No More Cold Calling
JANUARY 13, 2022
There are predictions, and then there’s reality. I’ve never liked predictions. I’m not an economist and I’m not a fortune teller. Yet, we’re asked to make predictions all the time. I understand that predictive analysis tools can be accurate at forecasting business trends and sales performance. But what will happen in 2022? That depends on whom you’re talking to and what their biases are.
Sales and Marketing Management
JANUARY 24, 2022
Bots are not set to take over the human element of B2B sales. When you unveil AI for what it truly is, it should be a thing to love. The post Debunking the Myths of Artificial Intelligence: A Sales Rep’s Guide appeared first on Sales & Marketing Management.
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Mr. Inside Sales
JANUARY 28, 2022
How many emails do you get every day at work? Fifty? A hundred? More? And how about after the weekend? Let’s face it: your prospecting emails can be lost in the sea of unread emails. And if it’s from someone the prospect doesn’t know? That just makes it even harder to get your email read…. There is, however, an easy solution you can implement right away that will immediately draw your prospect’s eyes directly to your email and give it that personal feel.
SBI Growth
JANUARY 26, 2022
The salestech landscape continues to explode, with more than 1200 solutions currently available for growth leaders to purchase. Continuing the announcement of SBI’s acquisition of Smart Selling Tools (SST) on January 19, get to know SST founder and SBI RevTech Expert Advisor, Nancy Nardin , her new focus at SBI, and her top predictions for salestech in 2022.
Speaker: Jesse Hunter and Brynn Chadwick
Today’s buyers expect more than generic outreach–they want relevant, personalized interactions that address their specific needs. For sales teams managing hundreds or thousands of prospects, however, delivering this level of personalization without automation is nearly impossible. The key is integrating AI in a way that enhances customer engagement rather than making it feel robotic.
Understanding the Sales Force
JANUARY 24, 2022
This is not an article about COVID but I will begin by asking which COVID policy you believe is the most stupid. My vote is for the mask requirement in restaurants because the premise is so moronic. While you're alone with your group at the front door and until you reach your table you must wear your mask. Then, when you're seated at your table, among all the other diners, you can remove your mask.
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No More Cold Calling
JANUARY 27, 2022
The research is clear: Diversity drives sales. It’s true. Diverse sales teams can make more meaningful connections with your increasingly diverse customer base. They bring different experiences to the table, learn from one another, and help you understand how to target harder-than-ever-to-reach buyers. Thus, they win deals more often. Research on the benefits of diversity in the workplace prove it isn’t just a nice-to-have; for modern sales teams, it’s a must-have.
Sales and Marketing Management
JANUARY 26, 2022
Sales enablement has become a must-have revenue growth lever for companies around the world. The key is to have an enablement plan that’s aligned with your company’s top growth priorities. The post How Do You Know If Your Sales Enablement Is Working? appeared first on Sales & Marketing Management.
The Pipeline
JANUARY 11, 2022
By Tibor Shanto. I’ve read several pieces offering suggestions that now is the time to develop the right plan for the year ahead. One can argue about the timing, some, me included, would say the planning should already have been done. January, or any first month of a fiscal year, should be used to hit the ground running, not planning. But if you’re going to plan, there is more to it than Territory or Account Planning.
SBI Growth
JANUARY 12, 2022
The “war for talent” dominated headlines and SBI client conversations across 2021, with attrition rates ranging from 25-60%, and leadership teams scrambling to both backfill open roles and future-hire sufficient headcount to achieve growth goals.
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Are you struggling with slow quoting cycles, complex product configurations, and disconnected data in your manufacturing/distribution business? This article will help. Learn how industrial companies are revolutionizing sales processes with an integrated platform that includes quoting, inventory, and service, providing real-time data and offline access for field teams.
Understanding the Sales Force
JANUARY 5, 2022
My articles begin with analogies so we'll start by asking, has baseball changed?
Anthony Cole Training
JANUARY 13, 2022
One of the biggest sales challenges to overcome is a prospect who becomes indifferent when they decide that doing nothing is the easiest thing to do. How do you challenge the decision and not the prospect to help them overcome their choice to maintain the status quo?
Engage Selling
JANUARY 25, 2022
If you want to close more deals faster, it’s important to make your buyer part of the solution. Confused about what this means, exactly? Let me explain. Primarily, they want to co-create the solution with you and be a part … Read More » The post Close More Deals With This Strategy first appeared on The Sales Leader.
Sales and Marketing Management
JANUARY 31, 2022
When should a startup hire its first sales rep? Fortunately, there are some clear indications as to when the right time hits. The post When to Hire That First Sales Rep appeared first on Sales & Marketing Management.
Advertiser: ZoomInfo
Modern go-to-market teams know it takes more than one email to break through the noise. Multiple touchpoints means more ways to get your pitch right — and, potentially, more ways to be wrong. The good news? Once you know how to write compelling, one-off emails to entice prospective customers, you can easily do the same across a short sequence of emails.
