Sales and Marketing Management
MAY 6, 2024
Incorporating AI into B2B sales is not just about embracing technology; it’s about setting the stage for a more personalized, efficient and engaging sales process. The post How to Boost B2B Sales Using AI appeared first on Sales & Marketing Management.
Membrain
MAY 8, 2024
As a kid, my dream was to become a loudspeaker engineer. Building speakers was my passion–small speakers, large subwoofers, car systems. Because of this, my first job was at a DIY loudspeaker store. I certainly never thought I’d end up founding a software company. The two couldn’t be further apart, right?
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No More Cold Calling
MAY 9, 2024
Test your integrity quotient to meet your quota…or not. If you regularly read my blog, you know about the PITA client —”pain in the ass” prospects who drain your team’s time, resources, and morale. I’ve made the case many times that salespeople should walk away from a PITA sales opportunity as fast as you can. However, there are other reasons to walk away that I never considered.
Sales and Marketing Management
MAY 9, 2024
Transforming your sales approach from a transactional to a relational process mirrors the gardener's journey from planting to harvesting and requires similarly patient nurturing. Here are six steps sales professionals can take to create a flourishing customer base. The post Cultivating Sales Success: How Serving Transforms Connections Into Harvests appeared first on Sales & Marketing Management.
Advertiser: ZoomInfo
AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.
Steven Rosen
MAY 5, 2024
In today’s highly demanding sales world, the difference between achieving good and outstanding results often lies in the effectiveness of the sales leader. Sales leaders who consistently guide their teams to high performance know that their role extends beyond management; they are motivators, strategists, and coaches. Here are five key activities that top-performing sales leaders engage in to create exceptional sales teams: 1.
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SBI Growth
MAY 6, 2024
When you have a strong relationship with a buyer, you tend to have more influence with that buyer. That means the buyer respects your experience and advice, they're more likely to value your contribution to the decision process, and there is a greater chance of such buyer becoming a “long-term” customer. Follow these four strategies to build a strong relationship with your buyer, and you'll go a long way towards having an easier time closing more business.
Janek Performance Group
MAY 8, 2024
B2B sales negotiations are a delicate dance between two parties. In this, each strives to achieve their own objectives while maintaining a mutually beneficial relationship. Today, the emphasis is no longer solely on securing deals at any cost. Rather, it’s fostering long-term partnerships built on trust and collaboration. This shift has led to the adoption of win-win negotiation tactics where both sides achieve their goals.
SalesFuel
MAY 6, 2024
Not all prospects will be easy to deal with, and you’ll encounter many types of difficult prospects. As HubSpot’s Jay Fuchs notes, “difficult prospects are a fact of sales life.” But even the most difficult prospects can be worked with to reach a deal. The key to success is understanding what’s behind their behavior and the best approach for each type.
Nimble - Sales
MAY 8, 2024
Let’s face it, it’s very rare for any sale to happen without a timely follow-up. How many times have you heard that 80% of sales require 5 follow-up calls but 44% of salespeople give up after just one follow-up? You’d think that if we knew that getting to “yes” during the sales process was simply […] The post From Prospect to Profit: Why You Should Stop Avoiding Follow-Ups — Nimble appeared first on Nimble Blog.
Speaker: Alexa Acosta, Director of Growth Marketing & B2B Marketing Leader
Marketing is evolving at breakneck speed—new tools, AI-driven automation, and changing buyer behaviors are rewriting the playbook. With so many trends competing for attention, how do you cut through the noise and focus on what truly moves the needle? In this webinar, industry expert Alexa Acosta will break down the most impactful marketing trends shaping the industry today and how to turn them into real, revenue-generating strategies.
Anthony Cole Training
MAY 10, 2024
In today’s world of banking and insurance, it is increasingly more difficult to get the attention of a prospective buyer after only a few outreach attempts. We are all busier than ever before with multi-media coming from every direction. So, how do you stay consistent (and persistent) in your outreach with a prospect while remaining sensitive to their daily lives and the distractions they face?
