Mr. Inside Sales
MARCH 25, 2022
I received the following email from a previous coaching client of mine (Rino Racanelli). His email boils down my sales philosophy, and it shows how much success you can have if you follow just a couple of proven principles. I’m reprinting it below—word for word. The subject line was: “I took your advice”: Hi Mike, Hope you are well. Just wanted to update you on my progress and let you know my sales have increased thanks to you!
Anthony Cole Training
MARCH 11, 2022
There are 21 critical sales competencies that salespeople must have in order to achieve great sales success. But there are 5 Will to Sell factors that make up the foundation of that success.
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Sales and Marketing Management
MARCH 21, 2022
Neuroscience has revealed some important elements of virtual sales presentations that should become a staple of your teams' playbook. The post Neuroscience-Proven Steps for Persuasive Virtual Sales Presentations appeared first on Sales & Marketing Management.
SBI Growth
MARCH 2, 2022
If you are a transitioning sales leader, welcome, the clock is ticking… Faced with rigorous pressure to emerge victorious coming out of the gate, the average tenure for a Chief Revenue Officer is a mere 19 months. Your success will be measured by how well you define and execute the revenue growth for your company. You need to develop a strategy with a clear execution plan that will be ready for the first major organizational interaction, whether it be a board meeting or QBR.
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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
MARCH 15, 2022
So there will be Major League Baseball in 2022. Suddenly the b g and moaning about the owners has stopped and everyone is just happy that baseball is back. Speaking of baseball and bringing sales into the discussion, let's talk about coaching. First the baseball. When my son was home for winter break, I asked him to rank all of his baseball coaches, an exercise that he found quite interesting.
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Mr. Inside Sales
MARCH 19, 2022
If you manage an inside sales team, or if you’re an individual producer, then I’m sure you’d love to learn of an easy way to double your sales this year. Think about what that would mean for your company! You’d be able to expand and grow and hire a larger team that would allow you to grow and expand even more. As an individual producer, think about what doubling your sales this year would mean for you and your family.
Anthony Cole Training
MARCH 3, 2022
We have identified the four Cs of great salespeople and how mastering these traits will lead to better relationship selling and advanced selling skills. This week we are focusing on the critical trait of Charisma and how being able to attract, charm, and influence those you engage with will help you be more successful.
Sales and Marketing Management
MARCH 9, 2022
Return on trade show marketing investments are highest when your company stands out from competitors. Here are some ways to achieve that. The post How To Stand Out From Your Competitors at Your Next Trade Show appeared first on Sales & Marketing Management.
SBI Growth
MARCH 9, 2022
A few weeks ago, SBI Research shared a chart highlighting the reasons why top-performing SalesTech is falling short of desired outcomes after the investment. This has been a significant pain point facing revenue growth leaders and is magnified by the lack of adoption of critical tools. Based on a survey of nearly 100 B2B companies, this week’s chart displays a detailed view of what the typical SalesTech stack looks like and how companies perceive the tools in which they’ve invested.
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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
MARCH 3, 2022
This weekend, a deer ran across the highway and hit our car. The deer was injured but she did manage to run away so we were relieved that she wasn't killed. After we returned home, I couldn't find our dog, Dinger. Regular readers may remember Dinger from these posts: My Dog Has Better Listening Skills Than Most Salespeople. Top Salespeople are 631% More Effective at This Than Weak Salespeopl e.
Steven Rosen
MARCH 23, 2022
5 Sales Manager Coaching Blunders. Sales coaching is the No. 1 management activity that drives sales performance. The only problem is that managers have not been taught how to coach effectively. Coaching is a skill that takes time to perfect, and unless expertly coached or trained, managers can make all types of blunders. Do You Want To Increase Sales Performance?
Mr. Inside Sales
MARCH 12, 2022
Congrats to those companies & individuals who sent in their prospecting scripts for review. I received many scripts and went ahead and reviewed ten (instead of just the three). One error I kept seeing was reps’ mishandling asking for the right person when they didn’t know the right contact’s name. Usually, they asked it this way: Gatekeeper: “Thank you for calling the Johnson company.”.
Anthony Cole Training
MARCH 24, 2022
Do your lenders provide your prospects and clients with the consultative financial and business advice that establishes value and makes you rate-resistant? One of the areas where we are spending a significant amount of training time in 2022 is on sales negotiation strategies, value-based selling, as well as sales negotiation techniques.
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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 and Marketing Management
MARCH 7, 2022
Marketing and sales professionals who want to build sustainable business advantages are focusing on leveraging competitive intelligence to help inform better decision-making on the front lines with sales and customer success. The post Why Competitive Intelligence Is More Important Than Ever appeared first on Sales & Marketing Management.
