SBI Growth

JUNE 7, 2023

The most successful sales organizations are driven from the top down. And that includes CEOs, especially during critical growth periods.

Revenue 156

Revenue Sales Strategy Marketing 156

Steven Rosen

JUNE 5, 2023

How BOLD Sales Leaders Are Needed in a Changing Economy Welcome to the new era of sales leadership, where the winds of change are blowing stronger than ever. The post-COVID landscape has reshaped the business world, thrusting sales leaders into uncharted territory. The need for BOLD Sales Leaders has never been more apparent, from the widespread adoption of remote work and unprecedented supply chain challenges to surging prices and The Great Resignation.

Sports 156

Sports Construction Sales Leadership Territories 156

The Center for Sales Strategy

JUNE 6, 2023

As we continue to navigate 2023, it becomes crucial for sales professionals and organizations to stay ahead of the curve by embracing emerging trends that can enhance their sales strategies and drive sustainable growth. In this article, we explore five key trends that are revolutionizing the B2B sales landscape, providing valuable insights and practical tips to help you navigate and thrive in this competitive environment.

Trends 110

Trends B2B Competition Account 110

Marc Wayshak

JUNE 7, 2023

Have you ever been in a selling situation where you just felt like your mental game wasn’t there ? Or the prospect pushes back and you don’t know what to say? Or you just get nervous? Mindset is a critical differentiator in sales. After all, you need the right sales mindset to ensure that you’re in the right place mentally before you can use the right sales techniques and tactics.

Call-back 88

Call-back Face-to-face Up-Sell Prospecting 88

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.

Sales Cycle

Hubspot Sales

JUNE 7, 2023

Every step of your sales process is a struggle in its own right, so by the time you reach the negotiation stage, it can feel like you've run a marathon — but you still have a ways to go. Landing on agreeable terms that sufficiently suit your interests is a finicky, often frustrating process that can go south on a dime. Winding up on the wrong side of a slanted deal or losing out on a potential agreement entirely are possibilities in every negotiation — and you need to know how to steer clear of

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Negotiation How To Buyer Face-to-face 113

Understanding the Sales Force

JUNE 8, 2023

Yesterday, Andy Miller and I delivered onboarding training to a group of new partners at Objective Management Group (OMG). Andy reached the slide that said "Lunch" at the end of the day, and I spent most of the morning displaying only slide #2 which could have been covered in 10 minutes. The spontaneous, robust discussion that broke out was not planned, but most importantly, it was not discouraged.

Training 156

Training Groups Objections Sales 156

Mr. Inside Sales

JUNE 8, 2023

Thanks to everyone for the positive feedback on my new upcoming book: The Owner’s Manual to Life: In case you missed that day in school when they handed it out. Several readers wanted a sample, so here is Quote #68 (out of 100): Quote #68 “Seek ways to be of service.” One concept that always changes my interactions with people is when I shift from an attitude of “What’s in it for me?

Face-to-face 208

Face-to-face Gatekeeper Decision Maker Licensing 208

Janek Performance Group

JUNE 7, 2023

“Why didn’t you tell me about this sooner?” the prospect says with slight frustration. You’re perplexed, knowing you diligently followed up with phone calls, emails, and LinkedIn messages for the past six months to secure this appointment. If you’ve ever experienced this bewildering scenario, you’re not alone. Communication breakdowns can leave sales reps scratching their heads, questioning where things went wrong.

Lead Rank 62

Lead Rank Lead Scoring Face-to-face Groups 62

Pipeliner

JUNE 8, 2023

How Empathy and Diversity Can Revolutionize Sales Leadership Sale is a complex field, and when it comes to women in sales leadership , it becomes even more challenging. In this episode of Expert Insight Interview, Kelly and John explore the challenges faced by women in sales, the role of sales leadership, and the traits that female sales leaders bring to the table.

Video 52

Video Sales Leadership Face-to-face Pipeline 52

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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

No More Cold Calling

JUNE 8, 2023

Can you solve your sales problems before they happen? It was a weekly meeting of sales team leaders. Our goal was to identify urgent problems and decide how to fix them. We all had different points of view about lead generation , and conversations often got heated. Everyone was concerned with how the proposed solutions would impact themselves and their teams.

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Case Study Insurance Insurance How To 177

Sales and Marketing Management

JUNE 5, 2023

Everyone's talking about fractional executives. Here's a look at the pros and cons and how to make the most of fractional executive hires. The post How Fractional Executives Meet Revenue Targets During Recessions appeared first on Sales & Marketing Management.

Meeting 156

Meeting Revenue Hiring Marketing 156

Anthony Cole Training

JUNE 8, 2023

I am an admirer of all the brave men and women who serve in the armed forces. Their service and their sacrifice make them the best our nation has to offer. Lately, I have had the extreme honor to meet a few Navy Seals. Those meetings have propelled me to learn as much as I can about how they think and how they build the discipline that is necessary to do what they do.

Meeting 204

Meeting Sales Process Sales 204

Membrain

JUNE 7, 2023

I love to play golf. What’s fun with golf is that it’s a difficult sport, both technically and mentally, and when you’re doing it, you really get into the flow. You can’t be thinking about anything other than your next shot.

Sports 145

Sports Sales Sales Management 145

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Force Management

JUNE 8, 2023

We’ve talked a lot in blogs and other content about the importance of negotiating early and often. Negotiation isn’t an event that happens with procurement at the end of a deal, but a process of establishing and validating the value of your solution throughout the life of a deal. How does that process change in today’s environment, where buyers are hyper-focused on cost and sales teams are struggling with reduced pipeline?

