2018

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Strategy Is Sexy, Execution is Boring

STAR Results

Business success is a function of brilliant strategies and excellent execution. How are your sales to date? Every sales leader I have spoken with could easily answer this question. I am sure you can as well.

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Is Your SaaS Go-to-Market Strategy Tsunami-Proof?

ConversionXL

Right now, there is a tsunami that’s coming to wipe out thousands of SaaS companies. In this article, I’ll walk you through the three tidal waves coming ashore and show you how to avoid their potentially disastrous consequences. The Three Tidal Waves Coming for Your SaaS Business. Tidal Wave 1: Buyers now prefer to self-educate. This isn’t limited to the B2C space.

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Trending Sources

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Are Webinars Dead? How to Make a Webinar that Works in 2018

Hubspot Marketing

As an acquisition marketer, I hear questions like this all the time: "Is the PDF dead? Is the webinar dead now too? How should we continue generating leads for our sales team while continuing to innovate on the content formats we produce and gate behind a form?".

SQL 215
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5 Free Resources to Engage Services in the Sales Process and Grow Revenue

TSIA Sales

As technology companies rapidly move toward subscription-based (XaaS) business models, their traditional sales and service motions are under pressure. They need to secure large recurring revenue streams to make up for what used to come in the form of large, one-time, up-front technology purchases.

Service 195
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Selling With Video – Your Guide to the Benefits of Video-Based Training

Speaker: Don Schmidt - WW Sales Enablement Director, Inside Sales MongoDB

The power of video is working for a growing roster of organizations, whether working with a live mentor or scaling programs with artificial intelligence. Take advantage of this exclusive webinar to learn how to use video coaching to your advantage!

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Problem-Centric Selling vs Product-Centric Selling: It’s Time We Change the Way We Sell

A Sales Guy

For years, I mean for most of modern day sales, we have been taught how to sell and pitch our products. The product has been at the center of all that is sales, and unfortunately, it’s a problem, and we need to stop.

Sell 128

More Trending

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3 Phrases You Need to Start Using With Every Single Customer

Jeff Shore

Ryan Taft. ?I I am not a big script guy. I have never been. Sales scripts are typically written from the perfect world perspective. In other words, if customers acted exactly the way we wanted them to and if sales people were robots, then a script is bullet proof. But sales, my friends, is not a perfect world. I don’t know about you but every sales script I have ever been handed and told to use on customers, I read it thinking to myself “I would never say this.”

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Why Relying on Referrals is Detrimental

KO Advantage Group

Referrals are a great way to build business however they can drown out potential clients. Relying on this one thing forever in the business world will be detrimental to your future growth. As the world changes so do the ways we do b usiness. It may have been a solely referral world before the new millennia but business needs constant adaptation. Movement. People move around, they never stick with one idea for eternity.

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How to Build Your Sales Operations Team from Scratch

InsightSquared

Sales operations has been around for quite some time, but lately the function has been gaining momentum. Instead of behind-the-scenes sales support, sales ops now acts as a strategic partner for sales VPs and leadership. It’s clear that sales ops plays a critical role in any organization, but creating your own sales operations team can be a daunting task. Who do you hire first? How should the team be structured?

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Finally!  Science Reveals the Actual Impact of Sales Coaching

Understanding the Sales Force

You must have heard the joke that 73.6% of statistics are made up! I have read and even reported that sales leaders who coach their salespeople see a boost in revenue of around 27%. It sounds like a realistic number but I have not seen any science to back it up. Until now. Check this out! Dave Kurlan Consultative Selling Sales Coaching sales improvement sales core competencies omg Closing Sales sales growth sales qualification sales data

Sales 94
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7 Ways to Supercharge Your ABM Strategy with Real-Time Intent

Streaming real-time intent is a homerun for marketing and sales’ account-based marketing (ABM) strategies. With real-time buyer insights, you can be first-in-line to provide solutions and lead better, hyper-personalized conversations.

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What Do the Blockchain and B2B Sales Have in Common (And Why It Matters)?

