Steven Rosen
DECEMBER 5, 2022
The Key to Unlocking Performance . Even if you have exceeded your sales numbers this year, chances are your sales team is still not performing at peak levels. Coaching is the number one sales management activity that drives sales performance. However, most sales managers struggle to become highly effective coaches and fail to spend enough time coaching their salespeople.
Sales and Marketing Management
DECEMBER 26, 2022
Updating the sales compensation program might improve sales productivity but getting companion programs right is just as important or maybe more so. The post Sales Compensation Does Not Stand Alone appeared first on Sales & Marketing Management.
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Score More Sales
DECEMBER 27, 2022
I am fortunate to know best-selling author and “Father of Contact Marketing” Stu Heinecke. I met him when he was writing his first book, “How to Get a Meeting with Anyone” as I was asked to and was able to share one of my own strategies for getting my foot in a prospect’s door.
SBI Growth
DECEMBER 14, 2022
The media, public markets, and even the U.S. Federal Reserve have created a tidal wave of uncertainty. Yet despite their “confidence”, prognosticators and market analysts can’t say much with confidence about its timing, severity, or relative impact across industries. Recession readiness should not be about “placing bets” on which way the market will turn and how it will impact your organization.
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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.
The Center for Sales Strategy
DECEMBER 14, 2022
We call ourselves account executives and consultants, but do we behave like consultants? Or do we act more like salespeople who are just there to close a deal and cash a commission check? When I started working straight out of college, I sold advertising for a local radio station. I was 22 years old, so my real-world business experience was limited.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Alice Heiman
DECEMBER 28, 2022
After eight years of trial and error, Daveed feels he has finally figured out the sales model for, Valens Global. He heard about the rainmaker sales model from a very successful law firm. The senior partner initiated discussions with clients that demonstrate the firm’s expertise and ability to solve a particular problem. Is the rainmaker sales model right for your company?
The Sales Readiness Blog
DECEMBER 19, 2022
Providing regular, constructive feedback to sales representatives on their performance is an important part of their development, and long-term success, and an essential part of your role as a sales manager. Performance-related feedback is inextricably linked to sales coaching, but can also be given “in the moment” and informally.
Membrain
DECEMBER 7, 2022
Challenging economic times are, well, challenging. For sales teams, they can be brutal.
SBI Growth
DECEMBER 21, 2022
If you have been following SBI’s Missed Your Number series, we’ve made recommendations on immediate actions sales leaders can take to get back on your growth track. In market-leading organizations, Sales teams are supported through a strategic cross-functional interlock with the marketing team. There is a flow and collaboration across revenue-generating functions that maximize demand generation efforts and ensure timely follow-up of viable leads.
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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
DECEMBER 12, 2022
Each week we can read multiple lists of the top new movies and TV shows to stream at home. Lists of the Top SUV's, Sedans, and Coupes are also prevalent right now. And of course, as we move ever closer to the holidays, there are lists aplenty on the Top Gadgets, Luxury Items, Gifts for Her, Gifts for Him and Gifts for Kids to peruse. But it's also the time of year when I publish my list of the Top 10 Sales and Sales Leadership Articles of the year.
Sales and Marketing Management
DECEMBER 5, 2022
A sales rep can’t make every sale, but the reality is there’s more going on than just selling a product or service. The post 5 Relationship Building Tips for Improving Sales Performance appeared first on Sales & Marketing Management.
Anthony Cole Training
DECEMBER 1, 2022
Are you following the Ten Commandments of Sales Success? Find out by watching our new series with Chief Growth Officer Mark Trinkle. Today, Mark will discuss Commandment #8: Thou Shalt Always Remember to Add Value.
No More Cold Calling
DECEMBER 27, 2022
Why I won an award for prospecting. I got a job offer on December 28 and had two in-person meetings on the afternoon of December 24. This was many years ago, but I learned an important lesson: Even though it seems like the business world shuts down for most of December, it can actually be the best month for new business or even for a new job. “Always be prospecting” is my motto.
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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 Center for Sales Strategy
DECEMBER 7, 2022
If you are like me, the idea of your sales team working remotely was beyond your imagination. Every once in a while, you might hear a rumor about a salesperson that worked from home a couple of days of the week, but they were more like myths than reality. Oh, sure, they are "working from home," and I saw "Big Foot" run across my backyard. However, with the pandemic, the world changed seemingly overnight.
