Understanding the Sales Force
FEBRUARY 25, 2024
According to the search results inside this blog, I have written on the topic of coaching salespeople more than 400 times or 25% of my articles. Why? Because sales managers are not coaching – still – at least not consistently or effectively. As a reminder, consistent daily coaching increases revenue by 28% and when it is paired with effective coaching, revenue increases by 43%.
SBI Growth
FEBRUARY 8, 2024
Sellers today have an unenviable job: buyers are increasingly conservative, and deals are taking longer to close. A survey from SBI in Q3 2023 shows that commercial leaders are feeling the effects, with a staggering 69% of CEOs seeing lower seller productivity. For sales leaders seeking to escalate growth projections in 2024, it’s time to rethink how sales enablement should be done.
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Janek Performance Group
FEBRUARY 13, 2024
Every company looks for specific characteristics when seeking candidates for leadership roles. References and reputation only go so far in evaluating capabilities. For sales managers, look for qualities that build strong teams and motivate others to perform their best. Whether you seek a new hire or promotion, here are several essential qualities of sales managers.
Anthony Cole Training
FEBRUARY 9, 2024
Many companies are struggling with finding talent in today’s environment, and it is particularly difficult to find top-notch sales management talent. Depending on the industry, this role can be a very expensive one to fill, and it is critical to get it right. Every organization needs to grow revenue, and this person is the driver of keeping your sales team focused on the right activities, target clients, industry knowledge, technology solutions, and most importantly, sales skills.
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.
SBI Growth
FEBRUARY 23, 2024
As business leaders, we get excited when we think about just how much a Sales team empowered by artificial intelligence (AI) can achieve in terms of commercial productivity, but the reality is that most companies aren’t there yet because it’s a long learning process for everyone involved.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
The Center for Sales Strategy
FEBRUARY 14, 2024
Did you know that the first email was sent way back in 1971? That first “message” was a throwaway in terms of actual content. Engineer Ray Tomlinson, at the time, was exploring different ways for humans and computers to interact and sent himself a test email to see if his new idea worked. Ray had little idea how powerful and enduring the concept of electronic mail would end up becoming.
Membrain
FEBRUARY 7, 2024
It’s no secret that I’ve been pushing the importance of coaching over the past several months. With the upcoming launch of our Coaching Cockpit this year, it’s definitely been top of mind for me.
RAIN Group
FEBRUARY 7, 2024
Unless you’ve been on an extended media break, you’re aware that artificial Intelligence (AI) is making a splash across all industries of business. I’ve seen this as a practitioner. I work closely with client organizations and collaborate with senior executives, and I’ve been getting a lot of questions lately about AI. What’s RAIN Group’s position on AI?
Hubspot Sales
FEBRUARY 5, 2024
Welcome to "The Pipeline" — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. Every time you use a selfish sales tactic, you’re destroying the trust between you and your buyer — but you’re not just hurting yourself. When a salesperson uses a slimy sales tactic, the entire sales profession takes one step backward.
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 Growth
FEBRUARY 16, 2024
Knowing who to hire and what sort of traits to foster across an organization’s talent can go a long way in creating value for customers and seeing the business returns of customer success.
Sales and Marketing Management
FEBRUARY 28, 2024
Many companies use sales and marketing efforts to address their clients’ symptoms, not the underlying problems. Here are five best practices to foster a dialogue that allows marketers to give B2B customers what they want. The post 5 Best Practices for Engaging Current Clients & Recruiting New Ones appeared first on Sales & Marketing Management.
Anthony Cole Training
FEBRUARY 23, 2024
One of the most important skills that a salesperson needs to possess is the ability to engage in what I refer to as “appropriate and respectful confrontation” with a prospect…at least when the need arises. For the sake of simplicity, let’s just refer to that as the ability to push back.
Mr. Inside Sales
FEBRUARY 2, 2024
Based on how successful my last blog was on handling the objection: “We’ve Already Got a Vendor for That,” I thought I’d give you another proven response to help you overcome the objections and resistance you get daily. In this case, “Your Price is Too High.” The reason this is such a common objection is because your prospects have figured out it’s the best way to get sales reps to drop their price!
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.
Understanding the Sales Force
FEBRUARY 9, 2024
Suppose you have a project or task that you don’t particularly enjoy doing, but despite your lackluster feeling, must complete it. Do you seek out the most efficient way to complete the project or task, or default to the most inefficient way to complete it? Let’s take recruiting, selecting and hiring salespeople. For HR, that’s part of their job.
Smooth Sale
FEBRUARY 12, 2024
Photo by Geralt via Pixabay Attract the Right Job Or Clientele: How To Reduce Human Error In Your Business When you run a business, you must plan for everything ahead. Although time-consuming and sometimes annoying, you must prepare for unexpected circumstances. You can, most of the time, accomplish what you need via research, experience, and speaking to your team and customers.
