Sales and Marketing Management
NOVEMBER 26, 2021
The skill sets and mind-sets that create great salespeople often don’t translate well to supervisory roles. The post 6 Traps that Catch New Sales Managers appeared first on Sales & Marketing Management.
SBI Growth
NOVEMBER 10, 2021
Both CEOs and staffing firms shared that despite planned headcount additions, they are struggling to fill open roles, with the number of posted sales roles growing by 65% since early 2021. Further complicating sales leaders’ efforts to hit quota, on average, surveyed leaders are operating with 31% of sales capacity that’s either open headcount or in year 1 on the job, indicating partial capacity at best.
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Anthony Cole Training
NOVEMBER 24, 2021
Every salesperson wants to win now and increase sales. But what are the chances that you will actually reach your prospect when they have a problem they want to fix?
Steven Rosen
NOVEMBER 14, 2021
Sales Eagles Soar Turkeys to Get Consumed. Thanksgiving is the time to celebrate and be thankful for our family and friends and all the wonderful blessings we have. I would like to wish all my American friends a Happy Thanksgiving. Be careful not to overeat turkey, as it is high in L-tryptophan and can make you sleepy. Most of your customers will shut down in less than four weeks.
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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
NOVEMBER 22, 2021
Today is moving day for Objective Management Group. When we first toured our new space, John Pattison , OMG's COO said, "It looks like something the 1980's barfed up!" I'm happy to report that thanks to big-time help from PENTA Marketing CEO Deborah Penta , our new space is bright, cheery, modern, energetic, open and functional! Thinking about the 80's got me thinking.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Sales and Marketing Management
NOVEMBER 16, 2021
If the past nearly two years has taught sales and marketing leaders anything, it's that equipping workers with knowledge about maintaining mental health and then supporting those efforts is vital to overall performance. The post Rethinking How We Approach Mental Health In the Workplace appeared first on Sales & Marketing Management.
SBI Growth
NOVEMBER 17, 2021
CEOs are increasing sales and marketing investment more than any other functional area in 2022, and most GTM leaders are funneling a significant portion of that investment to quota-carrying reps. However, where typical performers are on pace with winning companies when it comes to investment in people-intensive areas such as inside sales, field sellers, and key account reps, high-growth companies are much more likely to invest in areas that boost productivity and help teams work more efficiently
No More Cold Calling
NOVEMBER 23, 2021
This is the most common mistake sellers make when video conferencing. I really hate my webcam. (Ok, hate is a strong word.) I have a good camera, but I don’t like the way I look. (Unfortunately, the camera doesn’t lie.) I feel totally uncomfortable staring into my camera. It feels artificial and not at all authentic, but that’s the only way to make eye contact online.
Mr. Inside Sales
NOVEMBER 5, 2021
Want some free, proven resources to help you or your team sell more right now? Head on over to my blog and you’ll find tons of excellent, free resources to help with just about any problem you’re having! And you can search for any topic that is giving you trouble: For example, need help cold calling? Click here. Want to know what a tie-down is and how to use them more effectively?
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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.
Understanding the Sales Force
NOVEMBER 15, 2021
I was thinking about all the things we pay for that used to be free and are still free, yet we pay for them anyway. How many can you think of? I came up with the following: Water - you can get an unlimited amount of drinking water from the tap but we not only buy bottled spring water, we buy FIJI, one of the most expensive brands, because it tastes so much better.
The Pipeline
NOVEMBER 16, 2021
By Tibor Shanto. A simple question, it should natural, like an athlete know their number, the chef knows the recipe, etc. Yet a surprising number of salespeople I ask the question, really can’t answer directly or with confidence. Many reps and managers look at opportunities independently of one another, but the pipeline is a collective of opportunities.
Sales and Marketing Management
NOVEMBER 10, 2021
Conversational AI allows marketing teams at small and medium-sized businesses to deliver prompt and personalized responses to prospect and customer inquiries within seconds. The post Personalize Customer Engagement With Conversational AI appeared first on Sales & Marketing Management.
SBI Growth
NOVEMBER 23, 2021
Most commercial leaders agree that customer experience is important; we found the same: 67% of all companies surveyed are planning a significant CX initiative for 2022. (That number jumps to 85% of high performing companies). Furthermore, most leaders share that they’ve documented a CX strategy and/or aligned on goals with their leadership teams. When it comes to execution, however, high-growth companies are nearly four times more likely than typical performers to have a significant CX initiativ
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!
No More Cold Calling
NOVEMBER 8, 2021
Your referral network is your net worth in sales. Don’t forget to nurture it. “How do I ask for a referral from customers I haven’t spoken with in two years?” That’s what a client asked me a couple years ago, and I was baffled by his revelation. How can smart, experienced sales reps let their customer relationships wither? Now I know why, because I’ve been guilty of it myself.
Bernadette McClelland
NOVEMBER 28, 2021
I am privy to the secrets of many sales leaders who have reasonable expectations for the performance of their team (aka results) and face the reality of underperforming team members (aka relationships). What to do? When you consider one of the key functions of a sales leader’s role is to build relationships that achieve results, then one of the key competencies must be to have the tough conversations.
