June, 2022

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5 Proven Tips That Can Increase Virtual Sales

Anthony Cole Training

Many people prefer purchasing things online nowadays. In fact, three-quarters of surveyed buyers prefer virtual sales over traditional sales. If virtual selling is already part of your business strategy, you might want to ramp your efforts up. Here are 5 proven tips to help you increase virtual sales.

Survey 254
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How to Use Lead Nurturing Content to Close Sales

Sales and Marketing Management

Lead nurturing content comes in multiple formats, but any sales enablement content should strive to accomplish these same few goals. The post How to Use Lead Nurturing Content to Close Sales appeared first on Sales & Marketing Management.

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Three Factors Impacting Contemporary Marketing and Sales Interlock

SBI Growth

Last week, SBI held an executive roundtable meeting for commercial leaders with the goal of unpacking Marketing and Sales interlock for revenue growth. The group combined leaders mostly from private equity backed companies in software, technology, SaaS, and business services.

Marketing 207
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Selling and the Need for Speed

Understanding the Sales Force

We had Chinese for dinner and my fortune said, "Speed is not as important as accuracy.". When you think of speed what are the first things that come to mind? Fighter Jets? The 10 fastest in the world reach speeds of up to Mach 6.70 (5,140 MPH). Racing Cars? The 6 fastest in the world reach speeds of up to 304 MPH. Motorcycles? The 10 fastest in the world reach speeds of up to 273 MPH.

Travel 194
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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.

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3 Things You Should Stop Saying in Sales

Mr. Inside Sales

I have listened to thousands of sales calls over the years, and I spend the majority of my coaching and training hours listening to sales calls even today. And I still hear the same mistakes…. Here are three things NOT to say if you want to become more effective at opening and closing more sales: #1: When speaking with a gatekeeper and they ask if they can tell the prospect who is calling, don’t: Just say your name (“John,” or “John Davis”)—and then nothing else… Say your name and company name S

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What Making Assumptions in Sales Does to Your Success

Anthony Cole Training

Doing research and preparing for a prospect meeting so that you know what questions to ask is important. However, it is even more important to have a healthy level of skepticism and not assume anything about what they may or may not need.

Research 271
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5 Important Customer Care KPIs (and How to Improve Them)

Sales and Marketing Management

Customer care metrics are at the core of customer retention. So why aren't more companies measuring these key customer care key performance indicators? The post 5 Important Customer Care KPIs (and How to Improve Them) appeared first on Sales & Marketing Management.

Customer 374
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A CRO’s View on How Digital CX Impacts CLTV

SBI Growth

As seen in SBI’s latest research, top-performing commercial leaders are balancing headcount additions with investments in sales, enablement, and digital selling, looking to boost productivity and sales capacity through strong digital buying experiences. These same companies are generating more revenue through digital channels than their peers.

Channels 177
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Understanding Competency Based Assessments - What Ditch Diggers and Salespeople Have in Common!

Understanding the Sales Force

I use a tool called Zapier to create zaps that automate some of the tasks that I do. Zapier's newsletter had an article on 11 tech tools you need during economic uncertainty or in other words, during a recession. I clicked on the article and the first tool recommendation was written by Linda Scorzo , CEO of Hiring Indicators on the topic of competency based assessment technology.

Hiring 156
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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.

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How to Struggle Less, While Making More Sales

Mr. Inside Sales

Jeffrey Gitomer tells a great story about how he once bet a client his entire training fee on whether there were more than eight objections their sales team got on a regular basis. The client, sure their sales cycle was more complicated and therefore required more advanced closing techniques, considered the bet: If the sales team could come up with more than eight standard objections, then Jeffrey would do the training for free.

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Five Ways to Build Your Brand Image

Smooth Sale

Image Credit. Attract the Right Job or Clientele: Five Ways to Build Your Brand Image. Our collaborative blog offers ‘Five Ways to Build Your Brand Image.’ Building a brand image doesn’t happen overnight. The word “build” is quite correct in this sense; you must carefully construct your photo from the inside out to become a robust edifice.

Hiring 140
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Terminating “Think it Over”

Anthony Cole Training

In the profession of selling there is a response or an answer we are often confronted with that causes great distress, delays in decision-making, or loss of opportunities. That response is: “I need to think it over”. There are three major areas that "think it over" typically appear- the initial phone call, the first appointment, and the presentation.

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Why Marketing Teams Are Getting Agile

Sales and Marketing Management

Agile Marketing leads to better orchestration, increased communication and, ultimately, doing more with less. The post Why Marketing Teams Are Getting Agile appeared first on Sales & Marketing Management.

Marketing 331
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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.

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How a CEO Drives Innovation in the Digital Customer Experience

SBI Growth

Buying behaviors have changed significantly since 2020, forcing companies to launch unique and effective digital experiences for their customers.

