Sales and Marketing Management
SEPTEMBER 6, 2022
If your team's sales presentations follow the same tired formula that everyone else uses, you won't stand out, you won't be remembered, and you probably won't close enough deals. This eight-step presentation structure will solve that. The post Stop Losing Deals Due to Poor Presentations appeared first on Sales & Marketing Management.
Anthony Cole Training
SEPTEMBER 8, 2022
In analyzing those salespeople who are successful year after year, we find significant consistencies in prospecting behavior and practice management. These top sales producers adhere to “The ONLY "A" priority is prospecting” principle. Successful salespeople service accounts just like everyone else. They also have fires to put out and meetings to attend.
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The Center for Sales Strategy
SEPTEMBER 7, 2022
Can you believe that a third of adults have distanced themselves from people because of a misunderstanding in text communication? Even with verbal communication, it's not hard to see how this could also be common in business. Simply put, communication is the foundation of successful sales. It's also your best tool for figuring out a client's needs. Are you wondering what to do when requests mask a client's true needs?
Steven Rosen
SEPTEMBER 8, 2022
Make The Leap from Good to Great. Are you a good sales leader or a great sales leader? Do you want to make the leap from good to great? What makes a great sales leader? I have found that the two most important critical success factors to being a great sales leader are: Top sales leaders build winning teams by coaching , engaging and being a BOLD leader.
Speaker: Jam Khan, SVP, Product Marketing at ZoomInfo & guest speaker Amy Hawthorne, Principal Analyst from Forrester
Buying signals extend well beyond intent. They give go-to-market teams the chance to know everything about their customers. With buying signals, they can reach more customers and win more deals. Join Jam Khan, SVP, Product Marketing of ZoomInfo and guest speaker Amy Hawthorne, Principal Analyst from Forrester for this new webinar where you'll find out how marketing teams operate more efficiently and sales teams close more business when they act on buying signals, not just intent!
Selling Energy
SEPTEMBER 6, 2022
In a previous blog I discussed two strategies (see “ Intonation and Silence ”) that when used effectively will impact the outcome of the conversation. The power of your question with a downward intonation is magnified greatly by silence afterwards. I tell my students that if they themselves feel uncomfortable with silence and feel an urge to break it, they should just take a sip of water, or even apply some lip balm… Your prospect knows that you’re not going to be the next one talking with a gla
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Membrain
SEPTEMBER 4, 2022
Recently, I was speaking to the leadership team of a sales organization. They were struggling with getting their people to develop and execute their account plans.
Sales Hacker
SEPTEMBER 7, 2022
60% of sales leaders are not confident that they’ll hit their revenue goals. With a global market more reactive and volatile than ever, this is an incredibly stressful environment for both your sales reps and your management team. That’s why we need to ensure your pipeline is predictable and in a secure space to lighten the pressure (letting your teams get back to doing what they do best: prospecting and selling).
Predictable Revenue
SEPTEMBER 9, 2022
Yoav Susz joins the Predictable Revenue podcast to discuss how contract management can shorten the outbound sales cycle and provide a better customer experience. The post How Contracts Can Put The Wind In Everyone’s Sales appeared first on Predictable Revenue.
Sales Hacker
SEPTEMBER 7, 2022
Ever wonder what really happens behind the scenes of hiring salespeople (for a high-performing sales team)? It’s not as simple as it sounds. Most companies focus on the skills and experience they’re looking for but forget about culture fit and work ethic. Those are important but there are a few secret ingredients that should be at top of your list that may shock you.
Speaker: Mike Rizzo, Founder & CEO, MarketingOps.com and Darrell Alfonso, Director of Marketing Strategy and Operations, Indeed.com
Though rarely in the spotlight, marketing operations are the backbone of the efficiency, scalability, and alignment that define top-performing marketing teams. In this exclusive webinar led by industry visionaries Mike Rizzo and Darrell Alfonso, we’re giving marketing operations the recognition they deserve! We will dive into the 7 P Model —a powerful framework designed to assess and optimize your marketing operations function.
