Anthony Cole Training
APRIL 28, 2022
Sales training workshops are often critical cultural touchpoints, allowing salespeople and sales leaders to come together. Here are three musts to ensure that your next sales training workshop is as effective as it can be.
Steven Rosen
APRIL 18, 2022
Hiring Top Performers Post-COVID Recovery . Hiring top performers has always been the lifeblood of any sales organization. COVID has changed sales forever. The 3 most important questions that we need to address when making hiring decisions for a sales position are: Can the candidate effectively sell virtually? Is the candidate agile enough to adapt based on the customer’s needs?
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Sales and Marketing Management
APRIL 4, 2022
Helping buyers perceive the value that your company, product or service offers them is one of the most significant things you can do to ensure a positive buying decision. In fact, your ability to convey meaningful value is what keeps potential clients engaged and motivated throughout the process and thus more likely to say yes. […]. The post To Convey More Value to Buyers, Ask The Right Questions appeared first on Sales & Marketing Management.
SBI Growth
APRIL 6, 2022
Q1 is over and a strong indication of how the remainder of 2022 will unfold. Sales bookings are the starting point for predictable and sustained revenue performance, thus, having a consistent forecasting and pipeline process allows executives to adequately drive business objectives aligned to revenue growth targets.
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.
Understanding the Sales Force
APRIL 20, 2022
How quickly can you determine why a salesperson is failing? Dinger loves to play catch with his ball. He has seven of them but loves his white ball the most. When we're out playing catch and I point to a ball and say, "there it is" or "right there" or "get it" he just can't seem to find it! Dinger has good listening skills but his ability to see the obvious isn't very good.
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Anthony Cole Training
APRIL 21, 2022
Research shows that money is NOT the primary motivator for success in sales, ESPECIALLY with today's younger generations. Here are 3 Keys to help sales managers and top producers bust the myth that “enough is enough” to continue to see great sales success.
Steven Rosen
APRIL 4, 2022
Part 2: Coaching Your Team Post-Covid Recovery. In the pre-COVID days, sales managers would ride along with a sales rep for the day. They would observe calls, ask questions to help the sales rep evaluate what worked well and didn’t work, and have the rep come up with ways they would commit to improving their selling skills. The most significant impact of COVID on salespeople was the shift from face-to-face to virtual sales calls.
Sales and Marketing Management
APRIL 27, 2022
Aligning your marketing and sales teams is crucial, as companies with aligned teams are 67% more efficient at closing deals and achieve up to 38% higher win rates in sales. The post How to Align Your Email Messaging With Sales Conversations appeared first on Sales & Marketing Management.
SBI Growth
APRIL 27, 2022
Even with improved systems and increased investments in SalesTech, data is often exported into spreadsheets for Sales Ops or Sales Leaders to perform additional analysis—applying their own judgment to probabilities and timing. The reality is that no one knows which opportunities will close or when—that’s why it’s called a forecast. With inaccurate predictions, forecast accuracy is frequently cited as a top concern for Sales Leaders, CEOs, and the Board.
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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.
Understanding the Sales Force
APRIL 4, 2022
I find ideas and material for this Blog everywhere, especially when I'm not looking for them. Yesterday I received a daily email from a Paul Reddick, a baseball coach who was drumming up some business for his baseball institute. It resonated - not for its baseball coaching - but as sales coaching. Here's what it said: If your coach is talking about any of the pitching flaws that you see listed above….
Partners in Excellence
APRIL 2, 2022
We know that most complex B2B buying is a consensus process. Everybody in the buying group has to align around a set of goals in order to make a buying decision. We, also, know the buying group tends to grow. It’s somewhere in the “mid-teens” for large complex buying decisions. As sellers. we typically reach out to as many people in the buying organization as we can.
Anthony Cole Training
APRIL 14, 2022
In all moments of selling, there are many things that can go wrong. And when something goes wrong, it is in fact time to say “Houston, we have a problem.” But who is the “we” that caused the problem?
Mr. Inside Sales
APRIL 29, 2022
Writing a deal (making a sale), is an exhilarating thing, and there are many ways to celebrate. Some companies have a deal board where you can write down your latest sale so the other team members can see it. Other companies have a bell to ring, so, again, other team members can be encouraged by your success. I’ve seen some reps strut around the office, stopping at their workmate’s desk to share their glory or tell the (often long) story of how that deal went down.
Advertiser: ZoomInfo
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.
Sales and Marketing Management
APRIL 18, 2022
Customer health dashboards are one of the critical keys to durable revenue growth. However, creating an effective customer health score and supporting dashboard is not a one-time project. The post 6 Steps to Launching Your Customer Health Dashboard appeared first on Sales & Marketing Management.
