Understanding the Sales Force

SEPTEMBER 12, 2022

Here in the US, this Sunday marked the first Sunday of NFL Football. It's the same (as always) but different (new games). In their season debut, my New England Patriots did their best impression of my Boston Red Sox and lost 20-7. Close game. I've written several articles (same as always) about OMG (Objective Management Group) Tailored Fits/Proofs of Concept where I analyze the differences between a company's top producers and bottom producers to identify the findings/scores that differentiate t

Comparison 314

Comparison Groups Objections Examples 314

Mr. Inside Sales

SEPTEMBER 12, 2022

Having trouble motivating your team? You’re not alone. Every member of your team has different skill levels, interest levels, and different ways of learning. Because of this, not everyone will respond the same way to your methods of managing and motivating, and that means you need different ways of motivating, mentoring, counseling, or even some babysitting.

Motivation 177

Motivation Face-to-face Gatekeeper Decision Maker 177

Sales and Marketing Management

SEPTEMBER 12, 2022

Starting every sales rep over each year at zero penalizes top performers and rewards bottom performers. It’s important to find ways to reward top performers and maximize inspiration for your team. The post Sales Quotas: The Harm of the Annual Start-Over appeared first on Sales & Marketing Management.

Quota 347

Quota Maximizer Sales Marketing 347

The Center for Sales Strategy

SEPTEMBER 12, 2022

Practicing effective communication and showing appreciation can strengthen client relationships. You need to have good relationships with clients to help your business grow and succeed. If they have helped you, make sure you compliment them as that contributes to improving sales performance through referrals.

Referrals 111

Referrals Sales Account 111

Advertisement

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

Selling Energy

SEPTEMBER 14, 2022

Most buyers like to have choices, and they get personal satisfaction knowing that they made the right choice. That said, be careful not to overwhelm your prospects with too many options. The perceived risk of making the wrong decision may become a roadblock to making any decision at all.

Comparison 90

Comparison Buyer Prospecting Marketing 90

Membrain

SEPTEMBER 11, 2022

I recently participated in a webinar with LeveragePoint on the subject of “establishing a value-centric culture in your B2B sales organisation”. It’s a topic I care deeply about, and I’ve included a link to both the recording and the deck at the bottom of this article.

Webinar Metrics 132

Webinar Metrics B2B Sales Sales Management 132

Partners in Excellence

SEPTEMBER 12, 2022

I’ve been writing a series on the importance of systems thinking in buying and selling. A fundamental issue we have to understand is “What happens when two independent systems intersect and have to work together?” As we, sellers, look at the various pieces parts of selling—marketing, sales, customer service, etc—we tend to optimize these systems to achieve our separate goals.

System 126

System Customer Vendor Objections 126

Sales Hacker

SEPTEMBER 15, 2022

In these challenging economic times, business as usual has been anything but – and like many sectors, B2B sales is in the midst of transition. A recent survey of B2B sales professionals commissioned by my company, Lusha, sheds light on the extent to which this critical industry is in a state of flux. We surveyed 500 B2B sales reps in the United States and found: 77% of respondents are struggling in the early stages of the sales cycle. 96% of reps feel they need supplementary help in their daily

Report 102

Report Survey B2B How To 102

Anthony Cole Training

SEPTEMBER 16, 2022

Conversation is much more pleasant than interrogation. This is important for an effective coach to remember because after two or three questions, a salesperson is going to feel like they are being attacked. This is also true for prospects.

Sales Management 233

Sales Management Coaching Conversion Sales 233

Advertisement

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 2.0

SEPTEMBER 15, 2022

I agree with Zvi Band the author of the book Success is in your Sphere that “relationships are our most important asset”. From everything I’ve seen, if you want to outperform in sales in the long run, you need to build your own network of people that know, like and trust you. No amount of technology or great messaging will get you even close to the salesperson with a top-notch Rolodex.

Fashion 195

Fashion Networking Facebook Follow-up 195

Sales and Marketing Management

SEPTEMBER 13, 2022

To make it through times of economic uncertainty, you need to be smarter about your go-to-market strategy. Here are the three main areas to focus on. The post B2B Resiliency In Times of Economic Uncertainty appeared first on Sales & Marketing Management.

B2B 194

B2B Strategy Marketing Sales 194

Mr. Inside Sales

SEPTEMBER 16, 2022

Quick tip this week. I worked with a client years ago, and he had a one-line rebuttal to the price is too high objection. Whenever a prospect told him that, he simply asked: “And besides price, what else is holding you back?”. That’s it. Simple. Direct. And powerful. This client understood that objections are generally smokescreens hiding other objections, so questioning it in this way immediately tells you whether it’s really price—or something else.

