Anthony Cole Training

OCTOBER 15, 2020

If your salespeople MUST be great on the -phone then why not find out, as early as you can, how GREAT they are on the phone?

Hiring 286

Hiring Sales 286

Sell Integrity

OCTOBER 14, 2020

The Behavioral Styles ® model is an easy-to-use tool for assessing the behavioral characteristics that fall within four distinct customer communication styles: Talker, Doer, Controller and Supporter. Does communication style matter when it comes to sales? More than you might expect. Studies show that over 80% of customer dissatisfaction is rooted in emotional issues rather than intellectual ones.

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Customer Energy Education Meeting 122

Sales 2.0

OCTOBER 15, 2020

“Win the day by noon”. I love that expression and I’ve found great happiness in trying to implement it. There’s something really great about having lunch and knowing the day is already a good one. It certainly does not happen every day, but it’s a great goal to strive for. I take my exercise primarily in the form of running. I’ve found the only way I can consistently run is to do it first thing in the morning.

Social Media 170

Social Media Energy Fashion Exercises 170

Connect2Sell

OCTOBER 14, 2020

Sales 363

Sales 363

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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

Understanding the Sales Force

OCTOBER 15, 2020

We use remote deposit, a terrific convenience for depositing checks from the desktop without going to the bank. The only problem is that the software that runs the check scanner isn't compatible with the Mac OS. It only runs on Windows so we have to remotely connect to an old Dell that takes up unnecessary space. Oh, if only the software for the check scanner was compatible with the Mac.

Hiring 356

Hiring Data Banking Software 356

Sales and Marketing Management

OCTOBER 15, 2020

Author: Paul Nolan Is your sales team disengaged? This year, it’s hard not to be. We’ve quickly adapted everything in our work and personal life to respond to and survive within a COVID-19 environment. According to Gallup, the U.S. work force experienced the most significant drop in employee engagement in 2020. Notably, the largest decline in employee engagement was among those working in managerial or leadership positions.

Incentives 340

Incentives Incentive Survey Sales Qualified Lead 340

The Pipeline

OCTOBER 15, 2020

By Tibor Shanto. Isn’t that what everyone is looking for? The challenge is that most salespeople and sales organizations tend to focus on one over the other. And while great messaging will gain you more attention, if you improve your execution it goes a lot further. Great execution with questionable messaging is no better. Learn to effectively balance the two this afternoon when I present “ How to Succeed in Sales through Execution and Messaging. ” Join me today, as Jon Ferrara ,

Survey 235

Survey How To Analysis Lead Rank 235

Zoominfo

OCTOBER 13, 2020

The stress of onboarding new customers and keeping current ones is constantly exacerbated by the looming threat of high customer churn rates. Lost customers, or customer attrition, aren’t completely avoidable — but how many is too much? When does churn become a problem? The answer varies based on the unique attributes of your company. That’s why it’s crucial to compile, analyze, and build customer retention strategies with churn data.

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Churn Retention Data Customer 173

SBI Growth

OCTOBER 15, 2020

You are to the point where you have built the ideal go-to-market strategy, completed a thorough buyer segmentation, and you even pulled together a Rockstar sales playbook. You have clearly defined buyer personas and even a well-defined buyer’s journey. You.

Buyer Persona 196

Buyer Persona Lead Rank Lead Scoring Segment 196

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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

Sales and Marketing Management

OCTOBER 16, 2020

Author: Aaron McClung It’s become trendy in recent years to develop core values or corporate value statements and then share them with your constituencies, but to what end? Books, like Gino Wickman’s Traction have been written about how to create them and what they should look like, but sometimes it’s hard to nail down why they’re important at all. .

Benefit 317

Benefit Company ACT Energy 317

The Pipeline

OCTOBER 13, 2020

By Tibor Shanto. Leading from the front is not always easy, especially in times of turmoil. One way to get your people to follow is to present a state they want to emulate. In turmoil, that state would be calm. Being the calm in the storm allows you to get people’s attention and mind share. The same is true for sellers and prospects. If we are calm, we seem safer, we can deliver different ideas.

Webinar Metrics 228

Webinar Metrics Prospecting Conversion Leads 228

Alice Heiman

OCTOBER 14, 2020

No matter what industry you are in , the game of sales has changed. As I always say, “Good selling is good selling,” but there are some changes we all need to make to continue to bring in new business and more business from existing customers. Although training can certainly help, I believe coaching is the most important way to help salespeople make the needed changes. .

Sales Coaching 167

Sales Coaching Coaching Quota Sports 167

Partners in Excellence

OCTOBER 12, 2020

Was just reading yet another post with “market data” declaring prospecting the most difficult aspect of sales. Thousands of blog posts about both the difficulty and importance of prospecting have been published in the past 5-7 years. But is it really tougher than anything else in selling or are we just making it much tougher than it need be?

Ideal Customer Profile 166

Ideal Customer Profile Prospecting Sales Qualified Lead Pipeline 166

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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

OCTOBER 15, 2020

Author: RICHELLE TAYLOR An estimated 42% of the work force is currently working from home. How this number will change following the pandemic isn’t certain, but the Federal Reserve Bank of Atlanta predicts the number of days worked from home will triple among full-time employees. As more people permanently transition to home offices, companies will need to change how they motivate and recognize employees.

Incentives 317

Incentives Incentive Travel Cancellation 317

Membrain

OCTOBER 11, 2020

As sales teams rapidly reinvent themselves, their skills, activities and the way they sell, the real transformation needed to achieve your goals starts with not just changing, but expanding your thinking. There’s always more than one perception.

