The Sales Readiness Blog
MAY 1, 2023
The current phenomenon of “quiet quitting” has been gaining attention recently. It refers to the growing trend of employees who leave their jobs without making a formal announcement or creating a scene. Unlike traditional resignations, where an employee might submit a letter of resignation and have an exit interview, a quiet quitting involves simply leaving without any fanfare or explanation.
Nutshell
MAY 1, 2023
Tactful qualifying questions can save you the hassle of potentially going through the entire pipeline with a non-starter. It doesn’t matter how good a salesperson you are, you can’t convert every single lead that comes your way—mostly because a handful of your leads won’t be a good fit for the products or services you sell. This is why sales qualifying questions are so important.
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RAIN Group
MAY 3, 2023
Have you met Morgan? A terrific sales rep. Except recently, Morgan has slipped out of the top tier of the leaderboard and I think I know why: she struggles to adapt to the new selling environment.
Sales Gravy
MAY 3, 2023
Leading In A Changing Sales Landscape On this episode of the Sales Gravy Podcast, Jeb Blount (Sales Gravy CEO and author of Sales EQ) and Graham Hooper (CEO of Ellison Technologies) discuss the keys to leading your sales team in uncertain times. You'll learn how to succeed in volatile economic times by effectively handling decision deferment objections and conducting thorough research during the discovery phase of the sales process.
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.
Sales 2.0
MAY 1, 2023
This is the fifth in a series of interviews I am conducting with subject matter experts and practitioners in the sales profession. I am examining where we are today with AI in sales and where we are going. This interview is with Scott Ingram. Scott is the Founder of Sales Success Media and hosts the Sales Success Stories and Daily Sales Tips podcasts.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
SBI Growth
MAY 3, 2023
ACME sought to improve its sales productivity and create value in its ever-growing organization. To accomplish this goal, they implemented a talent assessment to understand their teams' performance better. Through the process, they uncovered how to improve sales productivity and the potential of a sales restructuring that could exponentially increase revenue growth in the next three years.
Sales and Marketing Management
MAY 2, 2023
Great opportunities beget great competition. Here are six ways for salespeople to boost their LinkedIn post engagement and drive more sales. The post 6 Ways To Increase Your LinkedIn Post Engagement for Sales appeared first on Sales & Marketing Management.
The Center for Sales Strategy
MAY 2, 2023
Have you ever experienced having to answer the same questions twice during a doctor's appointment? It’s frustrating, but it can also make us reflect on the questions we ask our prospects. Are we asking the right questions to make us think deeper if it were our own business? Even the most experienced salesperson can overlook the importance of being highly prepared for the initial needs analysis.
Sales and Marketing Management
MAY 1, 2023
Using “you” puts the focus right where it needs to be: on the prospect’s own needs. It’s an incredibly effective example of tapping into how we think – and how our brains function – to optimize prospect engagement. The post The Power of You: Why One Word Makes All the Difference in Sales appeared first on Sales & Marketing Management.
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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.
Mr. Inside Sales
APRIL 30, 2023
Problem: Salespeople talk too much when they finally get a prospect on the phone. They pitch features and benefits instead of asking questions and qualifying. They talk over their prospects and generally learn very little about what it takes to close a sale. Result? They may get some leads out and set up some “demos or presentations,” but because they didn’t discover whether a prospect was truly a buyer and in the market at that time, their close rate is a disappointing 2 sales out of 10 full pr
Bernadette McClelland
APRIL 30, 2023
The Meaning behind Courage, Endurance and Mateship As I donned my Akubra and draped my Aussie flag around my neck crafting a makeshift scarf, we headed off to the ANZAC Day Service at the oval of the Stanley Marketplace hosted by the AUSDenver community. Seeing these three flags flying together was a really pivotal and personal moment because the vision took me back in time as I remembered that young 18 year old who had the courage to leave her childhood home in the suburbs of Auckland, experien
Smooth Sale
MAY 3, 2023
Photo by Geralt via Pixabay Attract the Right Job Or Clientele: Do You Want and Know How to Get Free Advertising? Advertising is a crucial component of any successful marketing strategy, but it can also be expensive, especially for small businesses and startups. Fortunately, there are several ways to secure free advertising and promote your business without breaking the bank.
Sales and Marketing Management
MAY 3, 2023
Whether blogging is an appropriate marketing tool for your business requires you to consider the pros and cons and decide if the former outweigh the latter. The post The Benefits and Pitfalls of Using a Blog as a Marketing Tool appeared first on Sales & Marketing Management.
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.
Nutshell
MAY 4, 2023
Table of Contents Do nonprofits use CRM? The 7 best CRMs for nonprofits Nutshell How nonprofits use Nutshell Salesforce Kindful Fundly CRM Salsa CiviCRM Bitrix24 How do I choose a CRM for a nonprofit? What is the average cost of a CRM for a nonprofit? What is the best CRM for small nonprofits? Choose the perfect CRM and supercharge your donor relationships Whether you have only a handful of donors or a database overflowing with them, each and every one is essential to the success of your nonprof
Partners in Excellence
MAY 1, 2023
The “new” sales mantra seems to be all about activity. Our managers measure us on activities, and it seems our performance is based on how many activities we complete. As a result, we measure all sorts of things to demonstrate our “busyness,” dials, emails, meetings, InMails, contacts, proposals, and on and on. The more activities we do, the better.
