Understanding the Sales Force

OCTOBER 30, 2023

Team Photo of the American League Champion 1967 Boston Red Sox I frequently write about taking a consultative approach, where listening and asking questions are the keys for successful sales presentations. I’m not referring to the presentation step of the sales process, as much as I am using “sales presentations” as a replacement term for “sales calls.” While watching game 2 of the 2023 World Series, it occurred to me that while I still remember and can name every

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Sales Follow-up Groups Prospecting 344

Mr. Inside Sales

OCTOBER 30, 2023

Happy Halloween, everyone! If you want more “treats” than “tricks” when dealing with prospects, then be bold and call back sooner than you are now. I don’t know why sales reps always default to: “I’ll call you again in a month…” Or 60 days or 90 days, etc, but why would you want to miss all the sales this prospect will place in the meantime? The smart thing to do is to get a specific idea of when your prospects buy and even ask them when their buying schedule is.

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Call-back Face-to-face Follow-up Gatekeeper 239

SBI Growth

OCTOBER 31, 2023

As sales cycles lengthen and new logo acquisitions become more challenging, more organizations are now shifting back to their existing customer base for revenue growth. SBI surveys show that nearly 70% of CEOs see customer marketing as crucial to their 2023 revenue targets, with higher conversion rates and lower costs being just a few of the potential benefits.

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Customer Survey Sales Cycle Revenue 177

SBI Growth

NOVEMBER 2, 2023

If there’s one market trend that’s been stressed repeatedly in more recent SBI research findings, it’s that many CEOs have been noticing a dip in commercial productivity, with sales cycles getting gradually longer. This poses a difficult challenge to CEOs: How do we do more with less? How can we continue to grow the business without investing in that growth?

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Sales Cycle Trends Research Sales 177

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Sales and Marketing Management

OCTOBER 31, 2023

When it comes to choosing the skills that are most important to develop and improve at an SKO and throughout the year, who better to listen to than your customers? The post Why Customer Insights Are a Must for Your SKO appeared first on Sales & Marketing Management.

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Customer Marketing Report Sales 156

Hubspot Sales

OCTOBER 31, 2023

AI’s footprint in the business world has been steadily increasing year over year. Gartner predicts that, by 2026 , one in ten interactions originally handled by human agents will be automated through tech. One of the areas where AI is already gaining traction is cold calling. In this article, we'll explore AI cold calling and how it helps sales departments boost their efficiency.

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Cold Calling Benefit Ideal Customer Profile Sales Qualified Lead 106

Janek Performance Group

OCTOBER 31, 2023

In sales and sports, the difference between victory and defeat often depends on leadership. The strategic vision, the belief in the process, and coaching excellence set exceptional leaders apart. Imagine a leader who turned around a struggling sales team’s performance and increased results by 300 percent. Enter Deion Sanders, the force behind the resurgence of Colorado’s football program.

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Hiring Sports Coaching Film 62

Sales and Marketing Management

OCTOBER 31, 2023

Here's what we heard from several people who plan their own sales kickoffs on what aspects they feel are most important. The post What Others Are Saying About Sales Kickoffs appeared first on Sales & Marketing Management.

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Sales Marketing Report 120

Highspot

OCTOBER 30, 2023

In this article, we help you navigate the intricacies of sales performance metrics, guiding you on which ones are pivotal and how best to measure them. What Is Sales Performance? Sales Performance vs. Sales Metrics Why Analyze Your Sales Performance? Tips for Measuring Sales Performance Types of Sales Performance Metrics Challenges in Measuring Sales Performance Improve Sales Team Performance With Highspot’s Powerful Platform What Is Sales Performance?

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Lead Rank Lead Scoring Churn Top of Funnel 59

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A dramatic shift has occurred in the B2B landscape. Buying has transformed radically in the last half-decade, causing growth rates to plummet, customer acquisition costs to skyrocket, and churn rates to surge. For SaaS companies relying on traditional sales strategies to grow revenue, these trends will only become worse, as they now falter in the face of modern purchasing paradigms.

