Category Sales

[Book Review] A Must-Read Explanation of the Science Behind Why People Buy

By in Sales Tag

by G. DAVID DODD for B2B Marketing Directions The most basic goal of marketing is to influence customer buying behaviors, so understanding why customers buy is essential for successful marketing. A new edition of Decoded:  The Science Behind Why We Buy, 2nd Edition (John Wiley & Sons, 2022) by Phil Barden provides a wealth of science-based insights on this critical aspect of human behavior. Phil Barden is the Managing Director UK of DECODE Marketing, a consultancy that combines hands-on brand management experience with cutting-edge capabilities in cognitive and social psychology, neuroscience, and behavioral economics. Barden has over 25 years of marketing experience,…

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How Can Personalization Improve B2B Sales?

By in Sales Tag , ,

by Marco Giunta, originally posted on LinkedIn Understanding the Role of Personalization in B2B Sales Exploring the Impact of Customized Experiences "In today's competitive market, personalization is not just a luxury—it's a pivotal factor in our B2B sales strategy." Why is personalization crucial in B2B sales? Personalization in B2B sales is crucial because it allows businesses to tailor their sales approach to meet the specific needs and preferences of each client. This tailored approach can lead to stronger relationships, higher customer satisfaction, and increased sales. The Power of Tailored Solutions Crafting Customized Experiences for Each Client Personalization in B2B sales…

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15 TED Talks Every Sales Professional Should Watch

By in Sales

by Cassie Wilson for HubSpot Great sales departments motivate their employees with incentives, contests, and — you guessed it — pep talks. Viewed regularly by millions across the globe, TED Talks bring valuable new perspectives to the table. Here are 15 valuable TED Talks from experts across industries to kick off your day. The Best TED Talks for Salespeople Hrishikesh Hirway: What You Discover When You Really Listen Christina Costa: How Gratitude Revives Your Brain Warren Valdmanis: What Makes a Job “Good” – and the Case for Investing in People Ashley M. Grice: The Power of Purpose in Business Kevin Kelly: The…

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Lead Velocity: What It Is & How to Calculate It

By in Sales

by Meg Prater for HubSpot If you’re measuring sales success against only your number of closed deals — you’re doing it wrong. One important sales metric to track besides customer acquisition cost (CAC), win rate, and average contract value (ACV) is your lead velocity. In this article, we’ll discuss what lead velocity is and how you can calculate this sales metric. Download the Sales Metrics & KPI Calculator Is lead velocity rate the most important sales metric? Jason Lemkin, the founder of SaaStr, believes the lead velocity rate is the most important metric for sales teams, especially those in SaaS, to…

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I Debated ChatGPT: ‘Commission Should Be Done Away With’

By in Artificial Intelligence and Machine Learning, Sales

by Jay Fuchs for HubSpot Last month, I debated ChatGPT about whether AI will replace conventional salespeople. We had a constructive conversation, learned more about each other and ourselves, and contributed to its ever-expanding bank of insight that might ultimately doom humanity — so I'd say it was mostly productive. The piece got decent traction, was fun to write, and produced some interesting perspectives on both sides of the argument — so I figured it might be worth it to try the process again with another hot-button sales issue. After exploring some potential topics, I landed on a long-standing debate about sales…

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Are Your Salespeople Selling or “Playing Sales?”

By in Sales, Training

by GEORGE BRONTÉN for Membrain In the world of complex sales, people generally take themselves very seriously. Sure, there’s fun and laughter in the workplace, but when it comes down to it, business professionals like to think of themselves as results-driven, real-world achievers. People certainly don’t like to be accused of “playing” at work, or, worse, “gaming the system.” Yet, according to Pieter Kemps, a venture capitalist at Sequoia Cspital with a focus on SaaS, that’s exactly what starts to happen in companies north of $10M in annual recurring revenue after introducing sales management, KPIs, dashboards, etc. “Everyone does it. Your reps do…

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6 Phrases That Will Kill Your Sales Deal, According to HubSpot’s Sales Director

By in Sales

by Dan Tyre for HubSpot Top salespeople are successful because they sweat the details. They probe for pain, help their prospects, and run effective sales calls. They listen closely to what their prospects say, effectively determine the right solution, and ask for help when they need it. Top reps are articulate, assertive, and direct. And most importantly, they don’t use “weasel words” — words or phrases that subliminally undermine their credibility. As a salesperson, you might let one of those phrases slip from time to time to seem flashy or important, but prospects can see right through them — undermining…

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Use AI to turn your calls into a competitive advantage

By in Artificial Intelligence and Machine Learning, Sales Tag , ,

by CallRail  for Search Engine Land It might be surprising to learn that artificial intelligence (AI) has existed for over 70 years, but it’s only recently that the technology has become so advanced—and so widely available, in nearly everyone’s pocket. AI is especially promising for marketers as it allows them to do many tasks faster and more strategically than ever before. There are dozens of use cases for how marketers use AI—everything from competitive research and content generation to campaign optimization and marketing automation. Critically, this new generation of AI includes explosive advancements in the realm of speech recognition and conversation…

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How to catch a salmon in a river of shit

By in Sales, Work

by Joe Gowdridge for Velocity "Is the humble email dead?” was the question I put to our content performance director, Neil, last week. “Of course it bloody isn’t, ya idiot,” he said, looking at me with genuine reproach. “The trouble isn’t email, it’s the river of shit emails are floating in.” “How so, Neil?” I asked. “Ok, I’ll tell you what,” he said, settling in.  I waited as he crossed his arms and nudged his glasses up his face with a finger. “Do you like fishing?” I explained that I didn’t.  “Well, I do,” he said, casting another reproachful glare…

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Can a Single Question Unlock Behavioral Change on Your Sales Team?

By in Sales, Self Improvement

BY GEORGE BRONTÉN for Membrain I’ve been reading Sharon-Drew Morgen’s latest book, HOW? Generating new neural pathways for learning, behavior change, and decision making, and I’m fascinated by her contention that the right questions can unlock behavioral change that can otherwise be unattainable. In sales, we focus a lot on changing the behaviors that inhibit sales effectiveness. We talk about coaching and supporting the right behaviors on our teams. Yet even when we get all of that “right,” salespeople have a habit of “rubber banding” back to old behaviors, or simply avoiding correct ones, even when they know what to do, how to do it, and…

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