’s your responsibility to understand the Total Addressable Market (“TAM”) of your industry, and be able to segment it between wh

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14 of the Best WordPress Survey Plugins

Hubspot

Are your users happy with your website, or are you simply assuming they are? Whether you're looking to improve the user experience on your website, increase your customer satisfaction , or simply learn more about your visitors, embedding a survey on your website is the fastest way to get the feedback you need. Ultimately, knowledge is power. In this blog post, we'll take a look at some of the best WordPress plugins to collect user feedback on your website -- without the need for a developer. 1.

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How to Coach Reps on Overcoming Sales Objections with Confidence

Speaker: Brendan Sweeney, VP of Global Sales and David Phelan, Account Manager

In a world where buyers are more informed and objections are more nuanced, confidence isn't optional—it’s a competitive advantage. In high-stakes conversations, knowing how to handle pushback can make or break the deal. Join industry experts Brendan Sweeney and David Phelan for a behind-the-scenes look at how teams are transforming sales coaching with real-time feedback, objection-handling role plays, and pre-call preparation that actually sticks.

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Top 10 Learnings about Free Trials with Tomasz Tunguz (Video + Transcript)

SaaStr

Join Tomasz Tunguz, Managing Director with Redpoint Ventures as he takes you through a quantitive analysis of 600 Freemium Soon companies. Want to see more content like this? Join us at SaaStr Annual 2020. Tomasz Tunguz, Managing Director @ Redpoint Ventures. FULL TRANSCRIPT BELOW. Please welcome Redpoint Venture’s managing director, Tomasz Tunguz.

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Why Sales Coaching Needs to Get Closer to the Individual

Membrain

Have you heard the phrase, “Never in the history of calming down, has anyone ever actually calmed down, by being told to calm down”?

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What Is The Most Important Part Of The Sales Process?

Partners in Excellence

Recently, someone posed a question on LinkedIn: “What is the most important part of the sales process?—–Prospecting, Discovery, Closing?” We see versions of this question all the time, with everyone staking out various positions (often supporting what they sell). Some of the discussions drill down into an issue, for example the endless battle of social and other selling (would one call this anti-social?).

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A Comprehensive Overview of Sales and Operations Planning (S&OP)

Hubspot

Henry Ford, business magnate and founder of the Ford Motor Company, once said, "Quality means doing it right when no one is looking.". If you want to create a quality product and provide an outstanding customer experience, your business processes should be fine-tuned so every step, from manufacturing to delivery, is well-executed. Processes can be made for just about anything.

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Welcome to the Future of Hospitality: Smart Rooms Start Here

Speaker: Jady West, VP of Hospitality & Chris Bennett, Head of Sales & Engineering

The modern hotel room is no longer just a place to stay—it’s an experience to remember. Today’s guests expect seamless 5G connectivity, personalized comfort, and high-tech convenience. From AI-powered smart room controls to in-room entertainment and app-based services, technology is redefining hospitality from the inside out. In this new session featuring industry pros Jady West and Chris Bennett, we’ll explore how high-speed, high-bandwidth connectivity powers the innovations that are enabling

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Summer Sales Challenge Grows Revenues

Women Sales Pros

Depending on when you are reading this, the Score More Sales Summer Sales Challenge is about to begin or it has begun already. No matter, you can get in on it at any point, although the sooner the better. For some people the Summer months are for planning long weekends, outdoor barbeques, and trips to visit family and friends – or just to get away on vacation.

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Digital Sales Data: The (Real) Secret to Moving Deals from Prospect to Closed

Sales Hacker

In an ideal world, 100% of your data ends up in Salesforce (or your CRM of choice). But sadly, that’s not what’s happening in the real world. According to a recent Salesforce study , poor data hygiene costs the average business nearly 30% of its revenue, amounting to a total economic loss of a whopping $700 billion a year. You know it’s important to capture high-quality data to help you conduct QBRs , analyze your account health, review handover processes , report on your opportunity pipeline, a

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Our FOMO Causes Us To……

Partners in Excellence

We live in a world of constant distraction, driven by our Fear Of Missing Out. We can’t bear being separated from our devices, constantly diverting our attention to their vibrations, beeps, and alerts. We spend more time looking at the small screen than we do looking at the world around us. We spend endless time in meetings, but we actually aren’t present.

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Sales Close Rate Industry Benchmarks: How Does Your Close Rate Compare?

Hubspot

Your sales close rate is a number you need to keep a close eye on -- out of all the deals in your pipeline, what percentage do you actually close? Sales close rates let you know how efficient and effective you are as a sales rep. And it's a good way for managers to measure sales rep and sales team performance. The higher the close rate, the better your rep and team are at converting opportunities in the pipeline into revenue.

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Breaking The Commerce Bottleneck: Your SAP Exit Plan Starts Now

Speaker: Jason Cottrell and Gireesh Sahukar

Retailers know the clock is ticking–legacy SAP Commerce support ends in 2026. Legacy platforms are becoming a liability burdened by complexity, rigidity, and mounting operational costs. But modernization isn’t just about swapping out systems, it’s about preparing for a future shaped by real-time interactions, AI powered buying assistants, and flexible commerce architecture.