SBI Growth
APRIL 13, 2022
Pipeline Management is a critical exercise with which many organizations struggle. But those high-growth companies with consistent and disciplined pipeline management outperform their competition by 1.5x. As CEOs evolve into commercial visionaries, executive teams are regularly reviewing out-of-quarter pipeline; involving their counterparts in Marketing, Product, Business Development, and Pricing to proactively get a foothold on weak areas and holistically solve for potential challenges.
Steven Rosen
APRIL 4, 2022
Leading Your Team Post-COVID Recovery. In the last two years, COVID has significantly impacted every aspect of our lives. With the advent of vaccines and drugs to fight COVID, there is optimism that the worst is behind us. With the number of cases dropping and governments easing restrictions, we are now entering a new phase of the pandemic, namely post-COVID recovery.
Membrain
APRIL 17, 2022
We struggle to hit our goals, make our numbers. Every year, we see decreases in % of sales people making their goals. At the same time, our solution to try to make our numbers is driving increases in volumes and velocity.
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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.
Anthony Cole Training
APRIL 7, 2022
Remember this; “You do not decide your future. You decide your habits, and your habits decide your future” - F.M. Alexander.
Mr. Inside Sales
APRIL 23, 2022
How many times have you been stopped by the gatekeeper asking you: “Will he/she know what this call is about?”. OR. “Have you spoken to him/her before?”. OR. “Is he/she expecting your call?”. Frustrating, isn’t it? In all likelihood, you yourself are creating this objection by the way you’re opening your dialogue with the gatekeeper. The number one mistake inside sales teams make when asking to speak with someone is not using a directive statement afterward.
Sales and Marketing Management
APRIL 11, 2022
Sales slumps happen. it's important for managers to know how to help their reps get out of a slump as soon as possible. The post 8 Tips To Help End Sales Slumps appeared first on Sales & Marketing Management.
SBI Growth
APRIL 1, 2022
John Wilson, founding CEO of Wilson HCG, a global talent solutions leader, has a coveted front row seat for The Great Resignation and shifting commercial talent needs. John shares the macro trends he is seeing in the market and the CEO’s role in positioning the organization to be the “employer of choice”.
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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.
Go for No!
APRIL 28, 2022
No one wants to look desperate. We all know that salespeople desperate to make a sale, do not attract people. If anything, through gut-level instinct, it turns them off. The reality is that one of two situations exist. One, you really aren’t desperate. Great! So, don’t act in a way that looks desperate like: Don’t beg. (“If you could please, please buy just this once, I would owe you.”).
Membrain
APRIL 6, 2022
Great sales coaches are the critical multiplier for sales performance, and open-ended questions are one of the most powerful tools in the coaching toolbox.
Partners in Excellence
APRIL 1, 2022
I just received a note from Amazon. I had just bought a Kindle book. Along with the order acknowledgment, they congratulated me on earning a book credit of $1.40. I get those, often, but for some reason I paid attention to the email today. What leapt out to me was the fact that I had to use this credit in a very short period of time, otherwise it would expire.
Mr. Inside Sales
APRIL 8, 2022
This blog post is for those of you who haven’t purchased and read any of my book of scripts yet (what are you thinking? ). For those of you who are prospecting, this objection, “We’re happy with who we’re using,” is something you most likely encounter often. The question is: what do you say to it? This objection—like all others—is a perfect one to script an effective response to, and here is one of my favorites: Objection: “We’re happy with who we’re using” (Or any variation like, “We’re all set
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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.
Sales and Marketing Management
APRIL 28, 2022
In this podcast, we talk with Julie Thomas, president and CEO of ValueSelling Associates, which recently published an eBook on a study they completed called "The Behaviors and Skills Sales Leaders Care Most About - and How to Measure Them.". The post The Behaviors and Skills Sales Leaders Care Most About appeared first on Sales & Marketing Management.
SocialSellinator
APRIL 17, 2022
Why You Should Run Ads on Search Engines. If you're not running ads on search engines, you're missing out on a huge opportunity to reach new customers. Search engine advertising is one of the most effective ways to reach potential customers who are actively looking for what you have to offer. And when it comes to search engine advertising, Microsoft Ads (formerly known as Bing Ads) is a great option.
Julie Hanson
APRIL 19, 2022
Video can be a powerful sales outreach tool — but only if the prospect watches it. A great headline can get your video opened, but a lackluster delivery or execution will get you quickly deleted. As the number of videos sent out by sellers has exploded, prospects have become more ruthless about what videos they choose to watch. So “how do you record a prospect video that gets watched?
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