Sales and Marketing Management
AUGUST 21, 2023
Sales can be a stressful profession for beginners and 20-year veterans alike. Here are the five biggest stressors affecting sales employees and how to alleviate them. The post 5 Biggest Stressors for B2B Sales and Marketing Professionals appeared first on Sales & Marketing Management.
Anthony Cole Training
AUGUST 30, 2023
To compete in the marketplace today, companies must first, identify the sales coaching needs of their managers and the strengths and weaknesses of the salespeople they coach. We know that in order to differentiate in business today, salespeople must be consultative, have great interactions with clients, provide solutions that solve their problems, and also create revenue for the company.
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Mr. Inside Sales
AUGUST 18, 2023
Establishing rapport with a prospect in the very beginning is perhaps the most important first step to earning the right to have a conversation that might eventually lead to a sale. Get it wrong, and that could mean the end of your call—and your chance to make a sale. Given how important this step is, it’s sad to hear so many sales people get it wrong: They either rush into their pitch; talk over prospects; or use other ineffective techniques.
Understanding the Sales Force
AUGUST 8, 2023
We were at the Zoo when we came upon this particular monkey. He was holding on to the chainlink fence with both hands and both feet – probably not very unusual for a monkey, but he was sitting on a basketball! So the monkey is following a traditional methodology for hanging on, but being authentic, allowing his silly personality to come through, and getting those who were interacting with him to laugh.
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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
AUGUST 31, 2023
You did it! You finally built a great sales team! They are destroying their budgets, the team challenges each other but gets along beautifully and they are a delight to manage. And then… someone quits. Maybe more than one. What happened?! According to the US Bureau of Labor Statistics, as of May 31, 2023, there were 9.8 million job openings across industries, and the number of people voluntarily quitting their jobs rose to 4 million.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Allego
AUGUST 14, 2023
This article originally appeared in Training magazine. B2B sales has changed. Today’s B2B buyers prefer to navigate the purchasing process themselves instead of being guided by a salesperson, choosing “rep-less” interactions whenever possible. They demand convenience and ease of purchase and want the freedom to research vendors, read reviews, and compare products online on their own time.
Smooth Sale
AUGUST 30, 2023
Photo by Mary1826 vis Unsplash Attract the Right Job or Clientele: Do You Realize the Power of Promotional Materials Success in today’s highly competitive corporate environment depends on a solid marketing strategy. Promotional items are essential for attracting potential clients’ attention and raising brand awareness. These materials, whether printed flyers, electronic brochures, eye-catching banners, or cutting-edge promotional products, can significantly improve your marketing eff
Force Management
AUGUST 24, 2023
The sales landscape has changed more rapidly in the past few years than ever before. From a worldwide pandemic to emerging technologies and fluctuating economic factors, the way that buyers make a purchase decision has evolved. In some ways, these changes require new sales approaches. More likely, these changes have created a stark disparity in the skills of teams who succeed and those who fall behind.
Partners in Excellence
AUGUST 22, 2023
After rigorous research and discussion with many expert colleagues, I’ve discovered the universal secret to Selling Success. Before getting into, it’s important to understand the methodology underlying the research. I did a rigorous scan of the literature, mostly the articles and discussions in my feed in LinkedIn. I assessed likes, comments, reposts the articles by the experts produced.
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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 16, 2023
It may seem like marketing and sales teams operate in silos, but the truth is they need to lean on each other to do their best work. The post Why Your Sales Team Should Be Part of Your Marketing Strategy appeared first on Sales & Marketing Management.
Mr. Inside Sales
AUGUST 4, 2023
Here are some of my favorite life quotes you may enjoy: “A friendship founded on business is better than a business founded it on friendship.” —John D. Rockefeller “To achieve great things, two things are needed: a plan, and not quite enough time.” —Leonard Bernstein “We make a living by what we get, but we make a life by what we give.”—Winston Churchill “Talent is cheaper than table salt.
Understanding the Sales Force
AUGUST 16, 2023
I was watching a crew install a walkway made up of very large stepping stones. The finished walkway would consist of around 30 such stones that measure an average of 3′ x 2′ x 4″ thick and will have grass around and between each step. It’s quite a process for the crew to complete this project. For example, they must: Pull up the old walkway which, in this case was pavers Install, level and compress new stone dust because the pavers were thicker than the stones Operate
Anthony Cole Training
AUGUST 11, 2023
In the fast-paced world of banking sales, staying ahead of the competition requires continuous improvement. While group training sessions have many benefits, there's no denying the unique benefits of personalized one-on-one sales coaching. With over 30 years of experience working with banks, we have found that tailored coaching can be the key to unlocking your team's full potential.
