Steven Rosen

SEPTEMBER 20, 2022

BOLD Sales Leaders will perform best in a rapidly changing environment. It is not the most competent or the smartest sales leader that will survive, but rather the sales leader that is BOLD and can adapt to change will thrive. There is no denying that you, your people, customers, suppliers, and stakeholders are dealing with unprecedented change. Inflation, supply chain issues, the great resignation , competing demands, information overload and resulting overwhelm have consumed most sales leaders

Sales Leadership 295

Sales Leadership Face-to-face Follow-up Coaching 295

Understanding the Sales Force

SEPTEMBER 12, 2022

Here in the US, this Sunday marked the first Sunday of NFL Football. It's the same (as always) but different (new games). In their season debut, my New England Patriots did their best impression of my Boston Red Sox and lost 20-7. Close game. I've written several articles (same as always) about OMG (Objective Management Group) Tailored Fits/Proofs of Concept where I analyze the differences between a company's top producers and bottom producers to identify the findings/scores that differentiate t

Comparison 314

Comparison Groups Objections Examples 314

Bernadette McClelland

SEPTEMBER 5, 2022

‘I’m so sorry girls but I’m out!’ No sooner than those words came out of my mouth I felt feelings of conflict. On one hand I was concerned about spoiling an experience for others and on the other hand I was concerned about my own health. This Saturday just gone I went hiking with my friend and walking buddy, Liz and three of her friends.

Everest 370

Everest Call-back Sales Leadership Exercises 370

Sales and Marketing Management

SEPTEMBER 1, 2022

Account-based marketing is a B2B strategy that focuses on select high-value accounts rather than trying to reach as much of your market as you can. These six proven ABM strategies can help increase sales at your company. The post How Account-Based Marketing and Sales Work Together appeared first on Sales & Marketing Management.

Account Based Marketing 365

Account Based Marketing Account Marketing B2B 365

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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.

Trends

Anthony Cole Training

SEPTEMBER 2, 2022

Negotiate by definition is to deal or bargain with others in preparation of a contract or business deal. As a verb, negotiate means to move through in a satisfactory manner. In the world of selling, both of those definitions are relevant and important. Oftentimes, sales negotiation tactics seem to be related to price – giving or getting the best rate or fees for a product or service.

Negotiation 245

Negotiation Relationals Sales 245

Understanding the Sales Force

SEPTEMBER 27, 2022

Isn't it awesome when you learn about new tricks your computer, phone or software can do that you weren't previously aware of? I've been using a number of new widgets on the home screen of my iPhone 13 and I love how quickly I can get or enter information! Isn't it fascinating when you thought you knew what a product was all about but you were wrong?

Software 270

Software Software Follow-up Groups 270

Understanding the Sales Force

SEPTEMBER 7, 2022

Yesterday, although I wasn't looking for it, I found my laptop charger that I misplaced a few weeks ago. Today, I found a shirt I wasn't looking for. It was purchased in May, but I had forgotten about it. Later today, a post appeared in my LinkedIn feed and although I wasn't looking for an article by a physician, I read it and am so glad I did. Would you like to know what I loved about that article?

LinkedIn 295

LinkedIn 295

Steven Rosen

SEPTEMBER 8, 2022

Make The Leap from Good to Great. Are you a good sales leader or a great sales leader? Do you want to make the leap from good to great? What makes a great sales leader? I have found that the two most important critical success factors to being a great sales leader are: Top sales leaders build winning teams by coaching , engaging and being a BOLD leader.

Hiring 272

Hiring Coaching Energy Meeting 272

Sales and Marketing Management

SEPTEMBER 29, 2022

Whether we're in a recession or not, B2B selling is expected to hit some choppy waters in the near-term future. Here are five things your salespeople need to know. The post Surviving a Downturn: 5 Things Every Salesperson Needs to Know appeared first on Sales & Marketing Management.