Mr. Inside Sales
DECEMBER 9, 2022
Happy Holidays everyone! While you’re all on the final push to make your year-end numbers (or December quotas), and while you’re all getting ready for the holidays—getting gifts for family members and arranging travel and holiday parties, etc.—I thought I’d give you, my readers, a gift: Click Here to download a sample chapter from my bestselling book, Power Phone Scripts , on “ Better, Smarter Prospecting Techniques That Really Work !”.
Understanding the Sales Force
DECEMBER 20, 2022
The lessons from my annual Nutcracker post have not changed at all in 12 years but my perspective changes. This year three new thoughts come to mind.
Sales and Marketing Management
DECEMBER 7, 2022
The marketing landscape has evolved, presenting both large enterprises, startups and sole proprietors ways to capture market share without incurring significant costs. Here are three surefire marketing strategies that can help withstand today’s recessionary environment. The post Slow and Steady Creates a Recession-Proof Marketing Strategy appeared first on Sales & Marketing Management.
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.
Anthony Cole Training
DECEMBER 8, 2022
Are thou always remembering to follow the Rules of Engagement? Learn why it's important by watching our new series with Chief Growth Officer Mark Trinkle. Today, Mark will discuss Commandment #9 of the 10 Commandments of Sales Success.
SBI Growth
DECEMBER 7, 2022
In SBI engagements across the board, a sample list of Commercial Go-to-Market challenges we’ve heard include:
Smooth Sale
DECEMBER 27, 2022
Photo by John Hain via Pixabay. Attract the Right Job Or Clientele: Are You An Empathetic Leader? Upon reading the first sentence in an email sent by a gentleman, I know it had me bursting into laughter! His message states that a recent study conducted by the University of Cambridge reveals that women have superior empathy over men. The laughter was about my question, Why Now?
Mr. Inside Sales
DECEMBER 5, 2022
Now that December is here, it’s time to get clear on exactly what you’re going to accomplish in 2023. When it comes to setting and reaching your goal, use this simple and proven 3 step process that virtually assures success. I’m going to lay it out here as it applies to a financial goal but recognize that this method applies to successfully reaching ANY goal.
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!
Understanding the Sales Force
DECEMBER 6, 2022
You're driving down the highway and you approach a road sign which says Chicago (South), Green Bay (North). Smart people know that taking the appropriate exit puts you on the road TO one of those cities and that you are NOT IN one of those cities. Morons think they have arrived. The sales version of that occurrence is the single most common challenge we observe when watching salespeople "sell.
Sales and Marketing Management
DECEMBER 12, 2022
These three steps will help you harness your CRM’s customer data, level up your future planning strategies, and turn events into your organization’s superpower. The post 3 Steps for Using Your CRM to Unlock Your Events’ Full Potential appeared first on Sales & Marketing Management.
Anthony Cole Training
DECEMBER 29, 2022
In an economic environment that is like the one we are in heading into 2023, your growth strategy may not be so much about sales growth, but rather more about holding on to what you have!
Force Management
DECEMBER 15, 2022
In February 2022, we published the first episode of Revenue Builders. Veteran sales leaders and friends John Kaplan and John McMahon are passionate about sharing their wealth of knowledge with current and future leaders, and along the years they've rubbed shoulders with some of the most influential and inspiring leaders of the sales world and beyond.
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.
Membrain
DECEMBER 25, 2022
I’ve been fascinated to read about the experiments people are doing with CHATGPT. It’s a fascinating tool, offering some potentially fascinating potential. At the same time, as so many others have discussed, using CHATGPT is a double edged sword; there are some very powerful applications, at the same time there is a huge potential for misapplication and misinformation.
Alice Heiman
DECEMBER 20, 2022
Years of trust can evaporate in a matter of moments if you forget this simple rule. Dmitri Leichik learned the hard way that customers are not buying your product, they are buying your commitment to their success. The moment they perceive a transactional motive, you’ve lost. Utilizing a founder led sales model, Twistellar has grown globally and still relies on Dmitri’s long term relationship strategy that in many cases takes years to mature from conversation to trust to a project.
Partners in Excellence
DECEMBER 6, 2022
This time of year, sometimes we look back to see what’s happened how things have changed and the progress we’ve made. Typically, we look at attainment of annual goals. Questions like, “Will we hit our numbers? Could we have done more or what cause us to miss? Have we built a stronger team, are we growing their ability to perform? What challenges did we face, how did we address them?
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