Sales and Marketing Management
JANUARY 10, 2023
As sales teams continue to revisit tried and true sales processes and tactics, here are a few pointers to consider when thinking about sales in a hybrid environment. The post How to Sell in a Hybrid Environment appeared first on Sales & Marketing Management.
Membrain
JANUARY 11, 2023
Sales automation is often touted as a route to greater sales efficiency. Companies like Salesforce and hundreds of smaller point solutions promise to save your salespeople time, if you only spend more money and increase the complexity of your sales stack with their automation tools.
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RAIN Group
JANUARY 11, 2023
Remember back in pre-pandemic days when sales teams conducted lavish SKOs in person, perhaps with an option to dial in? Things are a bit different today. Some organizations are returning to in-person sales kickoffs, some are holding exclusively virtual events, and others turning to some form of hybrid event. Either way, the same challenge remains: How can you deliver an engaging SKO that spurs reps on into the new fiscal year?
Mr. Inside Sales
JANUARY 7, 2023
Want to make 2023 your best year ever? I guarantee that if you just take time to follow the four steps below, you’ll make more money this year than you ever have. Guaranteed. Step One: Take time to carefully script out word-for-word rebuttals to the common objections you get repeatedly. You know you should do this, but have you? If not, do it this week!
Advertiser: ZoomInfo
Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.
SBI Growth
JANUARY 11, 2023
Companies committed to unforgettable growth have a higher probability of success with a centralized office to manage workstreams and track essential KPIs relative to transformation initiatives. In SBI's hundreds of engagements, we have found that executives don't have the time to focus solely on the growth plan. That doesn't mean they are not actively working toward plan; on the contrary.
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The Center for Sales Strategy
JANUARY 11, 2023
Trust is fundamental in any highly engaged, high-performing team. Without trust and integrity, people question why they want to work for a company or manager who doesn’t have convictions. When asked, highly engaged employees describe their companies and leaders as “authentic” or “genuine.”. Building trust takes time. Whether in person or virtually, it can take months or years to build a solid base of trust, but it takes just minutes to lose it.
Selling Energy
JANUARY 11, 2023
As we discussed in yesterday’s blog , too many of your prospects are fascinated with Simple Payback Period, and it makes NO sense to focus on that metric in situations where you’re comparing mutually exclusive solutions (i.e., situations where your prospect has two or more solutions to pick from, but at the end of the day can pick only one).
BrainShark
JANUARY 11, 2023
By Beverlie Heyman, Bigtincan/Brainshark Director of Sales Enablement and WiSE Chapter Lead/Enablement Strategist/Coach. Who do you trust more — your boss or your colleague? Your mom or your sister? Your friend who’s the top student in the class or the teacher? People tend to be more receptive to advice from their peers than from authority figures or those outside of their direct circles.
Janek Performance Group
JANUARY 10, 2023
All sales organizations want to sell more products. This will be as true in the future as it was in the past. Of course, one way is to hire more sales reps. But with the time and cost of recruiting, onboarding, and training new reps, this can be prohibitive. Another way is through channel sales or third-party partners. While direct selling has its advantages, it’s not always enough for today’s changing markets.
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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
JANUARY 9, 2023
By understanding their customer's journey and their needs, sales teams can better target their customers and optimize the sales process. The post 10 Ways to Use Buyer Intent Data for B2B Sales Teams appeared first on Sales & Marketing Management.
Anthony Cole Training
JANUARY 13, 2023
Today I will cover one of the ways we at Anthony Cole Training Group, LLC coach sales managers to help them coach their salespeople to have more and better initial sales calls: Your USA! USA is the terminology we use at Anthony Cole Training Group as part of our Effective Selling System (ESS). It stands for unique sales approach.
Understanding the Sales Force
JANUARY 9, 2023
My Chrome home page often displays articles that Google thinks I might be interested in. Red Sox, Patriots, politics, software applications, gadgets, and for the first time, sales assessments! I thought, "Is this for real?". The first article was the 7 Best Personality Assessments for Your Sales Team. Regular readers already know that personality assessments are not predictive of sales success because they measure personality traits, not sales core competencies.
Zoominfo
JANUARY 12, 2023
Countries around the globe are implementing stricter regulations and larger fines in order to protect the rights of the individuals whose data is being collected. As a data privacy specialist in the UK, I often hear this question from customers and prospects: “How do we remain compliant as we expand into new regions?” It can be difficult to sift through privacy regulations and know which aspects are most relevant to your business.
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In this guide, discover 8 use cases for how a customer data platform can tackle common challenges faced by marketing, commerce, service, and sales teams. With helpful diagrams and simple explanations in each use case, see how Salesforce’s CDP, Data Cloud for Marketing, powers personalized, real-time experiences across marketing, with capabilities that include: Optimizing ad spend Powering dynamic website content Increasing upselling and cross-selling Resolving service cases with marketing data B
Sales and Marketing Management
JANUARY 11, 2023
By providing ongoing training opportunities to your employees, you’ll positively impact their morale and productivity, which benefits everyone. Here’s how to create a meaningful training program that achieves actual results. The post Employees Crave Development appeared first on Sales & Marketing Management.
Membrain
JANUARY 8, 2023
In my last article , I shared Gartner’s findings about the current war for talent. In this article - first published in the International Journal of Sales Transformation - I want to explore more of the implications.
