Sat.Dec 09, 2017 - Fri.Dec 15, 2017

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LinkedIn Video: A Huge Opportunity or a Waste?

A Sales Guy

I’ve started using linked in video lately, and if you’re not doing it too, you’re missing out on a GREAT opportunity. I’m all over social, most of you know that. I used Twitter, Instagram, YouTube, Facebook, this blog, and LinkedIn as my primary social channels. I use each differently for different reasons, but when it comes to business, I mean straight business, nothing is performing like LinkedIn.

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Why having a budget isn’t always a positive qualifier

Membrain

John Holland of CustomerCentric Selling® makes an interesting point in a blog article. Many sales people who have been brought up on an over-literal interpretation of BANT may believe that the absence of a budget for a project should be a reason to disqualify an opportunity.

Up-sell 99
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Sales Leaders, Here’s How To Have A Great Sales Kickoff in 2018

Openview

I once attended a sales kickoff that was a big waste of time. This particular company whisked away our entire sales department to a tropical location without putting together any structured agenda. They thought leaving our days open to brainstorm as a group was a good plan of action. When in fact, it turned into a whole lot of kicking back, but not much kicking off.

Sales 89
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Five ways to make your reps more productive

InsightSquared

As a sales leader, you’re only as good as your team, and it starts by managing a team effectively. It’s important to create a process to systematize the way your reps generate, manage and close opportunities. To encourage the right behaviors, you must provide evidence that shows your process is effective, and straightforward. A team of some of our top customers recently brainstormed ideas for how a sales leader can institute an effective, data-backed rep management process within their organizat

Product 95
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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 vs. Business Development: What's the Difference? [FAQ]

Hubspot

Sales and business development. Just two different ways to refer to the same activity -- getting your company’s product into customers' hands. Right? Actually, sales and business development should not be considered the same job at all.Instead, think of the two roles as complementary halves of a whole. It’s true that both positions exist to help grow your business, but they achieve this end in different ways.

Quota 99
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Only 1 in 7 Sellers Do This Crucial Skill

Jill Konrath

I never wanted to be in sales. I only entered the profession because I had an idea for a business. When I shared it with a consultant , he said it was a good plan and timely.

Consult 90

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How to increase win rates 2x with structured buyer alignment

Membrain

Year after year, study after study, the data confirms that a buyer aligned sales strategy improves win rates, quota attainment, and overall sales performance. For instance, this CSO Insights study indicates that the implementation of a formal or dynamic buyer alignment improves win rates from 40.5% (for no alignment) to 53%. Our client Analitek doubled their win rates.

Quota 87
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Are Extroverts or Introverts Better Salespeople?

Hubspot

Hiring salespeople is a high-stakes game. The cost of a bad sales hire can average from $25,000 to $50,000, not to mention the less quantifiable damage to team morale and culture. Conventional wisdom suggests that extroverts -- commonly thought of as outgoing and sociable -- would make better salespeople than introverts, who have been popularly represented as awkward in social situations.

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7 No B t Questions to Ask When Hiring a Sales Consultant

Sales Hacker

In our last article, we did a tactical tear down of when to hire sales trainer or sales consultant. In this post, we’ll explain how to find and hire the right sales consultant or sales trainer for your business. We’ll lean on our panel of experts and start by sharing their unique perspective, followed by 7 very specific questions to ask when interviewing a sales consultant or trainer candidate.

Consult 90
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14 Sales Topics That Readers Cared About Most in 2017

Understanding the Sales Force

As 2017 comes to a close and we prepare for 2018, there are two things I do each year that have been very popular. The first is to list the most popular articles of the year which I'll share below. And the second is to republish the popular Nutcracker/Sales article for those who haven't read it and those who find value in a reread. I'll republish the Nutcracker article early next week.

