Understanding the Sales Force

FEBRUARY 22, 2023

I began debunking sales articles when the first ones predicting the death of selling appeared circa 2008. Back then, new digital marketing companies were telling everyone that salespeople would be replaced by inbound marketing. "Inbound is King," they said. Later, articles predicting the end of selling became both more prolific and more specific including the certain death of: Solution Selling Cold Calling Consultative Selling Sales Process SPIN Selling and more.

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The Sales Readiness Blog

FEBRUARY 21, 2023

To have the most productive coaching sessions, start with these two elements - the right mindset and powerful questions. Whether you're a seasoned sales coach or just starting, focusing on your mindset and asking the right questions can transform your coaching sessions.

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The Center for Sales Strategy

FEBRUARY 20, 2023

The economic downturn we are experiencing has led to increased competition and a greater need for effective recruitment. As a result, finding and hiring the best talent has become a top priority for many organizations, and it is likely to remain so for the foreseeable future. Even companies that have traditionally received a steady flow of job applications may struggle to attract top talent in the current climate.

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Membrain

FEBRUARY 22, 2023

“Eight out of ten companies are drastically overcharged by Salesforce.

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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

Janek Performance Group

FEBRUARY 21, 2023

Every lost sale starts with good intentions. While selling, the best intentions cannot counteract sales mistakes. No matter how great the product or service is, sales mistakes prevent reps from reaching their potential. When selling, sometimes prevention is the best cure. This article reviews five costly sales mistakes and how sales reps can avoid them.

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RAIN Group

FEBRUARY 22, 2023

The world of B2B selling looks far different than it once did. Top sellers know they must go well beyond discussing features and benefits. They need to be closely tuned in to the buying process for each member of the buying committee while consistently meeting buyers where they are throughout the cycle. That’s a tall ask, as it turns out. According to Gartner , as many as ten decision makers might make up a B2B buying center.

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Nutshell

FEBRUARY 22, 2023

One day, we may live in a future where we have robots that can do everything for us. At the moment, though, we’re a long way from that future—most tasks still require a human touch, particularly when it comes to sales. Even so, there’s still such a thing as sales automation, where you use digital tools to automatically perform routine sales tasks for you so you can spend your time working on other things.

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The Center for Sales Strategy

FEBRUARY 21, 2023

Across all industries, sales managers and account executives spend thousands of hours each year crafting collateral that will support them while they engage with their prospects. If they're particularly astute, they might even try personalizing some of the figures and facts they use to demonstrate why their services are the best options these prospects can choose.

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The Sales Readiness Blog

FEBRUARY 22, 2023

Can a company succeed without managers? Mark Zuckerberg, CEO of Meta, thinks so. He's proposed a cost-cutting measure to "flatten" the organization by removing layers of middle management. Is this idea feasible?

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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

FEBRUARY 22, 2023

Women have the traits that excellent salespeople possess. Innovative sales organizations of the future would do well to diversify their salesforce, their executive leadership team, and to work to rectify gender inequality in the workplace. The post Why Women Excel in Sales appeared first on Sales & Marketing Management.

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Mr. Inside Sales

FEBRUARY 19, 2023

It took me years to believe this. At first, it seemed almost rude to utter it… But let me ask you: out of ten prospects you pitch to, how many end up actually buying? My guess? Two. Yep, two out of ten prospects you speak with turn into buyers. And this means that you spend hours each day pitching to people who are never going to buy! That’s why most people get burned out in sales.

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Bernadette McClelland

FEBRUARY 20, 2023

Will You Take The Road Less Travelled Or The Path Of Least Resistance? It’s scary taking the road less travelled as most people take the path of least resistance instead. It’s easier! On moving to the USA from Australia, I knew there would be a huge component of personal and professional growth. It would mean I’d shift the way I went to market as well as iterate my message.

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SBI Growth

FEBRUARY 22, 2023

Two weeks ago, SBI hosted our quarterly CEO growth forum. While the firm has hosted this peer connection program for over six years, this meeting was my first time hosting as the CEO of SBI. I felt humbled to be in the company of these go-to-market leaders. This invitation-only group comprises CEOs of varying industries, and I witnessed an assuring juxtaposition.

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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

FEBRUARY 20, 2023

The only way to make sure your event budget is in tip-top form is to future-proof it by spending time in the planning stage. The post 4 Ways to Build an Event Budget appeared first on Sales & Marketing Management.

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Membrain

FEBRUARY 19, 2023

In this latest episode of the Art and Science of Complex Sales podcast, Paul Fuller sits down with Matt Dixon , co-author of the JOLT Effect , to discuss why buyers stall out and end in no-decision, as well as what salespeople can do about it.