Negotiation 119

Negotiation Margin Buyer Pipeline 119

Sales and Marketing Management

JUNE 8, 2023

Four areas to evolve demand generation and create amazing brand experiences that meet the new B2B buyer across every digital touchpoint. The post Winning Over the New Buyer In a Transformed Landscape appeared first on Sales & Marketing Management.

Buyer 120

Buyer Demand Generation Demand Generation Targets B2B 120

SalesProInsider

JUNE 8, 2023

I object! It’s the climax of many TV courtroom dramas, and it’s often the turning point of the story. It surfaces the truth or redirects the focus to information that is helpful or relevant. Wouldn’t it be nice if during our prospective client conversations, they were also that open with their concerns, perceived challenges, discomfort, or misunderstandings?

Objections 114

Objections How To Conversion Video 114

Membrain

JUNE 4, 2023

In the latest episode of the Art and Science of Complex Sales podcast, Paul Fuller interviews Matt Ferguson , the founder of MDF Coaching & Consulting. Matt shares his personal journey, we explore key takeaways that can empower professionals to excel in their roles.

Coaching 132

Coaching Sales 132

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.

Retail

The Sales Readiness Blog

JUNE 7, 2023

For many sales managers focusing on short-term day-to-day results, it is often challenging to think like a leader and focus on achieving a long-term vision. But that is exactly what a sales manager must do to maximize their team's performance. With the right vision, your team can transcend expectations and reach new heights of sales excellence.

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Maximizer Exact Sales Management Sales 116

Sales and Marketing Management

JUNE 6, 2023

Web store automation automation is no longer only for companies in the B2C market. Many B2B companies are implementing these changes to improve conversion rates. The post 4 Ways To Easily Automate Your Web Store appeared first on Sales & Marketing Management.

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B2C B2B Conversion Marketing 120

The Center for Sales Strategy

JUNE 7, 2023

The future of sales forecasting with AI is set to transform how businesses approach sales strategies. The power of AI will help businesses achieve more accurate, personalized, and timely insights into customer behavior and market trends.

Sales Forecasts 111

Sales Forecasts Forecasting Trends Sales 111

Hubspot Sales

JUNE 9, 2023

If you’re looking to get into sales, not having a college degree can feel like a huge barrier to your career. But what if I told you that a degree isn't always required for a sales job? “Even though disciplines like medical sales may need a degree, there are many other sales jobs that don't require one,” says Doug Brown, CEO of Sales Strategies. In this guide, we’ll explore how you can get into sales without a degree.

Hiring 108

Hiring Salary How To Ideal Customer Profile 108

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.

Cold Calling

Partners in Excellence

JUNE 5, 2023

“Tough times demand tougher selling!” That seems to be a mantra many people discuss about selling in a difficult economy. And tougher selling is, sometimes, interpreted of higher activity levels, more outreaches, higher volumes, more and more frequent touches. Some of it focuses on more aggressive messaging. Some of it focuses on strengthening value propositions, finding ways to increase the value customers might realize through a change effort.

Discount 97

Discount Government Face-to-face Buyer 97

Grant Cardone

JUNE 9, 2023

The biggest mistake small businesses make is that they stay small… Despite the controversy around it, TikTok is currently the fastest way to go viral in the marketplace. BUT HOW DO YOU STAND OUT AS A SMALL BUSINESS AMONG MAJOR BRANDS AND TIKTOK INFLUENCERS? You become one yourself! And I can show you how. But […] The post Go from Small Business to Industry Leader with… TIKTOK appeared first on GCTV.

Small Business 93

Small Business Small Business Industry Influencer 93

The Center for Sales Strategy

JUNE 5, 2023

A great coach can impact the outcome of a game more than any player. This is why we revere great coaches like Belichek, Walsh, and Landry. Their greatness stems from their ability to transfer knowledge beyond themselves by inspiring their players to become more than the sum of their parts! As the sales leader in your organization, you are the coach of a high-performance sports team.

Coaching 106

Coaching Sales Coaching Sports Sales 106

Hubspot Sales

JUNE 8, 2023

AI email assistants are here to help you manage your emails and drastically reduce time spent in the inbox. Can I get a hallelujah? Emails are essential in business, but we can all agree that email management is a time suck. Plus, with 347.3 billion emails sent daily , it’s fair to say that not all are important. Emails take up a lot of unnecessary time.

Tools 101

Tools Scale Hubspot Ideal Customer Profile 101

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?

Marketing

Partners in Excellence

JUNE 6, 2023

The brilliant Matt Heinz provoked me with his post about productivity. As I often do, I went to the dictionary. Some of what I found: When we talk about workplace productivity, we are referring largely to how much work is accomplished in a particular work environment, over a particular period of time. When a business is fully operational and functioning at capacity, productivity should, in theory, be maximized.

Call-back 93

Call-back Maximizer Relationals Influencer 93

Mindtickle

JUNE 5, 2023

Episode summary ChowNow was looking to elevate and grow its sales training program using Mindtickle. Cole Lindbergh, Sales Enablement Manager, Revenue Operations at ChowNow , talks about his experience with Mindtickle. While they were already using Mindtickle’s revenue productivity platform for its sales training, they’re now starting to use the Readiness Index to build an overall curriculum that goes beyond asking sellers to watch videos and take a quiz.

Sales Enablement 96

Sales Enablement Video Case Study Training 96

The Center for Sales Strategy

JUNE 8, 2023

Scenario: A team member comes to you, excited because a former coworker, a Top Performer, has just let them know that they are looking for a new position. They are perfect for an opening on your team! You become excited because that opening has been hard to fill. Finding quality candidates has been hard and the competitive job market brutal. So you can’t wait to hire this person.

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Hiring Sales Talent Competition Positioning 99