Trending Articles

article thumbnail

The Sales Manager’s Toughest Job: Consistent Sales Coaching

Anthony Cole Training

There are several components to being a good sales coach. Often, sales coaches do not understand the difference between holding people accountable to the sales activities (e.g. the numbers like prospecting dials) versus technique mastery (or how the activities are being executed). Here, you will focus on the technique of consistent sales coaching, not on holding people accountable to their numbers.

article thumbnail

Unraveling the Corporate Family Tree: Why Hierarchy Data Matters for Revenue Teams

Zoominfo

Imagine that one of your top sales reps spends weeks courting a promising prospect, only to discover at the 11th hour that its actually a subsidiary of your largest customer. What shouldve been a smooth upsell turned into wasted effort time you could have spent on an expansion play that was actually effective. Its hard to stomach, but scenarios like this play out every single day.

Data 130
Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

article thumbnail

Deadly Negotiation Strategies – The Bob Chronicles Part 8

Understanding the Sales Force

Bob is Back in the news! It’s hard for me to believe, but I haven’t written about Bob in more than two years. If you want to catch up on the Bob Chronicles, you can find the previous eight installments here. Bob was more excited than I had ever heard him. He shared that he sent out a proposal for well over $1 million and was prepared to begin negotiations.

article thumbnail

It’s About Time!

Partners in Excellence

It’s a recurring theme, rather crisis. In the past, I’ve tended to dismiss this as an issue. There have been so many outstanding books. There are endless tools/technologies to help us. Endless hints/tips, expert advice. I didn’t realize how constant this challenge is. But the issue persists! It’s an issue with everyone, from individual contributors to top leaders.

article thumbnail

The Intersection of AI and Sales: Personalization Without Compromise

Speaker: Jesse Hunter and Brynn Chadwick

Today’s buyers expect more than generic outreach–they want relevant, personalized interactions that address their specific needs. For sales teams managing hundreds or thousands of prospects, however, delivering this level of personalization without automation is nearly impossible. The key is integrating AI in a way that enhances customer engagement rather than making it feel robotic.

article thumbnail

How to Generate Better B2B Leads That Convert (Ask Jeb)

Sales Gravy

Wes from Flower Mound, Texas, has a familiar challenge: how to attract more qualified B2B leads and convert them before they slip away. Hes already tried a variety of channels, including inside sales, social media, and email, but is struggling to ramp up both volume and quality. Below are the key insights from our conversation, along with practical strategies to multiply your lead count and build a system that secures face-to-face meetings with the right buyers.

More Trending

article thumbnail

5 Critical Sales Workflow Mistakes Killing Your Deal Velocity

Koncert

Accelerating Deal Velocity: Modernizing Your Sales Workflow The efficiency of your sales workflow directly impacts your company's revenue goals. While technology and best practices continue to evolve, many sales teams remain trapped in outdated processes that drastically slow their deal velocity.

Revenue 76
article thumbnail

​Sales Training Online: Proven Strategies to Win Deals

Vengreso

Mastering sales fundamentals has become more crucial than ever for sales professionals. Whether you’re new to the field or looking to close more sales, online sales training offers a flexible and effective path to success. Through virtual instructor-led training, professionals can now master the intricate selling process without the hefty price tag of traditional programs.

article thumbnail

How the Right Content for Sales Helps Reps Sell Faster, Win More

Allego

High-tech sales have changed dramaticallyso has the role of content for sales. Buyers are more informed and selective, conducting independent research before engaging sales reps. No longer relying on sales reps for education, only 17% of B2B tech buyers rely on sales reps as a primary information source , according to Inbox Insight. Conversely, tech buyers prefer to conduct independent research, with 55% of B2B tech buyers consuming at least three pieces of content before engaging a sales rep.

article thumbnail

Top 5 Sales Improvement Tips From Q1 Podcast Episodes

Sales Gravy

Great advice is everywhere, but most of it is fluff. In sales, you dont need clichsyou need real strategies that help you win more deals. Weve pulled together five of the biggest game-changing sales tips from the Sales Gravy Podcast so far this year. These are proven tactics from top sales pros who know what it takes to close deals, stay sharp, and dominate the competition.

article thumbnail

Streamlining Complex Sales Processes: The Ultimate Guide for Industrial Companies

Are you struggling with slow quoting cycles, complex product configurations, and disconnected data in your manufacturing/distribution business? This article will help. Learn how industrial companies are revolutionizing sales processes with an integrated platform that includes quoting, inventory, and service, providing real-time data and offline access for field teams.

