Sell Integrity
NOVEMBER 23, 2020
A customer-centric strategy is about more than just a values statement or a directive to the team. Are your customers truly at the center of your business universe? A customer-centric culture is one that is relentlessly focused on putting what’s best for the customer at the core of everything you do. Culture isn’t just about one function or department or role.
Sales and Marketing Management
NOVEMBER 4, 2020
Author: Christian Kruse Deciding to expand a new business is pretty obvious and straightforward. After all, a new business has to expand from being an ambitious business plan to getting the first office space to acquiring the needed IT infrastructure, to hiring skilled labor, and to expand its market reach. All these expansions are nothing more than the needed threshold for getting a business off the ground, so there aren’t too many considerations to worry about.
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The Pipeline
NOVEMBER 19, 2020
By Tibor Shanto. Frankly, who cares? Your prospects sure don’t! No, seriously! Some of your customers maybe; your competitors – when it serves their needs. Oh ya, the marketing team that “developed” the “value prop” does. But weren’t you telling me Tuesday that they’ve never been out on a client call? What really counts in the real world (you know where sales are made), is the prospects’ and clients’ perception and definition of value.
SBI Growth
NOVEMBER 14, 2020
Marketing leaders have faced numerous difficulties over the past year, but one challenge is not exclusive to just 2020—sales and marketing alignment. Getting this correct is more imperative now than ever before and can make-or-break your growth strategy. Ultimately, companies.
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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.
Understanding the Sales Force
NOVEMBER 17, 2020
At this point, most salespeople have accepted that the majority of their sales "calls" will take place over Zoom or similar video platform. However, accepting the reality of video selling, and maximizing that video selling for effectiveness, are two completely different things. In today's article, we'll discuss the next set of steps you should take so that selling over video can be as effective as possible.
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Mr. Inside Sales
NOVEMBER 16, 2020
Question for you: How often do you take notes while you’re on Mute and your prospect is revealing their buying motives? What? You don’t take notes? How about using your Mute button? Are you actively doing that? (If not, start using it today: search my blog to read articles on how to do that.). Here’s a simple technique to help you actively listen to and understand a prospect’s or client’s buying motive(s): While they are answering your qualifying questions, have a piece of paper next to you (or
Sales and Marketing Management
NOVEMBER 11, 2020
Author: Jen Smith, VP Marketing, MarketingProfs In the “Before Times” – way before the start of the COVID-19 pandemic – virtual events were often seen as lesser-than to in-person, bigger-budget events. They were viewed as less compelling, less useful and, certainly, less fun. It turns out that in an always-digital, pandemicked world, that’s no longer true.
The Pipeline
NOVEMBER 24, 2020
By Tibor Shanto. Selling solutions is a great approach, but there is a key prerequisite for it to work. Buyers need to actually have or feel they have the problem purported to be solved. But if they don’t see the problem, they won’t need the solution. This is why you find sellers selling more problems than solutions. Ask yourself what you are selling more, the problem or the solution?
SBI Growth
NOVEMBER 18, 2020
As a sales leader, it is necessary to understand the performance levers which impact your bottom line. One encompassing metric that can help you understand these levers and improve sales effectiveness and efficiency in 2021 is Sales Velocity. Deciphering your.
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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
NOVEMBER 16, 2020
When your computer isn't functioning the way you expect you may notice how sluggish and unresponsive it is - a symptom of the real problem - so you need to look more closely. I'm on a Mac so I open up the activity monitor to determine if a program or programs are using too much memory or utilizing too much CPU. If that's the case, I force quit those programs and if that doesn't work, I restart the device.
Zoominfo
NOVEMBER 25, 2020
Many corporate leaders still have blind spots when it comes to the obstacles confronting an employee from an underrepresented group. They fail to realize that just having a diversity and inclusion program may not be the end all, be all solution to discrimination. . ZoomInfo conducted an analysis of 60 million professionals in its database and found that approximately 2,250 roles with the word “diversity” or “inclusivity” in the title existed in 2019, compared to only 876 in 2014. .
Anthony Cole Training
NOVEMBER 19, 2020
Translating Personal Goals into a Business Workplan from Anthony Cole Training on Vimeo.
Sales and Marketing Management
NOVEMBER 9, 2020
Author: Thiago Sa Friere With the shift to a remote workplace, sales reps and account executives are engaging with the C-suite. From prospecting to discovery and demo calls, executives like CEOs and CFOs have become not just a name on an invite, but an active participant with plenty of questions and unique problems to solve. . Chorus.ai has seen this firsthand; our data of millions of sales calls shows C-suite participation is currently up an average of 80% compared to Q1 in months like January
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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 Pipeline
NOVEMBER 3, 2020
By Tibor Shanto. There is no doubt that VALUE is central to sales success. Buyers are looking to maximize value, vendors are focused on delivering value, value, value. Yet, most sellers do not have a clear and – actionable definition for value. This has held back the quality of conversation and may explain why some sales take as long as they do. Unlike roses, it’s not just value, by any other name.
