Mr. Inside Sales
JULY 30, 2021
Note to my readers: Because of my heavy client load, I am reducing my blog articles to bi-weekly starting today. Your next blog will arrive on Tuesday, August 17 th. Ever feel stalled during a close? Wouldn’t it be convenient to have a list of 5 questions you could use to get your prospect talking, to get them to open up about how they’re feeling and what you might need to concentrate on?
No More Cold Calling
JULY 29, 2021
This broken link is to blame for sales teams’ biggest closing mistakes. “My salespeople can’t close.” This is the frustrated lament I hear regularly from sales leaders. But not closing sales is never the real problem. It’s just a symptom. The problem is that sales reps neglect important activities during earlier stages of the sales process. Unless you address the broken links in your prospecting system, your sales reps will continue to struggle with closing the deal.
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The Pipeline
JULY 27, 2021
By Tibor Shanto. A week or so back, I posted about the “ summer lull ,” suggesting it could be more myth than fact. Some enterprising salespeople asked what they should do during this period? Well, it is a great time to do all those things you tell me you want to do but never have time for. Every time I suggest salespeople practice the basics, they tell me they have not time, well now is the time, summer.
Sales and Marketing Management
JULY 9, 2021
Vertical target marketing is having a moment (again), but the amount of success companies have from targeting specific verticals will depend on the resources they are willing to invest. The post Getting Back to Basics With Verticalization appeared first on Sales & Marketing Management.
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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.
Understanding the Sales Force
JULY 13, 2021
Last night Major League Baseball held its annual Home Run Derby. We've seen the home run derbies before. We watch them every year. They are always the same - each slugger tries to hit more home runs than the other sluggers in the contest. At the same time, they are always different and last night there were four stories that made this year's home run derby different from all the rest.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Mr. Inside Sales
JULY 6, 2021
Rookie mistake: You’ve got several products or services you can offer a prospect, and you start by offering the first, or main one, then hear an opening for another one so pivot to that one, and describe another—and then another. Result? Stalled sale. “Let me think about these and get back with you.”. Sound familiar? Luckily, there is a best practice around this and it is: Stick with your main product or service, close that deal first, then circle back around and pitch the ancillary product/serv
No More Cold Calling
JULY 13, 2021
A referral is the best way to get a meeting with the decision maker. There are two parts to the sales process: Part One: Getting meetings with decision makers. Part Two: Everything that happens after that. Referrals help you ace Part One and set you up for success in Part Two. That’s an over-simplification, I know, but it’s the easiest way for people to understand the power of a referral introduction.
The Pipeline
JULY 20, 2021
By Tibor Shanto. One of the reasons I like sales is you don’t need an MBA to succeed. It helps, no doubt, but a lot of MBAs fail at sales. Mostly because it is about what you do, not about what you think or believe. Which is why it is a surprise that many who avoided academic endeavours in the past, want to do so much research. Ask most sellers their view on research, most will respond without a thought, “it is an absolute must.
Sales and Marketing Management
JULY 19, 2021
Narrowing target marketing efforts to a small number of prospects can produce outsized results. The post When to Use 1:1 or 1:Few Account-Based Marketing appeared first on Sales & Marketing Management.
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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.
Understanding the Sales Force
JULY 7, 2021
My wife and I recently watched the new funny but sad movie, Here and Now , written and directed by Billy Crystal, who stars as comedy writer Charlie Burnz. In one scene, Charlie recalled a happier time when his family used to have what they called "upside down day." On upside down day they started the day by eating dessert, had dinner for lunch, and finally ate breakfast for dinner.
Anthony Cole Training
JULY 29, 2021
The best cold calling strategies involve doing the work necessary to warm your cold calls up. In this blog, we discuss the top 5 cold calling sales tips that you can implement into your sales process today.
Mr. Inside Sales
JULY 20, 2021
Summer kind of slow? Top pros are using this time to sharpen their sales skills so they can make a killing in the fourth quarter. They’re using the summer to learn better ways of responding to the objections that hurt them in the first part of the year. Why not invest a little money and time so YOU can finish the year strong, too? For a proven way to make more money, with less rejection, and a way to become more confident and make more sales, take advantage of our Summer Sale!
Zoominfo
JULY 12, 2021
Business leaders depend on the conversations that sales reps are having with prospects to grow their pipeline and stoke their go-to-market engine. Yet while 82 percent of buyers accept meetings with sellers who proactively reach out, 58 percent of them say these meetings are not valuable, according to Rain Group. What’s missing from these and other interactions?
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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.
The Pipeline
JULY 13, 2021
By Tibor Shanto. Summer, traditionally a time to kick back, relax and enjoy the brightest and warmest time of year. Business seems to move at a calmer pace as people enjoy school and work vacations. And while there is no doubt that the pace may be different, there are ways to take advantage of the “ summer lull.” But while elements of the change in pace are true, it requires a change in our action, not a lack of action.
Sales and Marketing Management
JULY 14, 2021
Slower buying processes resulting from the pandemic may be a win-win. The post How the Sales Cycle Has Evolved – Maybe for the Better appeared first on Sales & Marketing Management.
Understanding the Sales Force
JULY 21, 2021
We were watching an episode of the hilarious comedy series The Goldbergs and one of the themes of episode 4 in season 3 was about authenticity. In this episode, Barry and Erica, the two oldest children, accused each other of being posers. The bottom 50% of all salespeople are posers too. In an article last week we discussed how data can help you hire the ideal salespeople.
