How to Prevent Turnover on Your Sales Team
Sales and Marketing Management
MAY 3, 2019
No More Cold Calling
MAY 2, 2019
Hiding behind technology doesn’t drive sales—THIS WILL. Next week is National Small Business Week in the United States. For more than 50 years, the U.S. president has issued a proclamation that dedicates the first full week in May to celebrating America’s entrepreneurs and small business owners. There’s plenty to celebrate. More than half of Americans either own or work for a small business, and those companies create about two out of every three new jobs in the U.S. each year, according to the
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SBI
APRIL 30, 2019
How to Stop Fighting the Monster of Sales Technology Complexity. Here’s the scenario. You’re on a ship in a vast sea. Somewhere out there on the horizon is a land of opportunity, solid ground on which to build a beautiful, sun-soaked empire–if you can get to it. But right now, you’re tossed by the waves of the ocean and, while struggling to keep your feet from being washed out from under you, you’re battling a giant, many-headed sea monster.
Understanding the Sales Force
MAY 3, 2019
I coach a lot of sales managers and sales leaders and when I ask them what they want help with today, it's rarely a big opportunity, it's seldom coaching best practices, it's hardly ever targeted metrics for their team, and it's almost unheard of for them to request that I help them improve as sales managers, Oh no. They almost always want help with their biggest problem child.
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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!
The Pipeline
APRIL 30, 2019
By Tibor Shanto. The expression ‘Cold Call’ brings an immediate visceral reaction from people, when it shouldn’t. Most picture opening the yellow pages, picking a business at random, dialling and barking “Wanna buy, wanna buy, wanna buy?” on the other hand, a cold call by another name is just direct contact. When I say cold calling, I specifically refer to calling someone when that call is not previously scheduled.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
SBI Growth
MAY 2, 2019
Messaging Pipelines. When I was younger, I would often play “The Telephone Game” with my friends. You whisper a phrase to one person, who whispers it to another, and so on until the last person in the line repeats the message.
Sales and Marketing Management
APRIL 28, 2019
Author: Hope Horner Sending email after email to leads just doesn’t work like it used to. Especially now, when new sales-related tech seems to crop up weekly: data management systems, sales forecasting, customer relationship management software, and automated email marketing platforms. But even with these advanced solutions, we’re forgetting one key aspect of sales: the human connection.
Connect2Sell
MAY 1, 2019
Why is there so much confusion about what effective sales management looks like?
Score More Sales
MAY 3, 2019
We know of eleven factors that historically have shortened sales cycles, based on research done by Objective Management Group.
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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.
SBI Growth
APRIL 29, 2019
According to SBI research, HR leaders and their teams spend 8x more time creating, implementing, and administering onboarding programs compared to offboarding programs. Onboarding programs are no doubt essential to an employee’s ramp time and continued success at the company.
The Sales Hunter
APRIL 28, 2019
Your customers will never accept what you have to offer unless you are confident in what you’re selling. The first thing you are selling is not the product or service but actually yourself. Have confidence and work with integrity. Together, working with your customers, you will be able to achieve what they didn’t think was possible. It starts with you believing in you.
Anthony Cole Training
MAY 2, 2019
Disconnect in the business world is pretty common. But, that doesn't mean it should be. Specifically in sales, your job as a leader is to create a model that benefits both the company and the salespeople that work there. So, how do you do this? This article will provide you with a list of questions to ask yourself, and your producers, when your sales team is underperforming and improvements need to be made.
Mr. Inside Sales
MAY 1, 2019
Want to get your team excited about selling again? Would you like to be motivated to pick up the phone instead of sending yet another email? Do you want to be confident when speaking with gatekeepers and decision makers? Are you ready to double or even triple your sales—in 2019? You can. Better training = more sales. It’s that simple. Starting on Tuesday, May 21 st , we’re launching our powerful, 7-week Online Inside Sales Training!
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.
SBI Growth
MAY 1, 2019
What do my users want? The savviest Product leaders are asking themselves this question more frequently than ever. They know great User Experience (UX) is rapidly becoming a competitive differentiator. Customers’ expectations have risen, and failure to provide exceptional customer.
The Sales Heretic
MAY 1, 2019
As a professional speaker and trainer, I spend a lot of time in airports. And I see an awful lot of bad behavior there. Recently as I was waiting to board a flight, I witnessed some incredibly poor behavior by a boy I would estimate to be between ten and twelve years old. He had [.].
