Anthony Cole Training
JULY 28, 2023
Excerpt from Objective Management Group’s recent webinar on The Data Behind Sales Managers of Elite Teams. The third chapter of this guide addresses a fundamental question: What qualities matter most for building an elite team. Through a deep analysis of sales evaluations and coaching frequencies, we uncover the impact of consistent coaching on various aspects of sales performance.
Sales and Marketing Management
JULY 19, 2023
With investments increasing to make it easier for sellers to sell, sales leaders need to avoid the three key pitfalls that plague many sales digital transformation efforts. The post Avoiding Three Pitfalls of Digital Sales Transformations appeared first on Sales & Marketing Management.
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Understanding the Sales Force
JULY 17, 2023
Based on the non-stop rain and humidity we have had for the last 6 weeks in Massachusetts, you could probably make a case that not only do we now have a rainy season, but where our house is located, we must live in a rain forest. Hold that thought. Dinger, our GoldenDoodle, who I have featured in several articles , tore his ACL last week. The X-Ray clearly showed that the tissue which is supposed to connect the tibia and the femur was torn.
No More Cold Calling
JULY 27, 2023
Technology doesn’t close deals. Relationships do. Rachel, a sales VP at a large technology company, was frustrated with her sales team. They weren’t even close to making quota. In fact, they were lagging by 27 percent. She knew they relied almost exclusively on technology for generating sales leads. Their outreach took too long. They spent plenty of time on social media and sent tons of emails, but they rarely reached actual decision-makers.
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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.
Steven Rosen
JULY 24, 2023
How do you unleash the power of your sales leadership team? In the fast-paced and ever-evolving world of sales, success is dependent on the capabilities of the sales leadership team. I believe that investing in the development of this critical team is the best use of resources for any VP of Sales. While sales training, sales enablement technology, customer experience enhancement, and marketing are essential components of a successful sales strategy, focusing on developing the sales leadership te
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Partners in Excellence
JULY 6, 2023
Yes, I know the majority of you, justifiably, will think this title is an oxymoron. Something like jumbo shrimp, virtual reality, exact estimate, definite maybe, short meetings, job security, detailed summary, Microsoft Works (oops). This impression is reinforced by the imitative behaviors we constantly see in selling, focused on doing more of what we know doesn’t work, but doing it because that’s what everyone does.
The Center for Sales Strategy
JULY 5, 2023
The influence a manager has on your culture and the engagement of those they manage is enormous. According to a Gallup study, 70% of the variance in team engagement is determined solely by the manager. Knowing this, the time and investment you make in your management team is important to your company’s success. Having a plan for their development (or yours) needs to be a priority.
Allego
JULY 24, 2023
The days of buyers relying on sales reps for product information are long gone. Buyers are savvier than ever and have shifted to digital channels to research solutions. In fact, TrustRadius’ 2022 report, B2B Buying Disconnect: The Age of the Self-Serve Buyer , revealed that virtually 100% of buyers want to self-serve all or part of the buying journey.
Zoominfo
JULY 26, 2023
For years, go-to-market leaders lived by the laws of growth through sales capacity. The mentality was simple: if you want to increase revenue, hire more salespeople. Today, rapidly changing technology is altering that equation. Experts say that standout growth will come from teams that double down on productivity. “What we’re seeing in the market is companies running with smaller teams and supplying them with more accurate and highly personalized datasets, to drive more revenue,” says Mill
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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
JULY 21, 2023
Excerpt from Objective Management Group’s recent webinar on The Data Behind Sales Managers of Elite Teams. The second chapter of this guide addresses a fundamental question: how often should sales managers coach their teams? Through a deep analysis of sales evaluations and coaching frequencies, we uncover the impact of consistent coaching on various aspects of sales performance.
Sales and Marketing Management
JULY 26, 2023
Attempting to create a nontraditional display with off-the-shelf content rarely works – neither does applying the same creative deployment road map used for traditional display types. The post 4 Secrets for Developing and Deploying Outstanding Nontraditional Displays appeared first on Sales & Marketing Management.
Mr. Inside Sales
JULY 9, 2023
Do you enjoy quotes like these? “Next time someone tells you ‘never,’ remember that means ‘not for at least one hour.’”—Jeffrey Gitomer “I’ve failed over and over and over again in my life. And that is why I succeed.” —Michael Jordan “Talent is cheaper than table salt. What separates the talented individual from the successful one is a lot of hard work.
Understanding the Sales Force
JULY 10, 2023
It's been quite a while since I've written an article about the role that customer service plays in the retention and renewal of customers and accounts. In the past few weeks, I have experienced all kinds of customer service, including service you would expect, service that would surprise you, and service that wouldn't change your mind about anything.
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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.