SBI Growth
MAY 10, 2024
2024 has all the signs of a prosperous year for CEOs: 52% of surveyed leaders report accelerating demand into the start of the year, with many more prioritizing growth as a core element of their value-creation strategy. However, meeting these goals will require more than just a robust plan; CEOs need a go-to-market (GTM) team that can execute it effectively.
Understanding the Sales Force
MAY 8, 2024
It’s been twenty-two years since I converted from Judaism to Catholicism and I found myself thinking back to the conversion. RCIA ( The Rite of Christian Initiation of Adults) is a process that welcomes non-baptized adults into the Catholic Church. RCIA by any other name is onboarding and my Catholic onboarding took around a year. Regular readers know that most of my life experiences pass through a sales filter, meaning that there is always an analogy to sales and while sales onboarding h
Smooth Sale
MAY 7, 2024
Photo by The Digital Artist via Pixabay Attract the Right Job Or Clientele: Begin A Cybersecurity Career for Personal and Career Growth Changing your career can feel like a daunting process. Going from the job you’ve been used to for so long into something completely new is scary because you’re learning a whole new system all over again.
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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
MAY 4, 2024
Navigating the Challenges of Managing Top Performers In this 4:58 video, Brandon Nye discusses the challenges of transitioning from a player-coach to a leader and the importance of letting go of old muscle memory. He shares insights on managing high-performing sales reps, emphasizing the need to understand their drivers and view their challenges as positive.
SBI Growth
MAY 9, 2024
To make 2024 a significant year for growth, CEOs have many factors to consider before making their next move. Yet from our observations, it seems like CEOs have gotten their strategy, operating model, and product fit right, providing them with the perfect opportunity to capture their value creation goals. But one part of the plan is still uncertain: CEOs still believe that their GTM talent is holding them back from success.
Force Management
MAY 9, 2024
MEDDICC is an industry standard for determining the strength of a deal and charting the path to get the deal closed. Many times, deal qualification can hinge on whether your team can identify the Economic Buyer and build enough influence in the organization to both access and evangelize them. But the power of MEDDICC for influencing deal decision-makers extends far beyond the “E” in the acronym.
Partners in Excellence
MAY 7, 2024
Preface : Lori Richardson is one of the most passionate promoter of sales excellence, I’ve ever encountered. She’s a “4-time Salesforce Sales Influencer, teaches entrepreneurial sales at HBS, and runs Score More Sales. Among her most important work is promoting and mentoring Women In Sales. She is one of the co founders of Women Sales Pros , and an advisor to many other sales groups.
Speaker: Kevin Burke
AI is reshaping marketing and sales, empowering professionals to work smarter, faster, and more effectively. This webinar will provide a practical introduction to AI, focusing on its current applications, transformative potential, and strategies for successful implementation in your organization. Using real-world examples and actionable insights, we’ll examine how businesses are leveraging AI to increase efficiency, enhance personalization, and drive measurable results.
Sales Hacker
MAY 7, 2024
Noah Marks is a transformative growth leader focused on building GTM engines and scaling organizations for sustainable growth. He has been in the strategy & operations world for the last decade (with Udemy, WalkMe, Okta and Salesforce), and has spent almost the entirely of his career in the B2B technology market (with the lone exception being a slight deviation into the world of M&A investment banking).
Smooth Sale
MAY 7, 2024
Photo by TungArt7 Attract the Right Job Or Clientele: Compare Possibilities for Returning to Business and Career If you want to get back into business after a time away, consideration of the possibilities is well worth your time. Getting back into the business game can be challenging for some people, and for others, it’s simple. At stake is how much effort you’re willing to put in.
Grant Cardone
MAY 10, 2024
Believe it or not, the first official Lego license was only 25 years ago. Further, the partnership remains one of the most popular and profitable present day. An impressive feat considering the general decline in overall toy sales. This article tells the story behind this successful empire… Over Two Decades Ago in a Galaxy (Not […] The post How Lego’s First License STILL Makes Money appeared first on GCTV.
