Sales and Marketing Management
FEBRUARY 7, 2023
Highlights from research that analyzed 100 skills and behaviors across 13 different categories to find the attributes shared by top sales performers. The post 5 Capabilities Sellers Must Have to Be Top Performers appeared first on Sales & Marketing Management.
Understanding the Sales Force
FEBRUARY 22, 2023
I began debunking sales articles when the first ones predicting the death of selling appeared circa 2008. Back then, new digital marketing companies were telling everyone that salespeople would be replaced by inbound marketing. "Inbound is King," they said. Later, articles predicting the end of selling became both more prolific and more specific including the certain death of: Solution Selling Cold Calling Consultative Selling Sales Process SPIN Selling and more.
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Mr. Inside Sales
FEBRUARY 3, 2023
Want some quick (and easy!) tips that will make you better Right Away? You’ll find them below, and I guarantee that if you use them, you’ll not only identify buyers faster, but you’ll feel more confident, you’ll close more sales, and your income will grow— starting today. Here are quick/easy things you can say to make yourself—or your sales team—better: Instead of saying, “I don’t know if you have any budget for this…” Say: “And what type of budget do you have set aside for this?
Score More Sales
FEBRUARY 13, 2023
The worst thing one can do in business is take anything for granted and get too comfortable. At the same time, I must admit that I was one of those caught a bit off-guard hearing about new AI tools, use cases, and potential within the future of work, and in our case, revenue generation.
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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 Sales Readiness Blog
FEBRUARY 27, 2023
In just a matter of a few months, ChatGPT has created a global frenzy. Ask it a question, and ChatGPT answers mimicking human conversation. Its capabilities are amazing and show how Artificial Intelligence (AI) has evolved from a futuristic concept into real-world applications that are changing how we live and work today.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Understanding the Sales Force
FEBRUARY 14, 2023
If you watched Super Bowl 57, you observed two teams that simply refused to give up or give in. Sometimes, that's the feeling I get when I'm writing articles and I have solid data on my side, while dozens of competing authors just won't stop their constant borage of articles using junk science, anecdotal evidence, and alternate facts.
Alice Heiman
FEBRUARY 14, 2023
Sean Doyle applies behavioral science to marketing and the sales funnel. His model is called Centricity and he shares important lessons about alignment between sales, marketing and customer success to move deals through the funnel. Sean says, “Deals stall in the middle of the funnel because we aren’t giving the buyer what they need to make a decision.If you are still feeding them information about your product features and benefits, they are 80% likely to decide to stick with the old, lower risk
Sales and Marketing Management
FEBRUARY 2, 2023
The tech stack tools that helping power sales enablement efforts are only part of the solution. A thorough understanding of what sales enablement is and how to assess it in your company is vital. The post Why Sales Enablement Matters More Than Ever appeared first on Sales & Marketing Management.
Mr. Inside Sales
FEBRUARY 19, 2023
It took me years to believe this. At first, it seemed almost rude to utter it… But let me ask you: out of ten prospects you pitch to, how many end up actually buying? My guess? Two. Yep, two out of ten prospects you speak with turn into buyers. And this means that you spend hours each day pitching to people who are never going to buy! That’s why most people get burned out in sales.
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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.
Anthony Cole Training
FEBRUARY 3, 2023
Last week, I shared 5 key things that have helped us grow and serve others in the last 30 years, hoping they will be helpful to others on their journey. Now, I'm taking a deeper dive into the 5 key takeaways with a more detailed on each. Starting with #5: Focus on the Best Version of Yourself.
Bernadette McClelland
FEBRUARY 20, 2023
Will You Take The Road Less Travelled Or The Path Of Least Resistance? It’s scary taking the road less travelled as most people take the path of least resistance instead. It’s easier! On moving to the USA from Australia, I knew there would be a huge component of personal and professional growth. It would mean I’d shift the way I went to market as well as iterate my message.
Understanding the Sales Force
FEBRUARY 28, 2023
Today's article is different from most of my other articles because there is no opening analogy, very little data, and a complete lack of humor. It's such a serious article I was ready to delete it before I clicked the publish button. If you don't like the subject, the content or the writing, it's OK. This needed to be written.
SBI Growth
FEBRUARY 22, 2023
Two weeks ago, SBI hosted our quarterly CEO growth forum. While the firm has hosted this peer connection program for over six years, this meeting was my first time hosting as the CEO of SBI. I felt humbled to be in the company of these go-to-market leaders. This invitation-only group comprises CEOs of varying industries, and I witnessed an assuring juxtaposition.
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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
FEBRUARY 22, 2023
Women have the traits that excellent salespeople possess. Innovative sales organizations of the future would do well to diversify their salesforce, their executive leadership team, and to work to rectify gender inequality in the workplace. The post Why Women Excel in Sales appeared first on Sales & Marketing Management.
