February, 2019

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How to Get an Appointment With Anyone in 3 Simple Steps

Hubspot Sales

In order to sell someone, you first have to get them to book a meeting with you. And as salespeople know, this is far easier said than done. Reps make countless calls each day, hoping and praying that one of their prospects will pick up the phone. Finally, someone does -- and what do they say? "I'm too busy for this.". "Can you just send some information?".

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Over hiring is the startup kiss of death. Here’s how to avoid it.

Openview

Growing a business can often create a complicated conundrum for entrepreneurs: How do we get the people who have what it takes to help us believe in our mission enough to take a risk and join the cause? This situation can often lead us to do some questionable stuff – like biting off more than we can chew to get them on board: Bigger titles than they’re ready for or we can support.

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5 Songs to Boost Sales Performance

The Center for Sales Strategy

Music can help you push through a difficult workout, it can calm your nerves, and it can even get you pumped up and geared towards success. Music can have a powerful impact on your mindset, and using music and the right rhythm to support positive thoughts could definitely get your sales performance headed in the right direction. Abba — Money, Money, Money.

Sales 108
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The Secret of What Creates a Positive Mindset

Jeffrey Gitomer

From Mindful to Mindset, Part 2. MINDSET is preceded by MINDFUL. Mindful, or self-mindfulness, is the first, and most important step to your mindset. Positive outcomes start with MINDFULNESS, not MINDSET. Here are the elements and actions needed for Mindful that set the stage and the tone for Mindset. Mindful of your space to set your mind – comfort, quiet, distraction free, alone.

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2024, The Year of the Customer

2023's struggles fueled a shift: companies are ditching wasteful strategies in favor of data and AI-powered growth. Enter 2024, the year GTC takes center stage. Discover 5 ways a customer-centric approach unlocks new revenue and delivers lasting success.

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The Sales Motivation Myth You Need to Stop Believing

RAIN Group

This RAIN Group article was originally published on the LinkedIn Sales Blog. Some sales leaders believe that a quota and an attractive compensation plan are enough to ignite the hustle, passion, and intensity in a seller. It makes sense they think this way given recent Harvard Business Review articles with titles like "Motivating Sales People: What Really Works" that focus 100% on compensation.

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The Little Big Guide to Ecommerce Customer Service

Groove HQ

When it comes to doing business online, ecommerce is among the most challenging industries to be in—and ecommerce customer service is no joke, either. The proliferation of platforms like Shopify and WooCommerce makes setting up shop virtually free, so you constantly have to battle nimble entrants trying to steal a slice of the pie. At […]. The post The Little Big Guide to Ecommerce Customer Service appeared first on Groove Blog.

eCommerce 104

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Why You Need to Be a Needs-Based B2B Salesperson

Openview

Being a salesperson isn’t just about knowing the ins and outs of your product. You may have all the answers to commonly asked questions and have no problem pitching your product, but your value proposition only goes so far. In order to be successful, you have to be able to identify the needs of each potential customer. A needs-based salesperson is the gateway between brands and consumers.

B2B 101
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Sellers Must Focus on Perspective to Increase Win Rates in 2019

Miller Heiman Group

CSOs, CFOs and CMOs (and salespeople) should be troubled by the outcome of deal forecasts in 2018. Just 47 percent of forecasted opportunities resulted in wins, identical to 2017, while losses of forecast deals increased to 32 percent. On its face, this looks like a dire moment. But the new “Selling in the Age of Ceaseless Change: The 2018-2019 Sales Performance Report ” from CSO Insights , the research division of Miller Heiman Group , finds a bright spot for sellers who are prioritizing relati

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Getting Your Sales Calls Returned

Engage Selling

Getting sales calls returned is almost always on a salesperson’s mind. Especially when a prospect seems completely ready to move forward with you, it can be frustrating when you hear radio silence. Some sellers fear coming across as desperate.

Sales 94
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What Makes for Successful Sales Coaching

RAIN Group

"Give a man a fish, and he'll eat for a day. Teach him to fish, and he'll eat for a lifetime.". This is a popular axiom in the coaching world. You'll find it everywhere. Here it is in a CBS News story : " Myth 8: Professional coaches tell their clients what to do and give them advice. Fact: Bad or inexperienced coaches tell their clients what to do and are constantly giving advice.

