Sales and Marketing Management
SEPTEMBER 11, 2023
Are your prospects ignoring your calls and email messages? That’s not unusual. To attract their attention, consider the situation from their perspective. In a buying situation, most prospects want the answer to a key question: What’s in it for them? It’s up to you to show how your solution will solve their current problem. And […] The post What Buyers Want From Sellers appeared first on Sales & Marketing Management.
Understanding the Sales Force
SEPTEMBER 20, 2023
I’ve written more than 2,000 articles on my Understanding the Sales Force Blog and there are hundreds of other sales blogs. Some are written by sales experts. Some are written by marketing experts. Some are written by enablement experts. Some are experts at writing but without subject matter expertise. Some aren’t experts at anything but still they write.
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Sales and Marketing Management
SEPTEMBER 20, 2023
Commanding respect from clients is crucial to building sustainable relationships and closing deals. One avenue to gaining respect is by creating boundaries for both parties. The post How to Teach Respect in a Sales Engagement by Creating Boundaries appeared first on Sales & Marketing Management.
Anthony Cole Training
SEPTEMBER 14, 2023
The buyer’s journey has been a critical topic of discussion for salespeople and marketers for a decade now. We have come to recognize how essential it is to understand how a prospect recognizes that they have a problem, how they go about searching for a solution and how they evaluate those solutions to make a resource choice and a decision.
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.
SBI Growth
SEPTEMBER 20, 2023
The present state of artificial intelligence (AI) development and the proliferation of use cases for this technology has gotten the whole world talking. Now that the conversation has reached sales, this raises the big question in the minds of every top sales leader: “How should we be thinking about AI? Are there ways we can use this technology to improve sales and sales effectiveness?
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Sales Hacker
SEPTEMBER 19, 2023
Sam McKenna is the founder of SamSalesConsulting , previous to that she spent 6 years at On24 ending up as their VP of Enterprise Sales, She then jumped over to LinkedIn as their Head of Enterprise Sales. Sam is also an advisor for high growth companies. She now leads an all women team of 11, has over 180 clients, multiple million dollars in revenue, all under 4 years.
Leading Results Rambings
SEPTEMBER 20, 2023
In today's fast-paced digital world, businesses face an unprecedented challenge – capturing the attention of their target audience amidst a constant flood of advertisements and promotional messages. To succeed in this hyper-competitive landscape, understanding your target audience is not just an advantage; it's the key to unlocking success. At Luna Creative Marketing, we recognize the power of audience analysis and the immense value it brings to our clients' marketing efforts.
Hubspot Sales
SEPTEMBER 20, 2023
The right words don’t always come easy. It can even take hours to put an email together. Thankfully, there’s AI for that. Conversational AI for sales teams can eliminate a lot of repetitive tasks such as follow-up emails and customer queries and even generate sales collateral. Operationally, conversational AI speeds up processes within tools like your CRM or CMS, makes reporting easier, decision-making more effective, and so much more.
Sales Hacker
SEPTEMBER 18, 2023
I hope you’re starting off the week strong. The GTMfund team has been spread across the globe lately, big things happening! Thanks for reading The GTM Newsletter! Subscribe for free to receive new posts and support my work. Dreamforce in SF last week for our GP, Max Altschuler. Singapore for our newest Partner, Paul Irving (well deserved and overdue!).
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Sales and Marketing Management
SEPTEMBER 25, 2023
It's been a transformative journey from the internet's early days to today's discussions on the metaverse and AI. Let's explore the top marketing trends for 2024. The post Marketing Trends for 2024: A Glimpse into the Future appeared first on Sales & Marketing Management.
Anthony Cole Training
SEPTEMBER 22, 2023
Years ago, one of the lead execs from our client KeyBank shared an article called, “What it takes to be a Coach”. It began with: You must understand the game.
Zoominfo
SEPTEMBER 6, 2023
Professional events can generate loads of opportunities in a very short period. But it’s imperative to act fast so your warm leads don’t cool down. We’ve put together a list of the 10 most important post-event priorities to help you turn attendees into prospects and customers. Here’s what to focus on once you’re back in the office, and how ZoomInfo can help: 1.
Mr. Inside Sales
SEPTEMBER 2, 2023
I hope you all had a great Labor Day weekend and that you’re charged up for the best time of the year: fall! Starbucks already has pumpkin lattes out, and the stores are already stocking fall items—make me giddy just thinking about it! As some of you know, today, September 5 th , my new book, The Owner’s Manual to Life: Simple Strategies to Worry Less and Enjoy Life More has been released!
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.
Understanding the Sales Force
SEPTEMBER 27, 2023
In July, I wrote about Dinger tearing his ACL , and how well the doctor executed her sales process. Dinger finally had his surgery and while going outside to do his business used to be quick and easy, it is currently takes much longer and is more difficult. Prior to surgery, when he asked, we would let him outside, he would do his thing, return, and knock on the door to come inside.
