A Sales Guy

JULY 1, 2015

Read this closely. It’s critical. It may make your stomach a little queasy but, you’ll get over it. You don’t owe anyone a demo. Just because a prospect or buyer asks for a demo, you don’t owe it to them, and therefore you don’t have to give them one. Demos are NOT webinars. “Demos should not be used to demonstrate your product, but rather to show how your product can affect your buyer’s business.” And it’s for this reason that you should never

Sales 116

Sales Prospecting Lead generation Drivers/motivators 116

Understanding the Sales Force

JUNE 29, 2015

Copyright: 123RF Stock Photo. It's the place to be. Join 50 groups. Ask questions. Answer questions. Connect. Like discussions. Contribute comments. Is it a means to an end or is it all a huge waste of time? LinkedIn is a tool that I use more than some and less than others. As busy as I am, I'm unable to spend an hour on LinkedIn each day, but I do visit daily.

Conversion 113

Conversion Sell 113

The Sales Hunter

JUNE 30, 2015

1. Don’t think social media is going to replace traditional prospecting methods. View social media as another tool to help you prospect. Most of all, never allow yourself to take the quality time you devote to prospecting and spend it doing social media. Biggest mistake you can make is thinking all you need to do […].

Prospecting 111

Prospecting Sell Sales 111

Engage Selling

JULY 3, 2015

Trying to solve your sales problems? Just make sure you’re not “solving” the wrong ones! Identify and solve your problems with innovative sales strategies. Pick up your copy of Nonstop Sales Boom!

Sales 90

Sales Clients Quota Pipeline 90

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Follow-up

A Sales Guy

JULY 2, 2015

We’re having a blast with #heykeenan. I loved this question. I was even more impressed with Eric Swensons awareness that differentiation matters in sales. Way to go Eric, way to go my man! Differentiating yourself as a salesperson is a big deal. It’s not just for new sales people. If you don’t know why you’re the bomb, why you’re the s**t as a sales person, it’s time to figure it out.

Sales 114

Sales 114

Understanding the Sales Force

JULY 2, 2015

Yesterday, I had a conversation with a Sales VP about the training he said he wanted (but didn't really) for his sales team. In most cases, unless the Sales VP initiates the call, bringing someone in from the outside really isn't high on the priority list.

Sales 101

Sales Conversion 101

Pointclear

JUNE 30, 2015

This title is a quote from Ronald Reagan. The status quo—that marketing management doesn’t understand the definition of a qualified lead—is nothing new. Here’s the problem. Salespeople consistently say that they do not get enough qualified leads. Qualified leads, according to sales, are based on criteria they understand but marketing is in the dark about.

Inside sales 94

Inside sales Quota CRM Consult 94

Engage Selling

JULY 2, 2015

You may be familiar with the salesperson who claims they’re stuck, or complains that things don’t go their way. It’s the individual who never takes accountability for their own actions or results and is always quick to blame, but never ready to accept responsibility. It’s important to understand that you have complete control over your […].

Sales 88

Sales Clients Quota Pipeline 88

Understanding the Sales Force

JULY 1, 2015

microstock77">Copyright 123RF Stock Photo. Are you going to the beach? On a sail? On a tour? To another country? To a lodge? To a resort? Regardless of your destination or purpose, make sure you bring some good books, disconnect from your email and social networks, and actually use the time to recharge. That's good old common sense.

Networking 85

Networking Sales Follow-up CRM 85

The Sales Hunter

JUNE 28, 2015

Great salespeople own the process. They don’t pass the buck. They are diligent in delivering a high level of service to their customers. And they treat their colleagues and administrative staff with a high level of respect. Be accountable. Own the process. Check out the video to see what I mean: Copyright 2015, Mark Hunter […].