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B2B Marketing Sales 390

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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

SEPTEMBER 8, 2022

In analyzing those salespeople who are successful year after year, we find significant consistencies in prospecting behavior and practice management. These top sales producers adhere to “The ONLY "A" priority is prospecting” principle. Successful salespeople service accounts just like everyone else. They also have fires to put out and meetings to attend.

Prospecting 235

Prospecting How To Account Meeting 235

Mr. Inside Sales

SEPTEMBER 20, 2022

What’s the number one blow off prospects use these days? “Can you email something to me?”. If you think about it, that’s the perfect stall. They aren’t saying no, and it implies that they’ll talk to you later…. Unfortunately, later becomes never, as chasing down busy professionals—especially people who now don’t want to be followed up with—becomes nearly impossible.

Face-to-face 177

Face-to-face Gatekeeper Licensing Decision Maker 177

SBI Growth

SEPTEMBER 8, 2022

Taking a focused approach to value creation in the upcoming months will be the strategy for companies looking to maintain and accelerate growth during uncertainty. Now is not the time to be agile; it’s a time for clarity among the chaos. Last week, SBI gave a high-level overview of the suggested annual planning process. During this and the weeks ahead, we will take a deeper look into each step with recommendations on creating and tracking your growth plan.

Strategy 177

Strategy Company 177

Understanding the Sales Force

SEPTEMBER 22, 2022

A few years had passed since the last time I wrecked an hbr.com (Harvard Business Review online) article about sales. If you haven't been reading the Blog for the last sixteen years you may have missed my previous fourteen take downs. Why Do You Think Harvard Business Review Does This When it Comes to Sales? The Challenge of the Challenger Sales Model - The Facts Harvard Business Review Blog Off Target on Sales Greatness Harvard Business Review Blog Post Gets Salespeople Wrong Harvard Business R

Selling Skills 257

Selling Skills Hiring Study Sales Process 257

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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

Zoominfo

SEPTEMBER 29, 2022

Nobody likes being criticized, even when they know it might be good for them. If you build things for a living, that discomfort can make honest feedback difficult to find — it’s hard to ask for, hard to offer, and hard to receive. But if you sell things for a living, you know a surefire way to short-circuit those social filters: ask someone for money, and they tend to get really honest.

Engineering 130

Engineering Scale Call-back Decision Maker 130

Sales and Marketing Management

SEPTEMBER 6, 2022

If your team's sales presentations follow the same tired formula that everyone else uses, you won't stand out, you won't be remembered, and you probably won't close enough deals. This eight-step presentation structure will solve that. The post Stop Losing Deals Due to Poor Presentations appeared first on Sales & Marketing Management.

Closing 348

Closing Marketing Sales 348

Anthony Cole Training

SEPTEMBER 16, 2022

Conversation is much more pleasant than interrogation. This is important for an effective coach to remember because after two or three questions, a salesperson is going to feel like they are being attacked. This is also true for prospects.

Sales Management 233

Sales Management Coaching Conversion Sales 233

Emissary

SEPTEMBER 20, 2022

Most technology revenue teams include a sales enablement function, but its mission has been evolving over the last several years. Recently, enablement has flexed to provide better support for sales in the face of the post-pandemic business environment and increasingly demanding technology buyers. Whether your team plans to re-focus training efforts, take on new tools, or play a bigger role in helping sales align with other areas of the organization, here are some strategies for effective sales e

Sales Enablement 130

Sales Enablement Strategy Hiring Face-to-face 130

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

SBI Growth

SEPTEMBER 29, 2022

Comparing last year’s SBI CEO survey results against this year’s shows a more cautious, even conservative, growth posture being embraced. A year ago, we saw CEOs leaning into proven markets with their growth teams. Growth strategies were noticeably clearer after the emergence from the pandemic. This year we see more hedging in growth options and less strategic clarity.

Revenue 156

Revenue Survey Trends Strategy 156

Smooth Sale

SEPTEMBER 7, 2022

Photo by Geralt via Pixabay. Attract the Right Job Or Clientele: Stress-Busting Tips: Before, During, And After Work For You. Our collaborative blog, Stress-busting tips: before, during, and after work for you, can most likely help most people.Reducing your stress at work will reduce the stress for everyone else too. If you arrive to work every day and lead a stressful day, it can impact the people around you.

