SBI Growth

NOVEMBER 20, 2024

Take a quick look at the forecasted end-of-year close dates in your CRM system. What dates do most of your sales team’s opportunities show? Do you see a lot of December 31 st close dates? Chances are your sellers don’t understand how high performers close business and enjoy a more stress-free holiday. Whether it’s a more basic deal qualification tool like BANT , or a bit more sophisticated as with MEDDPICC, sellers are mistakenly taught to chase deal-close clarity in a sequence.

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Closing Forecasting CRM System 177

Anthony Cole Training

NOVEMBER 7, 2024

Sales leaders must be both effective managers and great coaches by arming their salespeople with the skills to be successful and managing their strengths. This week, we identify the final 5 keys to success in leading a sales team.

Leads 308

Leads Marketing Qualified Lead Coaching Sales 308

Understanding the Sales Force

NOVEMBER 1, 2024

In Central Massachusetts, the 2024 Foliage season was dramatically different from a year ago when the leaves turned late in the fall, without much color, and they didn’t drop until the second half of November. Long Foliage Cycle. This year, much like when I was growing up, the leaves turned in mid-October and had mostly fallen from the trees by the end of October.

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Sales Cycle Decision Maker Government Up-Sell 352

Understanding the Sales Force

NOVEMBER 10, 2024

The title of today’s article might be confusing, but it’s true. Phil told me so. But before I share what he said, I have some anecdotal evidence that supports the claim that I’m an imposter. Here are ten reasons why I could be an imposter: I stand tall but I’m actually just 5′ 6″ I’m a white collar professional yet I never wear a jacket or tie I have helped B2B sales teams for nearly 40 years but prior to that I sold only B2C I invented and perfected

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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.

Trends

Sales and Marketing Management

NOVEMBER 20, 2024

By viewing emotions as signals, you gain the power to respond instead of react. This shift can transform your experience in sales, turning each emotional signal into an opportunity for growth and improvement. The post Reframing Stress and Emotions as Signals, Not Threats appeared first on Sales & Marketing Management.

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Opportunity Marketing Sales 290

Anthony Cole Training

NOVEMBER 14, 2024

There are few responsibilities in life more important than being a coach, whether for a sports team, teaching mastery of a musical instrument, or serving as a sales coach. Consider the impact a coach has on their students: helping them uncover problems, discover opportunities, enhance their approach, improve their skills, and achieve success. This also makes coaching one of the toughest roles, as those responsible for it often juggle numerous other tasks daily, including operational, administrat

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Sales Hacker Training

NOVEMBER 22, 2024

Hello and welcome to The GTM Newsletter by GTMnow – read by 50,000+ revenue professionals weekly to stay up-to-date and scale their companies and careers. GTMnow is the media brand of GTMfund – sharing go-to-market advice from the top 1% of revenue operators including the 350 executives behind the fund, news, and our viewpoints from working with hundreds of portfolio companies.

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Sales Enablement Scale Hiring Sales Operations 111

No More Cold Calling

NOVEMBER 22, 2024

Stop chasing suspects. Focus on winning prospects. Ben confided in me about the four types of people in his database: suspects, prospects, clients, and the dead. Really? Curious, I asked Ben to clarify the difference between suspects and prospects. Suspects, he explained, were just names pulled from a list his company had purchased. And boy, were those supposed “leads” frustrating.

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Sales Qualified Lead Prospecting Cold Calling Referrals 177

Partners in Excellence

NOVEMBER 18, 2024

We’ve all seen the data. Customer would prefer a rep-free buying experience! And when they do have to involve sellers, they want to minimize seller engagement, often not engaging sellers until the final 20% of their buying process. While there as been a certain amount of hand wringing and “how to we fix this” in the selling community, and with me and many of my peers, I can imagine the majority of sellers quietly cheering!!!

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Customer Outbound Revelation Discount 102

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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 Management

Understanding the Sales Force

NOVEMBER 26, 2024

Randy Newman has written a lot of hit songs. The two most popular were probably Short People and I Love LA but he also wrote the music for Toy Story and Monsters, Inc. In 1970, Three Dog Night recorded one of his songs called Mama Told Me (Not to Come). If you don’t remember or weren’t around to hear one of the first hits of the 1970’s, you should probably watch/listen to the song, Mama Told Me (Not to Come) below and pay attention to the words in the chorus.

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Decision Maker Proposal Sales Process Video 328

Sales and Marketing Management

NOVEMBER 11, 2024

AI has been instrumental in changing the way companies manage images. As with all technological transformations, the full implications of AI on commercial photography are still being understood. The post How AI Changed Photography: For Better or Worse appeared first on Sales & Marketing Management.

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Anthony Cole Training

NOVEMBER 1, 2024

This article is the 1st place winner of the 2022 Sales Pro Central MVP Awards on Sales Leadership! In our sales management training, we have developed 10 keys and a framework of activities that provide a new or tenured sales leader with a roadmap they need to put in place to help lead their team to greater sales success.

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Leads Marketing Qualified Lead Sales Leadership Training 264

Sales 2.0

NOVEMBER 19, 2024

For most companies finding new business is hard. So many things must fall into place to find a new client. ​ The research suggests that about 5% of a market is looking for a solution at any given time. So just by the law of averages, if you proactively approach people you will need to speak to 20 people to find one that needs your solution. That’s a big enough challenge, but then there’s the issue of speaking to anyone.

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GoldMine Cold Calling Outbound Referrals 195

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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.

