Few things slow down business transactions than unnecessary busy work. Printing a document, signing it, and then either scanning and emailing or (yikes!) snail mailing it back is just a time suck. That’s why electronic signatures, or eSignatures, have become so popular.
Sales and marketing teams, in general, have been known to have some beef — just take a look at this recent survey, that shows “51 percent of marketers are not satisfied with the level of communication between the teams and 53 percent of sales professionals are not pleased with marketing’s support.” Ouch! This rivalry can really harm your business's growth. However, when sales and marketing work together, metrics soar, costs decrease and life cycles are more concise.
Proposals of every type are intimidating. You’re asking someone to choose you—or, in the case of business proposals, your company—and hoping that they understand why you’re the perfect fit.
Writing a business proposal requires that you convincingly articulate your understanding of the potential client’s problem, as well as the reasons your company is the best choice. Even the most well-crafted solutions can get rejected due to a sub-par proposal. Let’s take a look at how to write a business proposal that gets your potential clients to say ‘Yes.’
When you hear “sales enablement,” you probably jump straight to thinking of sales presentations and collateral. While those are certainly core elements of sales enablement, they’re only a fraction of what you should be thinking about in terms of equipping your sales organization for success. This checklist will help you think more creatively about sales enablement and the content your team needs.
Dreamforce is a big deal.
Companies invest thousands - sometimes millions - of dollars to be at the conference, and spend months in advance to plan their trip. That’s why it’s important to maximize your Dreamforce experience. A great source of ROI is through the face-to-face meetings you have with customers and prospects.
But these meetings are important, so you can’t put them together on the fly. Start planning early. Make sure your team understands how important the meetings are and what your strategy around them will be. Here are four steps to help you optimize your Dreamforce meeting plans
Ever worked with a prospect who makes you want to tear your hair out? Maybe this person sends you 6 emails a day. Or perhaps you’re frustrated with someone who is rude, asks invasive questions, or wants an answer and solution “yesterday.”
If you find yourself nodding “yes,” to all of these statements, remember that you’re not alone. Even the best sales reps encounter friction and personality conflicts in their sales conversations. What matters most is how you handle the situation — and the goal of this blog post is to help you do exactly that: give you an arsenal of battle-tested techniques to help you stay sane and help you steer your conversations from soul-sucking to heartfelt and constructive.
Follow these tips next time you’re dealing with an annoying, rude, or frustrating prospect. You’ll challenge yourself, discover new capabilities, and realize that your sales alter ego is actually a magician. Here goes.
Congratulations! Your efforts in developing engaging content and pushing interesting ideas has netted you prime earned media exposure. The question now is, how can you sustain the benefits from your successes and translate this into consistent sales growth?
There comes a time after every instance of positive press where the initial buzz begins to dissipate, and business leaders are left wondering how to continually leverage it. That’s why it’s important to have a cohesive strategy for maximizing your mentions and turning them into prolonged opportunities for sales conversions. Over 80% of tech buyers have indicated that earned media content is the most influential factor in their buying decisions, so you need a concrete plan for getting your press mentions in front of the right eyes for as long as possible.
Inbound Sales Day is a free one-day event on September 14th, 2016presenting over six hours of educational material from 19 sales professionals (including myself) who’ve demonstrated a successful track record in sales. These aren’t just speakers who preach, but people who’ve been in the trenches and helped build multi-million dollar companies.
Here’s what you can expect from attending Inbound Sales Day:
Ah, the tire kicker.
One of a salesperson's worst nightmares!
A tire kicker is someone who will drag the sales cycle on...and on...and on while hogging your time and resources without ever actually buying. They're a huge time suck — they'll happily steal your time to ask questions, raise objections, and instill you with the false hope that they're ever going to close.
Even if your pipeline isn't at capacity, you're far better off using your time on more profitable pursuits than entertaining these chatty Kathies. The key is to get to a hard 'yes' or 'no' as quickly as possible.
These red flags will help you know when it's time to wave the white flag: