Sat.Oct 19, 2019 - Fri.Oct 25, 2019

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“Empathy is a superpower in marketing and sales”: A Q&A with Brian Carroll of Markempa

Nutshell

The ability to see things from your customer’s perspective is a huge advantage in B2B sales and marketing. Buyers will always place more trust in a salesperson who treats them like a human being, not just a phone number on a lead list. Brian Carroll is the founder of the B2B Lead Blog , author of the best-selling Lead Generation for the Complex Sale , and the Founder and CEO of Markempa , which helps organizations improve their demand generation and sales results through empathy.

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30 Virtual Assistant Companies & Services to Make Your Job Easier

Hubspot Sales

How much of your day do you spend completing routine tasks? For many working professionals and entrepreneurs, their primary job duties get overshadowed by time-consuming administrative tasks. This rings especially true for sales professionals. On average, sales reps spend only 35% of their time selling , which means nearly two-thirds of their time is spent on non revenue-generating activities.

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Time-Based Branding: It Starts with What You Offer

Engage Selling

Every time your customer makes a buying decision, they deal with risk. They ask: “What if I make a mistake? What if things don’t work out? Can I be sure I’m making a good choice? What’s the cost of failure?

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How to be Successful Your First Year as a Media Salesperson

The Center for Sales Strategy

How can I be successful in media sales? How long will it take for me to make a lot of money? How quickly can I expect to be promoted? Whether fresh out of college or a seasoned professional seeking a career change, anyone pursuing a career in media sales (or any sales position) asks these same three questions. Everyone wants to know how they can be successful, make good money, and advance their careers.

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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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Want To Win Large Deals? Follow the RAMP Method

Sales Readiness Group

We all want to get access and sell higher, yet it’s difficult. CXO’s are busy, and often protected by a gatekeeper. But the payoff is larger deals, more strategic relationships, longer term relationships and the ability to insulate yourself from the competition. The question is, how do you get the meeting, and what do you do when you get there?

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What creates an advocate? Earnest, consistent engagement

Yesler

If you buy something you love, what do you do? You tell someone. The number of times someone has raved about their new air fryer to me is a testament to that technology. “It has the same crispy taste without the deep-fried fat!” That’s advocacy. It’s the demonstration of a positive experience with a product or service; the excitement about something you can’t keep to yourself because you want everyone you know to feel it too.

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One Day That Makes a Difference

Showpad

It’s been about a year and a half since we launched our volunteer initiative “A Day for Ghent.” This past Tuesday, October 15, our founders gathered with a mix of companies and non-profit organisations at Saint Peter’s Abbey (Sint-Pietersabdij) in Ghent to learn about this volunteering platform and share what has been accomplished in the past 18 months. .

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Create Raving Fans Out of The Job Candidates You DON’T Hire

The Center for Sales Strategy

Did you know that 60% of job seekers report having had a poor candidate experience in their job hunt? And, even worse, according to Career Arc , 72% of them shared those bad experiences with others (often on social media)! Ouch! Are you burning bridges with your interview process? If so, it’s time to make a change so you can protect your company culture and image.

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3 Bad Customer Service Examples & 3 Lessons for How to Recover (Because They Did)

Groove HQ

Every company has bad customer service examples. Here’s how to recover. In a perfect world, you and your customer service team would always take exactly the right steps to respond to customers. But we don’t live in a perfect world, and we all make mistakes. Believe it or not, these moments are vital to the […]. The post 3 Bad Customer Service Examples & 3 Lessons for How to Recover (Because They Did) appeared first on Groove Blog.

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How to Use Operational Value to Become Indispensable | Sales Strategies

Engage Selling

There’s one thing I’ve noticed with organizations and people who are really good at bringing new business: they are good at operationalizing value.

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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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Sales Training Best Practices: What World-Class Organizations Do

RAIN Group

In most organizations, it’s easy to make the case that millions, hundreds of millions, or even billions of dollars in financial gain can be had through sales improvement. You can affect growth. You can affect competitiveness. You can affect stock price. These are common leadership priorities.

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How to Make the Most of Your Next Motivational Sales Training Session

The Center for Sales Strategy

Have you ever felt pumped after leaving a sales training session, conference, or workshop, thinking about all the new, fresh ideas you can put into action to improve sales performance ? A good sales training session forces you to grow and challenge yourself. Whether it’s motivational speakers or powerful content, there are several moments where we feel empowered to be better professionals, and we leave with pages of notes and quotes to live by.

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3 Bad Customer Service Examples & 3 Lessons for How to Recover (Because They Did)

Groove HQ

Every company has bad customer service examples. Here’s how to recover. In a perfect world, you and your customer service team would always take exactly the right steps to respond to customers. But we don’t live in a perfect world, and we all make mistakes. Believe it or not, these moments are vital to the […]. The post 3 Bad Customer Service Examples & 3 Lessons for How to Recover (Because They Did) appeared first on Groove Blog.

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How to Succeed at Storytelling

Sandler Training

Mike Montague interviews Nema Semnani on how to succeed at storytelling. In this episode: the right attitude for effective storytelling, imagined realities are powerful motivators, how to tell a compelling story. The post How to Succeed at Storytelling appeared first on Sandler Training.