Sales 76
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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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Eight smarter ways to spend remaining end-of-year budget

Heinz Marketing

Whether your fiscal year ends in a couple weeks or is tied to a different schedule, we all often have a few pennies left in the budget that theoretically go away when the new fiscal year begins. I’ve never been a fan of frivolously spending those dollars simply so that they replenish in similar or higher quantities in the next year. But even with just a couple weeks left, there are several expenditures that can benefit you immediately and well into the new year.

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9 Proven Tactics of a Successful Local Facebook Marketing Strategy

Hubspot

With 2.2 billion active users, it might seem like turning followers into paying customers on Facebook would be easy. At least a few of those users will want what you’re selling. right? Unfortunately, targeting a local market on Facebook is a little more challenging than that. Building a local Facebook marketing strategy is challenging, but extremely rewarding when executed correctly.

Retail 78
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The Ins & Outs of Variable Pay Compensation Structure for Sales Teams

Sales Hacker

With increasing focus on grit and many claims of meritocracies in organizations across the country, why does variable pay compensation even exist? On top of that, why are sales people some of the few employees subject to variable compensation structures? I wish I could say it’s all about incentives, but the truth is a bit more nuanced than that. Yes the goal of variable pay is to incentivize people to perform higher than they otherwise would, but why is that necessary?

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Digital Sales Transformation Will Change The Perception Of Business

SalesforLife

Business isn't bad. Why do so many people think it is? Coming from an upbringing of academics mixed with business, there was always a tug of war. But positive mindsets triumphed. Individuals that are constantly learning are changing business, the world. As the speed of change accelerates, impact grows from transforming together, but there are still too many silos.

Sales 67
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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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Settling For Non-Performance

Partners in Excellence

How often do we settle for non performance? Recently, I was speaking with a colleague. We were talking about a client of his. The CEO was struggling to grow the company. As they started discussing the people on the team, the CEO said, “I’ll never be able to attract A players, I have to settle for C players, with a few B’s.” In another situation, I was speaking with an executive.

Clients 67
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10 Hard Truths About Management No One Tells You

Hubspot

I remember talking with an acquaintance a few years back who had recently graduated from college about how she envisioned her career progressing. Here’s how she broke down the steps: Get a job. Master that job. Manage other people doing that job. “Run sh*t” (her exact words). I find that this is often how management is perceived by individual contributors (myself included before I became a manager).

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9 Key Steps to Breakthrough the Insane Amount of Noise in Event Follow-Up Emails

Sales Hacker

If you send an event follow up email, but no one is around to read it, does it even make a sound? No, not really. Imagine returning to your office from a business trip across country after an exhausting 3-day conference. Tired, hopefully inspired and motivated, but always playing catch up from being gone. You sit at your desk with 100+ new business cards to look through, notes on actions you wanted to take when you returned and hundreds of emails to sift through.

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How To Outperform Your Competitors With The Sales Multiplier Effect

SalesforLife

I can’t tell you how many times I hear from customers or prospective customers “man, you guys are everywhere!” That’s rarely an insult. Customers want to deal with best-of-breed and guess what, they correlate a brand being everywhere, to being the leader of its space. At Sales for Life, we only have a small team but we have customers with 100’s or 1,000’s of sales professionals globally and have barely recognized the power of amplifying their voices in the market.

Sales 64
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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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5 Steps of Rapid Preparation for Negotiation Success

RAIN Group

"Unfortunately, there seems to be far more opportunity out there than ability. We should remember that good fortune often happens when opportunity meets with preparation.". Thomas A. Edison. Preparation is often the greatest determinant of negotiation success. Across negotiation studies and surveys, we see sellers who get the best outcomes: know what they sell, research buyer wants and needs through sources other than the buyer, have a keen understanding of the buyer's day-to-day life and concer

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7 Questions to Ask Before Working With a Micro-Influencer

Hubspot

The way we ask for recommendations has evolved. Whereas once upon a time we may have asked a neighbor to recommend a product or service, 47% of millennials now turn to social media for recommendations and reviews before deciding on a purchase. But these consumers aren’t always going to the social media accounts of brands. Much of the time, they're visiting the profiles of a special breed of social media personalities: influencers.