SBI Growth
MARCH 16, 2022
As commercial leaders are being pushed to grow at unprecedented rates, recent SBI research suggests that 57% of their highest-performing sellers are pursuing other opportunities. While neither sales processes nor SalesTech impacted sellers’ intent-to-stay in this same study, the tools a team uses can have a direct impact on a seller's pipeline volume, their sense of territory fairness, and their satisfaction with professional development — the three areas with the greatest impact on seller reten
Understanding the Sales Force
MARCH 21, 2022
From time to time I record impromptu unscripted rants as well as some that are more well thought-out videos. From among the collection of ten presented below, seven are rants so the rants are much more popular. The ten most-watched videos are shown below in order of popularity and while I like all of them, I indicated my personal favorites with an asterisk.
Membrain
MARCH 20, 2022
Most of our “sales processes” are failing us. There are a couple of core reasons we’ve found. First, sales people don’t pay attention to them or execute them poorly. This post isn’t for those people.
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.
Mr. Inside Sales
MARCH 12, 2022
By now, I hope you have all been incorporating your prospect’s name in your email subject lines. If you have, then you are already getting more prospects to lock onto your email, and that will mean more prospects will read them. The second part of a compelling subject line is to make the rest of it intriguing to your prospect. Here are some examples: Subject Line #1: “John, quick question about your manufacturing process…”.
Anthony Cole Training
MARCH 17, 2022
Top producers have mastered many skills. However, we know that all salespeople, including top salespeople, still struggle with 3 primary sales challenges.
Sales and Marketing Management
MARCH 2, 2022
As the opportunities for closing sales through multiple channels continue to broaden, ensuring that your team is up to speed with the latest smart sales tools is critical to success. The post 5 Digital Skills to Blow Past Sales Targets appeared first on Sales & Marketing Management.
SBI Growth
MARCH 30, 2022
Investment in SalesTech is at an all-time high with no signs of slowing: SBI’s latest research shows more than 1200 solutions available for purchase across 43 different categories. When salestech is optimized, teams note quantifiable improvements in metrics like pipeline, close-rates, and forecast accuracy. When it isn’t, however, teams report low adoption rates, results that don’t align to the intended business case, and disillusioned reps who don’t want to bother with the tools bought to help
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!
Partners in Excellence
MARCH 17, 2022
I’m fascinated by studying lazy sales people! Let me qualify that a little, I’m fascinated by studying lazy sales people that consistently achieve their goals. There seems to be a “macho” mentality in too many sales people/leaders. They express pride in how many calls they make, how many dials, how many emails, how much social selling engagement, how they are leveraging the tools.
Membrain
MARCH 6, 2022
One hundred years ago, most men and women wore hats and dressed up to go everywhere. Sixty years later, Dress for Success was founded and at the same time became somewhat of a thing where if you wanted to be successful, you needed to dress like you were successful.
Mr. Inside Sales
MARCH 7, 2022
Success in sales is easy—if you’re using the right messaging. Unfortunately, many companies and reps still insist on winging it—and that makes your day-to-day jobs harder, and it leads to hit and miss success. Proper scripting—knowing exactly what to say in each selling situation you get into—makes all the difference between struggling and missing quotas, or easily identifying buying motives and closing more sales.
Anthony Cole Training
MARCH 31, 2022
There are three core sales competencies indicative of a salesperson who will set stretch goals and create an action to reach those goals. However, identifying and establishing personal goals, as well as following an 8 step process, is critical to creating an effective sales action plan.
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 and Marketing Management
MARCH 29, 2022
Tools such as Creative Commons can help drive innovation in marketing. Particularly when it comes to public service campaigns, the open approach to sharing materials can allow marketers to reach new audiences and effect real, positive change. The post With Creative Commons, Marketers Can Share Good Ideas with the World appeared first on Sales & Marketing Management.
SBI Growth
MARCH 23, 2022
In Part 1 of this two-part series, we presented research that draws conclusions between seller retention and a company’s SalesTech stack. We identified five main barriers that Sales Leaders face when selecting, implementing and optimizing SalesTech.
Alice Heiman
MARCH 21, 2022
It’s more important now than ever that CEOs lead sales. Yes, you heard me correctly, and I hear you saying, “Whaaat? Are you kidding me? I’m the CEO. I have to be strategic and run the entire company. I have a sales leader in place to lead sales.” If you are of the mindset that sales is about sellers , your sales leaders should be leading that effort, but even then, you have a role to play in sales.
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