SBI Growth
JULY 26, 2023
It’s annual planning season, and once again, our latest CEO survey findings were a great entry point into SBI’s latest webinar discussion I co-hosted with Tony Erickson, Senior Partner SBI about how to plan for successful commercial productivity in 2024.
Zoominfo
JULY 27, 2023
Businesses in virtually every industry are being pushed to modernize their go-to-market strategy, with a premium on the data-driven, automation-enabled convergence of sales, marketing, and operations. As part of this evolution, the most advanced marketing teams are taking a page from their sales counterparts and using scalable plays to take their account-based marketing (ABM) strategy to the next level.
Anthony Cole Training
JULY 13, 2023
Learn about the "Coachable" Sales Competency in this blog taken from OMG's recent webinar: The Data Behind Sales Managers of Elite Teams.
Sales and Marketing Management
JULY 21, 2023
Group incentive travel remains one of the most impactful incentives a company can deploy. Two incentive travel experts talk about making the business case for these programs and meeting participants’ expectations. The post Incentive Travel: The Incomparable Motivator appeared first on Sales & Marketing Management.
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.
Force Management
JULY 27, 2023
We recently hosted an Industry Leadership Panel where we talked to three growth-oriented business leaders about what top organizations are doing to drive success in the current market. There were a few questions we saw over and over again from the audience, so we wanted to take the time to provide some relevant resources around those topics. Keep reading for podcasts, blogs and videos from our library that address the four most commonly asked questions from our webinar about economic change.
Understanding the Sales Force
JULY 31, 2023
Several different Zoom sales reps called to introduce themselves over the past several months. The exact same thing happened with Ring Central except Ring Central tried upselling me and put the charges through without my agreement. My Wistia sales rep called a bunch of times to go over their new pricing plans and explained that one new plan would only double, instead of triple our monthly fees.
Membrain
JULY 2, 2023
In the fast-paced world of sales, where every interaction counts, how can businesses ensure they drive successful outcomes? Recently, Paul Fuller sat down with Frank Niekamp , Strategic Growth Advisor at SalesStar , to delve into the secrets behind effective sales strategies.
Zoominfo
JULY 25, 2023
In the not-so-distant past, a significant portion of a typical business-to-business (B2B) sales professional’s life revolved around in-person meetings with key prospects and high-value clients. But the long-running effects of digital disruption, coupled with the sudden shock of COVID-driven remote work, have changed the game. Today, as much as 80% of B2B decision-makers prefer remote or even fully self-serve sales interactions.
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!
Nutshell
JULY 31, 2023
If you use forms on your website, you’ve likely encountered at least a few instances of form spam. The impacts of form spam can range from wasted time to decreased user trust. While you can’t ensure that users always use your forms how you intended, you can take steps to significantly reduce the amount of spam your forms get. Want to learn more about form spam and how to prevent it?
Sales and Marketing Management
JULY 31, 2023
Creating guardrails around AI usage for marketers is important to ensure you protect yourself, your company and your customers. The post Navigating the Responsible Use of AI in Marketing appeared first on Sales & Marketing Management.
Allego
JULY 17, 2023
Change has come to enablement. For years, we’ve talked about sales enablement and how enablement can help sales teams sell more. What skills do sellers need? What’s the best training strategy? How do you ensure sellers receive coaching? What sales content do teams need? How do you ensure the content created meets those needs? That remains very important and isn’t going away.
Anne Miller
JULY 15, 2023
You are the sales manager of this tech firm. The good news is your company has a new product to offer the market. The bad news is your team doesn’t see how to approach or easily present it to prospects. They are also reluctant to call on old prospects who have previously said “no,” because those prospects saw “no need” for the original product. Success with the new product clearly starts with changing the team’s attitude.
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.
Membrain
JULY 30, 2023
Join us as we sit down with Jason Howes, the Founder and Managing Director of Arrow Executive Sales. From Jason's eight and a half years on the road, to managing one of Australia's biggest accounts, he provides valuable insights into the world of sales. As we further explore Jason's experience in sales, you'll hear about the importance of understanding the current state of a business and how to propel it to the next level.
The Center for Sales Strategy
JULY 24, 2023
I have some news for you, both good and bad. The good news is that your team's success depends entirely on your salespeople. Now, for the bad news. your success also hinges on the salespeople on your team. In other words, your sales team's ability to close deals and meet targets determines whether you win or lose. It may sound daunting, but it doesn't have to be.
Alice Heiman
JULY 18, 2023
If CEO, Julian Lumpkin, learned one thing from his sales career it was to follow what the most successful sellers were doing and do that. It paid off. Before starting SuccessKit, he learned to use case studies to sell and realized that his company didn’t have a way to produce these. All of the successful salespeople had collected these stories, memorized them and used them over and over.
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