Jeffrey Gitomer
MARCH 4, 2019
Are you willing to refer your clients or customers to someone else? Is someone else willing to refer their clients or customers to you? Yes, if there is mutual trust. Here are the prerequisites: You consider yourself the best at what you do. You do a memorable job in making the sale. You do a perfect job of delivering what you promised. You provide impeccable service after the sale.
Openview
MARCH 7, 2019
The average salesperson is losing up to 40% of their deals because they’re not following-up effectively. After a sales meeting, do you ever experience a prospect ‘going dark’ on you? Everything felt like it should have gone great – the prospect seemed interested in the meeting, they asked the right questions, your sales pitch was stellar. And then you send 2-3 follow-ups…but no response.
SBI Growth
MARCH 4, 2019
Focusing on value provided, you can implement a winning price increase, contrary to what may have been occurring historically. Re-anchoring is the key to a winning pricing strategy – a focus area we will take on as part of developing.
Hubspot Sales
MARCH 8, 2019
One weekend, I was in Chicago for a baseball game with some friends. We all had similar mid-morning flight times out of O’Hare the following Tuesday morning. Being a group of six, we needed a large vehicle to get us from downtown to the airport. No problem. The doorman at the hotel hooked us up with Leo, a private driver. He called Leo and told him what time we needed to be picked up.
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.
Jeffrey Gitomer
MARCH 5, 2019
The most coveted prize in selling besides a sale is a referral. How do you approach this person? Everyone tells you to get referrals, no one tells you what to do next. How do you maximize the selling power of this referral? Here are 8.5 rules to ensure your success: Approach with care, be prepared, don't move too quickly. Timing is everything. Don't appear to be too anxious to get the sale (money).
Groove HQ
MARCH 6, 2019
How to continue winning with content, when writing great blog posts is no longer enough Content has helped us grow Groove to $5m in annual revenue and form some great relationships with some of our most loyal customers. I guess you could say content is a big deal to us, which is why we’ve always […]. The post Content Distribution: The Missing Piece in Your Marketing Strategy appeared first on Groove Blog.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Hubspot Sales
MARCH 4, 2019
Humble. Helpful. Empathetic. Active listener. Customer-oriented. Flexible. Solutions-focused. Knowledgeable. Authentic. When you hear these characteristics, who do you think of? I think of a star salesperson. You might disagree, and that's okay. Representations of salespeople in popular culture (and frankly, the personality profile we've been taught to associate with a "typical " salesperson) haven't always fit this mold.
Jeffrey Gitomer
MARCH 5, 2019
"Don't start your presentation until the customer agrees to buy," says Ray Leone. WOW. That's power if you can pull it off. "The sale is made before the presentation begins if you ask the right questions to qualify and interest the buyer to a point of commitment," he says. Ray Leone uses strategies that gets the customer to commit to buy before the actual presentation starts.
Engage Selling
MARCH 8, 2019
??????????Recently, I’ve been doing a lot of research with our clients and a lot of reading on sales turnover rates because it’s impossible to create a non-stop sales boom if you have high turnover.
MTD Sales Training
MARCH 5, 2019
When you hear the term ‘customer service’, what connotations spring up? Maybe it’s that annoying assistant who won’t leave you alone in a shop? Or that company who never stops cold-calling you? Or maybe it’s that waiter whose splendid attention to your every need makes your normal restaurant visit that bit more special? Whatever you think customer service is, it often needs to be revisited in order to be kept front-of-mind.
Advertiser: ZoomInfo
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
Hubspot Sales
MARCH 7, 2019
How much money did you spend on your mobile phone? Oftentimes, you'll drop upwards of $500 on a new smartphone. For example, let's take a look at the iPhone X. It costs Apple $370.25 to produce one iPhone X -- but its final selling price is $999. The price of the device is marked up by 170% , and this is how Apple makes its profit. Whether you're purchasing bottled water from a convenience store or a designer handbag, its price is often much higher than the cost it took to produce it.
Jeffrey Gitomer
MARCH 5, 2019
The "Drop–in" visit. You go to a valued customer without an appointment and say, "I was just around the corner and thought I'd stop by.". Do you do it? Can you successfully pull it off? Will the customer be willing to see you? Or will he be "tied–up, busy or in a meeting?". Suppose there was a way to call on any prospect or customer and have them welcome you in, be glad to see you, and give you a chance to build the relationship.
Engage Selling
MARCH 7, 2019
Building a connection with your clients is important. Have you ever wondered where you stand with one or more of your clients? You deliver value, help them achieve their goals, but there’s always a nagging feeling of “not enough.
The Center for Sales Strategy
MARCH 4, 2019
There is nothing more impactful than adding the right seller to your team. Conversely, there is nothing more impactful when adding the wrong seller to your team! Here’s a list of six scenarios managers find themselves in when hiring sellers that lead to hiring the wrong person, plus things managers can do to avoid them.
Advertisement
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.
