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.
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.
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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.
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.
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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.
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.
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.
Anthony Cole Training
OCTOBER 21, 2021
In my 40+ years in and around sales training, I have experienced many different sales training methodologies either as a participant or facilitator and now as a marketer. There are many good training programs out there, some of them free and virtual, but there are three key things that differentiate professional sales training that will "stick".
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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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.
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.
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.
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.
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.
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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.
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.
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.
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.
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.
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.
Zoominfo
OCTOBER 20, 2021
Data-driven decision-making has become a key factor for modern businesses seeking new opportunities. For recruiters, that usually means narrowing down a flood of candidate profiles to find the right person for an available position. For the savviest recruiters, however, that’s just the beginning. By also mining the latest news about changes in the employment market, recruiting professionals can begin to scout opportunities and candidates before they ever think of contacting a recruiter for help.
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.
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.”.
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.
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!
Zoominfo
OCTOBER 20, 2021
Hiring people for senior management positions is one of the toughest tasks for a recruiter. Sourcing the right executive candidates and filling key managerial roles in an organization can be difficult even in the best of times. Add to that the changing work culture in response to the COVID-19 pandemic and finding the right execs becomes an even harder task.
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 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.
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.
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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
Zoominfo
OCTOBER 20, 2021
As coronavirus continues to plague the nation, the strength, durability, and spirit of each and every professional community continues to be tested. As a response, companies large and small have stepped up for their employees. While many companies have taken simple preventative measures like sanitizing the workspace, implementing a work-from-home strategy , or updating their sick leave policy, others have found creative ways to boost morale.
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.
Janek Performance Group
OCTOBER 22, 2021
How much would you be willing to spend on technology to have a weaker relationship with your customers? Not a penny, I would assume. But companies are allowing technology to interfere with their customer relationships every day. For example, how often have you seen an email formatted like this, “Hello John, I was doing some research and thought of you…” If you were on the receiving end of this email in which the personalized greeting was clearly amiss, it is annoying but if you
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