Chorus.ai

MAY 17, 2021

You can learn a lot from success, but you can learn even more from failure. No one embodies this truth like Michael Scott—the king of paper merchantry, the greatest manager Dunder Mifflin ever saw (or so he’d like to have you think). “The Office” is one of the most beloved television comedies of the past 30 years, and its heroically bumbling hero Michael Scott, played by Steve Carell, is one of the most beloved sitcom characters in the same period.

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Motivation Call-back Construction Commission 96

Steven Rosen

MAY 15, 2021

Sales Leadership Development in the New Millennium. Leading-edge sales organizations understand the value of investing in leadership development. They believe that strong sales managers are the key to driving sales rep performance. The STAR Sales Manager Survey set out to gauge the development priorities of sales organizations. We wanted to better understand what skills were important and the level of support companies provide their sales managers in terms of skill development.

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Survey Coaching Training Sales Management 358

Sales and Marketing Management

MAY 19, 2021

Sales teams that flourished rather than famished in the COVID year have these key differentiators. The post 3 Ways to Propel Sales Growth During a Crisis appeared first on Sales & Marketing Management.

Sales 367

Sales Marketing 367

The Pipeline

MAY 4, 2021

By Tibor Shanto. No one should doubt or question the power of empathy in life, and as a result in sales. But saying you are empathetic is a long way from practicing empathy. Many of the proponents of the concept in sales, stay very much at the concept level. But you know that we are about execution, everything else is just talk. And there is a lot of talk, and little associated action when it come to empathy in sales.

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Influencer Buyer Relationals Sales Tools 344

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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

MAY 15, 2021

To say your salesforce is changing is an understatement. Not only have there been shifts in adapting to a new virtual world, but your teams also need the time and attention dedicated to reaching their full potential now more than.

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John Barrows

MAY 24, 2021

Our guest this week is Galit Ventura-Rozen, Co-Founder of Everyday Woman, real estate broker, and sales success expert. In this episode, Galit shares her experiences on the path to entrepreneurship. Investing in yourself can be frightening; Galit and John talk about the mentality and mindset needed to overcome our fears and take the steps towards what we want.

Real Estate 184

Real Estate Social Media LinkedIn Media 184

Steven Rosen

MAY 31, 2021

Hiring Sales Stars . Whether you are starting a new sales force or hiring a new rep to fill a vacancy, the four principles of the STAR Process will help you select top sales performers. As the head of sales it doesn’t matter if you are involved directly in the process, what matters, is that you have in place a top-notch sales selection system. Without a clear process, your sales managers will each adopt their own approach and ultimately achieve sub-optimal results.

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Sales and Marketing Management

MAY 12, 2021

If you’re looking to use the HubSpot CRM for sales and marketing (smarketing), this story is for you. The post 3 Properties and a Report: A Smarketing Love Story appeared first on Sales & Marketing Management.

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The Pipeline

MAY 11, 2021

By Tibor Shanto. There has always been an uneasy dance involving selling and buying when it comes to trust and honesty. While it is natural to be guarded or cagey when you first meet someone new, but this goes a bit further, by both sides. While both sides expect embellishments and the most positive spins, many take it too far and over complicate things.

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Quota Lead Rank Forecasting ROI 341

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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

MAY 17, 2021

Culture—the ultimate 21st-century corporate buzzword. Most agree it’s important, some understand why, but very few sales leaders use it as a competitive differentiator. There are many factors that drive high-performance in a sales organization: talent development, enablement, and incentives, to.

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Incentives Incentive Competition Sales 292

Zoominfo

MAY 3, 2021

Hitting an early impasse with a prospect is an age-old sales dilemma. “I was working on an account and had talked to someone a little bit lower in the organization. They said, ‘You need to reach out to our CEO directly,’” recalls Megan Hanisko, manager of sales development at ZoomInfo. “So I said, ‘All right, what’s his number?’ And he would not give me any of his contact information.”.

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Hiring How To Inbound Outbound 264

A Sales Guy

MAY 7, 2021

As Gap Selling has crossed the milestone of 50,000 copies sold , we are highlighting some of our favorite books to compliment your Gap Selling journey. Our 3rd book recommendation? Quiet!! To start…you may be wondering why the heck would I put Quiet and anything “Keenan” in the same discussion? These two words have probably never been shelved together, until now.

Energy 170

Energy Up-Sell Lead Scoring Lead Rank 170

John Barrows

MAY 7, 2021

Our guest this week is Tim Clarke, Senior Director, Product Marketing – Sales Cloud at Salesforce and Co-Founder of UNCrushed, a platform and community for mental health awareness. Success isn’t always about tactics and dollars. Sometimes success is about carrying on even though our world seems to be closing in around us. In this episode, Tim and John talk about their experiences with loss and grief and how they’ve been able to pick themselves up and move forward.

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Social Media SalesForce LinkedIn Follow-up 158

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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

Sales and Marketing Management

MAY 28, 2021

Email marketing campaigns that get sucked in by a spam filter or blocked completely never have a chance to convert to sales. The post Don’t Get Locked In Email Marketing Jail appeared first on Sales & Marketing Management.