Smooth Sale
JULY 13, 2021
There are positives and negatives associated with being a game player, but a strategic game player is at another level. Using strategy implies studying, reviewing, and giving thought to better ways for proceeding. Efforts perform best when they include a thought-out plan.
Speaker: Brendan Sweeney, VP of Sales at Allego
Maximizing sales rep performance is no easy task. 📈 Traditional sales training methods focus heavily on the first few weeks in the sales role. Companies dedicate time, resources, and budget to onboarding new hires, only for them to forget what was learned in those first few weeks, lose motivation, and struggle to come to grips with their role.
John Barrows
JULY 22, 2021
Our guest this week is Debra Roberts, a conversation expert and creator of the Relationship Protocol, helps savvy business people navigate important conversations. This week with John she talks about how to approach conflict, triggers and why people react certain ways, as well tactical things to open up communication & build trust in a short period of time.
Zoominfo
JULY 30, 2021
Data decays over time—phone numbers change, companies shift locations, or people move jobs. Data changes, and stale data is expensive. It is estimated that, on average, organizations lose $15 million each year due to bad data. What’s even worse, teams spend close to 50% of their time cleaning and prepping data—time that could be better spent creating value by solving real business problems.
The Pipeline
JULY 7, 2021
By Tibor Shanto. Want to split a room of salespeople, just ask if “sales is a numbers game or not?” The debate has raged on for years with few converts. Ultimately, neither can convince the other that they were wrong, but neither can say they were right. Full disclosure, I came from the sales is a numbers game camp. While it is safe to say I have evolved, I have not abandoned my “sales is a numbers game” friends.
Sales and Marketing Management
JULY 13, 2021
Lori Richardson, founder and CEO of Score More Sales, talks about changes that B2B sales has undergone in the last year and a half and what that means for fielding a strong sales team. The post The State of Selling With Lori Richardson appeared first on Sales & Marketing Management.
Speaker: Laura Noonan, Chief Revenue Officer at CallFinder + Angie Kronlage, Director of Program Success at Working Solutions + April Wiita, Vice President of Program Success at Working Solutions
Are you still manually reviewing calls? 🤔 It's time for a change! The traditional method of manual call monitoring is no longer cutting it in today's fast-paced call center environment. Industry experts Angie Kronlage and April Wiita from Working Solutions are here to explore the power of innovative automation to revolutionize outdated call review processes!
A Sales Guy
JULY 13, 2021
We’ve been giving away too much money in sales over the past century. Why? We’ve been trained to think the buyer’s budget matters. For years, when a buyer says my budget is X, we assume and operate from the fact that that’s all they have to spend and that if we don’t meet their budget we’ll lose. In other words, we make the buyer’s budget problem our problem and we need to stop doing that.
Alice Heiman
JULY 2, 2021
As the #CEO , what role do you play in sales right now? If you aren’t leading, let me help you understand why CEOs must lead sales. The biggest role of the CEO needs to be shifting the culture so everyone is focused on the success of the customer. A mindset shift is needed from what you sell to what your customers buy, which is not your products and services but the results they provide. .
John Barrows
JULY 18, 2021
Our guest this week is Hang Black, VP of Revenue Enablement at Juniper Networks and author of Embrace Your Edge, joins John this week to talk about adaptability within the customer lifecycle and personalization: telling people how you like to be connected with. Hang details how diversity, innovation, and creativity come into play in this new age of Gen Z sellers and buyers, especially as we re-enter into this “hyper hybrid world”.
Zoominfo
JULY 28, 2021
It’s well-known at this point that salespeople are busy. Research has even shown that they spend just over a third of their time actually selling. Many of the administrative and other non-revenue generating activities such as scheduling meeting follow-ups, taking meeting notes, and entering post-meeting information into their CRMs takes up a significant amount of time ?
Speaker: David Nisbet, Everett Zufelt, and Michaela Weber
Once upon a time, in the vast realm of online commerce, there lived a humble checkout button overlooked by many. Yet, within its humble click lay the power to transform a mere visitor into a loyal customer. 🧐 💡 Getting checkout right can mark the difference between a successful sale and an abandoned cart, yet many businesses fail to make payments a part of their commerce strategy even when it has a direct impact on revenue.
Allego
JULY 29, 2021
Change is a part of everyone’s daily life. But for those of us who work in sales, our ability to adapt to change means the difference between success or failure. Frank Cespedes has seen—and adapted to—his share of change. He teaches at Harvard Business School and for twelve years was the managing partner at the Center for Executive Development. He is also affiliated with private equity and venture capital firms and sits on the boards of several leading companies and startups.
Sales and Marketing Management
JULY 2, 2021
When it comes to influencing people, a few key strategies will lead you to more effective interactions and more positive results. The post How to Influence Without Being Pushy appeared first on Sales & Marketing Management.
A Sales Guy
JULY 26, 2021
We have a saying here ASG, Complete flexibility, ruthless accountability. The idea is we want people to feel they have the freedom to achieve their goals the way they best see fit and with as much autonomy as possible, with the understanding that with that freedom comes the responsibility of meeting goals and expectations. The environment we’ve created to do that is called R.O.P.E.
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