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Of course, we are all familiar with how COVID-19 changed sales. From new environments to new skill sets and processes, our comfort zones were upended as our personal and professional lives entered a state of flux. As much as this was true for sales teams, it was also true of buyers. A byproduct of this change will be fear and uncertainty. Going forward, sellers can expect increased hesitancy and trepidation on the part of buyers when it’s time for final decisions.
With the new year here, many sales managers and executives are planning to make certain they have a plan in place to equip and prepare their sales teams for a good year. Certainly the changes in the selling environment we have all experienced in the last 20 months or so have exposed some areas for improvement as well added new expectations for how business is done.
Onboarding new B2B sales reps using virtual reality may become the norm as companies start another year with virtual teams. The post Using VR to Onboard Your Sales Team at Lightning Speed appeared first on Sales & Marketing Management.
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.
By Tibor Shanto. I have regularly talked about the importance of deliberate and intentional change. Some tell me I go on and on about the 360 Degree Deal View , way too much; but I can’t help it. It is just one element of learning. The video below was prompted by an article from McKinsey, Intentional learning in practice , apparently their 10th most popular article for 2021.
By Tibor Shanto. I have regularly talked about the importance of deliberate and intentional change. Some tell me I go on and on about the 360 Degree Deal View , way too much; but I can’t help it. It is just one element of learning. The video below was prompted by an article from McKinsey, Intentional learning in practice , apparently their 10th most popular article for 2021.
Welcome to 2022! Ready to help your team succeed and finally make your new revenue numbers? Now you can do so affordably and instantly with my On-Demand Training! And, for the first time EVER, I’m offering a whopping 50% discount on this award winning, Inside Sales Training Video Course. See it here. This 7-part training series will walk your team through the entire process of selling over the phone.
By Filip Witkowski, Crescendo. 5 Reasons Sales Enablement is Critical for 2022. Over the past few years, we are witnessing a rapid digitalization of all sales processes. It is best exemplified in sales departments, where until recently many activities were carried out in a traditional way using paper documents and faxes, and, in later years, Excel. Nowadays, the most significant sales departments rely on CRM or SFA systems, allowing them to scale sales.
A lot more than productivity is lost when salespeople have to devote their time to manual document creation. The post How Document Automation Improves Your Sales Process appeared first on Sales & Marketing Management.
If your New Year's resolution is to find small ways, every day, to provide value to your salespeople then you've come to the right place. Our December episodes focused on key sales skills and topics that lead to better numbers and faster close rates. Your front-line managers and reps can implement these actions into their daily activities to ensure consistent application of desired sales skills or methodologies.
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.
All sales managers know that it’s important to have a full staff of salespeople in order to hit your goals. But you know how risky and ineffective it is simply to hire anyone who can fog a mirror. It’s essential to hire only the right people. When searching for the right talents, skills, and experience , strong sales managers recognize that talent is primary.
We know empathy is important in working with others, whether it’s our customers, our peers, or our people. If we can’t understand what they face in doing their jobs, what they care about, what their hopes, dreams, or fears, doubts might be, we can’t connect with them in meaningful ways. Too often, however, the concept of empathy is absent in our interactions.
The digital marketing landscape is more competitive than ever — and if you’re not prepared, you’re already behind. Here are four B2B marketing trends to implement (or at the very least, be on the lookout for) in 2022. B2B Marketing Technology Trends Trend #1: Consolidation of martech systems We see digital marketing headed toward consolidated tech stacks with strong integrations.
This post appeared originally on Sales & Marketing Management. It’s natural to wonder what the new year has in store for us. Many are feeling a great sense of uncertainty in their personal and professional lives, yet we’ve been resilient and agile for the better part of the last two years and must continue to be. When it comes to career growth, many factors play a role in our success, like meeting with managers to discover areas of improvement, attending events to network and rub elbow
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.
In his book The Goal —author and business management guru Eli Goldratt—focuses on a concept called the theory of constraints. This theory states organizations have constraints (or bottlenecks) that negatively impact performance. The process of identifying the most significant constraint and utilizing resources to eliminate the constraint is part of the process to improve performance.
