Steven Rosen
AUGUST 2, 2022
The Focused Sales Leadership framework consists of 3 pillars: Leadership, Culture and Focus. Sales leaders must build winning teams and develop a performance culture to achieve outstanding results. Yet, many sales leaders are working 50-60 hours a week and still not getting the desired results. Are you stuck in an endless sea of emails, texts, voice messages, meetings, and many other distractions?
Anthony Cole Training
AUGUST 25, 2022
There is no such thing as “time management.” Here is my take on the myth. It’s a very practical analysis that leads me to my strong conviction.
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Sales 2.0
AUGUST 29, 2022
A classic issue in sales forces is promoting one of the top performing sales reps to the manager of a sales team, then having them fail in this new role. It can be a “triple whammy” for the company as they lose the revenue of a top performer, need to fill a critical “seat” in the sales organization and have a group of salespeople that are not performing to their full potential.
Mr. Inside Sales
AUGUST 12, 2022
Are you ready for some football? The first preseason games are in the books, and coaches are watching game film and teaching players how to improve every week. I read a piece by Peter King from SI.com about his conversation with Ellis Hobbs—former cornerback with the New England Patriots. He was talking about how much respect he had for Patriots head coach Bill Belichick.
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.
Force Management
AUGUST 31, 2022
Your sales kickoff is a crucial tool for maximizing your sales team's potential. As the economy shifts, leaders are looking to increase efficiency in critical areas to hit their revenue goals.
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Bernadette McClelland
AUGUST 1, 2022
When we say that we buy on emotions and back it up with logic how does that actually play out? I mean, I go to the supermarket and buy the usual stuff – toilet paper, toothpaste, milk, vegetables and maybe the odd chocolate bar (that I make my husband and I share because that way there’s less calories!) but outside the chocolate, where do emotions come into what I buy?
RAIN Group
AUGUST 17, 2022
If you’re responsible for designing or implementing sales training for your organization, you know the effectiveness of training varies greatly. It might not be implemented properly, land well with participants, relevant to sellers’ daily work, or it might be forgotten completely in the days and weeks following the training. Sales training fails more often than it succeeds.
SBI Growth
AUGUST 31, 2022
SBI research and Growth Forum discussions indicate that CEOs and their leadership teams tend to hedge their bets during uncertain times. But we have seen from high-performing companies that they take a focused approach to value creation. To do this effectively, assessing the conditions in a systematic way and knowing where to focus efforts is critical.
MarketJoy
AUGUST 24, 2022
For decades, companies have struggled to strike a balance between lead quality and lead quantity. While more leads on paper may look good to a marketing professional, the quality of leads is what a sales team is looking for. According to a recent survey, 70% of B2B marketers cite improving the quality of leads as the most important objective of a lead generation strategy.
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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
AUGUST 23, 2022
I wrote the best-seller, Baseline Selling , so it should come as no surprise that I'm a die-hard Boston Red Sox fan. I'll be at Fenway Park for a game this week and I had some thoughts about how the Red Sox compare to many of the sales teams that get evaluated by Objective Management Group (OMG).
Sales and Marketing Management
AUGUST 31, 2022
Mark Shopmeyer, co-founder and co-CEO of sales commission software startup CaptivateIQ, says sales compensation plans don't have to be the headache they are for many companies. The post Does Sales Compensation Have to Be So Complicated? appeared first on Sales & Marketing Management.
Anthony Cole Training
AUGUST 19, 2022
I will have to agree to disagree with Richard Carlson, Author of Don’t Sweat the Small Stuff. My view is that the little and or small things do matter and often they matter a great deal.
Sales 2.0
AUGUST 29, 2022
A classic issue in sales forces is promoting one of the top performing sales reps to the manager of a sales team, then having them fail in this new role. It can be a “triple whammy” for the company as they lose the revenue of a top performer, need to fill a critical “seat” in the sales organization and have a group of salespeople that are not performing to their full potential.
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.
Bernadette McClelland
AUGUST 21, 2022
Ahhhh… Golf! “It took me seventeen years to get three thousand hits in baseball. It took one afternoon on the golf course.”. I totally resonated with the last few words famously quoted by former Baseball Hall of Famer, Hank Aaron. Not having picked up my golf clubs for quite a few years, I wanted those statistics to change. And the decision to shift my thinking happened when packing up to move to the USA.
Steven Rosen
AUGUST 16, 2022
Are Distractions Preventing You from Achieving Results? You are a good sales leader and have developed a performance sales culture. You are the key to driving the performance of your team. So, what is preventing you from achieving your goals of both you and your team earning a top bonus? What stops you from getting on the podium with some of your salespeople this year?