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How Segment Grew Opportunities 3x With Visual Prospecting

Outreach

Pushing the Limits of Outbound. Back in 2017, it’s fair to say Segment was happy with the success of our outbound sales. Our email efforts were already driving significant results and we knew we were being smart about it. We used APIs to automatically customize the text in each outbound mail, so the message you might receive from us would be specific to the needs of your company's analytics, engineering, and marketing teams, and different from the one somebody else received.

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PODCAST 61. Change the Job Process to Find the Right Candidate w/ Shireen Jaffer

Sales Hacker

This week on the Sales Hacker podcast, we speak with Shireen Jaffer , CEO at Edvo. Edvo helps people get the best jobs AND finds jobs they may need in the future. She explains how nightmarish the job process used to be and how Edvo strives to change the job search narrative. If you missed episode 60, check it out here: PODCAST 60: Effectively Giving and Receiving Constructive Feedback w/.

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Your Last Chance to Make a Good First Impression

Understanding the Sales Force

Most salespeople don't take first impressions seriously enough. If they did, their first impressions would be much more favorable.

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4 Ways to Design Successful Sales Incentive Programs

Hubspot

Nothing boosts your sales team's excitement and energy more quickly and reliably than an incentive. After all, most salespeople are born competitors -- adding a compelling reward to the mix makes them even more enthusiastic. However, motivating your reps isn't as simple as choosing a desired outcome (like more calls or higher conversion rates) and promising a cash prize to the winner.

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New Research-Backed Strategies to Empower Managers as Culture & Engagement Leaders

Speaker: Beth Sunshine, SVP, Up Your Culture

When culture isn’t consistently lived out across the organization, engagement suffers—and it often starts with a disconnect at the top. In this session, Beth Sunshine, SVP of Up Your Culture at The Center for Sales Strategy, will reveal how HR and executive leaders can close the gap between vision and execution by equipping frontline and mid-level managers to become culture carriers.

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Forget the Crystal Ball. The Secret to More Wins Is in Your CRM

Miller Heiman Group

Jess Greenwood, the chief strategy officer at R/GA, once noted that, “data is the new crude oil—it’s only useful when it’s refined.” This couldn’t better describe the way sellers approach data in their CRM. Data within a CRM is just that—it hasn’t been analyzed or prioritized for action. But what if sellers had a tool to help guide them on what actions they should take to move deals further down the funnel?

CRM
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Sales Success 101: Here’s What Separates Crazy-Successful Salespeople

Gong.io

Are you trying to take your sales success to the next level, but frustrated in your path to get there? If so, you’ve likely overlooked a simple concept: Sales success is a chain-link system. In a chain-link system, the performance of the whole is limited by the weakest link. When there is a weak link, the system does NOT perform better if you improve the other links.

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The Power of Change

Engage Selling

Are you harnessing the power of change? Change is often associated with pain, discomfort and all sorts of other negative feelings. But, it can actually be the biggest driver of success in your sales.

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Why Being a Problem Solver is Important in Sales

criteria for success

Some salespeople have one thing in mind when it comes to sales: closing the deal. But what they don’t seem to understand is that closing is only one, tiny part of the transaction. Salespeople need to realize that strictly focusing on closing won't help them in the long-run, especially with a consultative sale. The truth [ ] The post Why Being a Problem Solver is Important in Sales appeared first on Criteria for Success.

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Automation, Evolved: Your New Playbook for Smarter Knowledge Work

Speaker: Frank Taliano

Documents are the backbone of enterprise operations, but they are also a common source of inefficiency. From buried insights to manual handoffs, document-based workflows can quietly stall decision-making and drain resources. For large, complex organizations, legacy systems and siloed processes create friction that AI is uniquely positioned to resolve.

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Three Rule of Three: A Super Simple Way to Balance Time and Effort in the Office

Sales Hacker

Ever wonder how top performers balance time and manage priorities? I’m not talking about balancing professional and personal time, here. Just juggling all your work requirements is a feat you could write home about. Take me, for example… Several years ago, I took over the management of a second enterprise sales teams. One sales team needed to be evaluated, partially dismantled, re-shaped, and re-inspired.

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What Does It Take to Be a Successful Salesperson?

Selling Power

I talked with a few sales leaders to get their take on three common assumptions about being a successful salesperson. Here’s what they said.

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How to Shorten Your Sales Cycle | Sales Strategies

Engage Selling

????????????????????Today, I will be exploring how you can improve the metric of sales cycle length: how many days it takes to close a piece of business.

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Lauren’s App of the Week: Yummly

Heinz Marketing

By Lauren Dichter , Marketing Consultant at Heinz Marketing. “From recipe recommendations just for you to handy tools and helpful videos, Yummly has everything you need to improve life in the kitchen.”. I first heard about this website when I started googling the individual items I had in my fridge/pantry that were going to go bad if I didn’t use them quickly; a few weeks ago I looked up “sweet potato zucchini chicken” in Google and it spit out 27,500,000 results in.41 seconds, one of which was

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Get Higher-Quality B2B Leads That Convert!

B2B marketers face a number of challenges, including: continuously generating great leads converting leads to active sales prospects finding vendors that deliver real results Aggregage has proven content syndication, webinar, online advertising and intent signal marketing programs that deliver higher-quality leads. More than 700 companies have already benefited from our programs.