Partners in Excellence
MAY 7, 2024
I was having a round table discussion with a bunch of sales people. They started by saying, “We sell solutions… ” “That’s interesting, tell me more. What do your solutions do?” I responded. They started to describe their solutions and products. They talked about the features and functions, they talked about the user interface and ease of use, they compared their solutions to competition, they even offered to give me a demo. “I’m sorry,” I sai
Advertiser: ZoomInfo
ZoomInfo customers aren’t just selling — they’re winning. Revenue teams using our Go-To-Market Intelligence platform grew pipeline by 32%, increased deal sizes by 40%, and booked 55% more meetings. Download this report to see what 11,000+ customers say about our Go-To-Market Intelligence platform and how it impacts their bottom line. The data speaks for itself!
Force Management
MAY 6, 2024
This April, on the Revenue Builders Podcast, we shared wisdom from hosts John Kaplan and John McMahon along with their world-class guests. The result was some of our best insights yet on leading a relationship-based sales motion that helps sellers connect with buyers and have greater influence. We dove into how new technologies are changing the sales process in The Impact of AI on Sales with James Underhill, and discussed where many B2B Sales startups go wrong in defining and connecting with the
SalesFuel
MAY 9, 2024
Sellers who ask powerful sales questions position themselves for success. They can leverage the valuable knowledge gained from these questions to develop relationships, show value and close sales. Powerful Sales Questions Build the Bigger Picture Questions play a big role throughout the entire sales process. And each question presents an opportunity to learn and engage with a prospect.
Grant Cardone
MAY 10, 2024
The iconic golden arches at the drive-thru might finally be starting to rust. In a recent report, Mcdonalds’ revenue revealed more losses for the company, adding to the growing list. The news is leaving investors and fast foodies with a big question… Can the burger behemoth get themselves out of this rut? What Happened To […] The post McDonalds Revenue Keeps Tumbling Downward… What Now?
Partners in Excellence
MAY 6, 2024
Preface: I met Cassi Roper a number of years ago. She ran EMEA Strategic Accounts for Redgate Software. She learned I was working with the North American teams in changing their approach to their markets and driving more aggressive sales growth. Curious, she came to the US to participate in strategy and other workshops, adapting what we were putting in place to her strategies in EMEA.
Speaker: Jennifer Hodroge, Omni-Channel Strategic Leader, Forrester CX Certified
Marketers know that personalization is the key to engagement—but with limited budgets and time, how do you prioritize what, where, and how to personalize? Aligning your content, campaigns, and buyer experiences requires a deep understanding of customer needs. In this new webinar with expert Jennifer Hodroge, we’ll explore how to leverage insights and customer journey mapping to build personalization strategies that deliver real impact.
The Center for Sales Strategy
MAY 6, 2024
While marketing strategies and sales tactics are crucial, the power of building strong relationships should never be underestimated. Genuine connections forged through authentic interactions and a deep understanding of your client's needs can pave the way for sustainable business growth. By focusing on creating valuable and meaningful bonds, you can establish a loyal customer base, foster trust, and ultimately drive long-term success for your business.
SalesFuel
MAY 8, 2024
Even after significant effort to set sales meetings with prospects, they sometimes fall through. Prospects may get cold feet and cancel. Or they may simply ghost the seller and not show up. But there are things you can do to make these scenarios less likely. Continuing concentrated efforts at this stage of the process can ensure meetings happen. Tips to Set Sales Meetings That Prospects Won’t Miss One of the first suggestions from Igor at Sales.Rocks is to seek assistance from a sales mentor.
Grant Cardone
MAY 9, 2024
When it comes to personal finance tips, there are as many opinions as there are people. Nonetheless, there are common denominators that result in better financial control — no matter where you’re starting from. The best part? You can do them in four easy steps… 4 Tips to Master Your Personal Finance The fact that […] The post Tips to Clean Up Your Personal Finance appeared first on GCTV.
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