Top Stories: The Week In Sales 9/11/18

Posted by Chris Ceballos on September 11, 2018

Do you know how many questions to ask in your next sales meeting with the C-suite? We do. Find out here, plus what not to say in your next email, the big SalesForce update you need to be aware of, and more. 

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Tags: Sales Intelligence

How to Use Conferences to Pump Up Your Pipeline

Posted by Chris Ceballos on August 28, 2018

 

It’s conference time, and you’re ready to go. Time to cruise around booths and pack your pipeline with hot new leads. But what do you bring? A box of branded tchotchkes and a single rehearsed-to-death pitch? Sure, everyone likes a hoodie or a nice notebook, but they won't turn prospects into genuine leads. You need an actual strategy.

If you plan in advance and have genuine insight into what your prospects want and need, your efforts on the ground will be much more fruitful. Here’s how to do it.

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Tags: Sales Intelligence

How to Train Your Team to Craft Better Sales Outreach

Posted by Ryan Galloway on August 7, 2018

When your team struggles to hit its quota quarter after quarter, what gets the blame? Are they not following up often enough? Are they following up too often? Is the competition too fierce? Maybe your product isn't keeping pace with what your market wants? Maybe it's marketing's fault for delivering crummy leads. Or maybe—hear us out on this—just maybe your salespeople's outreach straight up sucks.

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Tags: Sales Intelligence

The 5 Best Sales Movies—and What You Can Learn From Them

Posted by Ryan Galloway on August 5, 2018

There's no shortage of movies about sales. Some make the profession seem like a glitzy, high-roller gig with boozy client lunches and evenings filled with bottle service and beautiful people. Others paint salespeople as sleazy grifters, one step removed from carnival hucksters out to relieve honest folk of their hard-earned money. And while we all know that reality is (usually) different, there's still a lot of wisdom to glean from some of the best sales flicks out there.

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Tags: Sales Intelligence

How to Be the Signal—and Not the Noise

Posted by Chris Ceballos on July 31, 2018

Enterprise sales is a crowded space—especially when it comes to MarTech or IT—with more and more vendors throwing their hats into the ring each year. Competition isn’t going anywhere, so if you want your solution to stand out, you need to go the extra mile to get noticed.

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Tags: Sales Intelligence

How to Actually Use Your Sales Intelligence Data

Posted by Chris Ceballos on July 24, 2018

 

You've gone and bought lumber, bricks, mortar, drywall, and everything else you might need to build the house of your dreams. You've even hired a builder to put them all together. Easy, right? After all, you have all the pieces of a house. But there's just one problem — you don't have a house plan.

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Tags: Sales Intelligence

How to Get the Sales Intelligence Tools You Need to Win

Posted by Chris Ceballos on July 24, 2018

For complex enterprise sales, knowledge is power. Having slivers of insight on your side, like a prospect's pain points and who really calls the shots (and do they like ribs?) can be the final pieces of the puzzle that win you business.

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Tags: Sales Intelligence

Where Sales Teams Suffer -- By the Numbers

Posted by Ryan Galloway on July 17, 2018

Enterprise sales in 2018 is a lot like rush hour on an NYC subway: it's noisy, it's crowded, and when it stalls, no one really knows what's going on. And just as the subways are getting worse, sales is getting harder. New competitors, changing priorities, more decision-makers, and the sheer amount of noise buyers have to sift through in order to find the right solution—all of these factors are making sales teams' jobs harder and harder.

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Tags: Enterprise Software, Sales Intelligence

Three Reasons Your Buyers Are Swiping Left

Posted by Cyrus Woolard on June 25, 2018

 

Enterprise sales isn't Tinder. Instead of a series of short-term flings, the name of the game is building long-term relationships. And as Dr. Phil, Oprah, Delilah, and just about every other self-styled relationship guru has told us, doing so requires communication and trust. That takes time and commitment—and that doesn't happen overnight.

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Tags: Sales Intelligence, Emissaries Speak

3 Atrocious Sales Pitches (Plus a Great One)

Posted by Chris Ceballos on June 12, 2018

 

Like 50 Cent's legendarily off-target first pitch, a bad sales pitch isn't something you'll live down easily. It's going to close the door on that client for your company for years to come. It's also going to live in the stakeholders' memories well after they move on to other organizations.And if it's bad enough, they're probably going to laugh at you. Sure, a lack of consensus or the inability to navigate procurement effectively can derail a deal—as can any number of other factors—but nothing's quite as critical as nailing that first touchpoint. 