SalesForce

No More Cold Calling

NOVEMBER 28, 2024

Jill Konrath has a message for all Americans about how to create a better future together. My Thanksgiving wish for you is from Jill Konrath, esteemed author and global thinker. We all need a wake-up call from time to time, and her words are worth sharing this holiday season: I was lying on a floor mat, flat on my stomach, trying not to make a single move.

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Face-to-face Cold Calling Call-back Closing 156

SBI Growth

NOVEMBER 21, 2024

Pricing is more than just setting a number on a product— it’s a strategic decision with implications stretching deep into the organization. The right pricing strategy can influence demand, brand perception, and profitability.

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Competition Strategy Influencer Marketing 156

Understanding the Sales Force

NOVEMBER 15, 2024

More than a dozen years ago, when I was coaching Little League, I had two kids on my 9-year old team that never made contact with the ball. I spent some extra time with them and realized they were both swinging with their eyes closed. If I could get them to swing with their eyes at least partly open, they might get their hands and bat close enough to the ball so that maybe the ball might hit their bats.

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Prospecting Incentive Incentives Cold Calling 173

Sales and Marketing Management

NOVEMBER 18, 2024

Learning how to create a marketing strategy for business success can make a huge difference. Here are the important steps you need to follow. The post How to Create a Marketing Strategy That Aligns with Business Goals appeared first on Sales & Marketing Management.

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Strategy Marketing How To Sales 287

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.

Hiring

Anthony Cole Training

NOVEMBER 22, 2024

Many companies monitor their pipeline opportunities with the use of a CRM in order to have information about the opportunities being created by the sales team.

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Sales Process CRM Pipeline Opportunity 225

Zoominfo

NOVEMBER 21, 2024

Any seasoned marketer knows that demonstrating the connection between intent topics and tangible ROI can be difficult, if not impossible. Often at the mercy of the bad, outdated or incomplete data in their CRMs, marketers wind up investing time, effort and precious budget into campaigns and outreach that falter — or downright fail — at bringing in more opportunities.

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Intent Intent Signal Lead Rank Lead Scoring 147

Membrain

NOVEMBER 27, 2024

If you’ve been following me for long, you know I’m a student of systems thinking. I’ve been taking a training with Cabrera Labs , the think tank run by Drs. Derek and Laura Cabrera of Cornell University. As I’m going deeper with their systems thinking framework called DSRP , I can’t help but notice all the ways their model can help us sell better.

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System Training Sales Sales Management 136

Force Management

NOVEMBER 21, 2024

A well-defined negotiation strategy is a critical component of an organization’s success. A great negotiation strategy goes beyond individual seller skills - leaders should create a repeatable framework to ensure negotiation is being executed consistently across all deals to ensure maximum revenue. If your team repeatedly loses margin on deals, loses to competitors based on price or struggles to expand deal sizes, it may be time to assess your negotiation strategy.

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Negotiation Strategy Margin Revenue 128

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!

Call Monitoring

Smooth Sale

NOVEMBER 25, 2024

Photo by Geralt via Pixabay Attract the Right Job or Clientele: How to Build A Positive Attitude for Business Success “ Attitude is a little thing that makes a big difference.” —Winston Churchill Our guest blog provides insights into building a positive attitude toward business and explains the reasoning behind highlighting its importance. Attitude is all about how you think and present yourself to others.

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Positioning How To Engineering Hiring 117

Sales and Marketing Management

NOVEMBER 25, 2024

Integrating AI into sales training isn’t just a technological upgrade – it’s a strategic imperative for companies aiming to thrive in today’s competitive landscape. The post Driving Sales Excellence with AI-Enhanced Sales Coaching appeared first on Sales & Marketing Management.

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Sales Coaching Coaching Competition Sales 156

Anne Miller

NOVEMBER 8, 2024

How often have you been in this situation? You present your service to a qualified prospect. He definitely sees its value and acknowledges the benefits that would accrue to his business. He has been thoroughly engaged throughout your meeting, but when you come to the next step, the financial commitment – which is not inconsequential, but also not beyond reason for the expected returns – he hesitates.

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Webinar Metrics Top of Funnel Funnel Benefit 133

Zoominfo

NOVEMBER 14, 2024

When we launched ZoomInfo Marketing in 2022, our goal was to bring ZoomInfo’s unparalleled B2B data and insights to demand generation and marketing teams. Two short years later, we’re thrilled to share that ZoomInfo has climbed from a newcomer in the ABM field to being recognized as a Leader in the 2024 Gartner® Magic Quadrant™ for Account-Based Marketing (ABM) Platforms.

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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.

Sales

Membrain

NOVEMBER 6, 2024

Often, when I talk to managers, they tell me how much time they spend coaching. They tell me stories of meeting, weekly, with their people, doing reviews, pipeline discussions, activity discussions—all sorts of “coaching meetings.

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Coaching Pipeline Meeting Sales Coaching 136

Partners in Excellence

NOVEMBER 7, 2024

Since Paul Graham’s fascinating article on Founder Mode, I’ve been reading/rereading his article and listening to Brian Chesky talk about his re-wiring of AirBnB. I’ve also been wary of way too many pundits jumping on the bandwagon with their thoughts about Founder Mode as the miracle cure to our business woes. (Let me be clear, neither Paul, nor Brian talk about it in that way.

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Revelation Fashion Study Energy 119

Smooth Sale

NOVEMBER 14, 2024

Photo by Dayamay via Pixabay Attract the Right Job or Clientele: How to Begin Vlogging for Audience and Business Growth Vlogging has become a significant part of internet culture. It allows individuals to share their lives, thoughts, and experiences with a global audience. This digital storytelling form has become popular thanks to platforms like YouTube and Instagram.

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