Outreach

Bitcoin. Ethereum. Ripple. Cardano. Stellar Lumens. No, this isn’t the beginning of some Star Trek fan-fiction, although the world of cryptocurrencies would fit right in on an episode of Deep Space Nine. Most cryptocurrencies are built on a revolutionary technology called the blockchain , which at a high level is an extremely secure, public ledger that is shared and verified by a distributed network of computers. Still with me?

Trust 131
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SALES MANAGERS ARE STRUGGLING

STAR Results

I have said it before and I will say it again – SALES MANAGERS ARE STRUGGLING! Only 10-20% of Sales Managers are Crushing It! The rest are struggling to make their sales numbers. They find themselves overwhelmed, overstressed and lacking the tools and training to be the best they can be.

Quota 202
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How “False Expertise” Can Damage Your Business—and How to Protect It

ConversionXL

When I last checked, there were 987,119 “thought leaders” on LinkedIn. Soon, there’ll be more than a million. How many of those do you trust? False expertise” is misidentified competence: We perceive expertise where there is none or evaluate expertise based on irrelevant factors. False experts include legions of self-appointed “gurus” and “visionaries” who saturate social media with bad advice. But they’re not the only sources.

UX 148
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Is Your Buyer Part of the Solution?

Engage Selling

You need to know what’s going on in the minds of your buyers when it comes to the solution you’re offering. Confused about what this means, exactly? Let me explain.

Clients 91
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Digitizing Logistics: Harness the Power of Data in 4 Steps

Entering a new demand gen position in a volatile market is nerve-wracking. In demand generation, data is essential for knowing who you should target and how. In this eBook, you’ll learn how to identify and target your ideal prospects using different types of data.

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5 Free Resources to Engage Services in the Sales Process and Grow Revenue

TSIA Sales

As technology companies rapidly move toward subscription-based (XaaS) business models, their traditional sales and service motions are under pressure. They need to secure large recurring revenue streams to make up for what used to come in the form of large, one-time, up-front technology purchases.

Service 195
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There are ONLY 4 Levers Sales Can Pull to Grow Revenue

A Sales Guy

It’s not uncommon for revenue to slide. It happens to all sales organizations at one time or another. Revenue being down isn’t the most difficult problem. Knowing why revenue is down and where to look is the biggest challenge. This post is gonna lay the four areas CSO’s/Heads of Sales should be looking if their revenue is on the slide. When sales are down there are only 4 levers leadership can pull to improve sales. That’s it.

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7 Ways to Build Rapport in Sales and Connect with People

RAIN Group

Consider this: a CBS News / New York Times poll asked, "What percent of people in general are trustworthy?" The answer: 30%. We're all pretty skeptical, right? Not necessarily. At the same time, the CBS News / New York Times poll asked a similar group the same question, but with a slight difference. What percent of people that you know are trustworthy?". The answer: 70%. This goes to show: when people get to know and like you, people begin to trust you.

Trust 87
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4 Things Causing Your Top Sales People to Bolt

Jeff Shore

By Amy O’Connor. Are you familiar with the old adage: people don’t quit companies, they quit people? This seems rather harsh, but often it is 100% spot on. While I know that there will always be practices within your organization that are out of your control, there are certain aspects of why you are losing good salespeople that are totally within your sphere of influence.

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6 Proven B2B Marketing Strategies and How to Use Them

Bold tactics. Innovative ideas. Thriving revenue growth. Behind every great B2B marketing campaign is an amazing story. Learn the strategies behind six winning B2B marketing campaigns — directly from the marketers that made them. Read the stories now!

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What is Deep Learning? Here's Everything Marketers Need to Know

Hubspot

The machines are here. You may have heard rumors about artificial intelligence (AI) potentially taking over our jobs. And the question is: Should you be concerned? In my opinion, we should be excited. AI -- especially “deep learning” technology -- brings new opportunities and innovation in the way digital marketing, sales, and customer support are handled. But what is deep learning? How does it work? And how can it be applied to marketing and sales in your company? What Is Deep Learning?

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Five Key Skills for Sales Ops Career Success

InsightSquared

If you’ve ever thought about becoming a lawyer, the path is pretty clear: Get a Bachelor’s degree. Take the LSAT. Earn your JD. Pass the bar. The process may not be easy, but at least it’s laid out. You know exactly what steps to take, including recommended classes and exam prep courses, in order to put yourself on a path to success. When I think about sales operations, there is no defined route to take.