Sales 105
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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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The Secret Code to Mastering Mindset

Jeffrey Gitomer

From Mindful to Mindset, Part 1. The personal development buzzword for the last decade or so has been MINDSET. Here’s a bit of history and explanation…. NAPOLEON HILL is the grandfather of MINDSET. His definition was “concentration” combined with the elements of enthusiasm, self-confidence, a chief major aim, and providing more service than you are paid for.

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The 13 Best Live Chat Software Tools of 2019

Hubspot Sales

The way we interact with people is changing, both in our personal and professional lives. When we send text messages to friends and emails to colleagues, we expect a quick reply. And whether we're instant messaging a co-worker or chatting with customer support on our favorite website, we often get a response almost instantly. Wouldn't it be great if your sales team could connect with prospects in a similar way?

Software 130
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To Get Off the SaaS Growth Treadmill: Avoid Revenue Churn and Burn

Openview

A recent study by Invesp found that 44% of SaaS companies are focused on customer acquisition, as opposed to just 18% that are focused on customer retention. The focus on landing new customers makes sense to some degree. At launch, we are so focused on getting product-market fit, then gaining traction in the market and putting up good growth numbers.

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Follow These 5 Steps When Preparing For A Sales Meeting

MTD Sales Training

Having achieved the goal of setting a sales meeting with a customer or prospect, what would be the best way to ensure, as much as possible, its success? Follow these five ideas in order to make sure you are fully prepared and confident when approaching the meeting: 1) Have a clear purpose. As the saying goes, if you have a big enough ‘why’ you can achieve any ‘how’.

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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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3 Ways to Win Big with Generosity

Engage Selling

“How can I sell more?” I hear that question a lot from salespeople everywhere. More often than not, it’s framed around a false assumption: the belief that you need to get more to sell more.

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How to Start Your Morning Right: 5 Steps to a More Productive Day

RAIN Group

This RAIN Group article was originally published on the Heinz Marketing Blog. Isn't it amazing how some days just start off better than others? You wake up feeling refreshed, the kids practically get themselves ready, and when you show up at work, you accomplish a lot within the first hour. It feels like everything is going your way. Then there are days when it's a struggle to get out of bed and get to work.

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There's a Huge Difference Between Hiring and Recruiting

The Center for Sales Strategy

Your sales team determines the success or failure of your operation. This shouldn't come as a surprise to you, but if you're like other sales managers, you don’t start looking for new sales candidates until one of your salespeople leaves the company. By then, it’s too late. You'll have to scramble to fill the role. This chaos will often result in you rushing to find the right person or settling for someone who is just “good enough.

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Strategic vs. Tactical Planning: The What, When, and Why

Hubspot Sales

Whether you're setting personal or business goals, you likely created a plan to achieve them. Without clearly defined steps, it can be difficult or even discouraging to tackle the goal you've set. One example of a situation where planning and strategy come in handy is during a job search. Let's say you've spent weeks or months scouring the internet for a new sales job, but none of the job postings seem to match your skill set or career interests.

Internet 118
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How to Leverage Intent Data for Better Outcomes

Speaker: Susan Spencer, Principal of Spencer Communications

Intent signal data can go a long way toward shortening sales cycles and closing more deals. The challenge is deciding which is the best type of intent data to help your company meet its sales and marketing goals. In this webinar, Susan Spencer, fractional CMO and principal of Spencer Communications, will unpack the differences between contact-level and company-level intent signals.

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Does Your Resource Plan Start at the C-Suite?

SBI Growth

“Strategy is simply resource allocation. When you strip away all the noise, that’s what it comes down to.” – Jack Welch. As the CEO, your job is to execute against your corporate strategy. To do this, you must align your resources.

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Onboarding sales reps: 6 tips for increasing new hire productivity and engagement

Nutshell

Even if your hiring process is bringing in the right talent, you can’t expect your new rock-star sales reps to succeed without an equally effective onboarding plan. Generally speaking, employee onboarding is the process of training a new team member and integrating them into your organization. Onboarding sales reps can include typical best practices like having them review your employee handbook and attend orientation meetings, but it should also incorporate training and engagement elements to b

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The Easy Way to Improve Sales Closing Ratios

Engage Selling

There’s an easy way to improve sales closing ratios. When a sales leader notices that his or her ratios aren’t up to par, a variety of tactics are often implemented.