Anthony Cole Training
NOVEMBER 4, 2021
Committed leaders invest in themselves by taking part in sales management training to become better managers and coaches so they can help their people see greater success.
The Pipeline
NOVEMBER 9, 2021
By Tibor Shanto. Many will remember the 2016 buzzer beater Kris Jenkins of Villanova scored to win the championship. The crowd was excited, a once in a lifetime shot. But was it? Do a little digging and you’ll find that the buzzer beater was part of every practice. At the end of the practice so people would be as exhausted at the end of a game. Leave nothing to chance, prepare for every know or “should have known” scenario.
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Unlock growth through customer-centric campaigns that deeply understand buyer journeys from awareness to post-purchase. This eBook shows how aligning marketing, sales, and customer service via an "outside-in" approach resonates with audiences, fosters trust, and drives loyalty - outperforming "inside-out" product-focused tactics. Gain a competitive edge through customer insights!
Sales and Marketing Management
NOVEMBER 8, 2021
The sales profession has evolved. The skill set that young professionals filling today's sales roles must adapt to succeed. The post Understanding Sales Evolution to Fill Vacant Roles appeared first on Sales & Marketing Management.
Predictable Revenue
NOVEMBER 29, 2021
Cold calling scripts approved by the most successful and reputable B2B sales leaders and practitioners in the sales development industry. The post The 4 Cold Call Scripts That Actually Book Meetings appeared first on Predictable Revenue.
Partners in Excellence
NOVEMBER 16, 2021
We’ve long known (whether we use it or not) about the “sales process.” Virtually every organization has some variant of a sales process with stages we move through and, possibly, critical activities we should be executing within each stage. Usually, these are all focused on what we have to do to achieve our goal–getting a PO.
Bernadette McClelland
NOVEMBER 24, 2021
Working in a highly competitive, smash your numbers, ‘get the deal at any cost, KPI driven’ sales environment and not being driven by money made me feel there was something amiss with my motivation levels because I didn’t seem to think the same way as my colleagues – or so I thought! Little did I know back then that money is one of the lowest motivating factors of all.
Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker
Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships. While many B2B organizations continue to struggle with aligning their marketing and sales teams, they can take practical steps to unify both teams and simplify their overall approach.
Anthony Cole Training
NOVEMBER 11, 2021
Whether you are just starting out in sales, or a company executive planning your sales growth for next year, wouldn’t it be important to know how to be successful in sales? And wouldn’t you like to know what attributes and skills need to be mastered in order to be successful selling?
The Pipeline
NOVEMBER 2, 2021
By Tibor Shanto. One of the hardest challenges salespeople face is an undifferentiated world is price. While all roads lead to price, the question is which road you choose, and how you get your prospect there. So, while price will always be a factor, you don’t have to be a hostage to it. If you lead one way, you’ll face one set of responses, pick a different path, and you will yield different results.
Sales and Marketing Management
NOVEMBER 29, 2021
If solid sales proposals are the key to getting your foot in the door with new clients (and they are), then why do so many companies take a lackluster approach to responding to requests for proposals and quotes? The post Better Sales Proposals Start with the Right Response Management Technology appeared first on Sales & Marketing Management.
Allego
NOVEMBER 18, 2021
Podcasting is booming. There are now more than 900,000 podcasts to choose from. In the US, 22% of the population listens to at least one podcast every week, according to The Guardian. And podcasting isn’t just for comedians and lifestyle gurus anymore. As an increasing number of businesses shift to hybrid work models, companies are harnessing the power of podcasts to connect with their employees.
Speaker: Jeff Tarran, COO, Gunderson Direct & Margaret Pepe, Executive Director of Product Management, U.S. Postal Service
Learn the secrets to direct mail success for growth marketers! Industry veterans Jeff Tarran and Margaret Pepe are here to delve into how direct mail has completely evolved in recent years, and has rightfully earned a seat at the table alongside the email and digital marketing plans of SMBs, enterprise companies, and agencies as they look into strategy for 2024 and beyond.
Mr. Inside Sales
NOVEMBER 22, 2021
Want to save money on something that will make you money? Invest in yourself and grab a copy of the best-selling audio program: “Double Your Income Selling Over the Phone.”. Click Here to read about the program. Click this special link to make a purchase. You will get instant techniques, scripts, and proven ways to overcome everything that is frustrating you now.
Bernadette McClelland
NOVEMBER 24, 2021
A vlog for Aspiring Sales Leaders and Sales Managers to help the business connect and convert more opportunities in this Connection Economy. The post #FridayWrapUp [VIDEO] – Is The Tail Wagging The Dog? appeared first on Bernadette McClelland.
Partners in Excellence
NOVEMBER 22, 2021
Some years ago, partly to overcome the boredom of PowerPoint pitches, Buzzword Bingo was developed. Whether at a conference listening to speakers wax on about how fantastic their technology and companies were, investor meetings, sales pitches, people played this game. It came from the endless buzzwords that presenters injected into their presentations to feign credibility.
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