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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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.
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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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.
Sales and Marketing Management
AUGUST 29, 2022
Virtual selling will continue to play a pivotal role in sales organizations, whether they have fully remote, in-person or hybrid work environments. But with its wide adoption comes a new skill set to learn. The post How Sales Enablement Can Improve Virtual Selling appeared first on Sales & Marketing Management.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
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.
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.
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).
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.
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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.
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.
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?
Predictable Revenue
AUGUST 17, 2022
Graham Collins joined the Predictable Revenue podcast to discuss how to set up more effective compensation plans for sales development reps (SDRs). The post Setting Up Compensation Plans for SDRs Effectively appeared first on Predictable Revenue.
Hubspot Sales
AUGUST 31, 2022
Whether working in sales or support, the best reps know how to be charismatic. When these team members walk into a meeting or join a call, they immediately put customers at ease with their conversational tone and genuine demeanor. While some people are naturally charismatic, instant likeability doesn’t come easily for everyone. For the reps who are on the more introverted side or maybe even new to a management role, rest assured that charisma is something that can be learned, according to a stud
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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.
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.
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 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.
SocialSellinator
AUGUST 29, 2022
As the world changes, small businesses must find new ways to reach their target audiences. And one of the most effective ways to do this is through a social media marketing strategy.
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.
RAIN Group
AUGUST 2, 2022
Differentiation often starts with marketing, but it truly comes alive in the selling process. Even if your company’s products and services are superior to all others, this means nothing if you can’t convey that to your buyers. Differentiating in sales is more than a good pitch—you need to differentiate in the right areas, adapt to your buyer’s needs, and build value.
SalesProInsider
AUGUST 11, 2022
Words are powerful. And the words we choose to use during our sales conversations can make or break the opportunity to close that sale and help that person. Our words have the power to “make” the experience good, bad, or indifferent for that prospective client. Our words allow us to educate, excite, remove fear, and gain commitment as well as provide clarity, comfort, and hope.
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.
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.
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!
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.
SocialSellinator
AUGUST 26, 2022
As a business owner, you know that social media is a powerful tool to reach new customers and grow your brand. The number of people using social media sites has increased dramatically in recent years, with 42% of the world's population having a social media account. In the United States, that percentage is even higher, with 82% of Americans being active social media users.
Membrain
AUGUST 14, 2022
If I were forced to identify the single most important capability for anyone, at any level in selling, I think it would be curiosity. I wouldn’t identify prospecting, relationship building, closing, goal orientation, or any of the numerous competencies/capabilities of great sales people.
Partners in Excellence
AUGUST 28, 2022
I was reading an article on “office politics.” Basically, the discussion was around maximizing collaboration by hiring “like minded” people. Implicitly, the argument focused on minimizing disagreements and differing points of view. Frankly, I think that’s terrible advice. Everything we know is the quality of what we do, the time to decision is increased with more diverse groups.
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.
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.
Force Management
AUGUST 3, 2022
Given the current economic downturn, your salespeople may be more inclined to invest time in an unqualified deal or skip important steps in the sales process to keep pipelines moving. If the current economic landscape is amplifying the pressure your sales team is feeling to hit revenue targets, address this challenge head on and have a direct conversation with your team now.
Sales and Marketing Management
AUGUST 9, 2022
There's a better way to assemble a top-notch freelance marketing and PR content team than resorting to the online platforms where anyone can call themselves a writer. The post How to Recruit and Retain a World-Class Writing Team appeared first on Sales & Marketing Management.
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