SBI Growth
MARCH 5, 2019
Misalignment between Marketing and Sales is most often one of the main reason’s companies miss the number. As a Marketing leader ask yourself the following two questions: Did the company hit its number last year? How aligned are you to sales? Download the.
Jeffrey Gitomer
MARCH 5, 2019
Hand written notes and cards are the rage. When I get one, it's usually for something special I've done for someone, or an appreciation for business. I always save them. It feels good to get them, and I have a better feeling for the person who sent the card. Business note cards leave a positive and personal impression. Randy Rosler is a card shark (in a business kind of a way).
Sales Readiness Group
MARCH 7, 2019
Sales is about the transfer of confidence. In this Q&A, we discuss five ways you can build your confidence to improve your sales results.
The Center for Sales Strategy
MARCH 5, 2019
Early on in my sales career, there was a prospect that I was determined to close. Everyone on my sales team had tried to gain access to this decision maker, and some had gotten as far a conversation, but it never evolved from there. When my manager suggested I try to approach this target prospect, I eagerly accepted the challenge. In my head, I confidently thought, “I can make this happen.
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.
SBI Growth
MARCH 8, 2019
Sample output of multi-method forecasting: Some say that forecasting is an art and others say it’s a science. The indecisive say that it is a combination, and many board members and PE deal teams say it’s a disaster. In some.
Yesler
MARCH 8, 2019
All that story theory from the last couple posts (parts 1 and 2 ) is a lot to process and takes time to internalize. (Full disclosure: I’ve read McKee’s “Story” twice and I’ll probably read it a few more times before it sinks in.). So, I lean on checklists and templates to help me create stories across the different kinds of B2B assets I need to write. 1.
S4 Consulting
MARCH 4, 2019
Isn’t it funny how old practices always seem to come back around again? Recently, there has been a lot of attention surrounding the company, “Loop.” Consumers are pleading for more environmentally friendly practices and Loop has answered that call. Loop aims to get rid of disposable containers for products such as shampoo and laundry detergent, and make them reusable.
The Center for Sales Strategy
MARCH 8, 2019
- MOTIVATION -. "MOST PEOPLE THINK 'SELLING' IS THE SAME AS 'TALKING.' BUT THE MOST EFFECTIVE SALESPEOPLE KNOW THAT LISTENING IS THE MOST IMPORTANT PART OF THEIR JOB". -ROY BARTELL. - AROUND THE WEB -. > 22 Questions to Ask Yourself if You Aren't Seeing Inbound Marketing Results — LeadG2. No one does marketing for marketing’s sake. We want to establish our brand, build an audience, convert leads, grow a pipeline, accelerate deals through the funnel, and ultimately grow revenue.
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.
RAIN Group
MARCH 7, 2019
The topic most commonly discussed and linked to sales motivation is compensation. However, compensation is only one piece—often not the most important piece—of the sales motivation puzzle. There are daily habits anyone can employ that contribute significantly to motivation.
Yesler
MARCH 6, 2019
In the previous post , I argued that a story-driven marketing approach works better than alternate approaches that appeal mainly to emotions or facts. That’s because story fits the way the brain works. But in marketing, the story needs to be compact, precise, factual, and purposeful. In other words, our stories must be designed to get a person to take an action.
Kainexus
MARCH 7, 2019
High-reliability organizations (HROs) are those that successfully complete their missions despite massive complexity and high risk. Examples include the Federal Aviation Administration’s Air Traffic Control system, aircraft carriers, nuclear power plants, and NASA. In each case, even a minor error could have catastrophic consequences. Yet, adverse outcomes in these organizations are rare.
The Center for Sales Strategy
MARCH 6, 2019
In this video, Kim Alexandre , VP/Senior Consultant at The Center for Sales Strategy, shares tips to get more engagement and attract great candidates from your job postings on social media.
Advertiser: ZoomInfo
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.
Strikedeck
MARCH 5, 2019
Kelechi, CX Analyst for Fidelity in Nigeria, shares what he thinks CSMs can learn from Customer Service best practices.
Showpad
MARCH 8, 2019
Showpad is hitting the road in 2019! We are excited for the opportunity to connect with our customers and others looking to improve performance of their sales enablement programs. With all the sales enablement events happening this year, be sure you catch up with our team at one of the following: UNLEASH. Date: March 10-12, 2019. Location: San Diego, CA.
Kainexus
MARCH 4, 2019
Agility is perhaps one of the most essential qualities of successful modern companies. The ability to adapt to changing marketing conditions and customer needs is crucial to survival in today’s hyper-competitive environment. Organizations that are prepared to change when necessary can capture new opportunities, eliminate threats, and delight customers.
RAIN Group
MARCH 7, 2019
The topic most commonly discussed and linked to sales motivation is compensation. However, compensation is only one piece—often not the most important piece—of the sales motivation puzzle. Many other factors, factors that can be changed more quickly and often more effectively than compensation, are available to help sales leaders and sellers themselves unleash their drive.
Advertisement
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.
Expert insights. Personalized for you.
115 
Let's personalize your content