Marc Wayshak
FEBRUARY 9, 2022
Do you ever find yourself in a selling situation where you think all signals are a go… until suddenly it’s over ? Turns out, those signals you thought you saw weren’t buying signals , after all. You’re convinced everything is going great, but then, at the end, the prospect says something like, “ I’ve got to think about it …” or, “ The timing just isn’t right.
Anthony Cole Training
FEBRUARY 10, 2022
The two most important skills that a salesperson must master are becoming good at asking questions and becoming good at listening which are advanced selling skills. We have identified four traits that all great relationship selling salespeople have in common. In part 1 of this blog series, we will discuss the first most critical trait, curiosity.
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Sales and Marketing Management
FEBRUARY 7, 2022
Mental wellness in the stressful world of B2B sales is vital for peak performance. There are steps that managers and employees can take to ensure a better frame of mind. The post How to Balance Success With Your Mental Well-Being While Working in Sales appeared first on Sales & Marketing Management.
The Pipeline
FEBRUARY 8, 2022
By Tibor Shanto. Some people hide from prospecting in their pipelines; pretending the opportunities, individually or collectively, are more real than they are. It is easier to hide in the shadows than be definitive, both in measures and actions. With a 4:1 closing average, every time I close a deal, I must get four more to stay afloat. The more salespeople fudge that line, the harder they to work.
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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.
Understanding the Sales Force
FEBRUARY 10, 2022
I found it challenging to write this article. The company that provides us with cyber-insurance required that our entire team watch a series of 21 training videos to make us more aware of how hackers operate, how easy it is to be hacked, and what we must do differently in order to protect our data, privacy and accounts. Imagine my surprise when the first video described hacking operations as businesses with outbound prospecting operations whose goal is to convert their emails, texts and calls in
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Sales and Marketing Management
FEBRUARY 8, 2022
More client interaction is occurring virtually. Here are some pointers for giving a fresh, polished appearance on virtual sales calls. The post How to Be More Persuasive on Your Next Video Sales Call appeared first on Sales & Marketing Management.
The Pipeline
FEBRUARY 7, 2022
Amanda Holmes , is the CEO of Chet Holmes International which has worked with over 250,000 businesses worldwide. At age 24, she inherited her father’s multi-million dollar enterprise, which specializes in helping companies double their sales in 12 months flat. . Amanda has merged her father’s proven process with her own forward-thinking ideas to connect the old-school sales process with the younger generation of today.
Adaptive Business Services
FEBRUARY 9, 2022
I had a chat with a gentleman recently who wanted to use Nimble CRM to monitor a contact’s social activity. There was a time when we could do that, but only to a limited extent, on Twitter, Facebook, and LinkedIn. We can still do that, in some fashion, on Twitter. Facebook and LinkedIn would be another story. Time flies but I guess that it was about 5 years ago that Facebook and LinkedIn both decided to cut off third-party access to their platforms.
The Center for Sales Strategy
FEBRUARY 7, 2022
More sales equal more revenue, more business opportunities, and more motivation. Thus, streamlining your sales team’s work is the backbone of expanding your company. How can you do that? This article discusses 19 time-saving strategies and tools that help sales teams focus on reaching out to the right customers who convert quickly.
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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 and Marketing Management
FEBRUARY 10, 2022
Managers who make do with a poorly structured onboarding process with hopes that their new sales hires are talented enough to make up for their slapdash approach should ask themselves, "If you do not have time to do it right, when will you have time to do it over?". The post Optimum Onboarding appeared first on Sales & Marketing Management.
Allego
FEBRUARY 8, 2022
Welcome to The Adapter’s Advantage : Breakthrough Moments that Lead to Success. In episode 39, Gerhard Gschwandtner, founder and CEO of Selling Power, shares his journey as a sales guru and entrepreneur, his insights into sales psychology, the importance of improvisation, and the power of dealing with disappointment. Listen and Subscribe Now: Apple Podcasts | Google Podcasts | Spotify | TuneIn.
ValueSelling
FEBRUARY 8, 2022
How do I be me virtually? Sure, if you’re a remote worker who has one weekly stand-up on Zoom, you may be tempted to laugh that question off. For sales professionals, it’s another story.
Predictable Revenue
FEBRUARY 7, 2022
Predictable Revenue has been called “The Sales Bible of Silicon Valley”. This summary outlines key strategies to grow revenue without relying on cold calls. The post 15-Minute Summary of Predictable Revenue appeared first on Predictable Revenue.
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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.
Sales and Marketing Management
FEBRUARY 10, 2022
Whether onboarding a new hire or helping an employee transition to a new role, there should be an intentional effort by the employer and the employee to develop a network of key connections within the company. The post Foster a Community of Connection from the Start appeared first on Sales & Marketing Management.
