Hubspot Sales
DECEMBER 12, 2023
We expect the sales game to change every year, but 2023 has stood out as a uniquely transformative one. There's AI — obviously — and all the ways it's changing how we sell. But salespeople also had to work against a backdrop of economic uncertainty, which will likely carry into 2024. On top of that, shifts in buyer expectations continue to redefine our strategies year after year.
Anthony Cole Training
DECEMBER 14, 2023
Achieving commitment towards sales goals and success is crucial for cultivating a successful sales team. It requires a concentrated effort and the growth of each team member. Dave Kurlan, the founder of Objective Management Group , defines commitment to sales success as “T he willingness to do whatever is required to succeed in sales, at reaching quota, achieving goals and closing a particular deal or account- whatever it takes (ethically).
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SBI Growth
DECEMBER 14, 2023
To any sales professional, maintaining the fine line between persistence and pushiness can often be challenging, especially as the year-end approaches and the pressure to close deals mounts. But we’ve all been on the receiving end of an overly aggressive salesperson, and you know how it feels—the more they push, the more you don’t want it. Nobody enjoys being pressured into making a purchase, and doing so may undermine your influence and negotiation leverage as a salesperson.
Revegy
DECEMBER 12, 2023
Navigating the intricate landscape of sales forecasting can often feel like solving a complex puzzle, especially for savvy business professionals. This challenge is highlighted by a striking statistic from the CSO Insights 2017 World Class Sales Practices Study: only 40% of respondents stated that their ability to close deals as forecasted either met or exceeded expectations. […] The post Maximizing Sales Forecasting Accuracy: Innovative Strategies for 2024 and Beyond appeared first on Rev
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Unlock growth through customer-centric campaigns that deeply understand buyer journeys from awareness to post-purchase. This eBook shows how aligning marketing, sales, and customer service via an "outside-in" approach resonates with audiences, fosters trust, and drives loyalty - outperforming "inside-out" product-focused tactics. Gain a competitive edge through customer insights!
Sales and Marketing Management
DECEMBER 12, 2023
The rapid adoption of AI is quickening the pace necessary to retrain workers across all departments. Whose job is it and how is it best tackled? The post Workforce Training for the AI Era appeared first on Sales & Marketing Management.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Hubspot Sales
DECEMBER 13, 2023
When I think about different types of sales calls, some of the first terms that come to mind are terms like warm calling or cold calling. These are important to understand of course, but salespeople aren't always going to call just to pitch to a potential customer — the job encompasses so much more. Sales professionals not only convert prospects into buyers, they hold the power to negotiate, upsell, and even problem-solve after the initial purchase is made.
BuzzBoard
DECEMBER 13, 2023
We have already discussed in our last post how managing a large sales team creates hurdles at tracking performance, analyzing sales data, providing personalized coaching, etc. and how innovations in AI are arriving at the perfect time to provide sales leaders with smart solutions for handling the increasing complexities that come with scale. In this landscape, where each interaction, each decision, and each moment holds the potential to tip the scales towards success, leaders are constantly seek
Sales Gravy
DECEMBER 13, 2023
On this episode of the Sales Gravy Podcast, LinkedIn Guru Brynne Tillman shares her best tips and secrets for how to Sell More with LinkedIn. On this episode of the Sales Gravy Podcast, LinkedIn Guru Brynne Tillman shares her best tips and secrets for how to Sell More with LinkedIn.
The Spiff Blog
DECEMBER 14, 2023
The economic ups and downs of the past several years have radically changed the way businesses spend their money. With cost-efficiency top of mind, many buying committees have now expanded to include the ultimate decision-maker, the CFO. In other words, knowing how to sell to the CFO is essential if you want to hit your sales quota. But, you’re probably wondering: do you treat the CFO like any other decision-maker?
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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.
Sales and Marketing Management
DECEMBER 11, 2023
Sales teams have long viewed the legal department as an impediment to quickly closing deals, but the legal team is actually a valuable asset in accelerating deal velocity. The post Contract Playbooks: The Key to Accelerating Sales Velocity appeared first on Sales & Marketing Management.
Mr. Inside Sales
DECEMBER 9, 2023
Do you remember Dicken’s book, A Christmas Carol ? While reading this this December, it reminded me of an encounter I had that was a chilling reminder of the bad “Ghost of Christmas Future” I narrowly avoided all those years ago. Here’s what happened: I was on my way to consult with a new client one day when I stopped at Starbucks for a cup of coffee.
Understanding the Sales Force
DECEMBER 11, 2023
Welcome to my annual list of the best sales and sales leadership content of 2023. This year’s list has thirteen entries, including articles, videos, and LinkedIn posts. There are several categories including Most Read, Most Liked, Most Engagement, Best Quality and Personal Favorite. Ready? 2023 saw more content than ever before and that certainly includes the sales space.
SBI Growth
DECEMBER 14, 2023
With a more optimistic 2024 ahead, most CEOs are ready to actively pursue growth, including a shift toward higher expenses and more investments in mergers and acquisitions (M&A). However, shaky confidence in their Go-to-Market (GTM) leadership teams may pose new challenges for CEOs, demanding companies remain focused on their growth objectives despite transitional disruptions.
