Anthony Cole Training
MAY 10, 2024
In today’s world of banking and insurance, it is increasingly more difficult to get the attention of a prospective buyer after only a few outreach attempts. We are all busier than ever before with multi-media coming from every direction. So, how do you stay consistent (and persistent) in your outreach with a prospect while remaining sensitive to their daily lives and the distractions they face?
Anthony Cole Training
MAY 17, 2024
According to the 2023 Edelman Trust Barometer, “Only 59% percent of the 32,000 global respondents to the firm’s 23rd annual trust and credibility survey trust financial services to do what is right, compared to 75% who trust technology and 71% who trust education and food & beverage companies — the top 3 most trusted industries. In the United States, 57% of consumers trust financial services, an increase of 9 percentage points over 2022 findings.
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Sales and Marketing Management
MAY 6, 2024
Incorporating AI into B2B sales is not just about embracing technology; it’s about setting the stage for a more personalized, efficient and engaging sales process. The post How to Boost B2B Sales Using AI appeared first on Sales & Marketing Management.
Sales and Marketing Management
MAY 9, 2024
Transforming your sales approach from a transactional to a relational process mirrors the gardener's journey from planting to harvesting and requires similarly patient nurturing. Here are six steps sales professionals can take to create a flourishing customer base. The post Cultivating Sales Success: How Serving Transforms Connections Into Harvests appeared first on Sales & Marketing Management.
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.
Steven Rosen
MAY 20, 2024
In this episode of the Sales Leadership Awakening Podcast, Margo Edris , Regional VP of Sales at Salesforce, shares insights on sales leadership and discusses topics such as handling challenges gracefully, preparing for coaching, and integrating fun into the workplace. She also provides valuable advice for women in male-dominated industries and stresses authentic interactions for success.
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Force Management
MAY 16, 2024
In our recent webinar with Force Management Managing Director and Facilitator Brian Walsh, an audience member posed a question that we hear often in our work with B2B sales organizations:
No More Cold Calling
MAY 9, 2024
Test your integrity quotient to meet your quota…or not. If you regularly read my blog, you know about the PITA client —”pain in the ass” prospects who drain your team’s time, resources, and morale. I’ve made the case many times that salespeople should walk away from a PITA sales opportunity as fast as you can. However, there are other reasons to walk away that I never considered.
SBI Growth
MAY 23, 2024
The buying environment faced by many sellers today is volatile: it almost seems as if the once-reliable commercial approaches no longer apply. But for CEOs and GTM leaders looking to capture the immense growth potential in 2024, it’s time for them to consider a revolution in how their companies approach their customers' shifting concerns and expectations.
Steven Rosen
MAY 1, 2024
In this episode of the Sales Leadership Awakening podcast, Brandon Nye , Vice President of Sales for Inmode, shares the key qualities to look for when hiring salespeople, including a proven track record in B2B sales and a competitive mindset. They also explore the challenges of managing high-performing sales reps and the importance of creating a collaborative and supportive team culture.
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Are you struggling with slow quoting cycles, complex product configurations, and disconnected data in your manufacturing/distribution business? This article will help. Learn how industrial companies are revolutionizing sales processes with an integrated platform that includes quoting, inventory, and service, providing real-time data and offline access for field teams.
Anthony Cole Training
MAY 23, 2024
Business or sales acumen is the ability to connect with prospects and clients on a deeper level by understanding their unique problems, anticipating their needs, and leveraging knowledge of their business and industry to recommend the best possible solution — regardless of whether or not it results in a closed deal.
Mr. Inside Sales
MAY 25, 2024
Who do you think knows why your prospect buys? If you have followed me for a while, you may know that my opinion on whether to ask a prospect, “How are you,” has changed over the years. What I’ve discovered, is that asking this simple and socially accepted icebreaker is more important than you might think. Here’s why: Selling over the phone is challenging because you don’t have all the visual cues an outside sales rep has—and uses.
Understanding the Sales Force
MAY 29, 2024
In case you have been vacationing in a cave, there has been a controversial trial taking place in Manhattan and earlier this week the Jury heard closing arguments. In a jury trial, closing arguments can take several hours or even days! You would think that Closing Arguments would have much in common with the Closing competency in sales but that’s not the case.
Sales 2.0
MAY 21, 2024
I’m a huge advocate of using human relationships to get into accounts. I really believe it’s a small world. As I’ve shown before you can get referred into 1,000’s of accounts without needing to use a cold approach. However, sometimes you may be faced with no choice. If you’ve exhausted all your connections, and all the connections of your connections, and nothing is leading you closer to getting into the account, then you may need to resort to a cold approach.
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.
Bernadette McClelland
MAY 2, 2024
Hope ‘IS’ A Strategy Sometimes that is all you might have. And it is enough. Because you are enough. I’m sharing more these days to audiences about another part of my life that has really only been shared in depth with my immediate family. A part of my life that is away from sales and sales leadership. Yet still tied to business of sorts.