I love it when a client coins a phrase for us. We are extremely proud to be the sales platform for Eurotainer , a global provider of intermodal equipment for lease, based in France with offices on four continents.
“Staging” is a term used in many endeavors, from getting a house ready to sell to producing a play. It’s typically the last step before something goes live. So, what does that have to do with your selling efforts? A lot! Staging in your selling efforts is a critical step in ensuring success in that sales opportunity. As I shared in the first article in this series for creating your roadmap to sales success, a sales process is a roadmap that guides you through the journey from the introduct
Your CRM manages customer and lead relationships and provides context about their challenges, goals, stage of the buyer’s journey, past conversations, purchase history, and more. If you’re a HubSpot user , your CRM is also connected with your sales, service, marketing, and operations software. Meaning your CRM can power your entire business. But what about your online business and your need for conducting payments?
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.
Sales kickoffs must be used to activate each salesperson's sense of purpose or companies risk getting lost in an endless cycle of onboarding. The post Your Most Important Sales Kickoff Is the Next One appeared first on Sales & Marketing Management.
Sometimes, showing, more than telling, is a better way to pitch ideas and new products to potential customers and investors. This way, you can give them graphic images and pictorial representations of your pitch, which is a more engaging way to sell yourself. One of the ways to do this is through a sales presentation. It presents your product or service to clients professionally, informing, educating, inspiring, and motivating the customer or investor to take action in favor of your product.
As shocking as it may be, your next career opportunity is often in the hands of someone that will spend less than SIX seconds determining if you are a good fit. For the few of us that can remember when Jim Lange hosted a game show – before Jane Krakowski was tapped last year to resurrect it – you know it was called Name That Tune. The original show, which had contestants try to name a song after hearing the least amount of piano keystrokes, has some scary similarities with today's approach to as
It’s a New Year. Somehow, even if we don’t believe in New Year resolutions, we use the New Year as a moment to refocus and reset. For those organizations on a calendar fiscal year, it’s a restart—new goals, quotas, perhaps shifted priorities. Even for those organizations with a different fiscal year, subconsciously we tend to reflect and reset much of what we to.
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.
Content is the cornerstone of sales enablement, but creating it is a massive headache. In order to create quality content , you need talent, tools, and time – lots of it. Those are resources that most sales teams do not have, and resources that most marketing teams need to protect. Adopting tools like an animated video maker can certainly help. To meaningfully speed up your content creation process without sacrificing quality or quantity, though, you also need to look closely at how your team ap
- MOTIVATION -. "Real listening is a willingness to let the other person change you.". - AROUND THE WEB -. > 22 Sales Quotes to Inspire You to Make 2022 Your Best Year Yet – LinkedIn. A new year. The ultimate clean slate, a fresh piece of white paper, awaiting your pen. The question is – what story will you write on that paper this year? Will 2022 be just another year in your career?
In many cities, getting on a bus requires a little planning in advance. You might be in the middle of nowhere — but you're relieved knowing a bus is about to arrive at the stop where you’ve been waiting. As you see it approach, a sudden, cold thought comes to mind: you don’t have any cash to pay for the ride. Frictionless payments represent the opposite of that frustrating experience: an easy, trouble-free way to buy what you need at any time.
Selling is difficult. We have to find opportunities for our products and solutions. We have to assess the customer interest in considering our solutions. We have to understand what the customer is trying to do and demonstrate how our solutions are the best in helping them achieve their goals. We have to be aware of the alternatives the customer considers and position our solutions favorably.
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.
There are four straightforward sales goals that I would like to share with you. They are simple, effective and will help you set the right targets and keep you on track throughout the year. The 4 Straightforward Sales Goals 1. … Read More » The post 4 Straightforward Sales Goals | Sales Strategies first appeared on The Sales Leader.
What is the most valuable resource you have as a salesperson or business owner? The answer, of course, is your time. You’ve only got 24 hours in a day, and you’ve got to sleep a little…so your time is really the most valuable resource you have. Even so, most salespeople spend their days as if they have unlimited amounts of time. If you ever feel like you’re running out of time at the end of each day, that’s because you are.
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