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Zoominfo

FEBRUARY 24, 2023

Whether by personal choice or managerial mandate, much of corporate America is returning to the office after more than two years of uncertainty and remote work. While the pandemic accelerated many trends that were already becoming mainstream, including remote work and virtual collaboration, recent data suggests that many companies are keen to see a return to in-office, on-premises work.

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Force Management

FEBRUARY 23, 2023

What do today’s most successful revenue-driving sales forces have in common? The top teams all feature the same traits: (1) a customer-focused qualification and discovery process, (2) the ability to attach to desired business outcomes (3) and clear, tangible differentiation. How can leaders help their organization achieve these things? By operationalizing a powerful messaging framework.

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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

FEBRUARY 21, 2023

Dan Gottlieb, senior director analyst in the Gartner for Sales practice, admits he's hustling to stay ahead of the impact of ChatGPT and similar AI-powered technology. The post Dan Gottlieb on ChatGPT’s Use In B2B Sales appeared first on Sales & Marketing Management.

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Allego

FEBRUARY 23, 2023

Schools probably don’t do this anymore, but when I was in elementary school (GenX-er here), we were taught how to use the telephone. The telephone company donated a dozen rotary phones, and we paired up to practice how to answer the phone, take a message, call a neighbor, and call 911. It was a room full of 8-year-olds running through call scripts like pint-sized sales reps.

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Zoominfo

FEBRUARY 22, 2023

Consumer data has become one of the most valuable currencies in the world. As a result, privacy regulators are going to great lengths , such as issuing record-breaking fines , in order to keep consumer data safe and businesses in check. For reference, the Information Commissioner’s Office (ICO) alone has taken enforcement action against over 100 businesses for violating data protection regulations.

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Alice Heiman

FEBRUARY 21, 2023

Samantha McKenna, a former employee of On24, was recruited by LinkedIn for her mastery of building a powerful brand on the platform. She started posting on LinkedIn in 2011, leading to recognition and a promotion. After two years, she broke her 13th record and decided to pursue her passion for making a positive impact. She left LinkedIn to start her own company, #SamSales, initially intending to work part-time, but quickly realized that wasn’t feasible.

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Speaker: David Nisbet, Everett Zufelt, and Michaela Weber

Once upon a time, in the vast realm of online commerce, there lived a humble checkout button overlooked by many. Yet, within its humble click lay the power to transform a mere visitor into a loyal customer. 🧐 💡 Getting checkout right can mark the difference between a successful sale and an abandoned cart, yet many businesses fail to make payments a part of their commerce strategy even when it has a direct impact on revenue.

Sales

Sales and Marketing Management

FEBRUARY 21, 2023

Most effective marketing plans in the digital age include a strategy around search engine optimization, including the use of Google AdWords and other keyword advertising tools. As part of these strategies, many companies consider purchasing keywords including a competitor’s trademarks. For example, Pepsi may wish to have an advertisement for its products appear anytime a […] The post Can I Purchase My Competitor’s Trademark as a Keyword?

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Gong.io

FEBRUARY 23, 2023

This article is part of the Gong Labs series, where we publish findings from our data research team. We analyze sales conversations and deals using the Gong Reality Platform’s proprietary AI, then share the results to help you win more deals. Subscribe here to read upcoming research. A global pandemic. A new generation of decision makers. An economic downturn.

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Zoominfo

FEBRUARY 21, 2023

ZoomInfo’s podcast, Pretty Big Deal , just wrapped its second season. The podcast shares stories of salespeople — from CEOs to financial planners to actresses — about how they landed some of the biggest deals of their career. Here are a few of the best lessons we learned from this great season. 1. Make a Good Impression & Focus on Relationship Building Actress Andrea Lopez knows that impressions matter.

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Anthony Cole Training

FEBRUARY 23, 2023

Recently, I shared 5 key things that have helped us grow and serve others in the last 30 years, hoping they will be helpful to others on their journey. Now, I'm taking a deeper dive into the 5 key takeaways with a more detailed on each. Here's #2: Planning.

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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

FEBRUARY 23, 2023

Most companies fail to determine the right digital marketing tools for their goals. These six tools are turning tables for businesses, be they big, small or medium. The post 6 Top Marketing Tools That Can Leverage Your Business Growth appeared first on Sales & Marketing Management.

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Hubspot Sales

FEBRUARY 21, 2023

Coaches can't win games alone. They need players who are willing and hungry to win. The same is true in sales. An uncoachable sales team is easy to spot — they lack direction, motivation, and cohesion. But when sales reps embrace coaching, they invest in their success — and the success of their entire team. Here, we'll define coachability in sales (and why it matters), explore what it takes to be truly coachable, and how to answer interview questions about this topic.

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Predictable Revenue

FEBRUARY 21, 2023

Jesui Ayala joins Collin Stewart on the Predictable Revenue podcast to discuss the SDR mindset and what it takes to build a successful sales development career. The post SDR Mindset: What does it mean? appeared first on Predictable Revenue.

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