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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 2.0
AUGUST 10, 2023
This is number 9 in a series of interviews I am conducting with subject matter experts and practitioners in the sales profession. I am examining where we are today with AI in sales and where we are going. This interview is with Miro Putkonen and Anton Dobrzhanskiy of Epicbrief. Epicbrief’s mission is to make human work in sales more meaningful and valuable.
SBI Growth
AUGUST 31, 2023
Understanding the types of seller behaviors that have been most successful in today’s slow-moving market could help CEOs create value by improving the commercial productivity of their GTM teams.
Sales and Marketing Management
AUGUST 14, 2023
Companies can get a valuable competitive edge by leveraging artificial intelligence's versatile capabilities. Here are the top ways AI is changing procurement contract negotiations. The post How Is AI Changing Procurement Contract Negotiations? appeared first on Sales & Marketing Management.
Steven Rosen
AUGUST 20, 2023
Effectively Coaching Inside Salespeople As you look to develop a world-class inside sales team, the role of coaching inside salespeople can’t be understated. Just as athletes rely on their coaches to fine-tune their skills and achieve peak performance, inside sales reps look to their managers for guidance, motivation, and actionable insights. The key to effective coaching lies in understanding the unique challenges and opportunities of the inside sales environment.
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.
Understanding the Sales Force
AUGUST 28, 2023
If you grew up in the sixties and seventies like I did, then you remember when TV shows had theme songs that were so good, they were also hit songs. A few that come to mind are the theme songs from shows like Happy Days, LaVerne and Shirley, The Love Boat, Hawaii Five-O, Mission Impossible, All in the Family, Welcome Back Kotter, WKRP in Cincinnati, and Cheers.
Anthony Cole Training
AUGUST 4, 2023
In analyzing those salespeople who are successful year after year, we have found significant consistencies in behavior, sales skills, and practice management. We call these The 7 Activities for Sales Success. If your sales team can adopt these 7 habits, you will be amazed at how your sales will improve.
Sales 2.0
AUGUST 1, 2023
I believe we are at another inflection point in the evolution of professional selling. The last decade, or so, has been the era of bringing science to sales, or certainly mathematics. The advent of more powerful computing and the increase in investment in sales technology has produced an ocean of data ready for those of us who love to crunch numbers.
SBI Growth
AUGUST 16, 2023
Over the past year, CEOs have been hunkering down, preparing their organizations for a recession that never came. Even though this air of uncertainty remains in the market, business leaders know that they can no longer afford to wait and see what happens next.
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 7, 2023
The most trusted voices for your product or service are your customers. Advocacy marketing promotes products or services through satisfied customers who are ready and willing to vouch for your brand. The post Advocacy Marketing: 5 Steps to Do It Right appeared first on Sales & Marketing Management.
Steven Rosen
AUGUST 20, 2023
Group Coaching Inside Sales Reps In sales leadership, fostering a culture of continuous learning and feedback is paramount. By group coaching inside sales reps, you can tap into the power of collective insights can pave the way for a more informed and cohesive sales team. Group Coaching Sessions present an innovative method to achieve this. By encouraging sales reps to come together, share, and analyze their call experiences, organizations will accelerate the learning curve for everyone.
Understanding the Sales Force
AUGUST 21, 2023
Over the past thirty-one years, we have accumulated stuff in our basement that we may never again use. Worse, I doubt we could find whatever me might need to look for. To be clear, the image above is not a picture of our basement! Maybe you have a similar storage story, although the years of accumulation may be different. The same is true of this Blog.
Anthony Cole Training
AUGUST 18, 2023
If you look beyond the surface and dissect the performance of your team, it is often an eye- opening experience. but uncovering the data and analytics for your sales team is an essential practice in building a high performing sales team. Most sales leaders report on year over year results, sales YTD against plan, how their team is doing against other sales divisions or peers in the industry, and new business.
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.
Force Management
AUGUST 31, 2023
Channel organizations are an often overlooked, but critical component to increasing market share for complex B2B sales organizations. During my time as VP of PTC’s Worldwide Channel Program, I leaned on a core formula : Productivity x Capacity = Growth. In this article, we will focus on capacity, but stay tuned for part two in this series for the other side of the equation: How to Increase Channel Partner Productivity.
SBI Growth
AUGUST 16, 2023
It seems you can’t open your news feed these days without seeing an article about how AI will transform the workforce. But while getting overwhelmed by the sheer volume of information is easy, it shouldn’t be an excuse to sit on the sidelines. Let’s see what sales managers can do amidst this revolution to merge the gap between humans and technology.
Sales and Marketing Management
AUGUST 28, 2023
Recent sales management research shows that the best sales managers – those whose teams achieve targets, have higher win rates, and get premium pricing – are 52% more likely to excel at planning and analyzing how sellers should manage their territories. The post Take Control of Your Sales Results: Prioritize Territory Planning appeared first on Sales & Marketing Management.
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