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Tags: Sales Intelligence, Emissaries Speak

3 Strategies for Jumpstarting Stalled Deals

Posted by Chris Ceballos on June 4, 2018

When sales cycles drag on, as they often do, it can be a real test of patience. At some point, whether your product is stuck in procurement or the subject of a continuously rescheduled meeting between decision-makers, you want an answer—even if it's negative—to at least put you out of your misery and allow you to move on.

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Tags: Sales Intelligence, Information Technology

Huddle Up: Building Consensus for Better IT Sales

Posted by Chris Ceballos on May 24, 2018

You may think you're wining, dining, and wooing everyone there is to woo, but with as many as seven people involved in B2B buying decisions today, chances are there are other, more influential decision-makers who aren't getting a seat at your table.

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Tags: Sales Intelligence, Information Technology

How to Keep Procurement from Derailing Your Deal

Posted by Jason Compton on May 10, 2018

 

Tired of waiting for updates from procurement? We feel you. It's probably the hardest part of the sales process, and you have limited visibility into what's actually happening. But there's a pervasive misconception among sales teams that once a deal reaches the procurement stage, it's out of the salesperson's hands—but that's not the case at all.

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Tags: Sales Intelligence, Emissaries Speak, Information Technology

Closing the Deal Doesn't Mean Your Job's Done

Posted by Chris Ceballos on May 7, 2018

 

At long last, you closed the deal. You fist-bumped your buddy and added it to your quarterly totals. Time to ride off into the sunset and let the accounts team handle the rest. After all, your job is getting ink on paper, right?

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Tags: Sales Intelligence, Emissaries Speak

How to Read (And Win) the Room During a Pitch

Posted by Chris Ceballos on May 3, 2018

 

Your POC meets you at the elevator. After the standard handshake-and-hello, she guides you to the conference room—in which you find nine people. There were only four on the invitation, and you, of course, researched them thoroughly. So who are these people? What's their stake in what you're selling? And who's really making the buying decision here?

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Tags: Marketing Technology, Sales Intelligence

It's Time to Stop Freaking Out About Discounts & Trials

Posted by Chris Ceballos on May 1, 2018

 

You and your buyer are aligned on the big picture. You know your solution is a perfect fit for their organization—and they agree. But will the technicalities of pricing and discount negotiations sideline a potentially lucrative deal? We've seen it happen. A lot. Fortunately, it doesn't have to.

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Tags: Marketing Technology, Sales Intelligence

Introducing our Debut Emissary of the Month: Ginnie Roeglin

Posted by Chris Ceballos on April 27, 2018

 

This April, we selected former Costco SVP of e-Commerce, Ginnie Roeglin, as our Emissary of the Month. As a former marketing executive at one of the hardest and most desirable organizations to sell into, Ginnie has been an invaluable resource in arming our clients with the tools they need to sell successfully.

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Tags: Sales Intelligence, EmissaryoftheMonth

How to Build a Relationship with an Internal Advocate

Posted by Chris Ceballos on April 19, 2018

 

All your meetings have gone well. Everyone you talked to at your buyer's organization was really engaged. You asked good questions, and they gave great feedback. They really seemed to grasp how your particular solution could help their business.

But you didn't get the deal. There were lingering compatibility questions that your tech team took ages to address, and during that time, another vendor swooped in and won the business. But even if your tech team had moved faster, you wouldn't have won the deal. In fact, you were never going to win the deal for one simple reason: You didn't have an an internal advocate to carry the deal across the goal line.

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Tags: Marketing Technology, Sales Intelligence, Emissaries Speak

IT Sales has a Targeting Problem. Here's How to Fix It.

Posted by Jason Compton on April 18, 2018

 

With more than 15 people, on average, involved in enterprise IT purchases, Iarge and complex B2B buying centers can feel like minefields to salespeople today. Decisions get made by committee. There are an ever-increasing number of people in the room, representing 3.4 different functions on average—and each of them have their own priorities. Is it any wonder, in this context, that "save money"and "avoid risk" would become watchwords?

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Tags: Sales Intelligence, Emissaries Speak, Information Technology

What MarTech Buyers Really Want from a Sales Pitch

Posted by Chris Ceballos on April 10, 2018

"Thanks for your time, but I don't think it's a fit for us."

Wait—what?

Why would your hottest prospect turn you down so quickly after your first meeting? You crushed it. You killed it. You knocked it out of the park. Your pre-sales research was solid, your deck was on-point, and your delivery was flawless. On top of all that, they seemed really into your solution. So what went wrong?

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Tags: Marketing Technology, Sales Intelligence, Emissaries Speak