Alice Heiman

AUGUST 9, 2022

Is a recession looming? I remain optimistic that the economy will continue to do well, but others feel the economic uncertainty. I see it in several sectors. CEOs are getting nervous and laying people off. . Traditional wisdom says you must hunker down during a recession and weather the storm. The focus is normally on cost-cutting and survival. And that is the behavior we are seeing from some already, even though a recession hasn’t been declared. .

Top of Funnel 71

Top of Funnel Sales Qualified Lead Hiring Lead Rank 71

Sales and Marketing Management

AUGUST 8, 2022

Conversations with senior executives require a completely different approach and skill set compared to buyers at other levels of an organization. The post The Ins and Outs of Selling To the C-Suite appeared first on Sales & Marketing Management.

Buyer 332

Buyer Conversion Marketing Sales 332

Anthony Cole Training

AUGUST 11, 2022

I know you have heard it before. You know, the line that goes like this “if you keep doing what you have always done, you will keep getting what you have always gotten.” As a coach, the most development I have seen in salespeople comes when they alone decide enough is enough which leads them to make changes. And sometimes those changes are hard to make.

Coaching 223

Coaching Leads Marketing Qualified Lead Sales 223

Understanding the Sales Force

AUGUST 10, 2022

You may have read that the latest legislation out of Washington DC provides $80 billion for the hiring, arming and training of close to 80,000 new IRS (Internal Revenue Service is the US Tax Agency) agents to nearly double the size of the agency. Did you catch the part about arming IRS agents? Wow. That makes the IRS larger than the State Department, Customs and Border Control, the FBI (Federal Bureau of Investigation) and the Pentagon (Military) combined.

Hiring 296

Hiring Company Revenue Closing 296

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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

AUGUST 12, 2022

Are you ready for some football? The first preseason games are in the books, and coaches are watching game film and teaching players how to improve every week. I read a piece by Peter King from SI.com about his conversation with Ellis Hobbs—former cornerback with the New England Patriots. He was talking about how much respect he had for Patriots head coach Bill Belichick.

Closing 195

Closing Film Face-to-face Inside Sales 195

SBI Growth

AUGUST 10, 2022

Research from SBI’s 2022 CEO survey indicates that top CEOs are getting crisper on their value creation strategy, evolving that strategy to account for less commercial investment, and determining new productivity levers to still meet growth expectations. Strategic clarity leads top growth CEOs toward a small set of highly focused growth imperatives including placing a premium on commercial productivity to sustain growth.

Strategy 156

Strategy Survey Lead Rank Lead Scoring 156

Understanding the Sales Force

AUGUST 8, 2022

If your car was manufactured in the last few years, you probably have a rear camera that helps you see your surroundings when you need to back up, back into a parking space, or drive backwards on the interstate at 65 MPH. Okay, maybe not the last one. Somehow, my Genesis GV80 always knows to display its rear and overhead cameras when I'm pulling into the garage.

Pivotal 293

Pivotal Closing Sales Comparison 293

Mr. Inside Sales

AUGUST 7, 2022

If you are new to receiving these sales tips, or even if you have been subscribed for a while, I want to give you something that will help you sell more. It’s not often that we get something for free, but I’m going to give you some resources, some inside sales techniques that will help you sell more with less resistance. Now here’s the crazy thing about this no-strings attached offer: Over half the people reading this won’t take advantage of these valuable resources.

Resources 156

Resources Gatekeeper Face-to-face Decision Maker 156

Sales and Marketing Management

AUGUST 9, 2022

A survey or more than 100 B2B marketing managers revealed some telling statistics on the importance of their channel partnership strategies. The post Channel Partnerships by the Numbers appeared first on Sales & Marketing Management.

Channels 326

Channels Survey B2B Strategy 326

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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

SalesProInsider

AUGUST 11, 2022

Words are powerful. And the words we choose to use during our sales conversations can make or break the opportunity to close that sale and help that person. Our words have the power to “make” the experience good, bad, or indifferent for that prospective client. Our words allow us to educate, excite, remove fear, and gain commitment as well as provide clarity, comfort, and hope.

Closing 133

Closing Education Conversion Sales 133

Zoominfo

AUGUST 11, 2022

No matter how turbulent or stable the job market is, company culture remains the differentiating factor in attracting and retaining top talent. Unfortunately, most recruiters have a limited view of how a company or client compares with others. Imagine how different your day as a recruiter would be if you knew what the culture was like at companies where your best-fit candidates work.

Data 130

Data Company Construction Promotion 130

Membrain

AUGUST 10, 2022

Our team here at Membrain takes our customer reviews seriously. We see them as an opportunity to understand the customer perspective directly - what’s working, what’s not working, how we can improve, and how we can deliver more of the value that our customers actually, well, value.

Customer Service 126

Customer Service SalesForce Customer Opportunity 126

Sales and Marketing Management

AUGUST 10, 2022

Many companies do the opposite of what they should do with marketing efforts during a recession. When other companies are stepping back, smart ones push to the front of target audiences' attention. The post Double Down on Branding in a Recession appeared first on Sales & Marketing Management.

Marketing 317

Marketing Company Sales 317

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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.

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Predictable Revenue

AUGUST 10, 2022

Tanya MFK joins the Predictable Revenue podcast to discuss how to optimize your appointment setting process for an improved show rate and better sales meetings. The post How To Optimize Your Sales Booking Process appeared first on Predictable Revenue.

