No More Cold Calling

JULY 25, 2024

Rusty sales skills won’t win the gold. Gold medals aren’t just handed to Olympic athletes. Commitment to a daily routine and practice separates them from every other athlete out there. It’s the same for your sales team. If you want this to be a game-changing year, it’s up to the CRO to make skills-building and practice a requirement, an integral part of your culture, and a major component of your sales strategy.

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Sales 2.0

JULY 2, 2024

As we’ve introduced more ways to communicate, we (and more importantly our customers) have spread our communication over many channels, leaving less concentration on any one channel. When we only had a desk telephone, you could reach more people on it, as that was the primary channel for communication. Your prospects picked up the phone when it rang, as it might be their customer or family on the other end.

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Anthony Cole Training

JULY 25, 2024

As sales manager, business line leader, or CEO, is your team finding, qualifying and closing as much business as you think they should? Most say "No" when we ask that question, which means that something in your client outreach and sales process has to change. And that change, we believe, starts at the very beginning. The call or outreach to set up an appointment is key.

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Anthony Cole Training

JULY 19, 2024

The concept of cross-selling tends to evoke skepticism and wariness. Over time, this skepticism has arisen due to some individuals with good intentions although accompanied by undesirable practices. Pushing product is often another term used for cross-selling & up-selling strategies. Let’s explore why this skepticism about cross-selling exists.

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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

SBI Growth

JULY 26, 2024

Is your sales organization appropriately staffed, or are there gaps in your headcount? Many CFOs base their sales team size on faulty assumptions or a narrow view. Underestimating leads to missed opportunities, while overestimating can erode profits — both costly errors when your sales revenue targets are at stake. Today, we'll explain how to calculate sales force size correctly, starting with recognizing and avoiding common pitfalls.

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The Center for Sales Strategy

JULY 8, 2024

Habits are routine behaviors that are repeated enough to become automatic. Habits help enhance productivity, build relationships, and increase overall performance. Many AEs need to add new habits to their priorities. Adding some or all of the below will help improve your chances of closing deals and achieving your sales goals. Take a look!

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Sales and Marketing Management

JULY 29, 2024

Sales pipeline maintenance takes effort and discipline, but the payoff in terms of increased efficiency, accuracy and revenue makes it well worth the investment. The post 6 Keys to Effective Pipeline Management for B2B Sellers appeared first on Sales & Marketing Management.

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Force Management

JULY 25, 2024

Artificial Intelligence (AI) is a fast-growing new market sector. Recent estimates show more than 75,000 AI companies exist, with more than $107B invested in these types of companies over the last two years.

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No More Cold Calling

JULY 12, 2024

They’d better. Otherwise, it’s a waste of your time and money. Sales leaders complain that reps don’t get enough qualified leads, their pipelines are fluff, and it takes them way too long to reach their prospects. Leadership can’t count on accurate forecasts when pipelines are unqualified. Big problem! A disciplined referral system can help your company scale by increasing deal size, converting prospects to clients, and penetrating prime accounts.

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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

SBI Growth

JULY 18, 2024

Facing headwinds from inflation, rising wages, and decades-high interest rates, it has been a challenge for commercial leaders to realize their growth ambitions. The way forward doesn’t seem to be any easier: CEOs and CFOs must continue to tighten spending while still allowing for necessary growth investment, requiring full attention from growth leaders to make the right decisions now for growth in 2024 and beyond.

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Anthony Cole Training

JULY 12, 2024

Every salesperson has attended sales meetings and left thinking “Why do I have to go to these meetings? They are a waste of time and not helping me get better at selling.” Sales leaders and managers must own and address this problem.

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Understanding the Sales Force

JULY 9, 2024

A friend just texted me from his Las Vegas hotel room and sent along a video of him and his son playing catch with their gloves and a baseball in their hotel room. I told him to be careful because breakage is expensive in Las Vegas and he said that’s why they do it – to be precise. His son is a friend of my son’s, was on the same baseball showcase team in high school, and they have played on the same summer collegiate league team the past two summers.

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Sales and Marketing Management

JULY 24, 2024

Learn the five best ways to reach your target audience for free. Connect with ideal customers, boost brand visibility and enjoy sales growth. The post 5 Ways to Reach Your Target Audience and Grow Your Business for Free appeared first on Sales & Marketing Management.

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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

Smooth Sale

JULY 21, 2024

Photo by Geralt via Pixabay Attract the Right Job Or Clientele: How To Improve Your Business’s SEO Strategy For Growth Many businesses (regardless of age) have often dealt with the following scenario: You’ve poured hours into crafting the perfect website for your business. You’ve hired the best web designers, ensured every page is aesthetically pleasing, and filled it with content you believe will attract potential customers.