Sandler Training
FEBRUARY 8, 2022
The referral generation process we are about to share with you can transform your month, your quarter, your year, and your career. It should be at or near the heart of your prospecting plan. Learn it! Practice it! Use it! Share it with your organization! Step 1: Pick Your Referrers. Identify five people, five centers… The post Four Powerful Steps for Generating Referrals appeared first on Sandler Training.
Membrain
FEBRUARY 9, 2022
What happens when one of your salespeople obtains a new lead? Do they instantly begin working it like an opportunity in your CRM? Do they work the lead for a while before putting it into the pipeline? Do they wait until they are sure they’re going to win the deal and then plug it into the pipeline so they can look like a hero?
Zoominfo
FEBRUARY 10, 2022
Scenario When you open an opportunity with one persona , typically the conversations center around the value propositions that pertain to them. To maximize the deal potential, add personas and position the product accordingly to showcase relevant features and benefits. This can increase the chances of a higher value deal and a closed-won opportunity.
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.
Sales and Marketing Management
FEBRUARY 10, 2022
Think onboarding isn't a priority? Think again. As much as 20% of employee turnover happens in the first 45 days. One-third of new hires look for a different job within the first six months. Solid starts are vital to long-term success. The post Onboarding As a Retention Tool appeared first on Sales & Marketing Management.
Drift
FEBRUARY 7, 2022
I don’t have a crystal ball to see what the rest of 2022 has in store for us. But I do have plenty of data. There’s so much that’s changed in the last two years — how can you build (and execute) a solid strategy that’s agile enough to adjust to how work is changing in 2022 and beyond? I wanted to know, too. So I sat down with Mark Kilens, VP of Content and Community, for a deep dive into our top.
Janek Performance Group
FEBRUARY 7, 2022
Prospecting, seeking new opportunities and clients, is an integral part of sales. It is critical to success, for both reps and their organizations. However, when it comes to prospecting, many salespeople experience fear. Although common, this malady can affect both rookies and seasoned pros. A driver of performance anxiety, it can lead to sales slumps, missed quota, and restricted pipelines.
Zoominfo
FEBRUARY 10, 2022
After a Delta-ridden summer, businesses saw a rare glimmer of optimism in October and November 2021. Many employees were vaccinated, boosted, and looking forward to seeing their colleagues in the workplace. A slow but steady office reopening seemed imminent — then Omicron disrupted everyone’s plans. Companies were forced to rethink their immediate strategy for returning to onsite work.
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!
Sales and Marketing Management
FEBRUARY 10, 2022
With peer mentoring, mentees get help with self-directed learning and establish supportive relationships, while mentors develop leadership skills and are recognized for their hard work and accomplishments. The post Peer Mentorships Can Be Uniquely Impactful appeared first on Sales & Marketing Management.
The Center for Sales Strategy
FEBRUARY 11, 2022
- MOTIVATION -. "Change before you have to.". - AROUND THE WEB -. > Lessons from the Underdogs: How to Recruit with Super Bowl Swag – Lever. With Super Bowl LVI almost here, I think many people would agree it’s not the matchup they expected. But isn’t that what we’re all trying to do: win when we need to? Whether it’s finding strong talent, hitting that revenue target that seems out of reach, or hiring our enormous quota as it grows month over month, it’s what talent professionals are tasked
Janek Performance Group
FEBRUARY 9, 2022
When Og, chief cutter of square, stone wheels, accidentally chiseled a round wheel, he had no idea what he’d done. Only later, fitting the round wheels to his cart, did he realize the benefit. However, it still took the painstaking efforts of Ug, Grr, and Arg to bring his invention to market. And so, it goes. Without an effective sales team, even the best products fade into history.
Zoominfo
FEBRUARY 9, 2022
Competition for top talent continues to heat up and finding the right applicants for your open roles is becoming more difficult. With recent updates to our TalentOS platform, you’ll be able to quickly identify great candidates that match your applicant criteria, accelerating your recruitment process and reducing the time you spend searching for potential candidates.
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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 and Marketing Management
FEBRUARY 10, 2022
Tips for better onboarding, including beginning before a new hire's first day and being careful to not squash individuality. The post Getting a Good Start appeared first on Sales & Marketing Management.
Partners in Excellence
FEBRUARY 8, 2022
LinkedIn is filled with surveys about, “What is the highest priority focus for [Fill In Your Favorite Role]?” There are surveys asking for the one area sales managers should focus on. These cover things like comp/metrics, training, forecasts, hiring, sometimes even coaching. There are surveys for sellers covering things like prospecting, pipeline management, closing, sales process.
The Center for Sales Strategy
FEBRUARY 9, 2022
Sales managers are responsible for overseeing the success of a company’s sales department. However, unless sales managers can cooperate with the production/service delivery teams, it will be difficult for sales to back up their promises and/or fulfill the customer’s needs. Most sales teams know that a successful delivery strategy is essential in the modern era, even if accomplishing this goal is easier said than done.
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