Membrain
APRIL 30, 2023
In the latest episode of the Art and Science of Complex Sales podcast, Paul Fuller sits down with Revenue Path Group 's CEO, Bryan Gray , and the company's Director of Customer Success Team, Meg Kopka. The conversation covered a range of topics, including redefining sales in an age of commoditization and the " Three Deadly C 's.
Sales Hacker
MAY 1, 2023
Providing feedback has been a challenge for busy sales managers for decades. In today’s world of virtual communication , providing personalized feedback consistently across teams is even harder. It helps that a majority of sales meetings are happening over video and being recorded. But sales managers simply don’t have time to sift through thousands of hours of calls to find the nuggets of feedback that will unlock greater potential in their salespeople.
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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.
Hubspot Sales
MAY 5, 2023
Sales is a tough job under normal circumstances, but throw in a recession and things get even more complicated. As whispers (or shouts) of an economic downturn persist, salespeople need to shift from defense to offense. This means retiring the old playbook and getting creative with your sales strategies. Here, we cover the top consumer spending trends in 2023, along with five key strategies for selling during an economic downturn.
Partners in Excellence
MAY 2, 2023
Having anything to do with sales was the furthest thing from my mind when I was thinking about a job following college. I’d had a few selling experiences as a kid. In Boy Scouts, there was always an event of some sort that we had to sell tickets for. My Mom usually bought the allocation I was assigned to sell. Sometimes a neighbor would buy them (but I think my Mom had called saying she would pay for them).
Zoominfo
MAY 1, 2023
Every marketing team looks to leverage advertising channels to their fullest. In order to drive awareness, MQLs, pipeline — and ultimately revenue — from B2B advertising, you need to track the best success factors and strike a balance between top, middle, and bottom of funnel metrics. When launching a B2B advertising strategy, you’ll monitor traditional metrics, like clicks and conversions.
Membrain
MAY 3, 2023
If you read a lot of business and leadership content or spent much time in product development circles, you’ve likely heard the term “design thinking.” Design thinking is a customer-centric way to approach problems and innovation, and according to McKinsey & Company , it’s one of the most effective ways to differentiate your company and products from competition.
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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.
Nutshell
MAY 3, 2023
If your company has a unique sales process or sells a variety of products and services, it can be tempting to build a CRM from scratch. Theoretically, a custom CRM would include all the features your organization needs, none that you don’t, and would be tailored to your specific business in everything from the in-product terminology to workflows reflecting how your team sells.
Partners in Excellence
MAY 5, 2023
Often, we have solutions and capabilities that address a wide range of customer challenges or problems. It may be we have a solution that have a wide range of capabilities (A lot of IT solutions, enterprise wide solutions, professional services, etc.). Or we may have a portfolio of solutions that address a range of things that are helpful to the customer.
Adaptive Business Services
MAY 3, 2023
Full disclosure. I’ve never been much of a big data guy. Nor have I ever required extensive reporting from my salespeople. I never spent my time building, crunching, and analyzing spreadsheets. The only numbers that I was ever interested in were … How much is in my/our pipeline? What are my/our sales for the month? What was my/our closing ratio? How much money do I have in my bank accounts?
Sales and Marketing Management
MAY 4, 2023
To ensure that businesses can meet growing customer expectations and maintain great customer service, contact centers must acknowledge how internet of things technology, such as AI and cloud software, will be crucial. The post Future Proofing Call and Contact Centers 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.
SocialSellinator
MAY 3, 2023
Welcome, fellow digital marketing enthusiast! If you're like me, you're always on the lookout for the most effective ways to reach your target audience and achieve your B2B marketing goals. In this article, we will explore two popular social media platforms that have been the talk of the town regarding B2B advertising - LinkedIn Ads and Facebook Ads.
Partners in Excellence
MAY 1, 2023
I was talking to a colleague about the lost opportunity sellers have in helping customers focus on their business problems and challenges. Most of what we call selling forces the customer to do all the heavy lifting of recognizing there is an opportunity to change, identifying problems, understanding it, learning about it, engaging other in thinking about the issues and things they might do in addressing those problems by changing and leveraging solutions.
Nutshell
MAY 5, 2023
It’s easy to assume that once you’ve turned someone into a customer, your work is done. But that’s simply not the case. To keep them a customer, you must continue to engage them. If you don’t, there’s a good chance they’ll eventually leave. For that reason, you’ll want to measure customer engagement continuously. You’ll want to monitor the impact on customer engagement that your customer relationship management (CRM) platform has by: Tracking customer interactions Analyzing customer data Measuri
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