Janek Performance Group
OCTOBER 18, 2021
In football, winning the fourth quarter is pivotal. Of course, the first three quarters count, but in many ways, they are setup for the final fifteen minutes. With time running down, teams with leads may play it safe and engineer long, slow drives that eat clock. While teams that are behind need to score fast, they too must be mindful of time or risk giving up a last-second, game-winning field goal.
Gong.io
OCTOBER 19, 2021
Have mercy, it’s your everything. For a long time, sales leaders thought that the way to give sales teams a leg up was to help them target the right buyers in the right ways. Tons of software came along to do that quite effectively in recent years. And yes, it’s been helpful. But if you thought that gifted reps and some targeted marketing would get your team to the top, pull up a chair.
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Sales and Marketing Management
OCTOBER 18, 2021
Michael Scott got some things right as he bumbled through sales management. His sales team could have reached new heights with technology like sales gamification. The post Bumping Up Sales at Dunder Mifflin appeared first on Sales & Marketing Management.
Understanding the Sales Force
OCTOBER 18, 2021
We were driving on the highway when the dashboard indicated low pressure in the left rear tire. That can't be good! As we exited the highway eight miles later, the tire was flat and we were able to drive another mile to a safe location and call roadside assistance. Until that moment, I wasn't aware that the car did not have a spare tire but was equipped with a tire inflation repair kit instead.
Speaker: Jesse Hunter and Brynn Chadwick
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.
The Pipeline
OCTOBER 19, 2021
By Tibor Shanto. I’ll start by reminding people that most of the things salespeople do, they were led to do by their manager. So, they, managers, are to blame, they are also the ones to lead a change to make things better. While results are the final measure, there are many indicators along the way. The power of these indicators is they allow you to act now, impacting your current opportunities, not strictly future ones.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Sales and Marketing Management
OCTOBER 22, 2021
A single, unified platform helps businesses achieve their engagement objectives and delight customers. The post Streamlining Multichannel Marketing for Happier Customers appeared first on Sales & Marketing Management.
Predictable Revenue
OCTOBER 18, 2021
The goal of a cold call is attention + interest, not selling. That means we have to ask the question: How do I get this person to want to speak with me? The post Cold Calling in 2021 appeared first on Predictable Revenue.
The Pipeline
OCTOBER 18, 2021
Subscribe today , and take the Breakfast on the go! Christian Maurer , a Sales Leadership Methodologist , had 2.5 careers during his professional life. Holding an Engineer’s Diploma from the Swiss Federal Institute of Technology (equal to an MS in Engineering), he started out with a corporate career with telecom equipment manufacturers where he held positions such as: Product Manager, Business Manager, Director of Corporate Strategic Planning and COO of a joint venture start-up company.
John Barrows
OCTOBER 22, 2021
Thank you for 1 million downloads of Make It Happen Mondays Podcast! We are incredibly grateful for your listenership and couldn’t be more proud of this milestone. Let’s countdown the top 5 episodes of all time! Episode #2: This week we’re pleased to have an award winning sales rep on the podcast. You may remember back at Dreamforce, Chili Piper threw a competition judged by John Barrows and other sales leaders.
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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.
Partners in Excellence
OCTOBER 22, 2021
For decades, there’s the image of the “customer is always right.” Sales people have been deferential to the customer, not wanting to seem disagreeable or contentious. Somehow, there’s a feeling that if we disagree with the customer, we become “unlikeable,” scaring the customer away. We’ve invested millions in techniques for handling customer objections and disagreements.
Predictable Revenue
OCTOBER 21, 2021
If you're disregarding or underutilizing the social and emotional aspects of sales, your customers might be switching out to the competitors. We asked Dan Balcauski, the founder of Product Tranquility and a SaaS packaging and pricing expert, what companies and salespeople should be doing instead. The post Jobs-To-Be-Done Theory: Understand Your Customers Better appeared first on Predictable Revenue.
Zoominfo
OCTOBER 20, 2021
Most organizations know how to recruit active candidates. But when active candidates aren’t the right fit, how do you search beyond those already in the job market? Passive candidates with job security and a strong track record are traditionally more challenging to recruit. However, things are changing in the post-pandemic economy. According to CNBC , one in four workers is considering quitting their job.
Nimble - Sales
OCTOBER 19, 2021
Here at Nimble, we pride ourselves on putting the R for Relationships back into CRM (Customer Relationship Management). We aim to help individuals and teams build and nurture the relationships they need to achieve their life goals. Nimble is the CRM built for the whole company, not just sales and marketing teams. We’re excited to […]. The post Nimble’s New Workflows Help Teams Ditch Spreadsheets and Collaborate Company-Wide appeared first on Nimble Blog.
Advertiser: ZoomInfo
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.
