SBI Growth

AUGUST 15, 2024

Moving into the latter half of 2024, growth leaders should consider start ing the annual planning process for 2025 today. For organizations to make the right move, they need t o understand how their go-to-market (GTM) plan will influence their value-creation capabilities. In this blog post, we take a closer look at the findings of our recent CEO survey to uncover insights to help you achieve commercial success in 2025.

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Report Strategy Survey Influencer 177

Anthony Cole Training

AUGUST 16, 2024

Every business that has ever been started has done so by wanting to position its products or services on a continuum between the two extremes of value and price. Some businesses (think Apple, Ritz Carlton) are focused on delivering a high value experience. Some businesses (think Walmart) are focused on being the low-cost provider in their industry. Most businesses land somewhere in the middle.

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Industry Positioning How To Training 299

Sales and Marketing Management

AUGUST 8, 2024

As we see athletes reach the pinnacle of physical and mental strength, pay heed to the lessons you can apply to your sales team to improve their performance and results. The post Five Lessons from the Olympics for Your Sales Teams appeared first on Sales & Marketing Management.

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Sales Marketing 296

Understanding the Sales Force

AUGUST 9, 2024

SalesProCentral.com aggregates Blog posts and sends a daily newsletter highlighting the selected posts. While articles from my Blog are often included and highly rated with their readers, I was shocked by some of the other titles from their July 9 newsletter : Tailored to Succeed: How Personalized Learning Transforms Sales Teams Sales Talk for CEOs: From Engineer to CEO: Marko Dinic’s Unexpected Journey in Tech Leadership (Ep127) 10 Best Practices for Conducting a Great Candidate Interview 5 Th

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Top of Funnel Forecasting Decision Maker Call Monitoring 204

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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.

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Anthony Cole Training

AUGUST 1, 2024

To compete in any marketplace, especially the competitive arena of financial services, advisors, producers, lenders, and relationship managers must have a strategy for success. The top 7% of salespeople, the elite producers, certainly follow a sales strategy and can articulate what they do consistently to find and develop client relationships. There are many ways to differentiate and compete but there are 3 key areas to developing a competitive sales strategy.

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Competition Strategy Sales Training 298

The Center for Sales Strategy

AUGUST 28, 2024

Did you know that only a quarter of all sales are successful? HubSpot reported that its average win and close rates are 21% and 29%, respectively. This means that about three-quarters of all sales negotiations usually fail. As a sales professional, you seek to improve your performance and fill the sales pipeline. However, in the entire process, the negotiation part is the most important.

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Negotiation Hubspot Report Pipeline 103

The Center for Sales Strategy

AUGUST 8, 2024

Have you ever felt like you're shouting into a void, your messages disappearing into thin air? Welcome to the n on-communication abyss— a place where sales strategies go to die. Let us help pull you out of this chasm and revolutionize your sales approach.

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Strategy Sales 96

Sales and Marketing Management

AUGUST 21, 2024

Implementing and refining a customer segmentation strategy is crucial for maximizing marketing effectiveness and achieving better business outcomes. The post Unlocking the Power of Personalization: Mastering Customer Segmentation appeared first on Sales & Marketing Management.

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Understanding the Sales Force

AUGUST 31, 2024

My wife and I add around 200 plants to our perennial gardens each year. She chooses the plants, decides where they should be placed, and I have the important job of digging holes. One thing I have excelled at in my hole digging responsibilities is cutting into the coaxial cable that makes up Dinger’s invisible fence, rendering it useless. As long as I know where I cut it I can splice it back together again and I have spliced that cable back together so many times that there are more splices th

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Cold Calling Call-back Follow-up Proposal 315

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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 Management

Anthony Cole Training

AUGUST 23, 2024

All salespeople and their managers want to understand the psychology of selling and in fact, is it a highly searched phrase on google. Giving credit where credit is due, The Psychology of Selling is a well-regarded book by legendary sales professional Brian Tracy that should certainly be on every salesperson’s list of must-reads.

