Tami Scoville

Prospecting doesn't have to be a major headache. Download "6 Modern Prospecting Mistakes and How to Avoid Them" and learn how to align your sales process with the buyer journey. Discover tactics to overcome fear and boost your prospecting success. Download your copy here: https://hubs.la/Q02zR7kJ0 #SalesSuccess #ProfessionalTraining

1

Not every day, Salesforce recognizes your sales training program and recommends it to others. There are some awesome organizations on this list. It's humbling to be associated with them. Have you ever used any of these organizations? https://lnkd.in/eE9TPtM5 #sales #salestraining

54

19 Comments

👀 Heading to #DF24? Let Salesforce insiders guide you! Get essential tips to maximize your experience and build your perfect agenda. Register today.

1

Want to elevate your sales game and win over C-suite executives? 📈 Learn from the best with ZoomInfo's top sales tips, including insights from our CEO and Founder, Henry Schuck!  Discover the definitive guide to selling to the C-suite in 2024: bit.ly/4aSCL3i

1

Channel Leaders report spending on enablement is 5x over motivation and incentives, an important trend to note. Enablement requires both great content and information about your product or service but also requires intrinsic motivational cues to drive interest along with follow along funding, to-partner marketing and demand generation efforts (think MDF programs).

3

Is you team’s pipeline strong enough to carry them through Q2? Let's dive into the top 5 prospecting mistakes and strategies to fix them: -Lack of Research: Ensure your sellers are thoroughly researching prospects, not merely their industry and role, but also leveraging ICP data for in-depth understanding. -Generic Messaging: Personalization is key! Outreach must address specific problems your product solves, leveraging automation for personalized outreach at scale. -Overemphasis on Selling: Salespeople must focus on adding value and building trust before attempting to sell and leverage offline conversations once rapport is established through social selling. -Inconsistent Prospecting: Sellers need to block dedicated time for prospecting each week, treating it as non-negotiable. -Prematurely Abandoning Prospects: Maintaining respectful persistence with varied follow-up techniques, incorporating multi-channel cadences and leveraging intent data for timing will win the day. By addressing these pitfalls, sales professionals can enhance their effectiveness, boost conversion rates and ultimately exceed sales quotas. What’s your favorite strategy? If I left it out, let me know in the comments. https://lnkd.in/gsCgqYNu Via Julie Thomas from Forbes Business Development Council #SalesStrategies #ProspectingTips #SalesSuccess #NewYearQuota

1

Is you team’s pipeline strong enough to carry them through Q2? Let's dive into the top 5 prospecting mistakes and strategies to fix them: -Lack of Research: Ensure your sellers are thoroughly researching prospects, not merely their industry and role, but also leveraging ICP data for in-depth understanding. -Generic Messaging: Personalization is key! Outreach must address specific problems your product solves, leveraging automation for personalized outreach at scale. -Overemphasis on Selling: Salespeople must focus on adding value and building trust before attempting to sell and leverage offline conversations once rapport is established through social selling. -Inconsistent Prospecting: Sellers need to block dedicated time for prospecting each week, treating it as non-negotiable. -Prematurely Abandoning Prospects: Maintaining respectful persistence with varied follow-up techniques, incorporating multi-channel cadences and leveraging intent data for timing will win the day. By addressing these pitfalls, sales professionals can enhance their effectiveness, boost conversion rates and ultimately exceed sales quotas. What’s your favorite strategy? If I left it out, let me know in the comments. https://lnkd.in/gHegv5-j Via Julie Thomas from Forbes Business Development Council #SalesStrategies #ProspectingTips #SalesSuccess #NewYearQuota

3

Daily quality conversations with buyers (where at least one piece of qualifying or disqualifying information is learned) have dropped 55% from 8 to 3.6 per rep since 2014.  Discover how to refocus seller prospecting time on developing quality opportunities. Gartner for Sales | #GartnerSales #CustomerAcquisition #B2B

1

Many sellers and sales leaders believe that relationship building is the best way to sell. However, Gartner research shows the the relationship seller is the lowest performer of the 5 profiles of sellers. The sales rep that is willing to challenge the client is the most likely to be the top performer.

17

1 Comment

Are there shades of "Glengarry Glen Ross" in your sales org? Join Forrester at #ForrB2BSummit to learn a better way to encourage high performance.

1

Best practices don’t last forever; next practices need to be a focus, too. Join Gartner's complimentary webinar on June 17 to explore a futurist approach that challenges D&A assumptions. #GartnerDA #Data #Analytics #Webinar

2

What B2B Buyers Really Want: 7 Stats to Inform Your 2024 Sales Strategy Budget Expectations: 64% of B2B buyers anticipate budget increases in 2024, signaling positive sales opportunities despite a challenging year. Perception of Salespeople: B2B buyers view salespeople favorably, emphasizing positive traits like high integrity over negative stereotypes. Preference for In-person Meetings: Despite virtual trends, 67% of B2B buyers value meeting in person with salespeople before making purchasing decisions, highlighting the ongoing significance of human-to-human connection. Emphasis on Relationships: Buyers exhibit loyalty by continuing to purchase from sellers even after they switch companies, underscoring the enduring importance of strong relationships in B2B sales. Understanding the Buyer's Business: Deep comprehension of the buyer's business needs and industry, timely outreach and post-sale engagement significantly enhance the likelihood of closing deals. Building Trust: Trust is paramount for buyers, achieved through transparent pricing, ongoing post-sale connections focused on success metrics and clear communication. Personalized Outreach: Personalized and relevant outreach resonates with B2B buyers, with 78% stressing the importance of tailored communication over generic spam, emphasizing quality over quantity in sales interactions. https://lnkd.in/gfk6T8zX H/t Paul Petrone from LinkedIn #B2BSales #SalesTips

6

3 Comments

A well-managed pipeline allows reps to forecast accurately, prioritize their efforts, and ultimately, close more sales. However, many sellers struggle with pipeline management, leading to missed opportunities and inaccurate projections.   RAIN Group shares six key areas to focus on to ensure pipelines are working for sellers, not against them.   Learn more on Sales & Marketing Management: https://lnkd.in/d4z9_YPU   #salestip #b2bsales #salesteam #sales

5

Let's get ready for end-of-year giving! We'll be exploring some strategies, based on statistics, to streamline this season, at this month’s virtual Greater Pittsburgh Salesforce Nonprofit User Group meeting. I’m excited to join the speakers Lynda En Tobey Klein and ⛮ Ashley Renee Hampson on this topic. On Friday, October 25th, at 12 PM ET An Overflowing Funnel: Uplevel Your Fundraising. We’ll cover: - Engaging donors at every donor level - Automating your fundraising efforts - Simplifying your receipting process - Optimizing your fundraising funnel for the holiday season—and reaping the rewards for your cause! Learn how to leverage Salesforce and its suite of powerful apps to advance donors through your pipeline more effectively and boost your fundraising success—all while reducing manual work. See below to join us, and if you can’t make it, follow me to stay in the loop for future sessions! #salesforce #fundraising #payments #receipting #taxdeductible #donations #giftacknowledgement

18

5 Comments

Sales team performance starts with strong #onboarding. In this infographic from RAIN Group, get tips and best practices for creating an onboarding program that prepares new hires to sell effectively: https://hubs.li/Q02sWRgb0 #SalesManagement #SalesTraining #SalesEnablement

5