Sat.Mar 17, 2018 - Fri.Mar 23, 2018

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The 7 Most Common Objections During Prospecting and How to Overcome Them

Hubspot Sales

Types of Objections. The Brush-Off. Competition. Procrastination. Budget. Getting in the Weeds. Avoidance. The Gatekeeper. When we talk about objection handling in sales, it is often focused on the later stages of the buying cycle, usually during negotiations. We focus on pricing and timing issues -- the types of objections that prevent a deal from closing.

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What can CRM do for my business?

Nutshell

What is CRM? Even if you’ve never used a CRM before, you’ve probably heard the term echoing through your industry. You know that many companies (including your competitors) are implementing CRM software because it saves time and drives sales. But what is CRM? And what can it do for you? CRM—or customer relationship management —is business software that helps individuals and teams maximize their customer communications and sales efforts.

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The Difference between Inbound and Outbound Sales Strategies

The Center for Sales Strategy

Inbound and outbound sales strategies are both crucial to a healthy, thriving business. Since leads are the lifeblood of most sales teams, receiving them in more than one way allows your company to be dynamic and flexible, easily shifting with the latest marketing trends and poised for conversions.

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When Do Buyers Want to Talk to Sellers? The Time Is Now

RAIN Group

There are 2 stats that are cited in sales articles all the time: 57% of the purchase decision is made before a customer calls a supplier. 67% of the buying journey is now done digitally. The question, however, is so what? Sellers and sales leaders often interpret this to mean that buyers don't want to hear from sellers. This is far from the truth.

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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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15 Science-Backed Tips for Making Better Sales Calls

Hubspot Sales

Sales Call Tips. Start Sales Calls with a Bang. Don't Bad-Mouth Competitors. Use Awesome Labels. Set the Agenda and Stay in Control. Stand Up. Use Emphasis Wisely. Simplify Options. Adopt Smart Product Positioning. Get Emotional. Clarify Product Value. Empower Customers. Remember, There's a Time for Everything. Serve Hot, Not Cold. Observe, Record, and Predict.

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I Need Home Office Approval Before I Can Buy. NOT!

Jeffrey Gitomer

More than half the time you hear the line, "I need home office approval," it's a lie. A stall tactic that frustrates and deceives. The challenge this objection presents is to find out if it's the truth (or true objection).

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How to Move from Marketing Strategy to Execution

SBI Growth

Our guest on SBI TV is Dan Levinschi, the Vice President of Marketing for PandaDoc. Dan is a revenue generating marketer who knows how to quickly transition from marketing strategy to execution. If you prefer to watch a video of.

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6 Challenges Threatening Salespeople in 2018

Hubspot Sales

New research from Richardson Sales Training reveals the biggest focus for sales professionals in 2018 should be articulating value. This stems from strong competition and an increasing number of decision makers on the buyer’s side. Top challenges facing salespeople in 2018 included: Creating a targeted prospecting strategy. Understanding how buyers make decisions.

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How to Knock Your Next Sales Interview Out of the Park

Sales Readiness Group

Attention prospective salespeople—here’s a hint. If you want to work on my sales team, you have to show me you can sell.

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Why You Might Fire Your Best Prospect Before You Get Your First Meeting

The Center for Sales Strategy

With a blog title like that, you may be questioning my sanity. Why would you want to fire your best prospect before you've had the chance to even get a meeting? I assure you my thought process here is sane and relates to a problem I see many salespeople face. Sometimes you hang onto prospects, even the very best prospects, too long and it becomes a waste of time and misguided focus that could better serve you to work on other leads.

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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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Future Proofing Your Sales Career

Engage Selling

I’m rarely lost for words, but this provocative question at last night’s Enterprise Sales Forum in NYC caused me to pause for a few minutes: “What does the fact that most sellers don’t call themselves “salesperson” say about our clients’ … Read More »

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Inside vs. Outside Sales: How to Structure a Sales Team for Success

Hubspot Sales

Inside vs. Outside Sales. Inside sales reps often sell remotely, from an office base, while outside sales reps travel, brokering face-to-face deals. 47% of all salespeople work in inside sales, with 53% representing outside sales. But who has higher on-target earnings, better quota attainment, and brings in more revenue? New research has those answers.

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Precision Guided Discovery

5600 Blue

Discovery has long been among, if not the most important selling skill. Gaining access to stakeholders and uncovering needs is key to presenting your value. However, most discovery looks like this: " What Keeps You Awake at Night?" This approach makes it difficult to gain access to execute discovery and makes it harder to uncover areas to add value and differentiate.

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Be The Prospect

The Center for Sales Strategy

“To know your prospect, you must become your prospect.”. - Ancient Chinese Proverb (From a salesperson who knew how to get an appointment.). Getting the first appointment with a prospect is getting harder year after year, and making yourself relevant to the prospect is the first step in overcoming that challenge. As a daring and ambitious salesperson on the search for customers to serve, you must seek relevance like a duck seeks water.

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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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Why Your Churn Numbers Are Wrong

Service Excellence Partners

Chances are you’re drawing the wrong conclusions from your churn metrics. Why? Conventional calculations don’t compensate for natural process variation. As a result, you’re probably making bad decisions. You must use different mathematical tools. Common senselessness The vast majority of executives and investors calculate customer churn using definitions like those described by David Skok , noted venture capitalist, entrepreneur and blogger.