How To 122

How To Revenue Sales Meeting Sales 122

Zoominfo

AUGUST 11, 2022

Filling the top of a recruitment funnel is often the most labor-intensive part of a recruiter’s job. After considering all the active applications, recruiters also spend considerable time trying to figure out where highly coveted passive candidates are employed — and what might convince them to make a move. To help solve that problem, ZoomInfo TalentOS is now equipped with Advanced Smart Filters that allow recruiters to fine-tune their candidate search.

Engineering 130

Engineering Top of Funnel Education Funnel 130

Allego

AUGUST 9, 2022

Welcome to The Adapter’s Advantage : Breakthrough Moments that Lead to Success. In our 50th episode, Medtronic global training executive and proud member of the Citizen Potawatomi Nation, Ryan Thompson describes bringing his whole self to work, how to fuel growth through world-class training, and the power of driving inclusion and diversity across the organization.

Face-to-face 118

Face-to-face Pharmaceuticals Scale Google 118

Sales and Marketing Management

AUGUST 9, 2022

Channel partnerships are an effective means of putting more qualified leads in your pipeline and expanding to new markets, but only if the strategy is approached smartly. The post Are Your Channel Relationships Where They Need to Be? appeared first on Sales & Marketing Management.

Channels 207

Channels Sales Qualified Lead Pipeline Strategy 207

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

The Center for Sales Strategy

AUGUST 8, 2022

Things you can control around you are countable within the parameters of a single digit. Did that line stress you out? It's true, though. In a perfect world, you're in charge of every action that affects your life. However, the reality is strikingly different. So what is your contingency plan when things are not mirroring that vision board you have built so passionately?

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116

Zoominfo

AUGUST 8, 2022

With unemployment rates steadily hovering around pre-pandemic lows , the power in the US job market has shifted into the hands of applicants — with competition that goes far beyond who has the best craft beers on tap. But while job-seekers aren’t struggling to find roles, companies are finding it difficult to hire talent that wants to stick around. Leaving a job is no longer an anxiety-inducing endeavor.

Hiring 130

Hiring Top of Funnel Promotion Compensation 130

Allego

AUGUST 11, 2022

Many companies find that their teams work in silos. Instead of collaborating, they operate in parallel. But the pace of change means these companies can end up off the mark if they don’t work across teams, toward common goals. This is a common problem when it comes to creating sales content. Marketers don’t collaborate with sales and end up creating content that is ineffective and goes unused.

Hiring 116

Hiring Sales Enablement Webinar Metrics Face-to-face 116

Sales and Marketing Management

AUGUST 11, 2022

People are the intrinsic component to any company’s success. So, any business owner or operator must ask a very important question as they build their infrastructure: “What would make people want to work for my company?”. The post Why Would People Want to Work for Your Company? appeared first on Sales & Marketing Management.

Company 177

Company Marketing Sales 177

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

Hubspot Sales

AUGUST 9, 2022

Most salespeople aren't born ready to take on the field — with no need for guidance or insight. That's why leaders need to leverage effective sales training techniques to set reps on the right course and facilitate their professional growth. But training sales reps can be every bit as challenging as it is necessary — so to help you navigate the process, we asked real sales leaders to share some methods they use to bring new salespeople up to speed.

Training 116

Training Sales Outsourcing Sales Hubspot 116

The Center for Sales Strategy

AUGUST 10, 2022

Sales professionals know that cold email outreach is one of the most effective ways to land new clients. But, despite its effectiveness, many people are hesitant to try it because they don't know how to do it properly. If you're one of those people, don't worry. This guide will teach you everything you need to know about cold emailing. We'll cover the basics of creating a great cold email campaign, as well as some tips and tricks for increasing your chances of success.

Campaigns 23

Campaigns How To Sales Strategy 23

Sales Gravy

AUGUST 12, 2022

Putting Aside Time Every Day to Prospect Will Keep Your Pipeline Full Kaizen is a theory that developed in Japan after World War II and revived the country, their spirit, and their commerce. It’s similar to what we call “feeding the pipeline,” and involves the art of cumulative prospecting. If you set aside time every day for prospecting, you will find a steady flow of success and less stress!

Pipeline 107

Pipeline Prospecting Scale Face-to-face 107

Sales and Marketing Management

AUGUST 9, 2022

Forming channel partnerships is distinctly different than growing them. Here are 9 steps for each effort. The post Go and Grow appeared first on Sales & Marketing Management.

Channels 159

Channels Marketing Report Sales 159

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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

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Partners in Excellence

AUGUST 10, 2022

My social feeds are filled with advice and tips proclaiming, “If you just do this, you will blow away your quotas and max your comp plan!” Many of these seem to be focusing on that very first conversation with the customer. “Just use a pattern interrupt… ” “Say these words… ” “Do these sequences… ” There are others, focusing on specific objections, others may address closing, or how to handle the demo.

Guarantee 106

Guarantee Quota Objections System 106

Zoominfo

AUGUST 11, 2022

If you spend any time online, you’re bound to eventually encounter a pop-up at the bottom of the screen that reads something like, “this site uses cookies to improve your browsing experience,” along with the option to accept or decline all cookies and an explanation of how the website uses them. This policy disclaimer is required under privacy laws like the General Data Protection Regulation (GDPR) and the ePrivacy Directive , to give consumers more control over how their data is collected

Consumer 100

Consumer Data ACT Cost per Acquisition 100

Hubspot Sales

AUGUST 12, 2022

Imagine you run a brick-and-mortar store and a customer comes into the shop and wants to pay for a product. But, they don’t have any cash and would like to pay with a credit card. To accept the customer’s payment, you’ll need a payment gateway, or point of sale (POS) terminal to obtain payment information by card or mobile device. If you can’t accept their card, you might lose them as a customer to the competing store next door.

Banking 98

Banking Account Data Hubspot 98