SBI Growth
SEPTEMBER 28, 2023
In thinking about growth imperatives for 2024, leading chief revenue officers (CROs) have been looking into ways to harness artificial intelligence (AI) for sales productivity, empowering sales teams to accelerate deal cycles, and assessing sales talent to enable personalized coaching.
Sales and Marketing Management
SEPTEMBER 25, 2023
Only 23% of employees strongly agree they get the right amount of recognition for the work they do. A closer look at employee sentiment about recognition. The post Unleashing the Human Element at Work | Transforming Workplaces Through Recognition appeared first on Sales & Marketing Management.
Anthony Cole Training
SEPTEMBER 8, 2023
Graduating from college, I went right into a high-pressure sales job selling newspaper advertising for The Dallas Times Herald in the burgeoning Dallas, Texas marketplace. It was a hustle out there as we competed with The Dallas Morning News who had a greater share of the subscriber and ad revenue markets. At that time in the 80s, Dallas had small businesses and strip centers popping up every day and I would literally case my territory at least every other day so that I could be the first in the
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No More Cold Calling
SEPTEMBER 28, 2023
Here’s what you might have missed from No More Cold Calling this quarter. Mark, a salesman with an enterprise company, invited me to connect on LinkedIn. I accepted his standard invitation, thinking he might be a good connection, and sent him a personal message, inviting him to contact me with any questions about referral selling. His response: “What is referral selling?
Mr. Inside Sales
SEPTEMBER 17, 2023
Hello everyone! Thank you for all the best wishes on my new book, The Owner’s Manual to Life: How to Worry Less & Enjoy Life More. Finding ways to remain calm and collected during our busy jobs in sales is certainly needed! If you’ve been interested in learning more about the book, I’d like to offer you a complimentary sample. Click Here to download a copy.
Understanding the Sales Force
SEPTEMBER 11, 2023
If you’re a gardener, and you’ve had as much rain as we have received in Central Massachusetts in the summer of 2023, then your plants that prefer dry soil are rotting – just like some of ours. Farmers have it worse as rain can lead to disease and lower yields. Rotting and lower yields can be used to describe the strange pool of sales candidates from which you are trying to recruit as well.
Steven Rosen
SEPTEMBER 19, 2023
Mastering Your Time I hear it time and time again. I don’t have time to sell. I don’t have time to coach. It takes too long to review performance. Really!! I get it; you have countless emails, meetings, and distractions that can overwhelm your day; so finding a way to maximize your productivity is essential. As we are coming to the end of the year; no one cares if you attended two dozen stupid meetings or responded to silly emails.
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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 and Marketing Management
SEPTEMBER 25, 2023
There are a lot of mistaken concepts about holding meetings and other corporate events on cruise ships. Here's your chance to get the truth. The post Busting Myths About Corporate Cruise Meeting and Events appeared first on Sales & Marketing Management.
SBI Growth
SEPTEMBER 18, 2023
For many companies, customer marketing remains an untapped driver of growth , yet it is often overlooked in favor of new logo acquisitions. But companies are experiencing higher operating costs in today’s market , with longer sales cycles caused more conservative buying behavior and increased decision scrutiny , which is more apparent when selling to new customers.
No More Cold Calling
SEPTEMBER 14, 2023
What do buyers really want? Business book testimonials are all the same. They tell you how a book is a must-read, packed with powerful strategies. They use the same keywords: reliable, an essential resource, practical, revolutionary, actionable, blah, blah, blah, etc. etc. I often wonder if the testimonial writer actually read the book. I’m not going to tell you any of that about Buyer First: Grow Your Business with Collaborative Selling , a new book by Carole Mahoney.
SalesProInsider
SEPTEMBER 20, 2023
What a question. A very brave question to ask yourself. And here’s a few more questions to reflect on: What’s in the way of you having the level of success that you want? What stands in the way of you working with the people who you want to serve? What stands in the way of you earning the income necessary for yourself and your family? What’s standing in the way of you feeling good about all the work that you’re doing?
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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.
Understanding the Sales Force
SEPTEMBER 18, 2023
Three of this year’s (2023) Hurricanes took unusual paths for hurricanes. This past week, Hurricane Lee roared into Nova Scotia, becoming the first such storm to do so since 2003, although at the time it made landfall, Lee had been downgraded to a post-tropical cyclone. Earlier this summer, Hurricane Hillary became the first tropical storm to make landfall in Southern California.
Steven Rosen
SEPTEMBER 19, 2023
Achieving sales success is often perceived as a complex puzzle. But what if we told you that a simple formula can unlock the door to sales excellence! It’s a formula that revolves around the core concept of Quantity x Quality , and when combined with Focused Activity Management (QXQ+FAM) , it becomes the ultimate recipe for sales success. I want to share this straightforward yet potent formula and explore how it can lead sales reps and leaders to unparalleled sales success.
Sales and Marketing Management
SEPTEMBER 25, 2023
Nine in 10 respondents say gift cards make an appropriate employee incentive or reward. Here's a look at why they are popular and some suppliers for your next motivational effort. The post Gift Cards: Highly Valued and Highly Used appeared first on Sales & Marketing Management.
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