Allego
JANUARY 10, 2023
Yuchun Lee and Mark Magnacca—long-time entrepreneurs with successful careers in different industries—launched Allego in 2013 to transform how people learn and succeed at work. In the process, they redefined sales enablement and disrupted an entire market. The founding team realized that traditional sales training was broken. It relied on one-size-fits-all material in marathon sessions that were soon obsolete and forgotten.
Hubspot Sales
JANUARY 11, 2023
When it comes to events, many small business owners and sales reps struggle with the same challenge: Getting prospects and customers to attend. Yet, in-person or virtual event participation is often a critical component of networking, building relationships, and offering value to prospects ahead of a sale. Now, imagine a world in which you can offer all interested participants a ride to your latest store opening or conference, and only pay for the ride if they actually attend.
Speaker: Andrew Regan, Managing Partner at BlueSeed Retail Ltd.
Did you know that 70% of new retail technology fails to deliver expected benefits and can often decrease customer value, service, and experience? With that in mind, how can we empower our store associates to leverage new technology to optimize the customer experience and boost productivity? This exclusive webinar with Andrew Regan will dive into strategies to empower retail associates for success with new technology.
Sales and Marketing Management
JANUARY 12, 2023
Good customer experience starts with good employee experience. When employees aren’t happy at work, their interactions with customers suffer as a result, which can have detrimental repercussions for a business and its reputation. The post Happy Employees, Happy Customers appeared first on Sales & Marketing Management.
Grant Cardone
JANUARY 10, 2023
Many people look up to me and Grant as a power couple. This is a huge responsibility and a lot of work — trying to align our strong personalities with millions of eyes on us as well… Needless to say, coming to an agreement can be tough sometimes… Nonetheless, we always do. And, as a […] The post Our Top 5 Decision-Making Strategies for Couples appeared first on GCTV.
The Center for Sales Strategy
JANUARY 9, 2023
In the past year, recruitment has been an issue that has been part of every client call I have. It seems the biggest challenge is where to find the best people and how to attract them to leave their current position and join your team. Here are some recruiting challenges I consistently face and some tips to overcome them.
Hubspot Sales
JANUARY 12, 2023
So you have a brand-new business idea and you’re considering venturing out on your own. Before you take the leap, it’s time to take a careful look at entrepreneurship versus employment. Then, you can decide which path works best for you. This guide is designed to share the pros and cons of both lifestyles. From there, you can make the critical decision between entrepreneurship and standard employment.
Advertiser: ZoomInfo
Even in today’s data-driven sales world, cold calling remains a fact of life for many go-to-market professionals. Fortunately, today’s sales leaders have a crucial advantage over their predecessors: market intelligence and outreach platforms that can warm up virtually any introduction.
Allego
JANUARY 12, 2023
It’s a tale as old as time. Marketing creates content. Sales ignores the content. Sales reps create their own content, which is slightly incorrect or off message. Sales is annoyed, while marketing is frustrated—maybe even a little sad. Leaders from both sides say this must stop. “Everyone get on the same page on this,” they say. The two sides try collaborating, but the problem persists.
SocialSellinator
JANUARY 7, 2023
Table of Contents. 1. Measuring the metrics that affect your bottom line. 2. How much should I expect to pay for Google Analytics consulting? 3. What else is included in a Google Analytics consulting package? 4. Google Analytics Consulting Plans 5. Google Analytics Consulting Services 6. Google Analytics Consulting Services From Social Sellinator 7.
Partners in Excellence
JANUARY 9, 2023
Sometimes, I think we think about value too restrictively. . Historically, we tended to focus value as something we did exclusively “for” customers. As sellers we know that value creation and realization are critical in engaging our customers. In recent years, we’ve started looking at value creation more broadly. We’ve started looking at it as a collaborative process, working with our customers.
Hubspot Sales
JANUARY 9, 2023
How many times have you had this exchange with prospects? You say, “Hey there, how are you?” They respond, “I’m good, thanks. And you?" You say, “I’m good too, thanks for asking.”. Zzzzzzz. There’s nothing wrong with kicking off a conversation by asking how someone is doing, but it definitely won’t lead to any memorable dialogue. When you’ve only got a couple minutes to build rapport with someone, you don’t want to waste time on conversational fluff.
Speaker: Lynnette Khalfani-Cox, The Money Coach®
Niche markets represent a huge opportunity for the financial services industry in America. From college students and women to communities of color and low-to-moderate-income households, niche populations have specialized financial needs – but they often underutilize many valuable financial products and services. How can you better connect with these consumers?
The Center for Sales Strategy
JANUARY 10, 2023
When you’re doing it right, recruiting the best candidates for your open salesperson positions can take weeks or even months. That’s not even factoring in the costs of not having someone close new business while the position is vacant, the money lost during onboarding, and the risk of losing the new hire if they or your team determine they’re not the best fit for the job.
SocialSellinator
JANUARY 9, 2023
Introduction. Are you looking for a social media marketing agency to help your business grow and succeed in the digital world? Finding the right agency can be a daunting task, especially with so many options available. It's essential to do your research and find an agency that aligns with your business goals and can deliver results.
Partners in Excellence
JANUARY 11, 2023
There’s a lot of excitement from sellers about the power of AI tools like ChatGPT, we can inflict infinite amounts of content on unsuspecting prospects. We can meet and exceed Gartner’s projection of 66 touches per meeting with all sorts of sequences that can be generated in a few minutes. Sellers of all types are foaming at the mouth about how we leverage this tool to expand our outreach.
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