Partners in Excellence

APRIL 12, 2022

The shift to customers preferring the digital channels over dealing with sales people. It’s probably the dominant form of selling in consumer products. It’s probably the dominant form of selling in consumer products. In consumer products, we know it is a low touch selling environment.

Retail 123

Retail Tradeshows Territory Technology 123

Salesforce

JANUARY 3, 2024

I’m grateful to have found a better way to sell — one that builds mutually beneficial long-term relationships. As a sales professional, you don’t have to coerce or pressure. That begins with your sales pitch. What you’ll learn: What is a sales pitch? Why are sales pitches important?

Pitch 109

Pitch Sales Prospecting Clients 109

Partners in Excellence

JANUARY 26, 2022

We seem to be in a headlong rush to automate and depersonalize our marketing and sales engagement. It seems the future is “virtual” biasing whatever interaction we have with customers to being action at a distance through Zoom, Teams, or other platforms. We yearn for physical rather than virtual engagement.

Gaming 66

Gaming Technology Technology Customers 66

Partners in Excellence

NOVEMBER 2, 2021

Engagement with sales people represent the smallest part of their time investment. I’ve written about this transformation suggesting we are going through a transformation of sales led, digitally supported to digitally led, sales supported. And this is what all of us in sales need to think about.

Represent 106

Represent Sales Support Sell Customers 106

Veloxy

JUNE 23, 2021

As any business will attest, there’s no greater feeling than when your company grows and reaches a point where you need to expand your inside sales team. Naturally, more salespeople means more sales which translates to more revenue. According to the Harvard Business Review, the average annual turnover in sales is about 30%.

Inside sales 232

Inside sales CRM Sales Pipeline 232

Salesmate

AUGUST 13, 2020

This pandemic has left the sales fraternity asking various questions. How to protect the field-sales culture ticking and productive? What is the future of sales? When it comes to dealing with your customers and prospects your sales reps must position themselves as a trusted resource. So, let’s get on with it!

Appointment 122

Appointment Sales Pipeline CRM 122

ConversionXL

FEBRUARY 10, 2021

In a nutshell: the future came early. The chatter of the “Retail Apocalypse” began long before the recent events of a global pandemic. However, the last year has accelerated the need for retailers to go digital, leaving many struggling to adapt. Image source ). Is the Retail Apocalypse here? Is the Retail Apocalypse here?

Retail 155

Retail Appointment Consult Non-Profits 155

Highspot

SEPTEMBER 28, 2023

In this article, we’ll explore Sandler’s core principles, compare it with other sales methods, and offer five questions to assess its fit for your team. What is the Sandler Sales Method? Sandler vs. Traditional Sales Traditional sales involves cold-calling a prospect and diving straight into a product-centric sales pitch.

Repeat business 52

Repeat business Consult Contract Relationship building 52

Salesforce

FEBRUARY 19, 2024

What you need is an easy-to-understand sales playbook to guide your team to victory. We’ll walk through everything you need to know to create the right mix of winning plays that guide your sales team to big wins. What you’ll learn What is a sales playbook? Learn more What is a sales playbook?

Objectives and Key Results 59

Objectives and Key Results Technique CRM Follow-up 59

Hubspot

NOVEMBER 18, 2020

Sales leaders, be honest — you're curious about what your peers are up to. If you don’t have the time or resources to commission your own data, you’re in luck because we’ve compiled a list of important data points sales leaders need to know. Sales Leadership Stats. Sales Performance. Sales Performance.

Profit margin 99

Profit margin Quota B2B Commission 99

The 5% Institute

JUNE 18, 2023

Looking at succeeding in sales remotely? In today’s interconnected world, the concept of sales has evolved significantly. With advancements in technology and the rise of the internet, businesses are embracing remote sales strategies to reach a broader audience and maximize their revenue potential.

Sell 52

Sell Sales Trust Technology 52

Gong.io

MAY 12, 2022

Your team has been working remotely for 2+ years, and you are ready to bring them back to the office. It may be time to pause, take a step back, and rethink your strategy to bring the sales team back to the office before returning to “how things have always been done.”. INSIGHT #1: Sales professionals prefer to work remotely.

Sales 62

Sales Quota Represent Drivers/motivators 62

Salesmate

FEBRUARY 11, 2020

It’s a no-brainer that sales methodologies help businesses sell better and choose better customers for life. In our past articles, we have talked about some of the best sales methodologies in depth. This would be the last article in that series, and we’re talking about Sandler Sales Methodology. Sounds a bit confusing?

