Anthony Cole Training

MARCH 17, 2022

Top producers have mastered many skills. However, we know that all salespeople, including top salespeople, still struggle with 3 primary sales challenges.

Sales 235

Sales 235

SBI Growth

MARCH 16, 2022

As commercial leaders are being pushed to grow at unprecedented rates, recent SBI research suggests that 57% of their highest-performing sellers are pursuing other opportunities. While neither sales processes nor SalesTech impacted sellers’ intent-to-stay in this same study, the tools a team uses can have a direct impact on a seller's pipeline volume, their sense of territory fairness, and their satisfaction with professional development — the three areas with the greatest impact on seller reten

Territories 312

Territories Retention Intent Study 312

Sales and Marketing Management

MARCH 16, 2022

Sales teams that adapt to the new world order will win. Those that insist on using the same tactics they’ve always used are essentially trying to do the impossible – travel back in time. The post 3 Strategies to Adapt to the Changing B2B Sales World appeared first on Sales & Marketing Management.

B2B 347

B2B Strategy Travel Sales 347

Understanding the Sales Force

MARCH 15, 2022

So there will be Major League Baseball in 2022. Suddenly the b g and moaning about the owners has stopped and everyone is just happy that baseball is back. Speaking of baseball and bringing sales into the discussion, let's talk about coaching. First the baseball. When my son was home for winter break, I asked him to rank all of his baseball coaches, an exercise that he found quite interesting.

Coaching 314

Coaching Sales Management Pivotal Travel 314

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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

Mr. Inside Sales

MARCH 12, 2022

Congrats to those companies & individuals who sent in their prospecting scripts for review. I received many scripts and went ahead and reviewed ten (instead of just the three). One error I kept seeing was reps’ mishandling asking for the right person when they didn’t know the right contact’s name. Usually, they asked it this way: Gatekeeper: “Thank you for calling the Johnson company.”.

Gatekeeper 156

Gatekeeper Prospecting Decision Maker Face-to-face 156

Sales and Marketing Management

MARCH 15, 2022

Salespeople are by nature highly competitive. But internally, their competitive nature can lead to conflicts if they contest who owns which accounts, contacts, opportunities, and the like. Instituting clear and concise rules of engagement can help alleviate this friction. The post The New Rules of Salesforce Collaboration – Better Collaboration, Better Sales appeared first on Sales & Marketing Management.

SalesForce 280

SalesForce Competition Account Opportunity 280

Partners in Excellence

MARCH 17, 2022

I’m fascinated by studying lazy sales people! Let me qualify that a little, I’m fascinated by studying lazy sales people that consistently achieve their goals. There seems to be a “macho” mentality in too many sales people/leaders. They express pride in how many calls they make, how many dials, how many emails, how much social selling engagement, how they are leveraging the tools.

Margin 147

Margin Call-back Incentives Incentive 147

Mr. Inside Sales

MARCH 12, 2022

By now, I hope you have all been incorporating your prospect’s name in your email subject lines. If you have, then you are already getting more prospects to lock onto your email, and that will mean more prospects will read them. The second part of a compelling subject line is to make the rest of it intriguing to your prospect. Here are some examples: Subject Line #1: “John, quick question about your manufacturing process…”.

Face-to-face 156

Face-to-face Gatekeeper Licensing Decision Maker 156

Zoominfo

MARCH 15, 2022

Every company has a sales and marketing function. To be successful, those teams need good data. That’s where the role of revenue operations comes in. As the head of enterprise product and sales at ZoomInfo, I had the opportunity to speak with JP Valentine on The Alldus Podcast: AI in Action. We explored how ZoomInfo is pioneering the use of artificial intelligence (AI) and machine learning to solve one of the biggest problems facing revenue operations (RevOps) teams: access to reliable business

B2B 130

B2B Marketing Scale Lead Rank 130

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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

MARCH 14, 2022

Capturing the attention of the increasingly elusive B2B buyer has become harder than ever as more sales interactions happen in digital channels, buying committees continue to grow and buyers conduct more self-guided research. The answer lies in building a full-scale, comprehensive sales enablement strategy. The post 5 Ways Marketers Can Close the Engagement Gap with Sales Enablement appeared first on Sales & Marketing Management.

Sales Enablement 257

Sales Enablement Scale Closing Marketing 257

Membrain

MARCH 13, 2022

If you’ve been following my blog series, you’ve learned some best practices for phone prospecting, as well as mistakes to avoid on the phone. Last time I shared some shortcuts to make things more efficient for you. You’ve got a great foundation, but now it’s time to build the structure of your phone prospecting campaign.

Campaigns 142

Campaigns Prospecting How To Sales Process 142

Force Management

MARCH 16, 2022

The greatest leaders are the ones who never let their team rest on their success, or wallow in defeat. At the end of the quarter, avoid screaming at the scoreboard. The final score only gives you the end result. It doesn’t tell you the whole story. It’s your responsibility as a sales leader to help your team uncover and address execution challenges.

Sales 120

Sales Sales Process 120

Zoominfo

MARCH 15, 2022

Frenemy: A person with whom one is friendly despite a fundamental rivalry. If you’re in marketing, you might think of search engine advertising platforms as your “frenemy.” You’re kind of like friends because they distribute your ads, and kind of like enemies because you’re both self-interested. You’re each trying to make the most money possible and that can create conflicting interests. “The more profitable experience for search engines is more people clicking on ads.

Lead Rank 130

Lead Rank Marketing Qualified Lead Account Based Marketing Engineering 130

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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

MARCH 17, 2022

Data visualization is a valuable tool in creating and retaining trust between businesses and consumers. Here are three ways to improve relationships with customers via data visualization. The post Why Data Visualization Is Vital in Forging Customer Relationships appeared first on Sales & Marketing Management.