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If People Buy From People, Why Are We Racing In The Opposite Direction?

Partners in Excellence

In complex B2B buying, I believe the old maxim, “People buy from people,” is still highly relevant. There’s probably a lot of data that supports this, but, anecdotally, let’s reflect: Complex B2B buying decisions are most often consensus decisions. Customers are getting other people in their organizations involved in the problem solving and decision making process.

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Help Millennials Get Sales and Leadership Traction

Engage Selling

This is an interview supporting the book launch of Millennials Matter. Q: Thanks for joining us today, Danita. Give us a quick overview what you’re seeing and hearing about the importance of millennial salespeople in our companies.

Launch 59
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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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How Not to Buy Leads

Pointclear

Last week a prospect told me that he needed higher quality leads than were currently being provided by two third-party outsourced solution providers. His definition of a lead was the loosest that I have ever heard. An employee of a targeted company needed only to download some content to be qualified as a lead. It did not matter if they were ready to buy – or even qualified to buy.

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How Prepared Are Marketers for the GDPR?

Hubspot

Disclaimer: This blog post is not legal advice for your company to use in complying with EU data privacy laws like the GDPR. Instead, it provides background information to help you better understand the GDPR. This legal information is not the same as legal advice, where an attorney applies the law to your specific circumstances, so we insist that you consult an attorney if you’d like advice on your interpretation of this information or its accuracy.

Legal 76
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“What Would You Like To Know Most About ?”

Partners in Excellence

Recently, I read an article entitled, “The One Key Question You Must Always Ask A Prospective Customer; This simple (yet often overlooked!) question makes selling to your ideal clients or potential customers far easier and more effective.” After the drum roll and the melodramatic scenario, the author stated: “What would you like to know most about ?

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B2B Reads: Social Listening, Professional Persistence, and the Productive Procrastination Myth

Heinz Marketing

In addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the Web each week. We’ll miss a ton of great stuff, so if you found something you think is worth sharing please add it to the comments below. In the meantime, here are some B2B Reads we love: 5 Key Questions to Help You Decide When to Gate Content.

B2B 59
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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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Are You Pushing Yourself Hard Enough? Is “Average” Killing You?

The Sales Hunter

How hard do you push yourself? Being willing to accept average is what destroys the dreams of too many. We can’t allow ourselves to become comfortable with average. When we accept average, we eliminate our opportunity to become significant. Last week I spent 3 days with 19 peers in an intense program designed to help […].

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Bring Balance to the Force

InsightSquared

Guest blog by Joe Rodden, Sales Systems Manager at Catalant Technologies. It’s that most magical time of year again. A buzz is in the air, the temperatures changing, and we’re all ready to see that grey-haired man we all know and love. Who? Santa?! No, obviously I’m talking about Luke Skywalker in Star Wars: The Last Jedi. I’m a huge Star Wars fan, so in honor of the new release (December 15) I wanted to write a post about several lessons sales ops can learn from the greatest films of our genera

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“Behind Every C Player, There’s A …….”

Partners in Excellence

There’s the old saying, “Behind every great individual is a great [Insert spouse, partner, mom, dad, family, mentor]. Let’s update this for modern time, we could say, “Behind every C player, there’s a …… ” Hmmm, troubling, isn’t it? But be honest with yourselves. You’re reading this, no one is watching you, you can reflect, privately, on your own performances as leaders and managers.

Meeting 59
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5 Simple Strategies for Scheduling Sales Meetings during the Holidays

Outreach

Meetings can be really stressful during the holidays. And no I’m not just talking about “meetings” disguised as holiday parties where Meredith overindulges, Michael messes up secret Santa, and everyone stands around uncomfortably, looking for an exit. I’m talking about the meetings with prospects you’re working tirelessly to book -- the ones that required months of work but could entirely be derailed by conflicting vacation schedules and long weekends.

Meeting 58
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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.