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Anthony Cole Training

NOVEMBER 3, 2023

We know that salespeople reporting to a manager with strong coaching skills tend to have 28% more close-able late-stage opportunities. This is from the deep data warehouse of Objective Management Group, our partner and the pioneer of the sales assessment. Unfortunately, we also know that less than 10% of sales managers are considered highly effective at this critical role of coaching.

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Coaching Report Groups Objections 177

Partners in Excellence

OCTOBER 31, 2023

This morning, as a drank my morning coffee, I went through my email and social feeds. You can guess what I encountered. At first I chuckled, I thought, “These people have a great sense of humor and irony! Who could imagine such really awful prospecting. They must be playing with Halloween and “Trick or Treat.” In the spirit of the Holiday, I responded to a few.

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Insurance Insurance LinkedIn Intent 136

Sales and Marketing Management

NOVEMBER 1, 2023

Despite its immense potential, AI adoption in marketing is hampered by several critical factors. Overcoming the FOMO mindset and addressing the barriers of understanding, privacy, and integration are critical steps in unlocking AI’s full potential. The post Beyond the AI Mirage: How Marketers Can Turn Potential into Performance appeared first on Sales & Marketing Management.

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Marketing Sales 285

The Center for Sales Strategy

NOVEMBER 1, 2023

Have you ever hired someone who seemed perfect on paper, but ended up being a terrible fit for your team? What about someone who blew you away during the interview process, but then turned out to be a totally different person once you brought them on board? If we each had a crystal ball to gaze into, the hiring process would be so much easier. Instead, hiring the wrong person is oftentimes a tough learning experience.

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Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker

Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships. While many B2B organizations continue to struggle with aligning their marketing and sales teams, they can take practical steps to unify both teams and simplify their overall approach.

Sales

Force Management

NOVEMBER 2, 2023

This month, our Revenue Builders guests shared some valuable breakdowns of key leadership skills. From hiring to reporting and developing innovative and effective processes — these guests have definitely been there, done that in the sales world, and we're proud to bring you their stories. These podcasts include insights from leaders of some of the top startups and tech companies of the past decade: Hubspot, Snowflake, MongoDB and more.

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Hiring Hubspot Report Revenue 120

Partners in Excellence

NOVEMBER 3, 2023

One of my favorite things to do on Friday mornings is to listen to Matt Heinz and Brent Adamson’s “Coffee with Brent/Matt.” If you aren’t watching it, you should. It’s huge fun–and every once in a while they get onto some really interesting issues. Brent made a comment, “There’s room for humanity in business… ” It struck me oddly, my initial reaction was, “Well duhhhh!

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Study Exercises Groups Tools 116

Sales and Marketing Management

OCTOBER 30, 2023

The key to gaining referrals rests almost entirely on creating Trusted Relationships with key centers of influence, as well as with current clients. NetWeaving will accomplish this faster and more effectively than any other strategy. The post The Concept of NetWeavng Is About to Explode appeared first on Sales & Marketing Management.

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Referrals Influencer Strategy Marketing 156

Nimble - Sales

NOVEMBER 1, 2023

In today’s competitive digital world, we’re all striving to make our mark on social media. Whether you’re a business or an individual, a strong and engaging social media presence is vital. But, how can you do this successfully? It all starts with having a smart, strategic plan in place, and that is where social content […] The post Why Should You Use a Social Media Content Calendar Template?

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Social Media Media Competition Social Selling 116

Speaker: Jay Black, Senior Account Executive

Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an

Retail

Pipeliner

NOVEMBER 2, 2023

Promoting the Best Salesperson: A Recipe for Disaster Have you ever witnessed the scenario where the best salesperson in your team. It’s swiftly promoted to a sales leader without proper training, only to struggle in their new role? It’s a situation that plays out in businesses all too often. Consequences can be detrimental to both the individual and the organization.

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Sales Leadership Hiring How To Promotion 111

Partners in Excellence

NOVEMBER 2, 2023

I spend a lot of time with sales managers, at all levels. Too often, I hear the lament, “I don’t have the time to coach!” I ask to look at their calendars. As you might expect, the calendars are packed with meeting after meeting–on all sorts of things. Endless forecast and pipeline discussions–usually between managers and not with people.