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Force Management

JULY 18, 2024

Consumption pricing is associated with some of the fastest-growing SaaS companies of the past few years, including Snowflake , Datadog , Zscaler , and MongoDB. The consumption-based pricing model is popular because it helps these types of companies manage costs and gives the customer more control and transparency in how much they’re billed. But if the customer doesn’t directly see the value of your solution, they may stagnate or even fall in their usage.

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SBI Growth

JULY 15, 2024

The classic sales maxim, "People buy from people they like," is supported by extensive behavioral science research. Dr. Robert Cialdini , a renowned psychologist, emphasizes the principle of liking in his influential book, " Influence: The Psychology of Persuasion.

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Anthony Cole Training

JULY 5, 2024

Remember the tagline and series of commercials by American Express, “Don't leave home without it?” In this case, we don't want salespeople to leave the office without pre-call planning and pre-call preparation. This is a specific discipline, a hallmark and habit of all great salespeople.

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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

Understanding the Sales Force

JULY 31, 2024

Our family of three walked into a store where we were invited to recline in an amazing smart chair. It had every bell and whistle you could imagine in a $10,000 massaging recliner. Aggressive salespeople are no more effective than passive salespeople but if I had to choose one over the other I would take my chances with the aggressive salesperson and attempt to get them to tone it down.

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Sales and Marketing Management

JULY 22, 2024

Useful tips that are sure to assist you in creating engaging content for your B2B audience. The post How to Create Attention-Grabbing B2B Content appeared first on Sales & Marketing Management.

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Partners in Excellence

JULY 31, 2024

For decades, tools/technologies have been developed with the promise of freeing up seller time to do that which is most critical–connecting with and engaging customers. We have 1000s of tools that demonstrably improve our efficiency. We can get much more done in much less time. In the past few years, AI and LLMs have amplified that. Not only do these tools enable us to accomplish more in less time, but they provide high levels of personalization and deep research on the organizations and i

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Alice Heiman

JULY 9, 2024

Having no plans of becoming a CEO, engineer Marko Dinic shares his 18-year journey to becoming the leader of a company that excels in compliance solutions. Leading his company through both triumphs and challenges, Marko, CEO of GTM Technologies, delves into his experiences, lessons learned, and the unique insights he’s gained along the way. Complex Sales Require Technical Expertise Marko emphasizes the need for deep technical understanding when selling intricate compliance solutions.

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Engineering Hiring Scale Government 130

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

SBI Growth

JULY 25, 2024

Effective annual planning often makes the difference between achieving your growth goals and falling behind the competition. However, for CEOs and growth leaders to make the right decisions today that may affect results in 2024 and beyond, they need to first establish a fact base to help them identify the key growth levers that are vital to their success.

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Force Management

JULY 4, 2024

Last month, the Revenue Builders Podcast welcomed leaders who have embraced risks and unique approaches that have led to true transformation for their organizations, teams and careers. From the transformative power of knowing your purpose to navigating new and untapped markets, these conversations provide insight and inspiration that could help you transform your approach to reach even greater success.

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Nutshell

JULY 5, 2024

Sales can be tough work. Salespeople constantly put what they’re selling (and maybe even themselves) up for rejection, then deal with the daily challenges of staying motivated and balancing lots of demands on their time. That’s where motivational sales quotes can come in handy. Although it’s rewarding, sales can feel like a marathon—and it requires just as much training, technique, and mental toughness.

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Sales and Marketing Management

JULY 17, 2024

To maximize the impact of digital promotions, B2B marketers must adopt a multi-faceted approach. Current trends indicate a growing reliance on data-driven marketing, personalized content, and automated outreach to enhance campaign effectiveness. The post Supercharging B2B Growth with Digital Promotions appeared first on Sales & Marketing Management.

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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

Partners in Excellence

JULY 5, 2024

We, rightfully, constantly seek to free up time. Yesterday, coaching an executive, the key issue was “freeing up time.” For such a senior executive, to some it might seem surprising, but it comes up in virtually every conversation I have, at every level of the organization. It’s interesting, I see two, almost diametrically oppose, things happening when we look to free up time.

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Smooth Sale

JULY 31, 2024

Photo by Geralt via Pixabay (inspiration) Attract the Right Job or Clientele: Crazier Ideas Yield Originality and Better the Outcomes Businesspeople know from the start that it is vital to build a standout brand to differentiate themselves from their crowded playing field. Doing the same as everyone else will only have them facing the need to quit. But if quitting isn’t in the cards, unique and seemingly crazy ideas become vital for long-term growth.

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SBI Growth

JULY 16, 2024

As women in professional settings, we need to recognize the fact that we often have taller hurdles to overcome to succeed in our careers, but having the correct mindset and creative solutions to such problems are key to that success.

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