Outsourcing Services 148

Outsourcing Services Hiring Networking Energy 148

Predictable Revenue

SEPTEMBER 19, 2022

Should marketing come before outbound sales? Here are 5 reasons why startups should nail down their marketing foundations before building a sales team. The post Why Start-Ups Should Nail Down Their Marketing Before Building a Sales Team appeared first on Predictable Revenue.

Outbound 152

Outbound Marketing Revenue Sales 152

Sales and Marketing Management

SEPTEMBER 12, 2022

Starting every sales rep over each year at zero penalizes top performers and rewards bottom performers. It’s important to find ways to reward top performers and maximize inspiration for your team. The post Sales Quotas: The Harm of the Annual Start-Over appeared first on Sales & Marketing Management.

Quota 347

Quota Maximizer Sales Marketing 347

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

SalesProInsider

SEPTEMBER 16, 2022

What do you want to do differently? Do you want to: Create more outreach to new clients? Build better COI relationships? Update your CRM more regularly? Complete your follow up notes after meetings within 24 hours. Do you want to be a better advisor? A better parent, spouse, or friend? The Power of Habits. Doing those things differently means creating new habits.

Journal 133

Journal Face-to-face Exercises Energy 133

Membrain

SEPTEMBER 19, 2022

Recently, a reader wrote, asking a lot of questions about pipelines–what are they, why are they important, how do we leverage them, and so forth. At first, I was surprised by the question, I think of this as basic and fundamental to selling. As I reflected, I realized this is a bad assumption.

Pipeline 132

Pipeline Sales 132

Partners in Excellence

SEPTEMBER 27, 2022

I’ve been revisiting a lot of selling basics. We take for granted that people, us, understand the basic of selling. What we do, why we do it, who it’s for… The reality is few training programs address these things well, focusing instead on how we do these things. And, over time, we forget these basics, running on autopilot. We just do what we have always done, moving unconsciously through our and our customer’s days.

Meeting 126

Meeting Call-back Face-to-face Up-Sell 126

Smooth Sale

SEPTEMBER 30, 2022

Photo by Geralt via Pixabay. Attract the Right Job Or Clientele: The Top Tasks to Outsource For Business. Building a business is time-consuming, requiring income to keep all processes operating correctly. Our collaborative blog offers helpful insights into the question, ‘Do you realize the top tasks to outsource for business?’. Outsourcing when you run a business may initially seem like an unnecessary expense.

Outsourcing Services 146

Outsourcing Services Hiring Social Media Consumer 146

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

Predictable Revenue

SEPTEMBER 12, 2022

Explore the top 5 sale coaching models used by high-performing sales leaders to maximize your return on investment and help reps retain sales training knowledge. Curious about cold calling best practices? In this post, we’re sharing our favorite cold calling methods, on-call best practices, and must-haves for effective cold calling. The post Cold Calling Best Practices appeared first on Predictable Revenue.

Cold Calling 135

Cold Calling Maximizer Sales Coaching Coaching 135

Sales and Marketing Management

SEPTEMBER 30, 2022

You should regularly monitor your content’s performance using the right KPIs. The resulting findings can help you concentrate production on strategies that will yield greater ROI and identify harmful shortcomings within your company’s messaging. The post How to Measure and Optimize the Success of Your B2B Digital Content appeared first on Sales & Marketing Management.

B2B 250

B2B ROI How To Strategy 250

SalesProInsider

SEPTEMBER 1, 2022

Winners: people at the top of their game, successful, productive, and moving forward. Who doesn’t want to be a winner? These are the people who get respect and admiration from others. But what does it take for YOU to be a winner in what is most important to YOU? Some people think winners are just lucky. But most winners know that it’s like the swans you see swimming–beautiful and effortless from above–with a lot of activity under the water.

Energy 126

Energy Resources Positioning Motivation 126