The Pipeline
JANUARY 25, 2022
By Tibor Shanto. In a world of monthly subscriptions and the battle for new clients/revenue, the victim is often margin. To be frank, it is no different in a purchase cycle , bringing on clients without margin is, well, costly. So, I think it is important to plan how you upgrade your current account base, and potential targets. Sometimes the best hunting is in your own pond, growing your margin requires replacing, and upgrading current accounts.
Allego
JANUARY 13, 2022
Life remains turbulent, but Allego maintains a steady course—continuing to advance, innovate, and achieve new levels of success. In doing so, the company garnered the attention of several organizations during 2021, winning awards and accolades for its technology, customer service, and workplace culture. Thanks to the efforts of our teams, who sincerely gave it their all this past year, we surpassed achievements received the year before.
Understanding the Sales Force
JANUARY 20, 2022
Both AT&T and Verizon have delayed activating their 5G networks near airports because it might cause interference with airplane guidance systems on certain planes, like Boeing 777s. Forgive my cynicism, but how long have the airlines known about that? They have probably had years to prepare for this deployment and update their own technology but didn't and now, at eleventh hour, they sounded the alarm and tried to make it the carriers' problem.
Anthony Cole Training
JANUARY 25, 2022
One of the biggest challenges in sales is outplaying your competition, especially if that competition currently has the business.
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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.
SMEI
JANUARY 12, 2022
E-commerce marketers are currently bracing themselves for another year of turbulence in the marketplace. A combination of supply chain issues, inflation, and pandemic-induced shifts in buying behavior will continue to demand that marketers have the ability to find quick and clever ways to overcome difficulties and exploit opportunities that present themselves.
Sales and Marketing Management
JANUARY 17, 2022
Content marketing helps make connections with key members within your industry. Here are four ways to shift from a conversion-focused strategy to connections. The post Content Marketing is More Than Just Leads, It’s Connections appeared first on Sales & Marketing Management.
The Pipeline
JANUARY 18, 2022
By Tibor Shanto. Last week I started these two parts look at planning for a successful sales year. One thing that may not have come across is that planning is an ongoing process, rather than a periodic thing. Like training or coaching, it is not a thing but a companion, one that must be constantly cared for. The reality is you get what you plan for; we need to be constantly planning.
Mr. Inside Sales
JANUARY 4, 2022
Welcome to 2022! Ready to help your team succeed and finally make your new revenue numbers? Now you can do so affordably and instantly with my On-Demand Training! And, for the first time EVER, I’m offering a whopping 50% discount on this award winning, Inside Sales Training Video Course. See it here. This 7-part training series will walk your team through the entire process of selling over the phone.
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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.
Membrain
JANUARY 12, 2022
Implementing the right sales methodology for your complex B2B team can provide a major boost to sales effectiveness. But choosing the right methodology training company can be a challenge.
Anthony Cole Training
JANUARY 6, 2022
One of the top challenges we discuss with sales managers and leaders is how to get their salespeople to start selling value and stop caving on price.
SBI
JANUARY 6, 2022
By Filip Witkowski, Crescendo. 5 Reasons Sales Enablement is Critical for 2022. Over the past few years, we are witnessing a rapid digitalization of all sales processes. It is best exemplified in sales departments, where until recently many activities were carried out in a traditional way using paper documents and faxes, and, in later years, Excel. Nowadays, the most significant sales departments rely on CRM or SFA systems, allowing them to scale sales.
Sales and Marketing Management
JANUARY 10, 2022
PPC is a great marketing strategy that can boost brand visibility, traffic and conversions within days. These nine steps will help you create a great strategy from the start. The post Starting Your Initial PPC Campaign: A Step-by-Step Tutorial appeared first on Sales & Marketing Management.
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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
JANUARY 4, 2022
By Tibor Shanto. I have regularly talked about the importance of deliberate and intentional change. Some tell me I go on and on about the 360 Degree Deal View , way too much; but I can’t help it. It is just one element of learning. The video below was prompted by an article from McKinsey, Intentional learning in practice , apparently their 10th most popular article for 2021.
Engage Selling
JANUARY 28, 2022
Are you being intentional in how you define your professional character? So far in this series that looks at the four big, cold-hard facts that are radically reshaping the sales landscape today, I’ve talked about time-based branding and why it’s … Read More » The post Professional Character: Define it for Today’s Buyer first appeared on The Sales Leader.
Bernadette McClelland
JANUARY 26, 2022
For you, your sales team, your franchisees or your members? Watch this clip and reach out if you want to expand the conversation and your possibilities for a profitable and courage filled 2022. #SalesLeadership #Mindset #Associations #Franchise #Corporate. Be Bold, Brave and Brilliant. Bernadette McClelland is a Sales Leadership and Mindset Speaker whose message for businesses, sales teams and associations is based on doing business in this new Connection Economy.
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