SBI Growth
NOVEMBER 24, 2020
Customer Success has become the focus of many organizations and answers questions such as “how do I retain my customer?” And “how do I grow within my current customer base?” To ensure your organization is focused on the right CS.
Understanding the Sales Force
NOVEMBER 11, 2020
The lettering above the dials of our LG washing machine (pictured above when new) have worn off. I went online believing I could get a replacement decal and while LG does not provide replacements, they will replace the entire front panel for $125. While I was researching this stupid, preventable issue, I found that many LG owners have the same problem.
Zoominfo
NOVEMBER 18, 2020
We go together like lamb and tuna fish. (Or you might prefer spaghetti and a meatball.) . Whichever way you slice it, Jake Shaffren, former Sales Development Representative (SDR), Account Executive (AE) and current Director of Sales and Brad Metz former SDR and current AE made a pretty dynamic duo. Let’s dive into what made their AE/SDR pairing work for them.
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
NOVEMBER 12, 2020
H. Personal Goal Setting from Anthony Cole Training on Vimeo.
John Barrows
NOVEMBER 2, 2020
On this week’s episode we’re talking with Scott Yorke of Proposify. Proposify does a great job of recognizing exemplary employees because of the positive impact they have had on the team and Scott is talking to us today about the impact he’s had. Follow the podcast: Subscribe on iTunes. Subscribe on Spotify. If you prefer to watch than to listen, here’s the full video : That’s a wrap.
The Pipeline
NOVEMBER 14, 2020
By Tibor Shanto. It has been a long hard year; you deserve to do something special for yourself. Not a guilty pleasure, but the gift of continuous sales success. Join us for a special Holiday Edition of the Proactive Prospecting Program , December 1 – 2. Like everything else this year – it’s Virtual! That’s right, you don’t even have to leave your home to improve your prospecting, sales, and overall success.
SBI Growth
NOVEMBER 29, 2020
While the Business Services industry saw comfortable growth preceding the pandemic, only a select few market leaders have been able to accelerate growth since the crisis began. Their secret lies in their ability to execute dynamic, cross-functional revenue plans. On today’s.
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!
SBI
NOVEMBER 10, 2020
Q: SHOULD SELLING BE VIEWED AS A BUYING EXPERIENCE AND WHY. MARK: The buying experience is absolutely one of the most important parts of a salesperson’s job. Providing a good customer experience is not only the right thing to do, but beyond that, research shows that a great experience has a significant impact on whether or not someone buys from you.
Zoominfo
NOVEMBER 17, 2020
New employee onboarding…what joy. After hours of training, product reviews, company culture rah rahs, and riffling through bags of swag, many employees feel they have officially started their jobs. Truth be told, one of the most important events during new hire onboarding is getting set up on the wide range of digital tools you will need to do your job.
Grant Cardone
NOVEMBER 13, 2020
Whatever your goals are for next year, there are seven essential steps to streamlining your business that you can take right now. While everyone else is still stuck on the election results and all the news (good or bad) about Covid-19, I’m already thinking about 2021. I’m using what’s left of this year to plan for next year and I suggest you do the same.
John Barrows
NOVEMBER 16, 2020
Our guest this week is David Nihill, bestselling author of Do You Talk Funny and Founder and Creative Director of FunnyBizz. David and John discuss a few topics that we’ve seen as important in the sales and public speaking space. David talks about managing fears instead of trying to overcome them, having a script vs. sounding scripted, and gives us some great pointers on delivering a strong keynote that’s not boring or too dull for your audience.
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.
The Pipeline
NOVEMBER 16, 2020
Sales Scrum Episode #24 – Guest Duane Tough. Duane Tough is A Payments Architect (Founder of PBATM, PBCASH, and ZIPPY.CASH). Duane designs and architects business and technology systems of all shapes and sizes for over 25 years. Provide necessary linkage between enabling today’s opportunities and opening avenues to the markets of tomorrow. Currently working with many clients in the Financial Services and promoting CardLess and Card Not Present and ContactLess ATM services.
SBI Growth
NOVEMBER 12, 2020
While the world innovated rapidly and continually adopts many advanced technologies, the sales environment is still catching up. In most cases, face-to-face selling was the top method or process, allowing for strong relationship building, effective communication, and the ability to.
Engage Selling
NOVEMBER 20, 2020
Salespeople, business leaders, and shareholders thrive on having reliable and realistic sales targets. Without them, you can’t possibly gauge performance. Setting those sales targets, more importantly, hinges on being able to consistently anticipate the future.
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