Bernadette McClelland
SEPTEMBER 5, 2022
‘I’m so sorry girls but I’m out!’ No sooner than those words came out of my mouth I felt feelings of conflict. On one hand I was concerned about spoiling an experience for others and on the other hand I was concerned about my own health. This Saturday just gone I went hiking with my friend and walking buddy, Liz and three of her friends.
Understanding the Sales Force
SEPTEMBER 7, 2022
Yesterday, although I wasn't looking for it, I found my laptop charger that I misplaced a few weeks ago. Today, I found a shirt I wasn't looking for. It was purchased in May, but I had forgotten about it. Later today, a post appeared in my LinkedIn feed and although I wasn't looking for an article by a physician, I read it and am so glad I did. Would you like to know what I loved about that article?
Sales 2.0
SEPTEMBER 6, 2022
I must admit to being a bit partial to the sales approaches laid out in Jamie Shanks’s book SPEAR Selling. Many of my thoughts on how to sell to major accounts show up on the pages of this book. Here’s a quick run through on a couple of the major elements of the book. Account Selection. In my opinion, there are some important insights in SPEAR Selling about how to select target accounts.
Sales and Marketing Management
SEPTEMBER 8, 2022
When sales and marketing teams align properly on virtual events, the sales cycle can be shortened and smarter decisions can be made about who to target, which can lead to positive revenue outcomes. The post How Marketing and Sales Teams Work Hand in Hand to Succeed appeared first on Sales & Marketing Management.
Speaker: Brendan Sweeney, VP of Sales & Devyn Blume, Sr. Account Executive
Are you curious about how artificial intelligence is reshaping sales coaching, learning, and development? Join Brendan Sweeney and Devyn Blume of Allego for an engaging new webinar exploring AI's transformative role in sales coaching and performance improvement! Brendan and Devyn will share actionable insights and strategies for integrating AI into coaching and development - ensuring personalized, effective, and scalable training!
SBI Growth
SEPTEMBER 8, 2022
Taking a focused approach to value creation in the upcoming months will be the strategy for companies looking to maintain and accelerate growth during uncertainty. Now is not the time to be agile; it’s a time for clarity among the chaos. Last week, SBI gave a high-level overview of the suggested annual planning process. During this and the weeks ahead, we will take a deeper look into each step with recommendations on creating and tracking your growth plan.
Mr. Inside Sales
SEPTEMBER 6, 2022
Are you still looking for a dynamic speaker or trainer to kick off 2023? If so, then reach out to Mike Brooks today to see if your event date is still available! By booking Mike Brooks, Mr. Inside Sales, you will ensure that your inside sales team returns to their offices not only pumped up, but also equipped with proven sales skills they can use to instantly perform better!
Smooth Sale
SEPTEMBER 7, 2022
Photo by Geralt via Pixabay. Attract the Right Job Or Clientele: Stress-Busting Tips: Before, During, And After Work For You. Our collaborative blog, Stress-busting tips: before, during, and after work for you, can most likely help most people.Reducing your stress at work will reduce the stress for everyone else too. If you arrive to work every day and lead a stressful day, it can impact the people around you.
Sales and Marketing Management
SEPTEMBER 7, 2022
By automating your B2B marketing strategy, you may well achieve a level of service, efficacy, and success that you could never before have imagined. The post Automating Your B2B Marketing Strategy appeared first on Sales & Marketing Management.
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Quotas need to be hit. Revenue goals need to be met. This reality makes shortening sales onboarding time a top priority. Organizations with a standard onboarding process boost employee retention by 58% and increase productivity by 50%. Unfortunately, many companies struggle with inefficient processes that lead to high turnover and missed revenue opportunities.
Partners in Excellence
SEPTEMBER 9, 2022
There’s the old children’s song, “The Skeleton Dance.” It starts with “the foot bone is connected to the leg bone, the leg bone is connected to the knee bone…” It’s really a discussion of systems. The human body wouldn’t function without all the components or subsystems working together. Business and what we do as sellers is a set of interconnected/interdependent subsystems.
Membrain
SEPTEMBER 7, 2022
When choosing a new CRM or other software for your company, you naturally want to know which of your systems it will integrate with. But sometimes choosing a platform based on available technology integrations can lead you astray.
