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CRM Idol 2012. CRM Idol 2012. The Buyer-Designed Sales Organization. Bonuses Should Be Tied to Customer Value, Not Sales Targets - Deirdre Connelly. Sales Tactics: Avoiding the Dark Stage. Top 100 Social Selling Influencers | KiteDesk. The Death of Relationship Selling. TooSaaSy : Thank you customers &... The Digitization of Everything: It’s Impact on the Buyer’s Journey and Marketing’s Role. For nearly a century, the buyer’s journey was relatively linear.

The Digitization of Everything: It’s Impact on the Buyer’s Journey and Marketing’s Role

Advertising messages distributed across a few mass media outlets were the primary method of spreading awareness. Purchase consideration generally occurred by reading product brochures and conversing with salespeople, friends and family. The Data Behind What Makes an Effective Sales Process - The Infographic. We all know how important a sales team is to any organization.

The Data Behind What Makes an Effective Sales Process - The Infographic

And we also know that fine tuning a sales team for optimal performance does wonders for the health and culture of a business. Here are some key insights to get your sales process delivering above par results for years to come. 15 Psychological Triggers to Convert Leads into Customers. Would you like to know how to get more customers who can’t wait to buy your products and services?

15 Psychological Triggers to Convert Leads into Customers

It’s a lot simpler than you might think. And the best part is that, as you strive to increase revenue, you actually will be serving your potential customers better. You don’t need to manipulate or hypnotize them into buying. You just need to give them what they want. The key to success in any business is an understanding of psychology. The digitization of everything — and its impact on customer experience - Customer Intelligence.

InShare4 It’s 10:30 in the morning, and her Jawbone buzzes.

The digitization of everything — and its impact on customer experience - Customer Intelligence

Jane is notified that she’s been sitting too long, and her meeting is ending anyway. She rises up from her booth at the coffee shop, bids her associate good bye, and walks through the mall towards the parking lot. Robertcialdini_jan23. Recording Details Influence: Does Your Sales Team Understand It?


Are They Using Proven Influence Methods? LinkedIn's Series B Pitch to Greylock: Pitch Advice for Entrepreneurs. 7.6K Flares7.6K Flares × At Greylock, my partners and I are driven by one guiding mission: always help entrepreneurs.

LinkedIn's Series B Pitch to Greylock: Pitch Advice for Entrepreneurs

It doesn’t matter whether an entrepreneur is in our portfolio, whether we’re considering an investment, or whether we’re casually meeting for the first time. Entrepreneurs often ask me for help with their pitch decks. The Stanford Study that just Might Help you Sell More. Salespeople know they won’t close a deal if they can’t make the connection between their solutions and a high-value outcome.

The Stanford Study that just Might Help you Sell More

Yet executive buyers believe only 8% of salespeople are focused on driving a “valuable” end result for the buyer.[1] That buyers feel their needs are being ignored by salespeople surely can’t be for lack of trying. Something is clearly going wrong in the process of communicating value. Why the disconnect? Three Myths of the “67 Percent” Statistic. Demand Creation Strategies,Executive Edge: CMO By now, we’ve all seen variations on the statistic, but here’s the SiriusDecisions-approved version: 67 percent of the buyer’s journey is now done digitally.

Three Myths of the “67 Percent” Statistic

Let’s add to that: Our research shows that online searches are executives’ first course of action (just like everyone else). Now that we’ve set the record straight, let’s talk about some common myths about the 67 percent statistic and what you need to do about them. Myth: Sales doesn’t get involved until more than halfway through the buying cycle. Why Customers Don't Buy - Steve W. Martin. The real enemy of salespeople today isn’t their archrivals; it’s no decision.

Why Customers Don't Buy - Steve W. Martin

That’s according to the several hundred business-to-business salespeople I conducted recently. What is it that prevents a prospective customer from making a purchase even after they have conducted a lengthy evaluation process? The reasons may surprise you. What a Great VP Sales Actually Does. Where The Magic Is. And When to Hire One. In SaaS, #1 most common mishire, with a bullet, is the VP/head of sales.

What a Great VP Sales Actually Does. Where The Magic Is. And When to Hire One.