The Sales Hunter
MAY 3, 2019
It is easy to think that just because you’re busy, you are productive. Nothing could be farther from the truth. The words “busy” and “productive” are often polar opposites. I see salespeople and sales leaders spending countless hours updating reports and building out spreadsheets. These same people are quick to say that they just don’t have time to prospect or meet with customers because they’re busy.
DiscoverOrg Sales
MAY 2, 2019
In 2016, DiscoverOrg compiled a benchmark report that asked: How is gender distributed among C-suite and senior management roles at Fortune 1000 companies? The answer then: Not much. Overall in 2016, we found that just 15% of senior management were women. At the most senior-level positions, women made up less than 10%. Fast-forward three years: How has gender distribution changed in 2019?
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
MTD Sales Training
MAY 1, 2019
Episode 31: To my sales professional connections (and trainers). This podcast includes: How you can educate your buyer. Our skills pill looks at what to do when buyers use the “Call me in 6 months” excuse. And and a quote on building trust. Click on the link below for the podcast where you can also download/subscribe via iTunes, SoundCloud, Stitcher and Acast.
Hubspot Sales
MAY 2, 2019
I love taking trips to new places, but finding my way there can be a challenge. Whenever I need directions somewhere new, I always pull out my smartphone, open Google Maps app, and enter my desired location. Within seconds, I have a clear route and set of directions. Not only does the app save me time, but I also know the information is accurate and I can trust it.
John Barrows
MAY 2, 2019
We are givers in Sales. We give and give and give in the hopes that at the end of the sales process, we get what we want – which is the signed contract and commission. The problem is we tend to give a bunch of stuff away without really getting much in return. When this happens, we’re actually conditioning the prospect to treat us like a doormat.
DiscoverOrg Sales
MAY 1, 2019
Today’s story features the seemingly simple direct-dial phone number. And I’m here to tell you, there’s a lot more to this piece of contact information than meets the eye. A lot of people don’t dig very deep into the possibilities of direct contact information – but in today’s whiteboard session, you’ll see the real impact on your sales team. They say absence makes the heart grow fonder.
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
Women Sales Pros
MAY 3, 2019
Every January 1st brings with it a new round of resolutions, both personal and professional. You’ve made it through the first week of the year and your goals are hanging there. You may be feeling as if you’re already behind, or you’ve missed them already. For me, the first week went by in a blur. One of my personal resolutions was to post a new article to our blog every week to keep you current on what we’re finding is working in sales and marketing.
Membrain
MAY 1, 2019
In the 2008 Olympics, the men’s U.S. 400-meter relay team was considered a sure thing for the finals. They had some of the world’s fastest runners and were closely watched by critics and fans. They did well in the first two legs of their qualifying round, but in the final leg, Darvis Patton failed to place the baton into his teammate Tyson Gay’s hand.
Julie Hanson
APRIL 29, 2019
You can prepare for a customer meeting until you’re blue in the face, but eventually you will be confronted with something you did not anticipate. Whether it’s a change in the customer’s priorities, personnel, or timing, unanticipated questions or objections, the unexpected can bring the conversation – and the sale — to a screeching halt. Fortunately, the wonderful art of Improv offers many techniques for dealing with the unknown that are as effective on stage as they are in real life.
Hubspot Sales
MAY 1, 2019
A team without sales objectives is like a ship without a sail. The boat is at the whim of the wind and sea, and your sales team is directionless without clear guidance. Set your sales team up for success by developing sales objectives. They provide a direction for the sale department to reach goals like closing more deals, increasing revenue, retaining customers, and cross-selling.
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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.
BrainShark
MAY 2, 2019
As new research is published on the sales profession, we’re faced with new data about what it takes for today’s reps to succeed.
Membrain
APRIL 28, 2019
I’ll be speaking on this topic at ATD ICE this year in the Sales Enablement Track. The goal of the presentation is to share how to support sales effectiveness best practices with sales enablement systems to improve your sales productivity (your sales force’s ability to generate profitable revenue). In this post, I will lay the foundational of concepts that fuel the mashup and will continue the discussion at the conference.
Anaplan
MAY 3, 2019
As salespeople are the employees most directly responsible for a company’s revenue, Sales Management is a critical component of a company’s success. Here’s a guide to all things Sales Management. Index: What is Sales Management?
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