Cross-sell 136

Cross-sell Contract Sales CRM 136

Sales Hacker

NOVEMBER 16, 2021

In this episode of the Sales Hacker Podcast, we have Veronika Riederle , Co-Founder & CEO at Demodesk , a customer meeting platform company she launched in 2018 that’s bringing in seven figures with a global hybrid remote team. The virtual meeting space has barely begun to evolve. Subscribe to the Sales Hacker Podcast.

Meeting 95

Meeting Construction Up-sell Start-ups 95

Sales Hacker

APRIL 13, 2020

Virtual events offer a chance to connect, engage with leads , and turn some of these prospects into future customers. In this article, I’ll share with you how you can turn your physical event into a successful virtual event. What are the Benefits & Limitations of a Virtual Conference. Source: GoToWebinar.

Promote 127

Promote Niche Presentation Networking 127

Hubspot

AUGUST 30, 2023

But what changes will it bring to the sales industry? Will it be the end of salespeople, or will it become the secret weapon to help sales reps work more efficiently? Furthermore, we’ve interviewed leading sales teams to collect 11 AI sales predictions that you should watch in 2023. Let’s jump to the nitty-gritty.

Cross-sell 61

Cross-sell Price Sales SQL 61

Partners in Excellence

MARCH 3, 2022

We have plenty of data and anecdotal experience citing customers allocating less time to working with sales people, choosing digital (remember digital is different than automated) channels over working with sales people. It’s not unreasonable to conclude that customers want to deal with sales people as little as possible.

Sell 68

Sell Manufacturing Up-sell Customers 68

Partners in Excellence

JANUARY 27, 2022

Let’s extend all the trends we see around the mechanization and automation of sales. Let’s pile onto this already intriguing combination a lot of supporting research, showing the decline in the number of sales jobs. Already we script every word and every step of our selling process. A good start!”

Retail 68

Retail B2B Manufacturing Consult 68

Sales Hacker

MARCH 31, 2020

It’s part of our DNA to keep going despite adversities. Let’s look at how you can adapt to the new sales environment brought on by COVID-19, so you can continue to serve your partners, clients, and team members in this difficult time. Selling in Times of Crisis: How to Adapt. We still have to find ways to fuel the sales funnel.

E-commerce 97

E-commerce Hospitality B2B Up-sell 97

Sales Hacker

MARCH 1, 2024

A highly curated group of 200 GTM leaders, 85% director level and above across Sales, Marketing, and Partnerships. Hello and welcome to The GTM Newsletter – read by over 50,000 revenue professionals weekly to scale their companies and careers. The B2B playbook is changing. So, owned media. What is it? How do you make it work for you?

GTM 71

GTM Launch B2B Growth 71

Outreach

SEPTEMBER 29, 2020

During the final installment of our Summit Series masterclasses, sales leaders posed a question we’re all asking: How do we redefine leadership today to set ourselves up for success in the future? And if you're hungry for even more, here are our highlights from Day 1 and Day 2.). The work we’re doing is no longer “unprecedented.”

B2B 80

B2B Sales Up-sell Start-ups 80

Hubspot

DECEMBER 8, 2020

McKinsey's research also noted four other key shifts in consumer spending behavior that could majorly impact brands in the near or far future. McKinsey -- which recently polled consumers in over 48 countries about their 2020 spending habits -- says, "Yes.". Brand loyalty is being tested. When it comes brand shifts outside the U.S.,

Gambling 101

Gambling Entertainment Price Campaign 101

KO Advantage Group

JANUARY 17, 2022

Unlike asking open-ended questions when you’re in the sales meetings, closed-ended questions are to be used strategically in the outreach process. Unlike asking open-ended questions when you’re in the sales meetings, closed-ended questions are to be used strategically in the outreach process. Emails that Fail. Too Long = Didn’t Read.

Clients 62

Clients Sports Prospecting Technique 62

ConversionXL

AUGUST 11, 2021

In that sense, you need to look at it like selling a product. When your business, book or podcast needs additional support, sponsorship can make a huge difference. But it’s not as simple as reaching out to a company you want to collaborate with and putting their name on your website in exchange for cash. But it pays to think beyond that.

