Sat.Nov 23, 2019 - Fri.Nov 29, 2019

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Planning to Win: Your Sales Negotiation Checklist

RAIN Group

Preparation is often the greatest determinant of negotiation success. Across negotiation studies and surveys, 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 concerns. Prepare for each negotiation with trades, counteroffers, and knowledge of their walk-away points.

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Customer Service Checklist: 15 Ways to Provide Exceptional Customer Service

Groove HQ

Find out how to provide exceptional customer service using our 15-point checklist. The post Customer Service Checklist: 15 Ways to Provide Exceptional Customer Service appeared first on Groove Blog.

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Do Less, Achieve More

Engage Selling

Yes, it is possible to do less and achieve more. As I’ve touched on recently, the general mantra for professionals in today’s world is “more, more, more.

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What Top Performing CMOs Plan to Focus on in 2020

SBI Growth

Much has been written in recent months about the demise of the CMO position. While such a drastic assertion is great for grabbing business headlines, the reality is, as usual, decidedly more nuanced. As the marketing function has evolved over the.

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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 Art and Science Blend of Sales Leadership

The Center for Sales Strategy

World-class leaders understand improving performance is part art and part science. A recipe that includes the proper blend of both—art and science—is often what separates failure from success and exhibits the following: Outstanding performance (beating others in their peer group). High level of employee engagement and satisfaction. Low turnover. A culture of engagement.

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How to Work With People in Denial During Strategic Planning

Strategic Planning and Management Insights

Up means down and down means up — We’ve all had colleagues who make it a practice of denying what we know is real. It happens in politics, science, business and anywhere: people whose beliefs are a million miles away from reality.

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Should You Have One Custom Enterprise Sales Process or Many?

SBI Growth

Do we have the right sales process? How can we close more deals faster? Gone are the days when companies sold one product into one market for one customer. Many companies nowadays sell multiple products or solutions to various markets. Which.

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Weekly Roundup: Ways Your Sales Team Can Give Back, Closing Phrases for 2020, + More

The Center for Sales Strategy

- MOTIVATION -. "Act as if what you do makes a difference. It does.". -William Jones. - AROUND THE WEB -. > 8 Ways Your Sales Team Can Give Back To The Community – CloserIQ. Sales is an unpredictable profession. But even with all the stress, you and your team still have much to be thankful for this season. As you move towards the end of the year, giving back to the community can be a great way to remind your team about what you value most.

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Shifting the Dynamic from Vendor to Partner with Customer Success

Strikedeck

Vincent Manlapaz, in an interview with Kevin Scheper (VP, CS at Drift) talks about the importance of understanding customers' behaviors, motivations, aspirations, and what drives their success.

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What Is Cross-Selling And Up-Selling?

MTD Sales Training

I read an interesting article by Jim Domanski the other day, where he introduces the ‘rule of 25’. This rule is good to know when you are trying to cross-sell or up-sell your client. The rule states that, after people have made the decision to buy, they have accepted they will be spending or investing a certain amount of money. Now, if you have been taught to up-sell or add another product onto that sale, it is unusual for people to spend more than 25% more than what they have just invested.

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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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7 Best Practices to Creating Value and Clarity at Your 2020 SKO

SBI Growth

Are you about to hold your annual sales kick-off meeting (SKO)? If you are, you are about to take your producing employees out of their day-to-day for over two days. Are you doing everything you can to make sure the.

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Want to Accelerate the Sales Cycle? Slow Down!

The Center for Sales Strategy

Studies show that reaching out to leads within an hour of them contacting you makes you seven times likelier to have meaningful conversations, and up to 50% of sales go to the vendor who responded first. There’s also a tenfold decrease in your odds of making contact with a lead if you wait more than five minutes to reach out after they submit a web form.

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How to Succeed at the First 30 Seconds of a Prospecting Call [Podcast]

Sandler Training

Mike Montague interviews Doug Cohen on How to Succeed at The First 30 Seconds of a Prospecting Call. The post How to Succeed at the First 30 Seconds of a Prospecting Call [Podcast] appeared first on Sandler Training.

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A Simple but Brilliant Account Management Strategy

Engage Selling

I was working with a group of sales managers at a workshop a few weeks ago and one of them introduced this strategy.

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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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Pipedrive Alternatives: 7 CRMs to Consider for High-Powered Sales Teams

Nutshell

There might be other CRMs that fit your needs more closely—and won’t charge you $50/month just for reports. Pipedrive CRM is a popular and well-rounded CRM used by over 90,000 companies in 179 countries. Their branding portrays them as a simple, well-rounded choice for businesses of any size, and an instrumental tool for making salespeople’s lives easy.