Sales 87
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11 Ways You Can Influence Buyers to Connect With You

RAIN Group

This article was originally published on the Sales Enablement Society. Sellers often complain that it's impossible to get through to buyers. Gatekeepers are tough. Buyers are busy. Calls go to voicemail. Email goes to junk. The list goes on. While getting through certainly isn't easy, sellers who work at it do get through. In fact, 82% of buyers say they accept meetings at least sometimes with sellers who reach out to them.

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The 2023 Supply Chain Crystal Ball: Challenges and Solutions

Speaker: Olivia Montgomery, Associate Principal Supply Chain Analyst

Curious to know how your peers are navigating ongoing disruption? The supply chain management techniques that dominated the last 30 years are no longer supporting consumer behavior or logistics and manufacturing capabilities. So what’s working now? What should your plans for 2023 include? By researching the supply chain challenges and solutions that businesses – especially small and midsize businesses – are currently experiencing, we’ve learned what’s working and what’s not.

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The Top 5 Leadership Qualities a First-Time Founder Should Practice

Groove HQ

Starting a business is hard. But developing these leadership qualities will give you a chance of survival In addition to dealing with a million things on their plate at any given time, first-time business owners also need to learn to be managers for when their company starts growing—including all the leadership qualities that come with […]. The post The Top 5 Leadership Qualities a First-Time Founder Should Practice appeared first on Groove Blog.

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A Free Business Plan Template For Sales Reps

Hubspot Sales

When the New Year has passed, and the excitement of your new resolutions or goals is dwindling, it can be challenging to stay motivated. How do you stay on the right track and make your goals a reality? Reignite your drive and excitement and give yourself an amazing gift -- something that keeps on giving, all year long. This year, give yourself the gift of a business plan -- one that clearly spells out your goals, how you’ll pursue them, what you must do to get there, and what’s in your way.

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How To Handle A Client That Wants A Bigger Discount

MTD Sales Training

There are many times when a sale can stall in its progress and there are many reasons for it occurring. One of the most common is the issue of price, where a prospect has not yet seen the value of paying the price for your products or services. Why does this happen? Naturally, it’s because people associate what they have to pay with how useful the solution will be for their current situation.

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Building an Accurate Business Model is the Key to Ensuring Product Launch Success

SBI Growth

So, you have a new product investment you are excited about. How do you ensure that your idea holds up to leadership scrutiny, and has a big enough ROI to be considered a success? Understanding and building a business model.

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The Truth About Sales Agility: Separating Fact From Fiction

Speaker: Michelle Vazzana

Every sales organization wants their sales force to be agile. Why? Because the world is rapidly changing, becoming more complex, and making the salesperson’s job harder. Organizational leaders are unsure of the best way to equip sellers to succeed in this new reality. Should they change their sales methodology? Should they adopt better technology tools?

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Act Fast – Get the Win | Sales Strategies

Engage Selling

??????Last month, I was working with a client who told me that a core group of their targeted market was interested in speed because whoever gets there the fastest will win the business, regardless of price.

Sales 85
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Three Steps to Minimize No-Decision Limbo

Miller Heiman Group

When conducting sales pipeline reviews with your team, the last thing you want is a bunch of prospects stuck in no-decision limbo. Sometimes priorities shift, resulting in what seems a no-decision to the seller. This can affect many professional services companies whose offerings can be deprioritized because they don’t support the buyer’s day-to-day operations.

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Selling Techniques for Getting that First Appointment

The Center for Sales Strategy

You called. Left a message. "Maybe they're busy," you think. Or, "maybe they just don't return calls." Perhaps it's neither of these. Maybe it's on you. Maybe you just haven't given them a compelling enough reason to call you back. If you want people to call you back, you need to give them a reason. If the reason you are providing is something along the lines of, "I have a really great idea to share with you," then you sound just like the other 25 calls they've received.

Sales 75
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Prestige Pricing Explained in 600 Words or Less

Hubspot Sales

Have you ever purchased a product based solely on its quality? Whether we're thinking about purchasing the next iPhone or a new-release Nike sneaker, we often justify the purchase of an expensive item based on more than just quality -- we also factor in our perception of the product and brand behind it. And if we do purchase one of these products, we're often left thinking, "Is the actual value and quality of this product really worth the price I paid for it?".

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Negotiate Larger Deals More Quickly

What if there was a better method of changing the conversation with your customer from delivering pricing to delivering value solutions? A method that would help keep you in control, manage the uncertainty, and close larger deals more quickly for you and your company? There is.