In fact, there a VC saying that I used to really hate. It goes something like “You’ve Got to Get Past the Carcass of Your First VP of Sales” or “It’s The Second VP of Sales When You Really Start Selling” or variants thereof. It used to really bug me because I am a firm believer in the strategy of Zero Voluntary Attrition and trying to hire fewer, more committed resources over a higher volume of mercenaries that turn over more often. Banish Indecision: Three Ways To Get To 'Yes' Insight And Challenging Without Outcomes Is Just Dreaming. Our customers want insights–they want to learn more about what they could achieve, how they can improve, why they might change!

In my experience, this has always been critical to engaging customers. Today, it’s just as critical, perhaps more so, because if we aren’t providing it, they can find it elsewhere. But Insight and Challenging the customer to think differently is not the goal, it’s only the beginning. Insight helps the customer to understand new possibilities and should instigate change. Free eBook: 32 Sales Tools for 2013. In December 2012, six experts in the B2B Sales industry came together for a webinar to find 32 of the must have sales tools for 2013.

That webinar has been transcribed and enriched into this eBook brought together by InsideView. Although you may not be seeking new sales tools, this eBook will nonetheless open your eyes to several effective products for sales professionals and teams alike. B2B Sellers, Wake Up! Adopt Buyer Experience Management, or Get a Pink Slip from Customer 2.0. The traits in a salesperson that executives find valuable and strategic, namely focusing on solving a problem (13%) and on driving an end result for them (8%), were the least common traits perceived by buyers. —Forrester Research The B2B sales profession is in denial. That’s the overwhelming conclusion I’ve reached after watching the painfully slow response of B2B Sellers to the rise of customer power. Instead of truly engaging as buyers expect, Sellers—the combined marketing and sales organizations—are tweaking 50-year-old selling approaches and loading up technology to optimize internal processes.

This inside-out approach is a recipe for failure. Sales 2.0: How Your Business Should Adapt. When Anneke Seley joined Oracle as the growing company’s 12th employee in the early 1980s, the modern concept of Sales 2.0 wasn’t even a glimmer in the B2B technology world’s eye. In fact, for an industry that was largely field-sales focused at the time, executing an inside sales strategy was evolutionary enough. Some leading sales organizations even viewed a phone-based sales approach as a gimmick that wouldn’t last. But Oracle and Seley saw things differently. Unlike some of its competitors, Oracle chose to embrace what it considered a sales paradigm shift, encouraging Seley to design and implement its first inside sales operation, OracleDirect.

How B2B Buyers Really Use Social Media: Insights from the 2012 Buyersphere Report. The annual Buyersphere report from BaseOne, in conjunction with B2B Marketing, Research Now, and McCallum Layton, consists of interviews with B2B buyers who have made actual business purchases in the last 12 months. By asking detailed questions about the actual journey the buyers went through, the report gives what it calls “concrete, reliable findings [that can] be used to convince your clients, persuade your bosses, and defend your decisions”. The full report can be downloaded at. How to Turn a Relationship Into a Sale - Keith Ferrazzi. McKinsey: 5 winning strategies of the world’s top sales organisations. Jon Ferrara at Sales 2.0 Conference. Social Selling Tactics that Work. How One Company Helps Sales Teams Leverage Their Social Influence. Want to Influence Others- Move to Creation From Need. IBM's Social Selling: The Computer Giant Finds B2B Leads in Social Media. Selling is Hard Work. OC Sales & Marketing Roundtable.

Compliance Is Not The Point Of CRM Systems! Trust: It matters (more than you think) Are your a Value Creator? Top 12 Ways Sales Leverages the Internet « InsideView's Sales Intelligence | B2B Sales Productivity. Jump-Start the Week with These 10 Sales Posts « InsideView's Sales Intelligence | B2B Sales Productivity. Logiciel CRM / GRC , Gestion de la Relation Client. MAI Series: A Sales View of Marketing Automation. The Sales 2.0 Conference | Santa Monica 2011 | Homepage.

Selling Is Not About Relationships - Matthew Dixon and Brent Adamson. The Case for Sales Intelligence. Get the hottest trends from your friends. How do you decide which customers are more important than others? What Happened To Common Sense? Blogging Innovation » How Top Salespeople are Using Social Media. Seven Personality Traits of Top Salespeople - Steve W. Martin. How do you get a small sales organization to buy in to CRM? Why sales should stop "checking in" and five tips to avoid it | How Sales Intelligence Helps a Hot SaaS Company Boost Sales Productivity. The Future of Buyer Relationships. There’s More To The Discovery Process Than Identifying Needs!