Drivers/motivators 96

Drivers/motivators Service Sales Process 96

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

Hubspot

JUNE 30, 2015

How often have you or one of your coworkers uttered the phrase, "I wish there were more hours in a day"? Between work, your commute, the gym, cooking, kids, happy hours, baseball games, knitting, your band, and whatever else it is you try to squeeze in -- oh yeah, I almost forgot sleep -- it can be hard to accept that 24 hours in a day is all you get.

Cross-sell 78

Cross-sell Gaming Follow-up Meeting 78

Engage Selling

JUNE 30, 2015

Engage Selling is a proud sponsor of Leon Brown, world champion powerlifter. He stopped by for a visit last week, to show us his medals, talk about the world records he recently set and to share his experiences at the world championship in Helsinki earlier this month. Here is what I learned from him that is also […].

Sell 85

Sell Up-sell Clients Pipeline 85

SalesLoft

JULY 2, 2015

A couple of weeks ago , we asked a few of the industry’s top sales development reps to see what they’ve found to be the most effective motivator on a daily basis. From friendly competition to a little game room action, these SDRs are finding plenty of ways to stay motivated on the job. Now it’s time to hear from their bosses. We asked some of the top influencers, SDR managers, and industry thought leaders what they believe is the best way to keep reps motivated and prevent churn in the sales dev

Drivers/motivators 52

Drivers/motivators Objectives and Key Results Cold Call Sports 52

The Sales Hunter

JUNE 27, 2015

If you are like me, you are always looking out for great business books where you can pick up ideas on how to be more successful in your career. I have no doubt you could find a few ideas in this list of 10 acclaimed books to accelerate business growth. I am honored my […].

Growth 88

Growth Sell 88

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

Hubspot

JUNE 29, 2015

This post originally appeared on HubSpot's Sales Blog. To read more content like this, subscribe to Sales. People say the best things in life are free. They also say, however, that there’s no such thing as a free lunch. So who’s right? We all know there’s truth to both axioms. You can’t buy a sunset, but if someone offers you a free steak dinner, chances are they want something.

CRM 74

CRM Retail Education Appointment 74

Engage Selling

JULY 1, 2015

Do you need to build a team culture? Not always – today I’ll explain why sales teams might be counterproductive to success and instead why an individual contributor model of top performers may be the way to go. Do you need to build a team culture? Not always – today I’ll explain why sales teams might be counterproductive to success and instead why an individual contributor model of top performers may be the way to go.

Sales 83

Sales Up-sell Sell 83

SalesLoft

JULY 1, 2015

After two weeks of sales videos , we’re excited to bring you three more exciting sales tips. In this week’s edition, Kyle Porter discusses the importance of being efficient on calls, and reveals a stat that might surprise most SDRs. Then, one of our SDR Managers, Chuck Jones, reveals tips for connecting on a human level using personalization and humor as you reach out to prospects: Join us in Atlanta from March 11-13, 2019 for Rainmaker 2019 !

Sales 52

Sales Prospecting 52

The Sales Hunter

JUNE 30, 2015

There are 10 reasons that most prospecting plans don’t work. Number 6 on my list is Thinking Social Media is Your Answer. This one absolutely drives me nuts. For some reason, there is a belief in the sales world that if you spend enough time on social media, you’ll have all the business you […].

Prospecting 88

Prospecting Sales Sell 88

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Pipeline

Hubspot

JUNE 29, 2015

When it comes time to assess your marketing efforts, it's not uncommon for you to run into a ton of questions. How are your contacts trending month over month? Was the time you spent creating social media graphics for that campaign worth it? And what about your email marketing efforts? How are those stacking up against your paid initiatives? So many questions, so little time.

Referrals 73

Referrals Contact Campaign Lead generation 73

Engage Selling

JULY 3, 2015

Finding your winning sales team can be difficult. At times, it’s hard to even come across a resume that strikes your interest. Other times, you might find a great new candidate to join your team, but they just don’t click and fall short of expectations. If you want to win, you have to create a profitable sales team. […].

