Sat.Nov 02, 2019 - Fri.Nov 08, 2019

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best practice to negotiate larger deals more quickly

Think! Inc.

‘I sent my customer a proposal. They accepted it on the spot with no changes, and I closed the deal,’ said no salesperson ever! Salespeople must understand that submitting a first proposal to their customer is an invitation to the negotiation dance. A dance that includes price concessions, line-item negotiating, demands, and giveaway pressure. Even if you have executed your sales process flawlessly, there will always be missing information and uncertainty in a customer negotiation.

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Are Buyer Personas Sabotaging Your Sales?

Corporate Visions

The post Are Buyer Personas Sabotaging Your Sales? by Tim Riesterer appeared first on Corporate Visions. One of the most popular “best practices” in B2B sales and marketing is to create buyer personas. These fictional characters usually have names, and they embody all the traits of your ideal prospects. Typical buyer personas include a character sheet full of your prospects’ demographics, challenges, goals, and KPIs.

Sales 100
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What You REALLY Need to Focus On in Your Strategic Planning Meetings

CSSP

Focus of Strategic Planning Meetings. During a few strategic planning meetings in the last couple of years, I’ve noticed something that probably won’t surprise you: I started to get annoyed that we were spending too much time on things that weren’t important. This is one of the most common complaints about strategic planning, and it’s a valid one.

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Everything You Need to Know About Value-Based Pricing

Hubspot Sales

Imagine a sales conversation unfolding as follows: Salesperson: " So, you’re interested? ". Potential Buyer: " Yeah, I might buy this. How much will it cost me? ". Salesperson: " That depends — how much are you willing to pay for it? ". With prices readily available online and in-store, it’s likely transactions are moving this way. However, companies employing the value-based pricing model need to think about what the answer to that final question would be, if they want to employ the strategy su

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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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A Follow Up Schedule That Works

Engage Selling

Too many salespeople fail to follow up, and often, it’s because they don’t have a follow up schedule that works.

Sales 94
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How Top B2B Marketing Leaders Deliver the ‘Amazon Effect’ Through Customer Experience

SBI Growth

Enhancing the Customer Experience (CX) has long been a strategic objective of B2C companies. Most of us have experienced firsthand how companies like Amazon and Apple have created sustainable competitive advantages. They create this differentiation not only with great products.

More Trending

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10 Reasons Why You Don't Need a CRM

Hubspot Sales

You’ve seen article after article telling you why you should implement a CRM , but the last thing you need right now is another piece of software to learn. CRM — or customer relationship management — refers to software that tracks interactions with prospects and customers. But do you actually need to be using a CRM, if you’ve been getting by without one?

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Time-Based Branding: You Grow by Making Things Easier

Engage Selling

Time-based branding makes it as easy as possible for your customer to find you and buy from you. Get this right and you will unlock new growth in even the most competitive of marketplaces.

B2B 69
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Blow the Dust off Your Buyer Personas to Win More Deals

SBI Growth

As a sales enablement leader, you had probably developed buyer personas years ago. There was a big announcement and possibly some training sessions, but then everyone forgot about them, and the sales reps almost certainly stopped using them. Slowly but.

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How to Upsell Key Accounts Using the Consumer Journey

The Center for Sales Strategy

Whether they realize it or not, consumers travel through a series of steps before purchasing an item. For the consumer, this journey is not something they think about; they’re simply trying to make a decision. The process consumers follow to purchase a product or service has changed significantly over the years. To truly understand the consumer journey today , we must look at the past relationship between the brand and the consumer and how it has evolved over time.

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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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Reverse Auction: What It Is & How to Crush It in Sales

Hubspot Sales

If you’re in the business of selling to other businesses, the competition to land the sale can be fierce. With 58% of B2B buyers doing their own research before engaging with sales reps , many buyers are over halfway through the sales process before even speaking with a rep. With customers having access to more information than ever, how can you make your offering stand out?

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4 Essential Elements of a Winning Prospecting Strategy

RAIN Group

There are few areas of selling filled with more uncertainty, challenges, and conflicting advice than prospecting. Success in sales prospecting requires breaking through the noise to capture buyers' attention and influence them to meet with you. Which begs a few questions: What does capture buyers’ attention? Do buyers want to hear from sellers, and if so, when?

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Five Characteristics that Build Successful Sales Leaders

Force Management

Sales managers play a critical role in driving your sales organization’s success. Leaders in today’s top companies understand that it takes an enabled, successful sales management team to really impact revenue.

Sales 59
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Overlooking This One Key Factor When Hiring Will Hurt You!

The Center for Sales Strategy

Finding a candidate with top talent to fill an open position is a good feeling. You’ve found someone that possesses the skills and experience necessary to perform the job at hand and do it well. Box checked! During the interview process, you focused mainly on their qualifications and professional background, but it was hard to get a sense of who they are and what they are about.

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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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Making “Land and Expand” Work for You | Sales Strategies

Engage Selling

I want to highlight a sales strategy I’ve noticed perform incredibly well as of late. We started calling this the “land and expand” strategy. What is the “Land and Expand” Strategy?