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4 Trends Putting the “Value” Back in Value-Added Resellers

Hubspot Sales

What Is a Value-Added Reseller? A value-added reseller is a business that creates integrations, products, and features enhancing existing products or services. These companies then package the existing product/service with enhancements and resell the offering as a full-service solution. Value-added resellers often specialize in software, hardware, and other technologies.

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Bad Marketing Strategy is Built on Assumption

SBI Growth

Perhaps you are familiar with the photo of the former CEO of Nokia sobbing with his leadership team as his company was sold to Microsoft for parts. The now infamous headline: “we didn’t do anything wrong.” Well, yes Steve –.

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Ignite Spotlight: An Interview with Harvard Pilgrim Health Care’s Patricia Forts

Planview

Healthcare, like many industries, has gone through a transformation over the years. An influx of new startups disrupting the status quo, the patient experience becoming critical to success, and changes in consumer demand have all influenced this change. With change comes a need for established players to think differently about how they future-proof their businesses, while providing exceptional value to the patients they serve.

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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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The Meaning of Consultative Selling, 4 Revolutionising Communication Steps, A Quote From Richard Branson

MTD Sales Training

Episode 2: Loads Bubbling Podcast. The Meaning of Consultative Selling, 4 Revolutionising Communication Steps, A Quote From Richard Branson. This podcast includes: What Exactly Is Consultative Selling? Communication Skills : 4 Revolutionising Steps. A Key Quote From Richard Branson. The post The Meaning of Consultative Selling, 4 Revolutionising Communication Steps, A Quote From Richard Branson appeared first on MTD Sales Training.

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It’s a Trap! Why Your RFP Response Rarely Wins

Hubspot Sales

How to Craft an RFP Response. Identify whether you already have a relationship with the RFP issuer, consider if you have an RFP “Swat Team” ready to go, and don’t let excitement fool you into thinking the deal is yours. Consider whether this is truly a qualified lead, and be willing to walk if it means saving valuable time and resources. Many salespeople become giddy when they see an RFP (Request for Proposal) that falls within their sales area.

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3 Common (but Fixable) Ways Your Sales Enablement Can Fail @brencournoyer

SBI

A dozen years ago, if you asked the average sales leader about their sales enablement strategy, the likely response would’ve been, “Huh?”. It’s not as if companies in years past weren’t training and enabling their sales forces; it’s just that the term “enablement” wasn’t yet a common part of the B2B sales lexicon. (Then again, back then most people didn’t know what YouTube was either.).

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How to make 5,000 sales calls in one day!

Jeffrey Gitomer

The Carolina Business Fair is September 23rd & 24th. The Business Journal will be exhibiting; BuyGitomer will be exhibiting.

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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.

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6 Ways to Improve Your Sales Skills Right Now

Sales Gravy

Here are six rapid learning strategies that can help you quickly assimilate new knowledge and improve your sales skills. Sales has now officially become a thinking-intensive profession.

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38 Sales Questions To Quickly Identify Your Customer's Core Needs

Hubspot Sales

Best Sales Questions. "What are your short-term goals? Long-term goals?". "What does this purchase mean to you? What does it mean to your company?". "What is your boss hoping to accomplish in the next year?". "How do your team objectives play into your department's strategy?". "What do you perceive as your greatest strength? Weakness?". "How does your company evaluate the potential of new products or services?".

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CEO PJ Bouten Talks Today’s Biggest SaaS Challenges on the SaaStr Podcast

Showpad

Our CEO PJ Bouten recently joined Harry Stebbings on an episode of the SaaStr podcast. The SaaStr podcast features interviews with prominent operators and investors to understand their tips and tactics to attaining success if the fiercely competitive SaaS world. Here’s a quick recap of Harry and PJ’s conversation. Listen to the full episode on SoundCloud or download it from iTunes.

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Fast Frame of the Week – 3 Keys to a Successful Product Launch

SBI Growth

Our guest on SBI TV’s Fast Frame is Clint Poole, the CMO and SVP of Marketing for Lionbridge. Clint is here to share how he teamed with his peers in product and sales to launch a game-changing new product offering with.

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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.

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Manage Your Minutia Mayhem In Just 12 Minutes A Day

Sales Gravy

What would happen if each day you scheduled 12 minutes to push yourself away from the desk and take a walk outside or even lock yourself in the bathroom if need be? Just stop for a moment.

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Smart Passive Income: 8 Ways to Make Some Extra Cash

Hubspot Sales

As a salesperson, a big part of your compensation is variable. Closing big deals takes time. And with such high earning potential, it can be tough to make it through slow months. Worrying about finances weighs on your mind and can hold you back from your full earning potential. After all, why go after that big, uncertain deal, when there’s a smaller fish guaranteed to close?

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Weekly Roundup: 3 Reasons Why Your Sales Team Isn't Generating More Leads (And How to Fix It) + More

The Center for Sales Strategy

We hope you've had a great week! It's Friday, and today we're sharing what we've been reading online this week! Here are our "best" from around the web.

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6 Ways Customer Reviews Can Be Good For Your Business

ReviewTrackers

Some businesses are still reluctant to embrace online customer reviews posted on sites like Yelp, Google, Facebook, and TripAdvisor. Maybe one of the previous comments they saw had caused a little PTSD. Or maybe there aren’t enough reviews coming in for management to make a fuss about. It could go the other way, too: too many reviews to manage and make sense of.

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Contact vs. Company Intent Signal Data

Contact and company intent data both have their advantages. Contact-level intent leads can be acted on immediately to reach active buyers, while company-level leads improve outcomes for account-based marketing and other programs. This infographic unpacks the advantages of both contact and company data and gives details about how B2B marketers can benefit from both.