article thumbnail

Prospects Can Direct Us to A Better Path for Sales 

Smooth Sale

Photo by Geralt via Pixabay Attract the Right Job or Clientele: Prospects Can Direct Us to A Better Path for Sales Long ago, salespeople were advised to generate many cold calls daily to find one or two interested parties. Realizing what AI may do today, the old style sounds ancient. Nevertheless, weighing the pros and cons of all current possibilities is critical to determining what will work best for each of us.

article thumbnail

I Made A Mistake…

Partners in Excellence

Four of the most powerful but least used words in business or human relationships are, “I made a mistake.” There are another three powerful words, “I was wrong.” They are tough words to say, but think of the impact they have in moving things forward, in building relationships/trust. In everything we do in selling (and business) there is always the possibility of making a mistake.

article thumbnail

Out-of-Home Advertising Campaigns: Have Your Accounts Tried These Proven Tactics?

SalesFuel

In 2024, out-of-home advertising campaigns drew more marketer dollars and consumer attention. Some of this growth was the result of using new tactics. The industry overall generated a 4.5% revenue increase over the previous year. And digital out-of-home (DOOH) jumped 7.5%. Total spending on the format amounted to $9.1 billion according to the Out of Home Advertising Association of America.

article thumbnail

Unlocking E-Commerce Growth Strategies (video)

Pipeliner

In the latest episode of the podcast, host John Golden engages in a deep dive with Matthew Stafford , an experienced entrepreneur and managing partner of Build Growth Scale. The conversation revolves around effective strategies for scaling e-commerce brands and maximizing conversions in a highly competitive market. This blog post will summarize Matthew’s key insights and actionable advice, providing a comprehensive guide for e-commerce entrepreneurs looking to elevate their businesses.

Video 59
article thumbnail

How to Create Sales Email Sequences That Convert

Modern go-to-market teams know it takes more than one email to break through the noise. Multiple touchpoints means more ways to get your pitch right — and, potentially, more ways to be wrong. The good news? Once you know how to write compelling, one-off emails to entice prospective customers, you can easily do the same across a short sequence of emails.

article thumbnail

Hacking the Buying Process With AI and Human Intelligence

Vengreso

Listen to The Modern Selling Podcast on the app of your choice! Are you ready to discover the unexpected key to prospecting success that even the most seasoned sales professionals may have overlooked? Brace yourself for a surprising revelation that will transform the way you approach sales engagements. Get ready to uncover the game-changing solution that’s been right under your nose this whole time.

article thumbnail

A Note to CEOs: Your Current Enablement Strategy is Holding Back Growth

SBI Growth

Historically, CEOs have treated enablement as a tactical function and support system for sellers rather than a strategic multiplier. Enablement is the backbone of revenue growth.

Strategy 156
article thumbnail

Self-Sufficient Selling

Sales and Marketing Management

Your companys capacity for self-sufficiency in dealing with client queries or problems displays your business acumen and saves people time. In turn, theyre more likely to promote your enterprise to others growing your brand and building its reputation. The post Self-Sufficient Selling appeared first on Sales & Marketing Management.

article thumbnail

Survey: Managers are providing less support for employee development

Selling Essentials RapidLearning Center

Corporate learning professionals know that the success of employee learning programs depends a lot on support from front-line managers. After all, managers are the ones who either encourage employees to learn and grow — or not — on a daily basis. It should be a wakeup call, then, to hear that employees believe their managers’ support for these learning efforts has fallen off in the past year.

Survey 52
article thumbnail

The Trends You Need to Succeed This Holiday Season

October Prime Day is usually an early sign of how consumer spending trends ahead of the holidays. This one was no exception. Our October Prime Day Report breaks down what’s working: the products flying off the shelves, the categories winning big, big brands, and the search terms defining demand. All brought to you via Similarweb’s Shopper Intelligence platform.

article thumbnail

How to Achieve Operational Excellence for GTM Teams

Highspot

Key Takeaways GTM operational excellence improves efficiency, aligns sales and marketing operations, and enables your teams to close complex deals faster. Companies with strong GTM enablement see 49% higher win rates on forecasted deals. Leveraging automation and predictive analytics provides your ops team with actionable insights, enabling them to manage customer relationships proactively and accelerate revenue growth.

article thumbnail

When Is Negative Reverse Selling the Best Choice?

SalesFuel

Have you heard of negative reverse selling? When it comes to sales methodologies, this one doesnt seem to get as much attention. But it can be an impactful strategy. What is negative reverse selling? This methodology involves using reverse psychology to speed up the decision-making process. Instead of pushing hard for a sale, sellers acknowledge objections and non-committal responses.

