Sat.Mar 24, 2018 - Fri.Mar 30, 2018

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How Many Touches Does It Take to Make a Sale?

RAIN Group

How many touches does it take to make a sale? The simple answer is: more than most people think! According to our Top Performance in Sales Prospecting research, it takes an average of 8 touches to get an initial meeting (or other conversion) with a new prospect. But the initial meeting is just the beginning. It takes a lot more to make the sale.

Sales 111
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Here's how to set more realistic sales goals

Membrain

Goal setting is an important part of motivating and holding salespeople accountable. The right goals give salespeople something to stretch for, plus the satisfaction of achievement when they do. When goals are realistic, they will also improve forecasting. Unfortunately, many sales teams struggle to hit the sweet spot between “challenging” and “achievable.”.

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14 Ways to Get Free Advertising for Your Business

Hubspot

When you work at a small business with a limited budget, it’s not really possible to shell out $340,000 for a 30-second TV commercial, or $10,000 for an email marketing campaign. It can be frustrating when your budget dictates how many people your business can reach. Surprisingly, there are a lot of free ways to supplement your paid advertising efforts.

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3 Ways To Achieve Repeatable Quota Attainment

Gong.io

You’ve established your sales process and you have a structure in place to help your team achieve quota attainment. But with any sales machine, you should consistently to check see if all the moving parts are working and repeatable. How? There are hundreds of ways to measure sales performance, so be sure to choose wisely. But, under most circumstances, it comes down to a few things… How Many Leads are You Receiving?

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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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10  Top of Funnel Fundamentals

Score More Sales

Whether you are new in your sales role or have been in sales for a while, it is easy to get wrapped in in the latest new sales tool that could help you, or that one magic bullet to specifically help YOU in your role.

Sales 86
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8 Updated B2B Sales Prospecting Strategies To Think About NOW Before You Start Another Quarter

Sales Hacker

Every business runs like a B2B sales prospecting operation. You head out to a territory (market) where you can mine (generate) something valuable, then sift (qualify) good finds from the bad. You then focus on refining (nurturing) the good finds and attempt to make a hefty profit by selling value to the best buyers. For B2B organizations, customers now represent the new gold to be desired and the sales team’s pipeline the new gold mine to be developed.

B2B 89

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Implementing a Quota Structure That Works

Gong.io

Once you’ve got a winning sales process in place, you can fine-tune the goals that will set your reps up for success. Over time, quota attainment becomes one of the clearest indicators of whether you’re setting the right sales goals, whether your team is able to achieve those goals, and if your revenue growth is consistent. However, finding the right sales quotas for your team is more than just mandating an ambitious number that keeps your team motivated.

Quota 85
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4 Smart Strategies for Leading a Social Selling Team

SalesforLife

Many organizations trying to initiate social selling initiatives face several challenges—sales people don’t consistently implement social selling techniques, have difficulty understanding how to get started, and so on.

Sell 83
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How Effective is Your Prospecting? 10+ Questions to Ask Yourself.

The Sales Hunter

The number of salespeople and companies that share with me how they do not feel their prospecting plan works always amazes me. Then again, I have to admit I am continually assessing my own prospecting plan to determine its effectiveness, too. If we’re not prospecting effectively, then how do we expect to be able to […].

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7 AI Tools to Help You Grow Your Blog

Hubspot

OK, you get it. Artificial intelligence is kind of a big deal. It’s a huge buzzword in the marketing community. People talk about how it’ll change the world daily. And you can’t throw a rock without hitting a company with AI in the name these days. But what about real world uses for AI? Where do marketers start using AI to solve actual problems they have?

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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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How To Approach Sales Coaching Like a Pro {Part 2 of 5} — the Right Use of Sales Data

Sales Hacker

This is part 2 of a 5-part series to help you develop the right approach to sales coaching. While part 1 focused building the right coaching mentality , this article covers how you can take a data driven sales coaching approach. . Using Data to Inspire Commitment. There are dozens of tools to stimulate conversations between salespeople and sales leaders.

Quota 83
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If You Don’t Know Who Your Customer Is, Improving Selling Skills Won’t Help

Partners in Excellence

Over the past few days, I’ve been participating in a discussion about a struggling organization. It’s a start up, the CEO wanted help in developing sales skills. But as the discussion progressed, it was clear the CEO didn’t understand who their customers were. They were responding to queries from whoever happened to find their web site.

Sell 88
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“How I Work”: Allison Munro, Head of Sales & Marketing at Viafoura @yomunro #HowIWork

Heinz Marketing

By Matt Heinz, President of Heinz Marketing. Weekly we are pleased to feature top B2B business leaders who reveal in their own words how they “do it”, how they work. You might be surprised by their answers. Catch up on everyone we’ve featured thus far in the “How I Work” series here. This week I’m excited to feature Allison Munro , head of sales & marketing for Viafoura.

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S.A.S.S (Stupid Ass Sales Strategies)

Engage Selling

It’s been a long time since I was perturbed about a sales practice. That changed last week at Saks Fifth Avenue with Georgio Armani cosmetics. Congratulations to the brand for forever tarnishing themselves in my mind. Aggressive and subversive sales tactics never work.

Sales 73
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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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“Focus On Activity More Than Results”

Membrain

It’s clear that activity drives results—or at least it should. We all know that orders and revenue is a trailing metric. The danger of focusing on end results is that by the time you can report them, it’s too late to do anything about it.

Sales 74
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A 6-Step Skill Assessment For Hiring Rockstar Salespeople

Hubspot

What Is Skill Assessment? A skill assessment allows employers to test how well a job candidate can complete tasks required of them in their future role. Candidates might be asked to role-play a client phone call, submit a writing sample, or conduct client research. These exercises ensure candidates haven’t exaggerated their skill level and demonstrate how well they think on their feet.