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2019 Media Sales Report - How to Book More First-Time Appointments with Prospects

The Center for Sales Strategy

Want to know the secret to booking more first-time appointments with new prospects? It might surprise you! In the recent Media Sales Report , we learned 93% of sales managers agree that salespeople should be averaging 4+ calls per week. However, 40% of sales managers believe that their salespeople are missing the mark at only 2 to 3 calls per week. Add to this the finding that 85% feel that appointments with prospects are harder to secure today than they were 5 years ago, and this leads us to th

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How to Find the Decision Maker (& 25 Qualifying Questions to Ask Them)

Hubspot Sales

There’s nothing more frustrating than getting your prospect’s commitment to buy — before realizing they’re not the decision maker. It’s going to take much longer to get the deal done than you’d anticipated (that is, if you close at all). Unfortunately, this is a common occurrence for sales reps. However, you can avoid the situation completely by researching your contacts and asking the right questions during the discovery process.

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Why is Sales Enablement Important?

Showpad

Imagine the following scenario for a moment; one that you could, in theory, observe in just about any modern company – specifically in any organization driven principally by Marketing and Sales: Three new Sales agents are having a rough go of it to start, not necessarily from any clear weaknesses of their own but simply from a less-than-stellar batch of leads courtesy of the Marketing department.

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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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In Major Account Relationships, Retention is not a Noun

Sandler Training

And we’ve all heard how even a small increase in a firm’s overall major client retention rate has an exponentially positive effect on revenues and profits. The post In Major Account Relationships, Retention is not a Noun appeared first on Sandler Training.

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19 Sales Podcasts to Elevate Your Selling Strategy

Miller Heiman Group

We know you’re busy—in fact salespeople say they spend 65% of their time on non-selling activities—so we’ve identified the top sales podcasts to help you improve and push your sales career and skills to the next level. These 19 bite-size opportunities to learn from top industry thought leaders bring you actionable advice to exceed modern buyer demands, with expert insights and tactics you can put into place right away.

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How to Engage Prospects Using Cold Email

Sales Gravy

On this episode of the Sales Gravy podcast, Kendra Lee and Jeb Blount discuss cold email prospecting techniques. Kendra Lee is the author of The Sales Magnet and one of the top experts on email prospecting. Jeb Blount is the author of the mega-hit book Fanatical Prospecting. On this episode of the Sales Gravy podcast, Kendra Lee and Jeb Blount discuss cold email prospecting techniques.

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Consistency, Connectedness, and Coaching: The Three Cs of Seller Engagement

Showpad

Seller engagement is an area of sales enablement that has been underestimated over the past couple of years. In CSO Insights’ Fifth Annual Sales Enablement Study , it became obvious that a highly engaged Sales force not only produces better results, but also reduces turnover rates. Seller engagement is the emotional commitment of Salespeople to solve customer problems and drive sales results.

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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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In Major Account Relationships, Retention is not a Noun

Sandler Training

And we’ve all heard how even a small increase in a firm’s overall major client retention rate has an exponentially positive effect on revenues and profits. The post In Major Account Relationships, Retention is not a Noun appeared first on Sandler Training.

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Why is Kaizen Such a Popular Name for Sushi Restaurants?

Kainexus

The Sacramento area is home to a small chain of sushi restaurants called Mikuni. The downtown location is a favorite of politicians and lobbyists. When they opened up the newest location in Roseville, they gave it a new name, " Mikuni Kaizen." They explained, "The Japanese word "kaizen," which translates to "continuous improvement," truly reflects the concept behind this Mikuni location.

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How to Sell With A Story

Sales Gravy

What is the most persuasive communication style in sales? How to you draw your prospects in and keep their attention during sales calls and presentations? Jeb Blount answers these questions and more on this Sales Gravy podcast episode when he interviews Paul Smith, the author of Sell With a Story. What is the most persuasive communication style in sales?

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Social Selling Methodology

Scovel

Social selling as part of a Multi-channel approach of selling is important. This is because all your prospects will not be active in all channels. To explain this, some of your prospects will not pick up a call from unknown numbers, some will not respond to emails, some will not go to a search engine to find companies, etc. The option left in this case would be social media.

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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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3 Tips for Measuring the Impact of Your Innovation Platform

Planview

From aerospace to retail, every industry is impacted by disruption, whether it’s from new technologies, new customer experiences, or even new business models. Many companies have responded to these threats by reinventing themselves—often from the inside out. When the metamorphosis includes an innovation platform, leaders are typically left to determine not only how to leverage the solution, but also how to measure its impact.

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Sales Enablement News Roundup – November 29, 2019

Showpad

We hope all who celebrated Thanksgiving had a wonderful holiday! Now, December is days away! Are you ready? Give a final push this last month of the year with the latest Sales, Marketing, and Sales enablement news and tips: 3 Ways to Motivate Your Sales Team ? Without Stressing Them Out. Sales numbers down at the tail end of the year? Simply putting extra pressure on your reps isn’t effective; in fact, it can be counterproductive.

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Social Media and Reviews: 7 Best Practices for Today’s Digital Marketer

ReviewTrackers

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Sales Meetings – Present or Ask Questions?

Scovel

You have landed a meeting with a prospective buyer… The floor is yours…. The big question – Should I present or ask questions? Salespeople always have this dilemma when they get into a presentation or a conversation with a prospect. Salespeople are conditioned to believe that they have to go and do a smashing presentation by talking about the capabilities either in terms of their functionalities when it comes to solutions or their capacities in terms of services.

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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.