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Google Sales Training 282

SBI Growth

AUGUST 29, 2024

Many companies found themselves in a worst of both worlds situation in 2023, struggling to deliver growth while managing a continuing increase in go-to-market expense. Commercial efficiency is eroding. As we look at early returns from 2024, there is little to suggest the tide has turned.

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Marketing Company Research Report 177

No More Cold Calling

AUGUST 22, 2024

Referrals solve the key problems that modern sales leaders face. CROs face constant pressure to drive growth. But that growth stalls when your sales team isn’t booking enough meetings, generating qualified leads, or building a reliable pipeline. Leadership can’t count on accurate forecasts when pipelines are unqualified. Big problem! A disciplined referral program—with ongoing coaching, metrics, and accountability for results—is the solution to the key business development challenges that CROs

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Referrals Sales Qualified Lead Hiring Face-to-face 177

Smooth Sale

AUGUST 27, 2024

Photo by Attract the Right Job or Clientele: The Best Tips to Implement SEO on Your Website Search Engine Optimization (SEO) is essential for any website that wants to increase visibility, attract more visitors, and ultimately drive conversions. However, SEO constantly evolves, and staying ahead of the curve requires a strategic approach. Our collaborative blog offers some of the best tips to implement SEO on your website.

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Lead Scoring Lead Rank Engineering Google Analytics 169

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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.

SalesForce

Force Management

AUGUST 22, 2024

We’ve been a part of making many sales kickoffs successful over the years. One early indicator of a SKO that drives the company’s core revenue objectives all year: front-line manager preparedness. Managers are a critical instrument to driving results after your sales kickoff, helping to reinforce new concepts and best practices throughout the year. Getting them onboarded early and preparing them to lead during and after your event can transform the outcome of your SKO.

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Sales Management Training Maximizer Objections 135

Understanding the Sales Force

AUGUST 1, 2024

We walked by a brackish pond and one morning it appeared that two of the fish had babies. Not just a few babies. Not a lot of babies. There were two schools of baby fish which, at first glance, appeared to be underwater swarms of bees! There had to be hundreds of thousands of them! My first thought was to calculate the percentage of baby fish that would survive their first year.

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Hiring B2C Real Estate Insurance 191

Anthony Cole Training

AUGUST 9, 2024

In selling, you should have various rules of engagement when it comes to cultivating a prospect. Across the country, most salespeople just chase prospects. They do not follow any rules of engagement. They fundamentally lack a process, a decision tree, if you will, for deciding yes or no in terms of determining if a prospect is truly a prospect for them.

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Prospecting How To Follow-up Up-Sell 255

SBI Growth

AUGUST 8, 2024

An engaging and impactful sales kickoff (SKO) event goes a long way in setting the tone for your sales team's performance in the coming year. At the same time, you want it to be more than just one big pep talk. You want content based on real data that provides your sales reps with actionable insights relevant and applicable to their day-to-day work, leading to tangible results.

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Company Data Leads Marketing Qualified Lead 177

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.

Hiring

Partners in Excellence

AUGUST 29, 2024

Communicating, engaging other people in conversations to achieve a goal, underlies every business decision, every complex B2B opportunity. Without, somehow coming to agreement, nothing happens. Yet, we are overwhelmed with all sorts of data and research that customers don’t want to talk to sellers, that our people are disengaged in their conversations with their managers.

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Conversion B2B Data Objections 135

Smooth Sale

AUGUST 5, 2024

Photo by Geralt via Pixabay Attract the Right Job or Clientele: How to Overcome the Challenge of Questionable Situations It’s almost a given that 100% of the population has experienced questionable situations, but some overcome them better than others. How can people generally work a disturbing event to end in their favor or at least be amicable? While it may be difficult for many to believe, sales skills offer the answer.