Pitch 76
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Cold Calling Is Dead, Unless You Follow These Rules

Gong.io

Cold calling is a game of inequality. On paper, the average success rate is dismal (as low as 1.48%*). As a result, many people conclude that cold calling is dead. But averages often obscure what’s really going on. Here’s the reality…. Most salespeople are failing miserably at cold calling. Much less than a 1% success rate. But a small minority enjoy a massively unfair share of the success.

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Playing Sales Enablement “Catch-Up”

Partners in Excellence

This week, I had meetings with a number of sales enablement professionals. Each came from very large companies with strong commitments to sales enablement. Each had long experience and sales enablement programs that would be considered “best in class.” In each conversation, they were struggling with similar issues, “How to keep up with the demand for help/support.” They had long list of things they needed to put in place.

Sales 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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Five business (and life) lessons learned from improv

Heinz Marketing

Alli McKee is a start-up founder and CEO. She’s also a student of improv. Over the course of our conversation last week on Sales Pipeline Radio it became clear that these are both parallel interests/pursuits as well as tightly related to each other. When I asked Alli if her improv classes had improved her approach to business, her answer was a life lesson for all of us.

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59 Female Marketing and Growth Experts You Should be Following

Hubspot

Last week, one of my colleagues stumbled across a list of marketing influencers and shared it in our team's Slack channel. It didn't take long for someone to comment that barely one-fourth of the experts featured in the article were women. These types of influencer round-ups are all over the web, but very few of them highlight more than a small handful of female leaders.

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Sales Turnover is Hurting Your Growth

Engage Selling

Turnover, specifically sales rep turnover hurts your business. How do I know this? I’ve worked with clients who have suffered some devastating losses because of sales rep turnover.

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Success Does Not Use a Timeline

The Sales Hunter

At 34,000 feet over the Pacific, on my way to Hong Kong, I did something I rarely do — I watched a movie. I found myself immersed in the movie “Darkest Hour,” the story of Winston Churchill during World War II. The movie shows truly a dark period of time for the United Kingdom. The […].

Sell 62
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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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Get to Know Jocko Willink, Unleash 18 Keynote Speaker

Outreach

Jocko Willink. Retired Navy SEAL Recipient of the Silver Star and Bronze Star Author of #1 New York Times bestselling book, Extreme Ownership: How U.S. Navy SEALs Lead and Win CEO & co-founder of Echelon Front Accomplished leadership instructor, speaker, and executive coach.

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The Ultimate Guide to Instagram Filters

Hubspot

Instagram isn’t a new platform, but it changes so often, sometimes it’s hard to keep up. You might have some questions: how can I add the new geofilters feature to my Instagram Story? Can I use my Snapchat filters on my Instagram pictures? What’s up with this new update -- how do I even apply a filter anymore? Whether you’re an Instagram pro and stuck on choosing the best filter, or an Instagram beginner and not sure how to even apply a filter, you’re in luck.

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It’s Harder To Sell Within Our Own Companies!

Partners in Excellence

Tibor Shanto posed an interesting situation in a LinkedIn discussion: Got an interesting question or scenario for people who work with sales managers, presented by an experienced sales manager and her new company. She was invited to join the company because of her track record in the industry. They wanted her to establish a similar team and process to the one she had implemented at her previous company and told her she had Carte Blanche.

Sell 64
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5 Tips for Global Sales Leaders Driving Change Management

SalesforLife

I just finished a five-continent project engagement with Microsoft at each of its Digital Sales Centers around the world. Within these centers, there are thousands of inside sellers with sales functions such as demand response (commonly known as SDR/BDR), account executives, customer success, and solutions consultants/sales engineers. The scope of the project was immense, and we gave ourselves a very short runway to scale a digital selling foundations certification to all these sellers.

Consult 57
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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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How We Drastically Reduced Unsubscribes with This ONE Email Campaign

Sales Hacker

Despite all of the buzz and impressive stats around video marketing , are you still a non-believer? What if I told you my marketing team salvaged 1.9% of our email unsubscribers, and ultimately drove an extra $44K in revenue, by making a thirty-second video? It didn’t involve months of prep work, costly videographers, or expensive equipment. I’m telling you this because whether you want to use video in your marketing or sales campaigns, it is possible to make the process agile.

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19 Awesome SEO Blogs and Websites You'll Want to Bookmark

Hubspot

Search engine optimization (SEO) standards are constantly changing. Like social media, email marketing, and emerging technologies such as artificial intelligence (AI), search engines are improving the way in which they deliver results to users every day. To do this, they're focusing on things like localization, page authority, click-through rate, and even searches that come from voice assistants like Amazon Alexa and Google Assistant.

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Rainmaker by the Numbers

SalesLoft

3 days. 1 city. Over 1000 industry leaders and 350+ companies represented. That was Rainmaker 2018. Joined by attendees from all over the world, not to mention speakers ranging in topics from thrilling your buyers to orchestrating automation rules, the whole experience was energizing and informative. “It had a very nice balance of strategy, concepts, and frameworks to guide decision making – and – tactics me and my sales team are already using now that we’re back in the office.

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Sales Motivation Video: Set a Monday Goal You Can Accomplish

The Sales Hunter

Start your profits NOW! Don’t wait until Wednesday or Thursday to get moving on closing sales. Set even a small sales objective TODAY, because momentum creates momentum. If you can start the week already moving toward your first close, then you are well on your way to building more momentum and sales motivation. Want […].

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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.