Objectives and Key Results 139

Objectives and Key Results Follow-up Contact Prospecting 139

Gong.io

JULY 7, 2022

Sales reps don’t need the latest sales automation tool , CRM, or email template to close deals. Modern tips, tricks, and software certainly have their place, but they help you maximize an effective sales methodology — they don’t replace it. The Sandler selling system has been around since the ‘60s and is still going strong.

Sell 118

Sell Objectives and Key Results Technique Consult 118

PandaDoc

AUGUST 9, 2023

Your LinkedIn profile is where you sell yourself to other professionals and prospects. On the professional networking platform, you can have a virtual space (much like a website) to host your personal brand. On the professional networking platform, you can have a virtual space (much like a website) to host your personal brand.

Networking 83

Networking Legal Cross-sell Teamwork 83

PandaDoc

OCTOBER 3, 2023

Do you feel like your selling job is becoming harder and harder over time? Don’t worry — you are not alone: 69% of your colleagues feel the exact same way, according to Salesforce’s State of Sales 5th edition. As the same State of Sales 5th edition claims, salespeople, on average, sell only 28% of their working hours.

Process 52

Process Objectives and Key Results X-functional Sales 52

Search Engine Land

DECEMBER 28, 2023

Justice Department (DOJ) and 35 states in a landmark case that could bring significant changes to Google and the future of the Internet. The DOJ is hoping that the case will force Google to divest parts of its online advertising business, which could have a major impact on advertisers. That’s just not what we do.”

Retail 127

Retail X-functional Launch Non-Profits 127

Sales Hacker

OCTOBER 27, 2021

Artificial intelligence (AI) for sales – buzzword or solution? AI-driven sales tech is emerging as a practical answer for many of the challenges facing sales leaders, trainers, managers, coaches, and sales enablement pros. B2B sales is evolving, and the Zoom boom of 2020 has only accelerated those changes.

Sales 102

Sales Education Inside sales Quota 102

Heinz Marketing

JULY 20, 2020

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m. The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. Conversations in marketing, conversations and sales.

Pipeline 115

Pipeline Sales Up-sell Conversion 115

Salesforce

FEBRUARY 14, 2022

million Americans left their jobs in November 2021, part of an exodus known as The Great Resignation. That trend is expected to continue this year, posing big questions and even bigger implications for sales leaders. Here are some ideas to get you started: Discover timely insights and useful sales tips. A record-shattering 4.5

Pipeline 98

Pipeline Sales Sports Strategize 98

Heinz Marketing

MARCH 30, 2020

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m. The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. By Matt Heinz , President of Heinz Marketing. How do you address that tension?

Pipeline 88

Pipeline Sell Sales Up-sell 88

Martech

SEPTEMBER 26, 2022

Transactions that once required a drive to the bank can now be done with the tap of a virtual button. The fintech world is exploding. It’s created a unique combination of technology and user trust, with larger monetary transactions conducted digitally daily. VC investment resulted in $105 billion raised in 2020 alone. Neo-banking.

E-commerce 109

E-commerce B2C Finance Referrals 109

KO Advantage Group

DECEMBER 13, 2021

Standard sales methodology would tell you to call, email, and “pop-in” into the client's office. We could easily include email as a part of this, but this isn’t the way you were trained how to write emails, assuming you were ever trained on a proper sales email. How do you meet new clients when you can’t be in person?

Prospecting 62

Prospecting Entertainment Cold Call Clients 62

Sales Hacker

NOVEMBER 26, 2019

The Sales Hacker Success Summit will be here before you know it! WHAT : Five exciting days of advanced sales training and tips from some of the biggest names in Sales. Sales Hacker Success Summit: Level Up for 2020. So we’ve put together 5-day virtual conference that you could easily pay $$$ to attend. COST : Nada.

Gaming 103

Gaming Objectives and Key Results Sales Up-sell 103

Salesforce

JANUARY 24, 2022

Get more sales and marketing best practices for small businesses. Read our free SMB Guide to Sales and Marketing Alignment. Website optimization is a priority for every marketer and a key marketing tool for any SMB, but especially for those that sell, advertise, and target online. Use Google Analytics to optimize your website.

Campaign 98

Campaign Customer Relationship Management CRM Prospecting 98

Hubspot

MAY 30, 2023

Like all disruption, generative AI in sales has the potential to completely change the way things are done. In this post, we’ll share the state of generative AI in sales today with three use cases for AI in sales. Then, we’ll give you a tour of the top generative AI tools for sales teams with highlights and pricing.

Sell 72

Sell CRM Sales Price 72