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How To Hiring Networking Lead Scoring 130

Force Management

AUGUST 29, 2024

The sales kickoff is a galvanizing moment for a sales organization, rallying the team around their purpose, strategy and goals for the year. As a sales leader, you've likely been a part of many of these kickoff events, and you may be familiar with the quick fizzle that sometimes happens once everyone gets back to their daily responsibilities. Driving behavior change with a SKO is no small feat, but consider the stakes - increasing competition, aggressive sales objectives, and highly guarded budg

Leads 129

Leads Marketing Qualified Lead Conference Objections 129

The Center for Sales Strategy

AUGUST 22, 2024

One of the most effective ways to connect with potential clients is by providing a valid business reason (VBR). But what exactly does this mean, and why is it so important? A valid business reason goes beyond simply stating that you have a product or service to offer. It's about demonstrating real value to your prospects and showing them why engaging with you is worth their time and attention.

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Exact Prospecting 125

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!

Call Monitoring

Anthony Cole Training

AUGUST 30, 2024

In 2005, I read Dave Kurlan’s book Baseline Selling. Dave took the fundamentals of effective selling and used the baseball diamond and baseball terminology to explain his sales process. Baseball today is essentially the same game that was formalized in New York around 1840, but we know that selling has changed considerably. The baseball analogy is a strong one for developing a milestone-centric sales process with your team.

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Pipeline Sales Process Prospecting Sales 201

SBI Growth

AUGUST 8, 2024

Today’s buying environment is one of rising costs and shrinking opportunities: B2B organizations have seen their sales and marketing costs rise by a staggering 68% while commercial productivity seems to be stagnant at best. It is clear that growth leaders need to take a different approach to value creation in 2024 and beyond if they are seeking to achieve higher growth targets.

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B2B Opportunity Marketing Sales 177

Partners in Excellence

AUGUST 12, 2024

I’ve been reading a number of articles about people being terminated, or put on PIPs, 30 days to fix the problem. It culminated, today, in a discussion I had with one of the most talented CROs I’ve met. She was being recruited by another company. She said, “Dave, their key issue in recruiting someone is how to fix their Q3 EBITDA problem!

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Sales Cycle B2B Course System 131

Smooth Sale

AUGUST 13, 2024

Photo by Geralt via Pixabay Attract the Right Job Or Clientele: How to Boost Accountability in Your Business Accountability is the cornerstone of a company that is run efficiently and with integrity, but the question arises: how? Our collaborative blog offers insights into how you can boost accountability in your business. Boost Accountability in Your Business Image Geralt via Pixabay Set Clear Expectations (So No One’s Guessing) First things first—if you want people to be accountable, they need

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Account How To Hiring Retention 120

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

Grant Cardone

AUGUST 31, 2024

All over the internet, Gen Z and Millennials have been obsessed with finding “Dupes,” or duplicates, of their favorite luxury products. The practice of finding dupes lets shoppers enjoy the quality and clout of high-end products… Without the major price tag. What does this say about this new generation of shoppers… But more importantly… What […] The post Dupes: The Status Symbol All About Saving Money appeared first on GCTV.

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The Center for Sales Strategy

AUGUST 26, 2024

In this episode, we’re discussing how to ensure your sales teams are focused on the right sales activities to drive performance. And joining Matt Sunshine to help break it all down is Jeff Clewett, Director of Sales at Bonneville Denver, and Emily Estey, VP/Senior Consultant here at CSS. Both offer some amazing points to think about, like: Why too many sales managers treat everything as an emergency when they need to be prioritizing and filtering the right information for their teams How target

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Coaching Sales Sales Management How To 118

Force Management

AUGUST 1, 2024

This month's Revenue Builders Podcast episodes covered how to build and lead a top-tier sales team, strategies for bringing a new product to market, and novel approaches to leadership. In these conversations, our guests share strategies and experiences that demonstrate how innovation in leadership styles and strategies can pave the way for unprecedented growth.

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Revenue Strategy Leads Marketing Qualified Lead 108