Data 136

Data Customer Consumer Tools 136

Gong.io

MARCH 15, 2022

Sales forecasting isn’t revolutionary — it’s been around since the dawn of time. But the issue: It’s not always real. Forecasting relies on opinions … subjective percentages tied to “what we think” will happen. Take a single deal: A sales rep who is overly aggressive may have a different looking forecast compared to a rep who is more conservative.

Sales Forecasts 127

Sales Forecasts Forecasting Call-back Decision Maker 127

Engage Selling

MARCH 18, 2022

? How can you differentiate yourself and beat the competition? I’ve noticed how common it is for us as sellers in today’s marketplace to assert that we’re different from our … Read More. The post How to Beat the Competition | Sales Strategies first appeared on Colleen Francis - The Sales Leader.

Competition 126

Competition Strategy How To Sales 126

The Center for Sales Strategy

MARCH 14, 2022

Perhaps as a sales manager or sales executive, you have pondered the question, "Is it time to restructure my sales operation?". When you're not getting the results you need from your sales team, it's certainly tempting to consider restructuring how you're going to market.

Sales Operations 126

Sales Operations Sales Sales Management Marketing 126

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

Predictable Revenue

MARCH 14, 2022

Learn the top five reasons why AEs should be included in the SDR training process, and how greater communication between these roles can help you close more deals. The post Should AEs Be Training and Onboarding SDRs? appeared first on Predictable Revenue.

Training 126

Training Revenue Closing Inbound 126

Crunchbase

MARCH 17, 2022

This article is part of the Crunchbase Community Contributor Series. The author is an expert in their field and a Crunchbase user. We are honored to feature and promote their contribution on the Crunchbase blog. Please note that the author is not employed by Crunchbase and the opinions expressed in this article do not necessarily reflect official views or opinions of Crunchbase, Inc.

Social Selling 129

Social Selling B2B Ideal Customer Profile Social Media 129

RAIN Group

MARCH 16, 2022

The best sellers do more than just close sales. They reshape buyer thinking and drive change through the value they provide. We call this insight selling , and it hinges on the concept of cognitive reframing.

Buyer 126

Buyer Closing Sales 126

The Center for Sales Strategy

MARCH 15, 2022

Successful social selling can lead to significant growth for your business. In fact, the right tactics can do more than sell products, but provide a foundation of credibility and confidence that will bolster your brand as a whole. This all sounds very appealing, but how can you actually go about enhancing your own social selling efforts? Let’s look at a few methods that separate the pros from the rest of the pack.

Social Selling 124

Social Selling Leads Marketing Qualified Lead 124

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

Predictable Revenue

MARCH 15, 2022

Simeon Atkins joins the Predictable Revenue podcast to discuss leveraging ABM for more effective sales development outreach. The post Leveraging ABM to Reach Prospects That Are Actually Worth Your Time appeared first on Predictable Revenue.

Account Based Marketing 122

Account Based Marketing Prospecting Revenue Sales 122

KLA Group

MARCH 15, 2022

Website development projects can be the real-life version of Chutes and Ladders. Make all the right choices, you climb up, up, up. Prospects find you in online searches. Your web copy converts visitors into prospects. But the danger of one bad roll is always lurking in the background, ready to catapult you back to the […].

Prospecting 114

Prospecting Lead Generation Leads Marketing Qualified Lead 114

SMEI

MARCH 16, 2022

Elon Musk’s recent behavior has some people questioning the credibility of his brands. Some argue that his erratic tweeting and unconventional business practices are harming Tesla and SpaceX’s image. Others believe that Musk is simply misunderstood and that his maverick style is actually good for business. What do you think? Does Elon Musk’s behavior affect the way you view his brands?

Automotive 108

Automotive Hiring Twitter Policies 108

The Center for Sales Strategy

MARCH 16, 2022

Each week, more Americans listen to podcasts than have Netflix accounts. Since it began in the early 2000s, podcasting has grown drastically and steadily. Just from 2018 to 2021, podcast listeners have increased by 29.5%. Thus far in 2022, 51% of the population has listened to a podcast, with over one-third of Americans listening to podcasts regularly.

Relationals 111

Relationals Account 111

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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

Hubspot Sales

MARCH 15, 2022

Startup sales make for difficult, exciting, often unpredictable waters to navigate. Everyone involved in a startup sales org — from founders down to reps — is bound to face a host of challenges as their company gets its bearings. To help you get a better feel for how to approach the trials and tribulations that come with sales at a startup, we've put a comprehensive guide on the subject together.

Buyer Persona 114

Buyer Persona Lead Rank Scale Churn 114

Julie Hanson

MARCH 16, 2022

As a presenter or speaker, it’s unsettling when your audience looks bored in your virtual meeting. When confronted with blank faces, inattentive or distracted body language it’s easy to rush through your material, over check-in, and generally behave in a way that creates the very boredom you seek to prevent! So what do you do? First, it’s important to know that virtual audiences tend to be more passive in general so your perception may not be the reality.

Meeting 103

Meeting Face-to-face Energy Call-back 103

Crunchbase

MARCH 16, 2022

This article is part of the Crunchbase Community Contributor Series. The author is an expert in their field and a Crunchbase user. We are honored to feature and promote their contribution on the Crunchbase blog. Please note that the author is not employed by Crunchbase and the opinions expressed in this article do not necessarily reflect official views or opinions of Crunchbase, Inc.

Scale 105

Scale Lead Rank B2B Lead Scoring 105