Sales and Marketing Management
AUGUST 11, 2021
Four marketing strategies to drive more leads in a world still saddled with a pandemic and without live events. The post 4 New Pathways to Lead Generation appeared first on Sales & Marketing Management.
Score More Sales
AUGUST 9, 2021
In a recent post , I shared the calling strategy from Ryan Reisert that proves how your math of sales has been lying to you. If you are a sales leader that says more calls equal more meetings, that is not true. Ryan proves that time and time again.
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Anthony Cole Training
AUGUST 12, 2021
Coaching has become the single most important competency for sales managers to learn and optimally, they should spend 50% of their time coaching their salespeople. It is also the single most difficult sales management competency to learn and master. In this post, we will review the skills that contribute to sales coaching effectiveness and introduce a sales coaching process any sales manager can implement immediately to coach sales behaviors.
Steven Rosen
AUGUST 12, 2021
Executive Coaching Gets Results. The Harvard Business Review reported that Executive Coaching is a $1 billion industry. In certain countries, as much as 88% of companies use coaching. A few years later, it seems that it’s not slowing down any time soon. So what’s driving this growth? Results. Plain and Simple. The case for executive coaching is that it’s working.
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.
SBI Growth
AUGUST 12, 2021
Is your company enjoying the economic boom the economy is experiencing? 2021 has been a good year for the market with major stock markets up 15-18% year-to-date. This momentum has resulted in companies making bold moves to capture the opportunity.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
The Pipeline
AUGUST 10, 2021
By Tibor Shanto. Questions are the weapon of choice for consistently successful salespeople, so listen up the half that aren’t making quota. But most sales professionals don’t approach question in a strategic fashion, meaning going beyond the obvious. But done right, there are dimensions to questions that can help in prospecting and lead to a more meaningful Discovery.
Mr. Inside Sales
AUGUST 13, 2021
Ghosted—just the sound of this is chilling. But when you’ve done a presentation and then don’t hear back from a prospect, it can often mean the kiss of death. What to do? Here are three things I do to avoid being ghosted: #1: Because prospects are pitched all the time, and because the majority of them are not going to be a buyer (at this time) for my services, a way I get them to reach back out to me is by offering them a way out.
Understanding the Sales Force
AUGUST 9, 2021
When it comes to navigation I usually opt for Waze but sometimes Siri can find a way out of traffic that Waze can't. On the other hand, try asking Siri to dial a phone number while she's navigating and you'll quickly learn that she can't multi-task. If you are navigating using Apple maps in CarPlay, then Siri will navigate to the address you asked her to call.
Sales and Marketing Management
AUGUST 9, 2021
Peak performance requires sales teams to feel good about company culture, processes and operations, and themselves. Here's how managers can get there. The post 5 Innovative Approaches to Motivating Sales Teams 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.
Steven Rosen
AUGUST 12, 2021
The Power of Handwritten Recognition. The best way to recognize great performance is by sending a handwritten motivational card. I believe there are two things that motivate most sales reps. 1. Is the ability to do the job they paid to and. 2. Being recognized for a job well done. Personalized hand-written notes are a rarity? With email and text messages it is very easy to bang off a quick note.
Zoominfo
AUGUST 11, 2021
No business can survive for long without a healthy sales pipeline. It’s what keeps your sales team organized and focused on managing opportunities to close deals. It helps you forecast revenue and business growth and provides insight to drive new initiatives. Unfortunately, many B2B organizations suffer from ineffective sales pipeline management. The symptoms are almost always the same: Sales teams waste time delivering demos to unqualified leads.
SBI Growth
AUGUST 12, 2021
Is your company enjoying the economic boom the economy is experiencing? 2021 has been a good year for the market with major stock markets up 15-18% year-to-date. This momentum has resulted in companies making bold moves to capture the opportunity. Those who successfully execute a growth strategy will increase enterprise value and be rewarded. Is your company executing a revenue growth strategy, or are you falling behind the competition?
John Barrows
AUGUST 8, 2021
Todd Caponi joins John once again on Make It Happen Mondays almost 2 years after his first appearance ( Episode 112 ) to talk about radical transparency and leading with one’s flaws in sales. “Perfection isn’t a thing”, and Todd goes on to explain why talking about what you can’t do or don’t have can actually create a stronger foundation for a relationship in sales.
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.
Partners in Excellence
AUGUST 12, 2021
It’s become high fashion to declare the future of selling is “virtual.” While F2F, telephone, text, and other approaches will continue to exist, everything is moving to virtual. Usually, there’s a whole bunch of data to support why this is important. For example, sales people can make back to back sales calls through the whole day.