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Show Me the Money! A Guide to Creating a Scalable Sales Compensation Plan

Openview

We’ve all heard Tom Cruise’s famous line from Jerry Maguire, but showing your sales team members the money is often a complicated equation. In this guide, you’ll find tips for designing sales compensation packages that yield results and actually scale. As most CEOs have discovered at some point, sales compensation is very often a delicate balancing act. Pay too little, and you will never be able to recruit (or retain) the kind of game-changing sales talent that fuels growth.

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The Wrong Salespeople are Hired 77% of the Time

Understanding the Sales Force

94% of sales managers are optimistic about their salespeople. That's a very surprising statistic for a couple of reasons: 50% or more of their salespeople won't hit their quotas this year and haven't since at least 2008. Objective Management Group's (OMG's) findings from the evaluations and assessments of 1.8 million salespeople show that 50% of all salespeople are weak. Sales managers believe that 50% of their salespeople are good and 44% of their salespeople have potential.

Quota 79
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Your Ultimate Guide to the Trends Shaping Marketing Data

In Salesforce’s latest Marketing Intelligence Report, hear from 2,500+ global marketers on how they are leading with their data, from business growth to customer satisfaction, data privacy, and more. Get the report now!

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The Ultimate Guide to Video Marketing

Hubspot Marketing

Brands need a video marketing strategy — this idea isn’t new. What has changed is how important video has become on every platform and channel. It’s no longer just one piece of your overall marketing plan. It’s central to your outreach and campaign efforts … especially your social strategy.

Angle 114
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Support Your Sales Success by What You Say to Yourself and Others

Score More Sales

It’s strange to think that the talk you have going on in your head can and will affect your success in any endeavor – but it’s true. accountability sales strategy

Sales 80
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Always be Retaining!

Engage Selling

I don’t know a single sales leader who finds hiring great new talent to be particularly easy. Especially in this virtually “full employment”current market. So, what’s the solution? Do everything possible to keep your team from leaving.

Clients 89
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Sales for Non-Salespeople: Understanding Sales Language

TSIA Sales

TSIA Expand Selling research is designed to help our member companies grow revenue from their existing customers. However, this can’t happen without effective collaboration between Sales and Services, which means that there needs to be some shared understanding between these two functions.

Service 195
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Content Creation & Curation: The Missing Link Between Sales & Marketing

Speaker: Pam Didner - B2B and Tech Marketing Consultant

Content plays a vital role in creating a symbiotic –– and successful –– relationship and alignment between your sales and marketing teams. Join Pam Didner to learn how to create and curate great content to support your sales and revenue goals!

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Gap Selling – Available for Preorder

A Sales Guy

Well, it’s finally arrived. Gap Selling is available for pre-order on Amazon. The most relevant, impactful and insightful sales book since The Challenger Sale: No blue suits, blue shirts, blue ties or blue sheets. No gimmicks or tricks. No 90’s selling tactics. No, not your dad’s sales book. Gap Selling is selling for the 21st century. Matt Dixon co-author of the Challenger Sale called it: “Fresh and Provocative” .

Sell 113
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21 Powerful, Open-Ended Sales Questions

RAIN Group

Broad, open-ended sales questions are great for helping you find out what's going on in your prospects' and clients' worlds. They are essential to sales success. In fact, "listened to me" and "understood my needs" are two of the top five factors most separating sales winners from second-place finishers. Sales questions also help you connect with buyers personally, understand what's important to them, reshape their thinking, and create better futures for them.

Clients 87
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7 Productivity Hacks to Make You a Great Salesperson

Jeff Shore

By Amy O’Connor. ?Ever Ever wonder how those great salespeople outperform everyone else year in and year out? I mean, seriously, they don’t seem that great do they? They aren’t any smarter than you, any more talented than you, any harder working than you, and they sure as heck aren’t any better looking than you – so what gives? Here’s what gives. They are hacking their way to more sales while you’re still stuck in the same old rut you’ve always been in.

Product 101