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 and Marketing Management
DECEMBER 12, 2023
Traditionally driven by human intuition and relationship building, the sales landscape is now augmented by algorithms and machine learning models that promise to support and reform our approach to sales. The post AI and the Art of the Deal appeared first on Sales & Marketing Management.
Force Management
DECEMBER 14, 2023
A channel program is an effective way to increase your capacity and expand market share, helping you reach your growth goals faster. When executed well, your channel program will decrease the cost of a sale, improve reach into new markets, and grow overall seller capacity without increasing internal headcount. However, backing your program with the right resources will be critical to its success.
Nutshell
DECEMBER 11, 2023
Keeping your company’s contact information up-to-date and workflows synced across your tech stack is critical for success. That’s why we’re excited to introduce AppConnect , our new add-on to help your business connect your CRM data with the apps you already use and get more out of Nutshell. Nutshell already provides a library of native integrations and thousands more middleware integrations through Zapier.
Partners in Excellence
DECEMBER 13, 2023
Recently, just to try something different, I signed up for a cooking class. The family is getting together for the Holidays, I knew we would be spending a lot of time cooking. Usually, my task is to supply the wine and wash the dishes. I wanted to contribute to preparing the meal, so I decided to take a cooking class. There was a group of about 10 of us, with varying degrees of experience.
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
Sales and Marketing Management
DECEMBER 12, 2023
A conversation with Gartner Analyst Adnan Zijadic on how artificial intelligence has already changed B2B sales and will continue to. The post How Generative AI Will Revolutionize B2B Sales appeared first on Sales & Marketing Management.
Alice Heiman
DECEMBER 12, 2023
Have you ever wondered why, despite having amazing products, customers still struggle to understand your company’s value? April Dunford, an authority on product positioning, discusses the critical role of positioning in sales and marketing. Known for her first book “Obviously Awesome” and her expertise in positioning, April shares her insights on why companies often struggle with positioning their products.
One of a Kind Sales
DECEMBER 12, 2023
At a recent Sandler Training Session, I was inspired by a Sandler trainer, Emily Yepes, who spoke about the challenges of prospecting. In this competitive environment, we all need to “up our game” to reach the prospects we believe we can help.
Partners in Excellence
DECEMBER 14, 2023
It’s interesting to see continued predictions of the death of selling. There are all sorts of variations. Some focus on PLG types of approaches, where the product sells itself–at least until one wants to scale that to the enterprise level. Others see the preference of buyers for rep-free buying experiences and digital buying processes as evidence that selling is no longer necessary.
Advertiser: ZoomInfo
Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr
Sales and Marketing Management
DECEMBER 12, 2023
HR professionals, managers and anyone else who has a hand in hiring must proactively plan for rapidly changing skill set requirements driven by AI adoption, starting with adjusting job descriptions. The post AI Is Forcing Shifts In Hiring Strategies appeared first on Sales & Marketing Management.
The Center for Sales Strategy
DECEMBER 11, 2023
Being a great coach and developer of people is a natural talent, and those gifted with these abilities can take people far. Seeing how things CAN happen or improve motivates others to feel the same, especially in the event of a failure. We all make mistakes and have disappointments; it's what we do with that lesson that makes a difference. There are a few things that the best coaches do when failure occurs on their team that may also help you find success.
Pipeliner
DECEMBER 13, 2023
In the dynamic and ever-evolving world of business, success hinges on the ability to lead with unwavering determination. This unwavering mental fortitude and an unwavering commitment to personal growth. Drawing inspiration from the world of professional sports. Alex Fichera’s groundbreaking book, “The Business Athlete,” delves into the transformative power of adopting a business athlete mindset.
Partners in Excellence
DECEMBER 15, 2023
We often gauge the quality of our conversations by the responses we get in those conversations. I have learned to gauge the quality of the conversation, the quality of engagement by the questions the people are asking. If there are no/few questions, there is very little engagement. If the majority of the questions are closed ended, the engagement isn’t much better.
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Sales teams often lose precious time hunting for updated sales materials, while marketing struggles to keep these assets accessible and current. It's not just about managing; it's about seamlessly finding, presenting, and sharing critical sales content. All of this takes place within an intuitive, unified platform. Dive into Showell's groundbreaking content management realm.
Sales and Marketing Management
DECEMBER 12, 2023
Using AI for sales efficiency gives your sales team a toolbox of resources available to understand a specific market and get to know the patterns, trends and behaviors of their target audience. The post Riches in Niches: How to Use AI for Sales Insights appeared first on Sales & Marketing Management.
Hubspot Sales
DECEMBER 11, 2023
In the past, onboarding involved sitting in a room and listening to your manager explain the role. Perhaps you’d take coffee breaks and grab lunch, but you almost always had to be on-site. However, since the COVID-19 pandemic, the world has changed. Virtual training has often become the default. There have been many benefits to this change — there are no geographic restrictions for who you hire and no need to pay for travel.
SocialSellinator
DECEMBER 15, 2023
Discover the top Charlotte digital agencies to boost your business. Get expert insights into the best local marketing solutions. Click for growth strategies!
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