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Email Marketing Marketing Campaigns Sales 296

The Pipeline

MAY 18, 2021

By Tibor Shanto. It’s not news that the buy side has more stakeholders involved , representing the varied interests of a modern enterprise. Depending on who you follow, the number of stakeholders in a B2B decision continues to grow, over 10 by some accounts. This requires the ability to juggle a number of things all at once; more specifically communicating value to all.

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Hiring Cold Calling Enterprise Enterprise 305

SBI Growth

MAY 24, 2021

Inefficient activity assignment and role clarity issues within your organization can drive down important metrics such as your customer service satisfaction or net promotor scores. As a Sales Leader, you’re liable for understanding where your individual contributors need to be.

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Customer Customer Service Sales Revenue 286

Zoominfo

MAY 25, 2021

Imagine if, 30 years from now, business leaders are still scratching their heads about how to use artificial intelligence. It’s nearly impossible to believe that will be true. Yet a similar phenomenon has already happened with another technology: sales and marketing automation. . Back in 1989, when hair metal music played on MTV and a lone protester famously stood in front of a tank in Tiananmen Square, the Harvard Business Review published an article that explored how automation was ready to bo

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Marketing Decision Maker Telecommunications Lead Rank 252

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

MAY 6, 2021

My friend, Tibor Shanto , and I were talking this morning. He asked me a fascinating question, “Why don’t managers have a development plan or roadmap for developing the capabilities and performance of their people?” The question caused me to pause and reflect. Very few managers sit down with their people and develop a plan to help them learn, grow, and contribute at higher levels.

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Membrain

MAY 30, 2021

Did you ever notice how most supermarkets place the least capable cashiers in the Express Lane? Drives me nuts! The Market's perspective: Small orders will be easier for them to handle. My perspective: Let's go!!! They call it Express for a reason!

Marketing 158

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Sales and Marketing Management

MAY 14, 2021

Managers can improve the impact of in-person communications by supplementing them with asynchronous communication that can be viewed and shared wherever and whenever the salesperson needs it. The post How Sales Teams Can Tap Into the Power of Asynchronous Communication appeared first on Sales & Marketing Management.

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Sales Marketing 294

The Pipeline

MAY 25, 2021

By Tibor Shanto. Almost like clockwork, someone pronounces the death of cold calling. It is one of the most popular and repeated Zombie plotlines. The Modern Wave proves they have a better mouse trap, deems cold calling to be dead, only to have us return. They may relabel things, like outbound, but it always involves picking up the phone. Which if we’re honest, is the problem to begin with.

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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

MAY 22, 2021

Being a CEO during a large Go-to-Market transformation is difficult, and with multiple acquisitions, this adds further complexity, such as: High Customer Acquisition Costs Low Employee Morale Inaccurate Fact Base And more. On today’s show, Steve Smith, CEO of Zayo, joins us to discuss how.

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Zoominfo

MAY 27, 2021

In a world inundated with data and the solutions that promise you the ability to achieve a competitive edge , we’re often left thinking: “How?”. Just how do businesses with access to so much rich information actually, truly use it to their very individual advantage? Selling points and promises aside, without fully understanding their prospects (i.e. the particular pain points of each prospect at different parts of the funnel), companies can amass all the data in the world without actually using

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Force Management

MAY 26, 2021

This month's episodes packed an extra punch. With timely front-line sales tips and a guest appearance for ELAC Men's Basketball Coach, John Mosley Jr. (as seen on Netflix's Last Chance U: Basketball Series) — each episode has something for everyone in your organization. Here's a rundown of what each episode covers. Tune in and share with your sales reps, managers and other leaders in your organization.

Coaching 148

Coaching Sales 148

Membrain

MAY 5, 2021

Kirk Kinell knows negotiation. For more than 20 years, he was a professional hostage negotiator, who went on to train other hostage negotiators and to build programs to improve the effectiveness of those negotiations.

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Negotiation Training Sales 158

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

Sales and Marketing Management

MAY 21, 2021

Account-based marketing success requires marketers to grasp the who – the person or people behind the purchase decision. The post Orchestrating a Humanized Account-Based Marketing Strategy appeared first on Sales & Marketing Management.

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Account Based Marketing Account Strategy Marketing 272

Allego

MAY 25, 2021

“The future is already here – it’s just not very evenly distributed.“ — Author William Gibson. What exactly is Artificial Intelligence (AI)? What is AI-assisted sales? When you hear these terms, do you think of R2D2? Blade Runner? Or even Tron? Many of us grew up thinking about AI this way—either helpful robots or an evil tool with the potential to run amok.

Scale 149

Scale Sales Enablement Decision Maker Buyer 149

SBI

MAY 4, 2021

The Sales Learning Analytics That are Instrumental for Measuring Sales Performance. By Shubhi Tangri, Qstream. How Sales Learning Analytics Develop Your Sales Team. Sales representatives cannot sell unless they effectively articulate and convey the value of their organization’s products and services. In order to ensure that sales teams are prepared and to consequently optimize sales performance, sales training and enablement teams must use sales learning analytics and other sales metrics to deve

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