Predictable Revenue
AUGUST 12, 2021
Nick Casale, Director of Commercial Sales at Sendoso, talks about the distinct chapters in Sendoso’s growth, the different strategies, focus, and mindsed, marked by revenue intervals of $0-1m, $1-10m interval, and $10-20m+. The post Lessons from scaling 0-1M, 1-10M, and 10-20M+ appeared first on Predictable Revenue.
Nimble - Sales
AUGUST 10, 2021
In the world today, with the technology and access that we have through the internet, there is a wealth of information available to marketers. Depending on the size of your company or marketing team, the sheer size of the potential data can be staggering. This is where Nimble CRM comes in handy. A CRM can consolidate […]. The post Why Marketers Love Using Nimble appeared first on Nimble Blog.
John Barrows
AUGUST 13, 2021
Doug Landis, Growth Partner at Emcap, joins John this week to discuss the shifting roles of sales due to product-led growth and how companies can adjust in order to evolve. This episode is especially important for the mid-tier 50% of reps that want to further their sales career. Doug and John discuss how over half of the reason people buy anything is due to the experience, and Doug talks about how he qualifies that experience.
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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.
Membrain
AUGUST 8, 2021
This may seem very basic, but I’m constantly surprised by how little we address the issue of “Are we winning enough?” Of course, there are a number of ways to consider and respond to the question.
Allego
AUGUST 11, 2021
B2B transactions have changed. Like consumers in the B2C space, business buyers have developed new habits during the pandemic. Many now demand a self-directed experience online, on their own time. McKinsey research shows that 80% of buyers now prefer virtual engagements, and companies that add the human touch to digital sales achieve twice the return to shareholders.
BrainShark
AUGUST 12, 2021
The sales profession looks much different today than it did 20 years ago. Has your sales training changed with the times?
Grant Cardone
AUGUST 9, 2021
“ The reason you don’t have money today is not because you’re lazy, not because you’re not disciplined, not because you’re stupid…you have the wrong information ” – Grant Cardone. The wealthy don’t do what the rest of us are told to do so I’m going to share with you the secrets of the most wealthy. If you want to be in the top 1%, someone who makes 10x more than the average Joe, someone who has the drive to always do more, go bigger, then you’ve gotta keep reading to find out w
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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.
Zoominfo
AUGUST 12, 2021
Modern digital advertising can feel a lot like trying to speak to a stadium full of people from center field without a microphone. Your message is mostly drowned out by tons of noise from competitors. And without accurate targeting, it can be wasted on an audience that isn’t interested. There’s one main reason for this — your current audience data isn’t good enough.
Sales Hacker
AUGUST 12, 2021
Some industries have had to do a lot of belt-tightening recently, and it shows. Research from late 2020 shows that touches to close rose 65% from pre-COVID-19 pandemic levels. Companies have been cautious with their budgets, and as a result, deals have lengthened. Deal disasters you’ll want your team to avoid. The silver lining is that hard times are great learning opportunities.
RAIN Group
AUGUST 13, 2021
Frank Cespedes, senior lecturer at Harvard Business School, discusses his latest book, Sales Management That Works: How to Sell in a World that Never Stops Changing (Harvard Business Press, 2021) in this Q&A with RAIN Group.
Partners in Excellence
AUGUST 11, 2021
Our engagement strategies are, too often, failing us. I suspect it’s because we are asking the prospects (and perhaps ourselves) the wrong questions. At the lowest level of execution, we ask if they are interested in learning about our products or solutions. Or sometimes we are presumptive and tell them, without their asking. We are taught to ask about needs, but getting answers to those questions means the customer is actually fairly advanced in their buying journey.
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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.
Zoominfo
AUGUST 12, 2021
Modern digital advertising can feel a lot like trying to speak to a stadium full of people from center field without a microphone. Your message is mostly drowned out by tons of noise from competitors. And without accurate targeting, it can be wasted on an audience that isn’t interested. There’s one main reason for this — your current audience data isn’t good enough.
Sales Hacker
AUGUST 11, 2021
Sweaty handshakes. Crappy hotel bars. Endless small talk over warm beer. Let’s face it: in-person sales… wasn’t always the greatest experience. Few people are going to miss long nights on the road and having to bunk with coworkers. But what about the good parts? Talking to customers and partners who share the same passion. Building relationships that span entire careers.
Allego
AUGUST 9, 2021
Welcome to The Adapter’s Advantage : Breakthrough Moments that Lead to Success. In episode 28, Regional Sales Director Mitchell Haber , a top performer who has trained thousands of financial advisors, shares how he pivoted during the pandemic to find creative approaches to serving customers and the advisor community. Listen and Subscribe Now: Apple Podcasts | Google Podcasts | Spotify | TuneIn.
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