Hiring 52
article thumbnail

Don't Leave Money on the Table: Localize SaaS Pricing Internationally

SBI Growth

Adjusting SaaS pricing for local markets can maximize acquisition and revenue. Explore practical strategies and steps to implement pricing localization.

Maximizer 156
article thumbnail

Bridging the Gap: Enhancing Sales Onboarding with Cultural Connection

Sales and Marketing Management

There is a growing sense of disconnection and dissatisfaction among new sellers, as many report feeling burned out. This highlights the urgent need for a more balanced onboarding approach. The post Bridging the Gap: Enhancing Sales Onboarding with Cultural Connection appeared first on Sales & Marketing Management.

Report 156
article thumbnail

AI Strategies for Sales Managers: How to Cut Down on Tedious Admin Work

What if you could help your sellers stop wasting 72% of their day on non-selling activities and focus on bringing in revenue? Incorporating AI in your enablement workflows can help you cut down on busy work, get projects done faster, and let your team (and you!) focus on making a bigger impact. We put together this guide to show you how to use AI to cut time and costs for projects, including collateral creation, development of training videos, and automating tedious processes.

article thumbnail

George Foreman’s Masterclass on Resilience (Money Monday)

Sales Gravy

George Foreman, gave us a masterclass in resilience, on never giving up. His pivots and comebacks from defeat were legendary. He was a force of nature and one of the greatest boxers, salesmen and personalities the world has ever known.His inspirational story matters to us because one of the most critical mental disciplines for sales professionals is resilience.

article thumbnail

What is cross-selling? Everything you need to know to increase sales and customer value

PandaDoc

If youre looking to increase revenue without acquiring new customers, cross-selling is one of the best ways you can do that. Its all about offering complementary products or services so you can maximize every transactionall while improving the customer experience. Sounds like a win-win, right? Effective cross-selling helps customers find new products they genuinely need, so theyll leave more satisfied with your business and remain more loyal, too.

article thumbnail

Do You Know How to Sell With Confidence? 

SalesFuel

Negotiating the details of a deal can leave any seller feeling emotionally exhausted. As a seller, you gear up for your negotiation. You arm yourself with information and energy to guide your prospect over the finish line. But to understand how to sell with confidence, you must excel at more than negotiating. Confidence in Sales Long before you reach the negotiating stage with a prospect, you need confidence in sales.

article thumbnail

Ask for Referrals Using These 6 Tactics

SBI Growth

Last weekend, a strange man knocked at my front door. He introduced himself as a painter named Steve with a unique specialty: painting your home address on the curb in front of your house. But Steve wasnt looking for my business.

Referrals 156
article thumbnail

Buyer’s Guide: 5 Tough Questions To Ask a Salesforce Managed Services Provider

This guide is for leaders who recognize the importance of Salesforce but would rather trust a team of external experts to do the heavy lifting. Choosing the right managed services provider is a significant decision that impacts your business's efficiency and success. In this 10-minute read, you'll find 5 essential questions to ask any potential provider.

article thumbnail

How Quoting Software Improves Accuracy and Speed

Cincom Smart Selling

Introduction Jerry, a sales manager at a mid-sized manufacturing company, was on the verge of closing a lucrative deal with a major client. The only thing left? Sending a final quote. But as he scrambled through outdated spreadsheets, manually adjusting pricing and discounts, he realized an errorone that had already been sent to the client. The revised quote took another two days for approvals, and by the time he sent the corrected version, the client had moved on to a competitor who responded f

48
article thumbnail

Boost Your Sales Pipeline with B2B Lead Generation & SQL Services

MarketJoy

Your sales team is always on the hunt for leads, but only a few convert from leads to business? Sound familiar? This is a classic pain point for all B2B companies: how to populate their sales pipeline with leads that are actually qualified and do convert. This is where B2B lead generation services and Sales Qualified Leads (SQLs) come into play. What Are B2B Lead Generation Services?

article thumbnail

Complex sales CPQ: Accelerating sales cycles and eliminating bottlenecks

PandaDoc

The sales process varies greatly depending on the purchase. If youre selling a cup of coffee, the options are relatively simple. You choose a price based on size, add any extras, and send your customers on their way. But what happens when the purchase isnt as straightforward? Take buying a CRM, for example. You cant just pick it off a menu. You need to evaluate pricing, implementation, features, integrations, and ongoing support.