Zoominfo
SEPTEMBER 7, 2022
You’ve probably heard by now how intelligent lead routing — an automated system of processing leads — can help sales teams improve their speed to lead and ensure nothing falls through the cracks. But finding the best lead routing software for your business takes special consideration — your team has unique needs, and all lead routing solutions are not created equal.
Sales Gravy
SEPTEMBER 9, 2022
Ever wondered how you can get the attention of that elusive prospect you've been chasing? You know the one. The big fish that is your ticket to President's club a huge commission check. You know how to sell - that's your job, after all - but getting CEOs and other VIPs to call you back is the tricky part. So what if that impossible-to-reach person weren't so impossible to reach after all?
Speaker: Alex Moore, Co-Founder of Stratagon Marketing & Technology
Ever wondered why sales and marketing teams often struggle to collaborate effectively? Diverging goals, poor communication, and conflicting strategies frequently create silos, leading to a disconnect where marketing efforts fail to translate into substantial sales conversions. Enter Account-Based Marketing (ABM). ABM aligns marketing and sales efforts toward specific target accounts, fostering personalized interactions with high-value prospects.
Sales Hacker
SEPTEMBER 8, 2022
One of the oldest truisms in sales is that recruiting new clients costs more than retaining them ( five to 25 times more costly, depending on the industry). The recent news about inflation has all companies rightfully worried about their short-term financial prospects. Companies targeting B2B buyers must work twice as hard to retain clients who may be looking to cut costs.
Hubspot Sales
SEPTEMBER 6, 2022
According to HubSpot’s 2022 Sales Strategy Report , the third most popular goal for sales professionals in 2022 is prioritizing relationships with existing customers over new ones, and they’ll do so through upselling and cross-selling. In this post, we’ll discuss everything you need to know about: Upselling, Cross-Selling, and Down-Selling: What Reps are Doing.
Zoominfo
SEPTEMBER 6, 2022
It’s been a summer full of contradictions for the US economy. As recovery from the pandemic continues, we’ve experienced a tumultuous period of labor shortages, inflation, and now fears of an impending economic downturn. However, while some industries are facing very hard times and difficult choices, others are still booming. “We’re just in this weird economy that sometimes feels like a recession, but is growing at the same time,” says Robert Daugherty, senior vice president of global tale
Allego
SEPTEMBER 8, 2022
Of all the social media platforms, LinkedIn has proven to be the best for reaching and engaging with business professionals. It has 850 million members in more than 200 countries and territories worldwide. More than 58 million companies are listed on the platform. And in 2021, LinkedIn saw a 55% increase in conversations among connections. What you might not know is that LinkedIn members also publish a wealth of information, tips, and advice for their peers via LinkedIn articles and newsletters.
Speaker: Jesse Simms, VP at Giant Partners
This new, thought-provoking webinar will explore how even incremental efforts and investments in your data can have a tremendous impact on your direct mail and multi-channel marketing campaign results! Industry expert Jesse Simms, VP at Giant Partners, will share real-life case studies and best practices from client direct mail and digital campaigns where data modeling strategies pinpointed audience members, increasing their propensity to respond – and buy.
Sales Hacker
SEPTEMBER 6, 2022
When setting sales goals for your retail employees — or for any employee, really — there are usually two things to keep in mind: Those goals need to be realistic and clearly defined. But I urge you to think of a third aspect — motivation. What drives your retail employees to achieve the goals you set for them? I’ve been leading sales teams since 2014, and believe me when I say I’ve seen a few things.
Force Management
SEPTEMBER 7, 2022
The best leadership requires a combination of skill and character. Last month's guests on the Revenue Builders podcast shared the qualities that they've found to separate the good leaders from the great. Dig into these leadership stories and hear key takeaways from individuals who come from diverse backgrounds, industries and cultures. From military-level discipline to the ability to be vulnerable, there's a quality in each episode that each of us can aspire to as leaders.
The Center for Sales Strategy
SEPTEMBER 8, 2022
Over 13 million workers hold sales or sales-related positions in the United States. Any experienced sales professional knows that the key to generating leads is sales prospecting. In sales, it's crucial to focus on potential customers that are likely to buy your product. Not only does prospecting generate more leads, but it also ensures that you're selling to someone interested in what you're selling.
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