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Coaching Lead Rank Pipeline Data 111

Sales and Marketing Management

OCTOBER 31, 2023

Jim Rich, Area General Manager North America for Board International, shares strategies that can help your organization improve territory planning and empower your salespeople with a fair shot at success. The post Strategies for Smarter Territory Planning in 2024 appeared first on Sales & Marketing Management.

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Territories Strategy Marketing Report 120

Grant Cardone

OCTOBER 31, 2023

Most entrepreneurs believe that marketing mistakes are spending or promoting too much. Not only is that backward, it’s not the only way you’re messing up. With that in mind, let’s go over everything that’s killing you in the marketplace — while also making you a master marketer… The DEADLIEST Marketing Mistakes For some reason, business […] The post Avoid These LETHAL Marketing Mistakes appeared first on GCTV.

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Marketing Promotion 93

Advertiser: ZoomInfo

Sales outreach is an art and a science. The art is what you bring to the table—your flair for conversation, your work ethic, your dedication. We bring the science—proven tactics, strategies, and methods that really work. In this eBook, we’ll cover: How you should respond to inbound leads Tactics for engaging outbound leads (cold calls, email automation, and gifts) The key to keeping a prospective account alive for the long haul Buckle up!

Cold Calling

Pipeliner

OCTOBER 28, 2023

From Podcast to Million-Dollar Success John Golden, your host from Sales POP! Online Sales Magazine and Pipeline CRM. Today, I’m thrilled to introduce you to my guest, Dr. Darnyelle Harmon, the CEO of Incredible One Enterprises and the author of the upcoming book, “Move to Millions: The Proven Framework to Become a $1 Million CEO with Grace and Ease Instead of Hustle and Grind.” The Incredible Journey of Dr.

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Video Small Business Small Business Enterprise 111

The Sales Readiness Blog

OCTOBER 30, 2023

SRG had the privilege to witness the evolution of sales enablement at the SES Experience 2023. Marking our fifth year at the event, this edition was truly distinctive. Here are some highlights and a sneak peek into the paradigm shifts in the sales enablement arena as we move into 2024.

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Sales Enablement Sales Sales Coaching Coaching 98

Sales and Marketing Management

OCTOBER 31, 2023

Taken from "The Complete Guide to Sales Kickoffs" published by Brightspot, this list of benefits can help you assess your own SKO efforts and plan for the future. The post Top 10 Benefits Of Hosting A Sko appeared first on Sales & Marketing Management.

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Benefit Marketing Report Sales 120

BuzzBoard

OCTOBER 31, 2023

Sales operations have reached a pivotal crossroad in this age of technological marvels. The impact of generative AI is nothing short of revolutionary, ushering in a new era of efficiency, personalization, and data-driven decision-making. With this incredible innovation at your disposal, you can expect your sales team to soar to new heights, your customers to be engaged like never before, and your bottom line to reflect the change.

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Sales Operations SalesForce Forecasting Analysis 97

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Sales

Sales Hacker

OCTOBER 31, 2023

Sophie Buonassisi is the Vice President of Marketing at GTMfund, overseeing GTMnow – the media arm of the GTMfund brand – and the internal community. She’s passionate about empowering go-to-market leaders and founders with access to insight through GTMnow’s channels, like this podcast, the newsletter, and more. Before joining the GTMfund team, she built and scaled GTM at a predictive conversion optimization company.

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Competition Scale Marketing Intent Data 95

Membrain

NOVEMBER 1, 2023

Sales coaching is a critical function of a sales team, yet it’s often treated like an afterthought. Coaches are expected to act like they were born knowing how to coach (which they were not). And, they’re expected to do so within an environment that is constantly changing and often largely remote.

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Coaching Sales Coaching ACT Sales 89

Sales and Marketing Management

OCTOBER 31, 2023

Daniela Ortiz, Global Chief Marketing Officer at Hy Cite, explores the key elements of a strategic sales plan and why it's essential to direct sales. The post A Goal Without a Plan Is Just a Wish appeared first on Sales & Marketing Management.

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Marketing Report Sales 120