Sales 72

Sales Up-sell Pipeline Drivers/motivators 72

SalesLoft

JULY 1, 2015

We kicked off our new sales tips video series a couple of weeks ago with two quick tips from our resident sales experts. In this second sales tips video, Anthony Zhang , our Director of Sales, shares advice on how to be unique in each and every sales conversation by portraying your authentic self to your prospect. Next, watch as CEO Kyle Porter explains how we determine our own SDR to AE ratio based on appointments and demos set and how you can determine your own: Looking for more?

Appointment 52

Appointment Sales Prospecting Conversion 52

The Sales Hunter

JULY 3, 2015

How much do you really value time? My experience has been that the salespeople who genuinely excel are those who are keenly aware of how they manage time. They never end a day without knowing what they are doing the next day. Time is a key leverage point for you as a salesperson. The […].

Sales 83

Sales Consult Closing Drivers/motivators 83

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Campaign

Hubspot

JULY 1, 2015

It’s commonly known that buyer personas are essential to any successful inbound marketing strategy. But, in the B2B industry there have been some interesting (and even seismic) shifts in the last two years, causing the need for the buyer personas you created even just six months ago to be re-evaluated and possibly redone. If your B2B inbound marketing strategy has not been as effective as you like, this could be the reason why.

B2B 72

B2B Contract Engineering Technology 72

Sales Gravy

JULY 1, 2015

The biggest mistake sales job candidates make is asking about compensation and benefits. Your future employer wants to know one thing and one thing only: can you help us? Can you provide a positive ROI? Can you be one of our top sales reps?

Sales 40

Sales 40

SalesLoft

JULY 1, 2015

The B2B sales and marketing funnel has flipped, and inbound marketing has shifted to outbound sales. From casting a wide marketing net to targeted customer identification, this trend has catapulted outbound sales development. The way we create demand has evolved and customer experience is the new revenue model. Prospects expect you to keep up with their ever-changing demands, and the emergence of sales development combines old school rules with new school tools to stay ahead of the curve.

B2B 52

B2B Gaming Price Sales 52

The Sales Hunter

JUNE 27, 2015

It sounds crazy to say this, but great salespeople love to hear the word “no” from a customer. “No” is simply a snapshot in time. The sooner you hear “no” from a customer, the sooner you can ask questions to find out why they are saying “no.” (Also, the sooner you can determine if […].

Customers 82

Customers Sales Technique Consult 82

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

Hubspot

JUNE 30, 2015

I have a confession to make. I’m a revenue (sales) guy. I can think about, conceive and vision growth opportunities without even trying. On the other hand, thinking about (and understanding) costs doesn’t come so easily to me. I’ve learned that understanding your costs is crucial to creating profitable revenue consistently, sustainably and scalably.

Growth 71

Growth SQL Non-Profits Manufacturing 71

Sales Gravy

JUNE 29, 2015

When business cards are left to accumulate on a desk or in a drawer, these are missed opportunities to attract attention and to begin to build relationships. People buy from people they know and trust.

Trust 40

Trust 40

SalesLoft

JUNE 29, 2015

Here’s the scene, a room full of sales development reps, cold calling. Everybody is on the phone… hustling, grinding, dialing, working to get through to their prospects. Everyone can hear everyone else. They feed off each others’ energy, vibe, and it goes both ways — negative and positive. One of the colleagues gets a bad one on the line, a rude prospect on the other end gives ’em hell, talks some s**t, maybe then they get hung up on.

Cold Call 52

Cold Call Prospecting Sales 52

SBI

JUNE 28, 2015

Get to know your sales tools in just 2 minutes a week. This week, Nancy profiles Unboxed , a guided-selling solution that simplifies the decision process in complex sales. Sales ToolSkool Video Transcript: Today I’ll be talking about a mobile sales platform that helps simplify complex decision making. I’ll be talking about Unboxed. Unboxed is a new kind of sales solution that thinks outside the box.

Cross-sell 47

Cross-sell CRM Sales Up-sell 47

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