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Invention, Innovation, Improvement

Partners in Excellence

The three “I’s” are critical to success and growth. What do they mean to sales and marketing? Why are they important to revenue generation functions, what should we be doing about them? First, let’s start with some definitions: An invention is a unique or novel device, method, composition or process. (Dave’s take: Something that has never existed before.

Hiring 139
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Inbound Leads: Slam Dunks or Looky-loos?

Mr. Inside Sales

What is a sales person’s dream? An inbound lead. Someone has found your company, responded online or sent an email, and wants to know more about how you can help them. A slam dunk deal, right? Not so fast…. If you’ve been fielding inbound leads for a while, then you’ve probably noticed something: Not all inbound leads buy. But how can this be? Didn’t the prospect reach out to me?

Inbound 156
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Selling and the need for speed

Membrain

We had Chinese for dinner and my fortune said, "Speed is not as important as accuracy." When you think of speed what are the first things that come to mind?

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Beyond the Basics: How to Develop and Retain a Top-Performing Sales Team

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.

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Relationship Selling is the Key to Your Sales Challenges

Anthony Cole Training

Most organizations and advisors have been working long term to be more customer-focused. The challenge is for advisors to be productive and assertive without coming across to customers as sales-driven. One of the key sales challenges is to stay focused on adding value and leading with relationship selling.

Lead Rank 246
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Understanding the Three Stages of the Buyer’s Journey and Audience Behavior

Sales and Marketing Management

Now more than ever, companies should consider each stage of the buyer’s journey to fully capture leads every step of the way leading up to a purchase. The post Understanding the Three Stages of the Buyer’s Journey and Audience Behavior appeared first on Sales & Marketing Management.

Leads 317
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Maximizing Growth Through Acquisitions

SBI Growth

Organic or inorganic growth? For companies with a historical success of organic growth, looking at acquisitions as a potential growth lever can appear overwhelming. But in the wake of accelerated growth expectations, acquisitions have almost become necessary.

Maximizer 177
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The Great Customer Resignation

Partners in Excellence

I recently read an article about the coming Great Customer Resignation. The title was actually more interesting than the content of the article, but if you want to read it, there’s a link at the end of this post. Over the past year or so, we are constantly reminded about the Great Resignation. Many attribute this to experiences through the pandemic, whether it’s WFH or WFA, or rethinking of individual priorities about work and life.

Customer 135
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How to Optimize Call Monitoring: Automate QA and Elevate Customer Experience

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!

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Simple Habit to Improve Sales Today

Mr. Inside Sales

Someone once said, “First we form habits, and then they form us.”. And in sales, this is especially true. Here’s a quick example from a new client I’m working with now: At the end of speaking with current accounts, the habit of the sales team is to ask: “If you need anything, please give me a call…”. Developing a better habit during this part of the call will greatly increase your sales.

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Salespeople close 172% more doing this to sell value

Membrain

Here’s a startling fact you may not know: Salespeople who uncover budgets are 172% more likely to close business than those who do not. This stat drives home the point that you must have a sales process that includes money discussions early in the conversation and you must help salespeople sell value by being more comfortable having those conversations.

Closing 137
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Understanding the Customer Buying Motives

Anthony Cole Training

Knowing and understanding your prospect's buying motives allows you to make better decisions on whether to engage and pursue a potential sales opportunity.

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To Keep Your Best Employees Start Spelling ‘Retention’ with Three Rs

Sales and Marketing Management

Every individual you hire is weighing the balance of the job’s requirements with the combined weight of the rewards and respect they are getting in return. Here’s how that works. The post To Keep Your Best Employees Start Spelling ‘Retention’ with Three Rs appeared first on Sales & Marketing Management.

Retention 315
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Secrets of a Successful Sale: Optimizing Your Checkout Process

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.

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Navigating the Sales Headcount Gap

SBI Growth

Companies cannot afford to lose top commercial talent. To remain on an upwards growth trajectory, they have to be prescriptive in how they align the commercial talent hiring and retention strategy to both short and long-term growth levers. They need to think about the talent retention strategy as they would customer retention, removing obstacles and creating a frictionless experience to drive productivity, desire for top sellers to join their teams, and loyalty for top sellers in their current s

Hiring 156
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I Love Selling!

Partners in Excellence

For those who know my background, many may be surprised. But I love selling–and I love working with highly professional sales people. I can think of few things more exciting, challenging, and rewarding than selling. Yeah, there’s the challenge of meeting quota, there’s the reward of blowing away your comp plan. But that’s not really why I love selling.

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Convert Consistently with Customs and Connections: Meet the Achieving Tribe

SalesProInsider

Meet the Achiever Buying Tribe: How soon? What’s the net or result of this? Those are two questions you might hear from the Achiever Tribal Type during your sales conversations. And an introduction to this Achiever Tribe is the focus for this installment of the series: Convert Consistently with Customs and Connections. Introducing the Achiever Buying Tribal Type.

Meeting 133