Sales 61
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3 Best Kept Secrets for Getting Referral Business

Outbound Engine

Growing your referral business isn’t always a comfortable or easy process. While you can play the build-it-and-they-will-come game, we all know that getting referral business requires active planning and execution. 85 percent of small businesses say word-of-mouth referrals are the number one way that new prospects find out about their businesses. One advocate marketing firm found that referrals have a higher conversion, close faster, and have a higher lifetime value.

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Boost Your Sales Performance by Pairing Methodology and Technology

Miller Heiman Group

The sales industry is complex. Just as industries like medicine and aviation combine high-tech innovation with low-tech checklists to achieve success, sales professionals need to do the same using a sales methodology. A methodology provides a framework to the sales process, describing exactly what to do, why to do it and how to connect the sales process to the customer’s path.

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Weekly Roundup: Metrics for Tracking Goals, How Millennials Are Transforming Sales + More

The Center for Sales Strategy

- MOTIVATION -. "Everyone lives by selling something.". -Robert Louis Stevenson. - AROUND THE WEB -. > The 5 Sales Metrics That Every Sales Rep Should Be Tracking As Goals – Databox. Sales management is not for the faint of heart. Not only are managers responsible for recruiting, retaining, and training high-quality teams – they’re ultimately responsible for showing the results of those efforts.

Sales 61
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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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How to Succeed at Creating a Proactive Social Selling Plan [Podcast]

Sandler Training

This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sandler Rules for Sales Leaders. The post How to Succeed at Creating a Proactive Social Selling Plan [Podcast] appeared first on Sandler Training.

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Driving Sustainable Growth and Diversifying Success

Strikedeck

Vincent Manlapaz, in an interview with Matt Myszkowski, VP of Customer Success at SAP, shares a strategic approach in creating a "growth mindset" in the organization and modernizing the CS program.

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Don’t Wait a Moment: The Case for Coaching in the Flow

Miller Heiman Group

In this guest blog post, Tim Conroy, one of our inaugural Miller Heiman Group Icons , learning and development director with Applied Materials and an expert on sales coaching strategies, shares how he drives sales managers to perform their best. Most sales managers arrived in their position because they’re outstanding at selling or at managerial skills like developing market share or driving revenue.

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2019 State of Media Sales Report - 100% Salary is Not What Salespeople Want!

The Center for Sales Strategy

Highly-talented salespeople are more in-demand than ever. In fact, of the top ten emerging high-growth jobs listed by LinkedIn , five of them are some form of sales role. One significant result from our recently published 2019 State of Media Sales Report is that salespeople in these roles (and other sales positions) don’t want to be paid on 100% salary.

Media 58
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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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How to Succeed at Being Creative on Purpose

Sandler Training

Mike Montague interviews Scott Perry on How to Succeed at Being Creative on Purpose. In this episode learn: What does being creative on purpose mean? Are YOU creative? Four principles to be creative on purpose. The post How to Succeed at Being Creative on Purpose appeared first on Sandler Training.

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4 Big Improvement Ideas to Set the Stage for Success in 2020

Kainexus

It seems like every year goes by faster than the last. I keep making plans to work on my summer tan, and suddenly, it's November. The holidays will be upon us before we know it and then – boom! We're in a brand-new decade. Before things get too crazy, this is an excellent time to think about how you can set your team up for outstanding results in 2020.

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OutboundEngine Expands into 350+ Businesses Categories — Making First-Class Marketing More Accessible

Outbound Engine

OutboundEngine is excited to announce our expansion into more than 350+ business categories. This change will help more small businesses get the great marketing they deserve. Meeting your customers where they are. Today’s consumers look online for brands and businesses more than ever. They expect their hairstylist to have a Facebook page and to send promotional emails throughout the year.

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Free Unsplash Backgrounds for Your Knowledge Base

Groove HQ

We’re excited to announce our brand-new partnership with Unsplash! We briefly mentioned it in our September product update, but we wanted to highlight what this means to our Knowledge Base users and why we’re so excited about it. Your Knowledge Base reflects your company and your brand. We know how important it is to customize […].

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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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How to Succeed at Creating a Proactive Social Selling Plan

Sandler Training

This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sandler Rules for Sales Leaders. The post How to Succeed at Creating a Proactive Social Selling Plan appeared first on Sandler Training.

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Hiring a Sales Enablement Manager

Showpad

As more businesses implement a Sales enablement strategy, they are finding that simply instituting a program alone doesn’t ensure its success. As such, these organizations have grown to appreciate the importance of the Sales enablement manager. The role of a Sales enablement manager is one that has grown in prominence alongside the broader trend of Sales enablement.

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Using Sales Process Excellence as a Strategic Advantage

SBI

Using Sales Process Excellence as a Strategic Advantage. The selling landscape has changed. . In today’s digital marketplace, buyers have an abundance of information at their fingertips, more distractions, and numerous reasonable options across just about every vertical. And sales teams know this. They’ve seen these changes impact their quotas first-hand.

Sales 29
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Easier Review Requests are Here: Introducing Drip Campaigns

ReviewTrackers

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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.