Zoominfo
FEBRUARY 24, 2023
Whether by personal choice or managerial mandate, much of corporate America is returning to the office after more than two years of uncertainty and remote work. While the pandemic accelerated many trends that were already becoming mainstream, including remote work and virtual collaboration, recent data suggests that many companies are keen to see a return to in-office, on-premises work.
Force Management
FEBRUARY 9, 2023
I have been very fortunate to be a part of some great teams in my life. My freshman year in college I played football for the Defending National Champions of I-AA (now D-I), Boise State University. I transferred my sophomore year to Bowling Green State University in Ohio and played for one of the greatest teams in BGSU history. During the 1985 season we were ranked 20th in the nation ahead of some of the powerhouse schools like Texas and Georgia!
Nimble - Sales
FEBRUARY 28, 2023
Last month, our Nimble CEO Jon Ferrara, hosted a webinar with DLA Ignite founder Tim Hughes. Tim is recognized as a leading pioneer and innovator of Social Selling, and Jon is a SaaS entrepreneur and a CRM pioneer. When two recognized industry leaders and experts come together to share their knowledge and information, it’s something […] The post Nimble Webinar: 3 Things You Need For Digital Sales Success in 2023 appeared first on Nimble Blog.
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
FEBRUARY 2, 2023
A sales consultant who knows that I geek out on sales data read that 84% of salespeople suck because they don't enjoy what they do. A huge percentage of salespeople do actually suck but the actual number is closer to 75%. Is it really because they don't enjoy selling? Most of the data I write about comes from Objective Management Group which has assessed more than 2.3 million salespeople.
Alice Heiman
FEBRUARY 7, 2023
Almost every company I know is struggling to bring new business in at the pace required. Why? Well, that is an interesting question but I think by now most of us know that our methods are outdated and simply don’t work. The better questions are how do we keep new business flowing in? What should be done instead of what we continue to do that doesn’t work?
Sales and Marketing Management
FEBRUARY 9, 2023
Five steps that give you a consistent and scientific method to assess sales candidates and hire applicants who have crucial work-related qualities like your company’s superstar sales reps. The post A Scientific 5-Step Method to Hire Superstar Sales Reps appeared first on Sales & Marketing Management.
Zoominfo
FEBRUARY 22, 2023
Consumer data has become one of the most valuable currencies in the world. As a result, privacy regulators are going to great lengths , such as issuing record-breaking fines , in order to keep consumer data safe and businesses in check. For reference, the Information Commissioner’s Office (ICO) alone has taken enforcement action against over 100 businesses for violating data protection regulations.
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
FEBRUARY 7, 2023
I’m breaking into a nervous sweat just writing the title to this post. As a person who thinks prospecting is so vital, and properly done, so powerful, I am in a quandary writing this post. How do we incite customers to change when they don’t recognize they may need to change? How do we drive sufficient levels of demand to achieve our goals?
SalesProInsider
FEBRUARY 8, 2023
What’s your mindset around follow-up efforts for reconnecting with prospects who have stopped responding? What about those who haven’t followed through on the actions that they said they would? Do you get into a mindset of negativity? Do you feel frustrated that you must keep chasing them? Annoyed that you’re the one who’s constantly following up and checking in with them when they’re not doing what they said they would?
Understanding the Sales Force
FEBRUARY 7, 2023
For those of you who are familiar with my series of articles about Bob - the worst salesperson ever - you can catch up by enjoying, laughing, and making fun of him here. 12 of the articles that show up on that page are about Bob! Today, I reviewed the worst OMG evaluation of a sales manager that I have ever seen. It was literally the worst because he was in the 1 percentile, meaning that 99% of all sales managers are stronger than he is.
Membrain
FEBRUARY 12, 2023
In this latest episode of the Art and Science of Complex Sales podcast, Paul Fuller sits down with Peter Strohkorb to discuss how automated outreach and spam is ineffective and ruining the sales game for everyone.
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
FEBRUARY 6, 2023
To make the most out of your hires and increase sales without breaking your budget, here are five tips for sales leaders. The post 5 Top Priorities for Sales Leaders in 2023 to Boost Team Productivity appeared first on Sales & Marketing Management.
Zoominfo
FEBRUARY 21, 2023
ZoomInfo’s podcast, Pretty Big Deal , just wrapped its second season. The podcast shares stories of salespeople — from CEOs to financial planners to actresses — about how they landed some of the biggest deals of their career. Here are a few of the best lessons we learned from this great season. 1. Make a Good Impression & Focus on Relationship Building Actress Andrea Lopez knows that impressions matter.
Allego
FEBRUARY 23, 2023
Schools probably don’t do this anymore, but when I was in elementary school (GenX-er here), we were taught how to use the telephone. The telephone company donated a dozen rotary phones, and we paired up to practice how to answer the phone, take a message, call a neighbor, and call 911. It was a room full of 8-year-olds running through call scripts like pint-sized sales reps.
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