Understanding the Sales Force
AUGUST 25, 2022
While you don't need to know a single thing about Baseball to read this, it is another article with a baseball analogy. If you don't enjoy reading my baseball analogies, you can ignore this but I must warn you that today's analogy will reveal the two underlying causes for sales opportunities getting stuck in the pipeline and not reaching a close. If you don't care about that then bye-bye until the next article.
Sales and Marketing Management
AUGUST 25, 2022
To achieve top sales performance, you don’t need a sales team dominated by business degrees from Harvard or resumes full of eye-popping company logos. Those attributes are all well and good, but they’re not requirements for top performance. The post One Trait That Top-Performing Sales Managers Share 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.
Anthony Cole Training
AUGUST 4, 2022
We work with many community banks and while the commercial side of the bank usually has some “sales chops”, we often hear from leadership that retail bankers are less comfortable with “selling.” Or they may even avoid that word altogether. We like how the book Go-Givers Sell More positions the process of selling: Your influence is determined by how abundantly you place other people's interests first.
Sales 2.0
AUGUST 22, 2022
I’ve been reviewing some key books in sales and marketing to refresh my knowledge of some of the fundamentals to building world-class “revenue engines”. I’m sharing my summaries here. The second book I’m covering is No Forms. No Spam. No Cold Calls , by Latané Conant. Latané’s book covers an area of marketing that I have long wondered about: Should you “gate” or should you not “gate” your content?
SBI Growth
AUGUST 24, 2022
As I prepared to step into the role of CEO at a transitioning company that was on the cusp of massive growth and facing economic turbulence, I reflected on conversations I’ve had with other CEOs. I have learned that there are a number of qualities a leader needs—not only inherent abilities but also skills that must be developed—in order to successfully lead their company.
Mr. Inside Sales
AUGUST 29, 2022
What are you going to do to ensure you close out the year strong? The most effective thing you can do as a sales manager or business owner is to upgrade the skills of your existing inside sales team. Nothing you can do will make more of an impact on your end of year revenues. (Sadly, not increasing their competency will lead to sales as they are now…).
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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
AUGUST 3, 2022
I do my own weeding and that "hobby" takes up a lot of my free time. Weeding is like playing the arcade game wack-a-mole where you pull the weed, use a weed wacker, or poison the weed on Monday and two more weeds appear in its place on Tuesday. If you think about territory sales or sales into a specific vertical, reps should be calling on the same customers and prospects all the time.
Sales and Marketing Management
AUGUST 17, 2022
A significant number of barriers stand in the way of effective sales coaching. Here's how to overcome them. The post Take Your Sales Team from Subpar to Superstar with These 5 Sales Coaching Tips appeared first on Sales & Marketing Management.
Anthony Cole Training
AUGUST 11, 2022
I know you have heard it before. You know, the line that goes like this “if you keep doing what you have always done, you will keep getting what you have always gotten.” As a coach, the most development I have seen in salespeople comes when they alone decide enough is enough which leads them to make changes. And sometimes those changes are hard to make.
Sales 2.0
AUGUST 15, 2022
I’ve been using the summer to review some of the classic books in sales and marketing and refresh some of the fundamentals to building world-class “revenue engines” described. I started with Mark Roberge’s book “The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million”. The part of Mark’s book I like the most is about hiring salespeople.
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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.
SBI Growth
AUGUST 17, 2022
Recently, through SBI’s Executive Growth Forum Program, the team hosted an invitation-only event for independent board members to better understand, from their respective lenses, how they view CEOs preparing for 2023. With SBI’s 2022 CEO growth planning survey as the foundation for discussion, they captured critical insights from the board members serving one or more companies with market caps between $500m-$1B, mostly PE-owned companies in software, technology, and business services.
Mr. Inside Sales
AUGUST 21, 2022
I watched a sales rep making cold calls the other day. He was making one crucial error that was leading to him not getting very far with prospects. I want to share with you what this common prospecting error is and how to immediately fix it. I contacted him and offered to do a complimentary coaching session with him to help correct this fundamental error.
Understanding the Sales Force
AUGUST 10, 2022
You may have read that the latest legislation out of Washington DC provides $80 billion for the hiring, arming and training of close to 80,000 new IRS (Internal Revenue Service is the US Tax Agency) agents to nearly double the size of the agency. Did you catch the part about arming IRS agents? Wow. That makes the IRS larger than the State Department, Customs and Border Control, the FBI (Federal Bureau of Investigation) and the Pentagon (Military) combined.
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