SBI Growth
FEBRUARY 29, 2024
“Executive alignment is critical to growth and value creation. Nearly 75% of companies with high commercial momentum have go-to-market (GTM) leadership teams that are highly aligned.” This may sound like common sense to many executive leaders, but some companies can still have a hard time making this happen when their leaders don’t know where to start.
Sales and Marketing Management
FEBRUARY 28, 2024
Many companies use sales and marketing efforts to address their clients’ symptoms, not the underlying problems. Here are five best practices to foster a dialogue that allows marketers to give B2B customers what they want. The post 5 Best Practices for Engaging Current Clients & Recruiting New Ones appeared first on Sales & Marketing Management.
Speaker: Jeff Tarran, COO, Gunderson Direct & Margaret Pepe, Executive Director of Product Management, U.S. Postal Service
Learn the secrets to direct mail success for growth marketers! Industry veterans Jeff Tarran and Margaret Pepe are here to delve into how direct mail has completely evolved in recent years, and has rightfully earned a seat at the table alongside the email and digital marketing plans of SMBs, enterprise companies, and agencies as they look into strategy for 2024 and beyond.
Anthony Cole Training
FEBRUARY 15, 2024
Most organizations and sales managers think of accountability or performance management as “micro-managing.” Jim Collins has been quoted as saying “There is no such thing as 'micro-managing.' There is either managing or not managing.” There is a lot that a manager must bring to the table to be effective at setting standards and gaining accountability with their team.
Mr. Inside Sales
FEBRUARY 19, 2024
Ah, the amorphous, “I want to think about it.” At first glance, this seems hard to handle because it’s not really an objection, rather, it seems more like a stall. Because of this, it fools many sales reps who think that perhaps after a week or two the prospect might actually buy. But they rarely do. Make no mistake: this is almost always a “no” disguised as a “maybe.
Force Management
FEBRUARY 1, 2024
Whether you're leading an early-stage startup or an established organization, one of the most important things a leader can do is to cultivate a culture of accountability, curiosity and excellence. This month, our guests on the Revenue Builders podcast offered some insightful perspectives on building a successful sales culture. These leaders have spearheaded culture transformations and spurred massive growth at some of the most influential sales organizations of our time.
Partners in Excellence
FEBRUARY 13, 2024
We’ve been taught we have to create value with our customers. There are a lot of definitions to this, including: Proving our product is the best choice of all the alternatives. Tying the capabilities of our solutions to the needs our customers have prioritized. Assuring we help the customers solve their problems. Articulating the value the customer should realize from the implementation of our solutions.
Advertiser: ZoomInfo
Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.
SBI Growth
FEBRUARY 13, 2024
The slowdown in corporate spending due to economic and geopolitical uncertainties has prompted many companies to rethink their growth strategies for the near and distant future.
Sales and Marketing Management
FEBRUARY 26, 2024
Instituting these practices is more than providing good client service and retaining clients; it is also about maximizing the value of your business. The post Maximizing Profits with Five Indispensable Customer Experience Practices appeared first on Sales & Marketing Management.
Anthony Cole Training
FEBRUARY 2, 2024
How important is it that you or your sales team close more business, more quickly at higher margins? We can guess that it is pretty important.
Smooth Sale
FEBRUARY 27, 2024
Photo by Geralt via Pixabay Attract the Right Job or Clientele: Helpful Recruiting Terms for Job Seekers to Familiarize Back in the job-hunting market? At first, it may seem scary and unmotivating. Still, understanding five of these crucial recruiting terms allows you to navigate the job market effectively and master the sometimes confusing hiring language.
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Force Management
FEBRUARY 15, 2024
In today's highly competitive market, it's no longer enough for a sales organization to differentiate itself solely based on its offering. The most successful companies today are those that create differentiation in their initial sales process and the customer’s journey. That level of execution requires that leaders enable every customer-facing team and role to be fluent in a unified sales message, strategy, and execution.
Partners in Excellence
FEBRUARY 29, 2024
I had a fascinating conversation with an outstanding sales person today. We were talking about his prospecting challenges. Like all of us, he was struggling to get the engagement he wanted. Let’s call him “Stephen.” We talked about some of his strategies. He was very focused on the customers and people he was prospecting. He leveraged trade shows to meet people, then followed up with prospecting notes.
SBI Growth
FEBRUARY 1, 2024
The transition into a new calendar year can create a period of adjustment that negatively impacts a company’s productivity and their growth trajectory if not managed well. In 2023, up to 49% of companies were adjusting their growth projections as early as the beginning of March. Q1 underperformance can often set the tone and momentum for the rest of the year if left unchecked.
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