Prospecting 166

Prospecting Sales 166

Julie Hanson

OCTOBER 13, 2020

In more ways than one, business professionals are now faced with considerable change – offices are closed, meetings are remote, and the professional handshake has been replaced with a virtual wave from the other side of the screen – often in front of a virtual background! In the words of Bob Dylan, “the times they are a-changing,” and sales professionals must learn to swim, or face the possibility of sinking like a stone.

Face-to-face 166

Face-to-face Intent Travel Video 166

Engage Selling

OCTOBER 15, 2020

Is your team getting virtual communication right? Communication in 2019 meant something different than it does in 2020.

Exact 165

Exact Meeting Sales Leadership Sales 165

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

Sales and Marketing Management

OCTOBER 12, 2020

Author: David Satterwhite In 2020, I reached my 30th year in business-to-business technology sales. Then, everything I thought I knew about sales blew up. . COVID-19 swept me and our company’s 50 salespeople into uncharted waters. A growing market suddenly became an uncertain one. A profession that thrives on face-to-face communication with customers became shackled by travel restrictions.

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Face-to-face Lead Rank Vendor Guidelines 317

Zoominfo

OCTOBER 13, 2020

Facebook was founded in 2004, Twitter in 2006, Instagram 2010, Snapchat 2011, and TikTok in 2016. As these social networks have risen, a graveyard of failed businesses trailed behind them, Friendster, MySpace, Vine, and so many more. The most important question for businesses that incorporate social media — albeit the natural rise and fall of a particular platform’s dominance is: Does social media really improve the bottom line?

Social Media 162

Social Media Media Revenue Scale 162

Force Management

OCTOBER 15, 2020

We spend a lot of time on our blog talking about challenges our customers face and possible solutions. We try to practice what we preach, making our blog content focused on our customer, and less about us. However, today we are breaking with the norm and sharing a little more about Force Management to help you align on your biggest opportunity to drive sales impact.

Face-to-face 147

Face-to-face Buyer Opportunity Customer 147

Partners in Excellence

OCTOBER 13, 2020

In the past 6+ months, the world has turned upside down. We have never faced simultaneous health, economic, social crises at the global scale that we are currently experiencing. We long for things to get back to normal. I dream of sitting in an airport–going to visit a client. Or sitting in a restaurant, enjoying a meal with friends, or going to a concert or the theater, or getting back into the gym.

Scale 147

Scale B2C Face-to-face Retail 147

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

Sales and Marketing Management

OCTOBER 15, 2020

Author: Paul Nolan On the first Friday in March this year, Jeb Ory led an employee appreciation celebration at the Arlington, Virginia, headquarters of Phone2Action, a provider of advocacy software that enables organizations to create grassroots marketing campaigns. The following week, the company’s 90-plus employees were told they would be working remotely indefinitely, as it became clear the global COVID-19 outbreak made office settings unsafe.

Incentives 227

Incentives Incentive Face-to-face Survey 227

Salesmate

OCTOBER 15, 2020

A dried-up sales pipeline is an unpleasant sight that most sales reps dread. Several sales managers and reps are aware of the buzzword “sales pipeline”. However, most of them do not pay attention to it and manage it effectively. Sadly without a healthy pipeline achieving sales goals becomes a more challenging task. It is easy to panic about dropping numbers, but very few sales professionals put in efforts to understand and manage the sales pipeline effectively.

Pipeline 143

Pipeline Buyer Persona Lead Rank Sales Qualified Lead 143

PandaDoc

OCTOBER 14, 2020

The Request For Proposal (RFP) process is broken, flawed, and disorganized. It is a complicated business routine that is vital to companies progressing, expanding, and forging partnerships where both sides win. When you’re down in the weeds, entangled in the messy process, it can be hard to figure out how to make improvements. Luckily, technology is our saving grace.

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Proposal Software Software System 139

Membrain

OCTOBER 14, 2020

As of October 2020, Membrain is operating under a brand new pricing model that makes our CRM free with the purchase of any one of our award-winning workflow modules.

CRM 138

CRM How To 138

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Every marketer knows how important it is to prove their efforts drive sales opportunities, but that’s easier said than done. When problems like sales and marketing misalignment, lack of data, and wasted efforts persist, marketers can’t measure, prove, or increase their impact on revenue at a time when demonstrating marketing value is critical. Using analyst and expert data, this guide to marketing impact and content attribution explains: How B2B buyers use content The most common types of conten

Sales

Sales and Marketing Management

OCTOBER 14, 2020

Author: Jeff Kalter Several months into working remotely during the COVID-19 shutdown, many employees have awakened to the possibility to continue working from home. Others have discovered they prefer working in an office and being around colleagues. Employers, too, have had their eyes opened to what works and what doesn’t in terms of productivity. So what can we expect going forward?

Face-to-face 218

Face-to-face Policies Call-back Incentives 218

Hubspot Sales

OCTOBER 14, 2020

Social media is used by businesses across all industries to reach their target audience members. For example, you might hear about a company using Instagram to market their products, LinkedIn to share industry expertise and insights, or Facebook Messenger to respond to customer service queries. Less frequently do we hear about social media being used by sales reps as a way to identify, connect with, educate, nurture, speak to, and convert prospects — this process is known as social selling.

Social Selling 137

Social Selling Training Social Media How To 137

Allego

OCTOBER 16, 2020

“In the fast-changing world we’re in right now, everybody in business has to think like there’s a shark hunting them. Everything has to pick up pace,” said Tim Riesterer, Chief Strategy Officer, Corporate Visions. “The new premium for companies is speed. Valuations are being done based on a company’s ability to run at pace. This is the foundational business principle right now.”.

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Sales Enablement Scale How To Churn 133