Partners in Excellence
OCTOBER 20, 2021
There’s a lot of talk about the Great Resignation. Partly, a result of the changes in work resulting from pandemic, partly things that have been building in people’s attitudes toward work since years before the pandemic. We’ve seen the precursors to the Great Resignation for some time. Sharply declining employee engagement and satisfaction, systemic reductions in performance, higher levels of voluntary attrition and sharply lowering tenures.
Membrain
OCTOBER 20, 2021
In the US, there’s a long-standing tradition of grabbing coffee with someone when you want to get to know them better, learn more about them, or share information in a warm and friendly setting. In Britain, there’s a similar social tradition called taking tea. In Sweden, we have fika. And here at Membrain, we’d like to have fika with you.
Alice Heiman
OCTOBER 21, 2021
On this episode of the Sales Talk for CEOs Podcast, Maria Nordstrom, CEO of Basketball New South Wales and Director of FIBA Women’s Basketball World Cup, joins me for some valuable insights into three mindsets she feels every CEO must instill in their teams: authenticity, unity in purpose, and accountability. Valuable insights from CEO @MariaNordstrom3 of @BasketballNSW on three mindsets every CEO must instill in their teams.
Engage Selling
OCTOBER 22, 2021
I recently had a conversation with a really smart sales VP who said, “I need my team to remember that our job is to provoke our customers. It’s to make people think. It’s to bring them new ideas that they … Read More » The post Keeping the Prospect Engaged | Sales Strategies first appeared on The Sales Leader.
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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.
Partners in Excellence
OCTOBER 20, 2021
I just completed a post on the “Ossification Of Selling.” It was finished, I was literally hovering my mouse over the “Publish” button, then stopped. With my mouse hovering over the Publish button, I realized I’ve written about this dozens, perhaps hundreds of times over the past years. Each post has had a slightly different approach, perhaps different examples.
Membrain
OCTOBER 17, 2021
We struggle to get in front of customers, to find opportunities, to nurture them through the buying cycle, and, ultimately, to win. Yet, the majority of those complex buying opportunities end in “No Decision Made.”.
Hubspot Sales
OCTOBER 20, 2021
More salespeople equals more sales, right? Wrong. Scaling your sales team is crucial to growing a healthy business. Do it at the right time, and your company will grow exponentially. Do it at the wrong time, and your company could shutter within six months. Don’t just hire with your gut. Take a strategic approach to scaling your sales team, and make smart hiring decisions that will benefit your organization for years to come.
Zoominfo
OCTOBER 22, 2021
The business world is full of terms that sound similar but carry different meanings — the kind of terms that newcomers (and those who should know better) are prone to trip on. You can add “business development vs. sales” to that long list. Sales is, well, sales: bringing your product to your target market. Business development can concern anything your company does to expand its market reach.
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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.
RAIN Group
OCTOBER 20, 2021
Once upon a time, there was a notion that social media was unnecessary for selling; it was a novelty and not a staple. At the time, some believed that enterprise-level decision makers couldn’t be reached on social platforms. Now, however, social media is a necessity to establish credibility with potential buyers.
Allego
OCTOBER 22, 2021
“You can even take marketing and sales out of the equation and, I know it sounds trite to say, put the customer at the center.”. This may seem like an unconventional comment coming from the Chief Strategy Officer at Corporate Visions, a company that—at its core—provides sales and marketing training. But Tim Riesterer doesn’t follow conventional wisdom, he listens to the research: “decision science, brain science, behavioral science research, about how humans frame value, make choices.”.
Hubspot Sales
OCTOBER 19, 2021
Finding a business name is, well, serious business. You want something that will grow as your company does. While you can rebrand with a new name down the line, you’ll save time, money, and confusion for clients by finding a business name to stick with for as long as possible. But you can’t just slap a sign on a website or building and call it a day.
Zoominfo
OCTOBER 21, 2021
Every business needs to fill its sales funnel with qualified leads, convert those leads into customers, and retain paying customers for the long term. The best sales funnel is one that works for your business and your sales team — all the sales funnel diagrams in the world and definitions of the KPIs that make a funnel work won’t matter if they’re not customized to fit your sales goals.
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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.
John Barrows
OCTOBER 21, 2021
The post WEBINAR: Morgan J. Ingram hosts “EMEA Sales Teams: Learn What’s Working and What Isn’t in the US” appeared first on JB Sales.
Sales Hacker
OCTOBER 20, 2021
??. Contracts are the lifeblood of modern companies. They define relationships, outline rights and responsibilities, and spell out the details of any sale, including price, timing, payment terms, warranties, and more. In fact, contracts govern most B2B business deals. There’s no denying that contracts are an absolute necessity for conducting business.
Hubspot Sales
OCTOBER 22, 2021
No matter the industry, small businesses need to protect their work and assets. While small business insurance can seem like a burden, it’s an important part of doing business. But how much should you be paying for business insurance? And how can you be sure your investments are properly protecting you? Your small business insurance costs will vary based on factors like your preferred type of coverage and industry.
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