Steven Rosen
MAY 24, 2024
In this episode of the Sales Leadership Awakening Podcast, Rob Ulsh , VP of Dealer and International Sales for Great Dane, discusses the use of AI in sales leadership. He shares his awakening moment as a leader during the COVID-19 pandemic and how he embraced AI to adapt to the changing landscape. He also explores the practical applications of AI in sales, including prospecting, customer retention, and pre-call planning. “AI is a featured benefit that you can interact with, and it will ac
Anthony Cole Training
MAY 31, 2024
“Did I hire my salespeople this way or did I make them this way?” This is the question every sales manager must ask. Fixing performance problems always starts with Standards and Accountability.Accountability means taking responsibility for outcomes – good or bad. A sales leader’s primary responsibility is to put the BEST team into the marketplace.Much like a general manager in sports, a director of a theatre company or an orchestra leader of a symphony, you have a job and a responsibility to hir
SBI Growth
MAY 31, 2024
An improving economic outlook for 2024 presents a golden opportunity for CEOs to capitalize on rising demand: 87% of surveyed CEOs see growth as a core element of their value creation strategy this year. However, buying behaviors are also changing, and not all companies are prepared to overcome the new challenges created by a dynamic buying environment, slowing growth and potential revenue capture.
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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.
Understanding the Sales Force
MAY 20, 2024
This article has a set of three distinct analogies comparing baseball to sales so if you don’t want to hear about the baseball side of the analogy, you’ll probably want to exit the article. If you stay, you’ll be asking yourself, “Why didn’t I think of that?” Analogy #1 – Filling Seats Let’s start with what a sales team would call a termination.
Smooth Sale
MAY 7, 2024
Photo by The Digital Artist via Pixabay Attract the Right Job Or Clientele: Begin A Cybersecurity Career for Personal and Career Growth Changing your career can feel like a daunting process. Going from the job you’ve been used to for so long into something completely new is scary because you’re learning a whole new system all over again.
Sales and Marketing Management
MAY 30, 2024
Marketing content is more effective when it's created with a specific goal in mind. Each of these types of marketing content serves a unique purpose, addressing different stages of the journey and the buyer's needs. The post The 7 Types of Content That Navigate the Buyer’s Journey appeared first on Sales & Marketing Management.
Steven Rosen
MAY 1, 2024
In this 4:58 video, Brandon Nye discusses the challenges of transitioning from a player-coach to a leader and the importance of letting go of old muscle memory. He shares insights on managing high-performing sales reps, emphasizing the need to understand their drivers and view their challenges as positive. He highlights the significance of emotional intelligence and adaptable mindsets in sales managers, enabling deeper connections with team members and adept responses to challenges, ultimately f
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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.
Force Management
MAY 9, 2024
MEDDICC is an industry standard for determining the strength of a deal and charting the path to get the deal closed. Many times, deal qualification can hinge on whether your team can identify the Economic Buyer and build enough influence in the organization to both access and evangelize them. But the power of MEDDICC for influencing deal decision-makers extends far beyond the “E” in the acronym.
SBI Growth
MAY 30, 2024
CEOs have set the stage for success in 2024 with a solid growth strategy, but they need their talent to be ready to execute on revenue capture opportunities. They think they have the secret to improving commercial productivity: managing positive churn. However, our surveys reveal that there is more to managing our hires and getting the experts on board; CEOs must also overcome longer ramp times and create sustainable growth for the road ahead.
Understanding the Sales Force
MAY 14, 2024
Perhaps you thought I was going to write about the inflatables locations called Pump it Up, where young children go to birthday parties. I recall that we hosted a couple of parties there when our son was small and probably attended several more for his little friends. This is not an analogy about inflatable trampolines, but it is about the analogy between pumps and sales and for variety, it will be two separate stories instead of one culminating in pumping up sales.
Partners in Excellence
MAY 29, 2024
When I was a kid, my father taught me how to sail. At first I sailed in racing dinghy’s never far from the shore. In high school, we graduated to cruising boats. While we never intended to do oceanic cruising, but the shoreline was beyond sight, and one of the challenges was knowing where we were and if we were going in the right direction. My dad’s solution to this was to teach me celestial navigation.
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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.
Sales and Marketing Management
MAY 28, 2024
Sales intelligence is an emerging and crucial tool that comes to the rescue of firms in the quest for sustainability. A look at the dynamics, trends, challenges and prospects shaping the sales intelligence market. The post Unlocking Growth Potential: The Dynamic Landscape of Sales Intelligence appeared first on Sales & Marketing Management.
Steven Rosen
MAY 24, 2024
In this article, Rob Ulsh , VP of Dealer and International Sales for Great Dane, delves into AI’s profound impact on the sales landscape and how Great Dane has strategically incorporated this technology to propel its sales initiatives forward. He highlights how AI transforms sales by helping professionals understand prospects’ needs swiftly.
Force Management
MAY 30, 2024
Customer Success (CS) is a critical component of a successful customer engagement process. Growing revenue requires your organization to be cross-functionally aligned on buyer value and solution differentiation before and after the sale. Capturing that value after the initial deal is essential for driving recurring revenue and expansion opportunities within accounts.
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