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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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Learning and Real-Work Application: Bridging the Gap

CMOE

An employee’s attendance at a learning event—even if he or she is actively engaged during the session—does not demonstrate learning success for the employee, his/her manager, or the organization. The desired outcome any organization wants to achieve by providing these development opportunities is change; change that is clearly demonstrated through performance improvement and a stronger bottom line.

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How to Create a Strong Blueprint for Your Sales Management Team

Force Management

Sales managers deserve support from your organization, starting with a clear definition of what success looks like in their role. Great companies start with a strong blueprint that includes the processes and tools that enable sales managers to drive success at the team level.

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10 Customer Service Tools: A Checklist to Guide You into the Right Support Software

Groove HQ

Warning: This is not a customer-service tool round-up packed with links and (self-serving) reviews. Why? Because that’s not what you need. Most customer service tools have similar features; knowing the channels your customers and support agents rely on is essential. Your help desk software and inbox should be the centerpiece around which all other workflows […].

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Move the Deal Episode 18: Go Slow to Go Fast: Creating a Sales Data Strategy with CSO Insights’ Yuri Dekiba

Miller Heiman Group

Yuri Dekiba, research director and sales operations expert at CSO Insights, the research division of Miller Heiman Group, joins host Greg Moore this week to discuss all things data strategy and sales technology. In their conversation, Dekiba and Moore geek out together over their shared love of sales ops, Dekiba offers her best advice on how executive sales leadership can own sales data strategy.

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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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3 Takeaways from the World’s Largest Sales Enablement Conference

Showpad

By Helen Yu, Chief Customer Officer. Last week Sales Enablement leaders from around the world gathered at TRANSFORM London for a day-and-a-half of learning, networking, and inspiration from some of the most forward-thinking, innovative leaders in the space. As the newly appointed Chief Customer Officer here at Showpad , attending TRANSFORM was the best onboarding experience possible — I was fully immersed in and inspired by our customers’ stories.

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The Neglected Art of Holding Your Sales Team Accountable

Sandler Training

Holding salespeople accountable: This is one of the major challenges of managing a sales team – regardless of whether it’s a traditional team where people show up for work at a central physical location, or a team working remotely, or a team at a call center. The post The Neglected Art of Holding Your Sales Team Accountable appeared first on Sandler Training.

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Weekly Roundup: Managing Experienced Sales Reps, What Your Sales Reps Are Complaining About + More

The Center for Sales Strategy

- MOTIVATION -. "The secret of getting ahead is getting started.". -Mark Twain. - AROUND THE WEB -. > How to Manage A Team of Experience Sales Reps – CloserIQ. As you start your professional journey towards salespeople’s leadership, there’s always new information to learn and to take in. But one “issue” you might come across is managing salespeople who might have even more experience than you.

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The Art—and Science—of Sales Operations

Miller Heiman Group

In this post, Kathy Venincasa, one of our inaugural Miller Heiman Group Icons and a sales forecasting master, discusses what she sees as the top four sales operations best practices. Over the course of my career, my roles in sales operations have ranged from serving as a number cruncher to motivating and training sellers, analyzing sales budgets and compensation plans to forecasting.

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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 AI and Machine Learning are Changing Sales Automation

Showpad

Sales automation software has become an in-demand solution among businesses of all industries and sizes. Sales and Marketing teams are realizing significant advantages thanks to cutting-edge systems that can shorten the sales cycle and automate menial processes that save precious time and capital resources. . Leading the pack in automation technologies are artificial intelligence (AI) and its more advanced variant, machine learning (ML).

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Make Decisions to Get Decisions

Sandler Training

In his book Blink, author Malcolm Gladwell contends that people make their best and most accurate decisions in the first two seconds of facing a situation—in other words, in the blink of an eye. The post Make Decisions to Get Decisions appeared first on Sandler Training.

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How to Balance Marketing and Sales When Running A Small Business

Outbound Engine

75% of small business owners know that marketing is an effective method for attracting new business. More than 40% of salespeople say prospecting is the most challenging part of the sales process. With limited time and budget, it can be hard to strike a balance between marketing and sales when running a small business. The truth is, it’s not about choosing marketing over sales.

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What Sales Managers Need to Know to Support Channel Sellers

Miller Heiman Group

Today we feature a blog by Michael DeRosa, the director of professional development at Travelers Insurance, and one of our 2019 Miller Heiman Group Icons. Channel selling is a different breed of selling from direct sales. To succeed, sales managers need to adopt a different approach and mindset—but the overall message they convey must be the same to all of their sellers.

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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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Beyond the Problem – Bonus Benefits of Kaizen Events

Kainexus

Kaizen events , sometimes called rapid improvement events, are an effective way of solving difficult challenges within organizations. A team of stakeholders and subject matter experts takes a few days away from regular order to focus on improving a process. Because the effort is concentrated, root causes can be identified, and potential fixes implemented in short order.

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NOW AVAILABLE: The 2019 State of Media Sales Report

The Center for Sales Strategy

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What Customers Need to be Successful

Strikedeck

Tom Sweeny talks about the fundamental steps required to make your customers successful.

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What it Takes to Be a World-Class Sales Organization

Miller Heiman Group

In “ All That Glitters Is Not Gold: 2019 World-Class Sales Practices Study ,” CSO Insights, the research division of Miller Heiman Group, found that seller quota attainment grew 7% and revenue plan attainment reached a three-year high of 101%. Based on a global survey of more than 900 sales leaders, the study takes a closer look at the 12 best practices that correlate most strongly with sales performance.

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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.