Face-to-face 156

Face-to-face Gatekeeper Licensing Decision Maker 156

SBI Growth

SEPTEMBER 14, 2022

In SBI’s CEO growth planning survey, it’s not surprising to see that nearly two-thirds of CEOs admit to having developed contingency plans for their businesses given the current macroeconomic conditions. However, our interviews revealed these plans are overly focused on rapid cost-takeout to preserve earnings in the face of a recession. In our view, these contingency plans lack clarity on defending growth bets or reallocating expenses to preserve – or even accelerate – growth in the face of rece

Face-to-face 156

Face-to-face Revenue Survey 156

Advertisement

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

Zoominfo

SEPTEMBER 13, 2022

Our latest updates and product improvements are live, with added features spanning our TalentOS, MarketingOS, and Chorus solutions — each one designed to help you do your job more effectively. TalentOS TalentOS has a new integration with Crelate, a software tool that saves recruiters time by automating their workflows. Now you can export candidate records from TalentOS and match or update existing accounts in Crelate, add candidates from TalentOS to Crelate job records, and push candidates direc

Microsoft 130

Microsoft Google Software Software 130

Sales and Marketing Management

SEPTEMBER 16, 2022

It’s not always obvious – even to banking and finance pros – how data can be used for consumer marketing in this unique space. Here are three examples of ways financial marketers are already using data to educate and illuminate customers. The post 3 Ways Financial Marketers are Using Data to Better Connect with Their Customers appeared first on Sales & Marketing Management.

Data 177

Data Banking Customer Marketing 177

Predictable Revenue

SEPTEMBER 12, 2022

Explore the top 5 sale coaching models used by high-performing sales leaders to maximize your return on investment and help reps retain sales training knowledge. Curious about cold calling best practices? In this post, we’re sharing our favorite cold calling methods, on-call best practices, and must-haves for effective cold calling. The post Cold Calling Best Practices appeared first on Predictable Revenue.

Cold Calling 135

Cold Calling Maximizer Sales Coaching Coaching 135

SalesProInsider

SEPTEMBER 16, 2022

What do you want to do differently? Do you want to: Create more outreach to new clients? Build better COI relationships? Update your CRM more regularly? Complete your follow up notes after meetings within 24 hours. Do you want to be a better advisor? A better parent, spouse, or friend? The Power of Habits. Doing those things differently means creating new habits.

Journal 133

Journal Face-to-face Exercises Energy 133

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

Membrain

SEPTEMBER 14, 2022

If you could push a button and choose between 14% growth next year and 30% growth, which button would you push? Assuming that this sales growth is stable, manageable, and healthy, most sales leaders would push the 30% button.

Case Study 129

Case Study Study Sales 129

Sales and Marketing Management

SEPTEMBER 14, 2022

Inflation can wreak havoc on many aspects of a carefully designed sales incentive program, but its direct and indirect effects are not necessarily obvious. To decide how to respond to inflation, CSOs must first understand how inflation can undermine quotas. The post CSOs: How Inflation Can Undermine Sales Quotas appeared first on Sales & Marketing Management.

Quota 177

Quota Incentives Incentive Sales 177

Partners in Excellence

SEPTEMBER 16, 2022

Recently, a reader wrote, asking a lot of questions about pipelines–what are they, why are they important, how do we leverage them, and so forth. At first, I was surprised by the question, I think of this as basic and fundamental to selling. As I reflected, I realized this is a bad assumption. For example, I know of very few sales training programs that teach pipeline concepts (we’ve been doing this for the past 30 years).

Pipeline 123

Pipeline Ideal Customer Profile Sales Cycle Forecasting 123

Force Management

SEPTEMBER 15, 2022

With the season for sales kickoffs approaching, the current economy is likely a driving influence on your plan. Given the shifting market dynamics, ensure you use your SKO resources where it matters most, and equip your team to drive lasting results long after the SKO ends. Affecting real change on sales behaviors requires more than a two-day SKO event or one-off virtual training session.

ROI 108

ROI How To Influencer Resources 108

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

The Center for Sales Strategy

SEPTEMBER 13, 2022

Although face-to-face meetings are happening more often, being creative and using video to stay connected with customers as well as propose and close business with new prospects is still a trend that’s not slowing down. The best sellers know it’s time to move from playing defense to playing offense because customers and prospects need help. They need solutions.

Sales Process 109

Sales Process Face-to-face Proposal Trends 109

Sales and Marketing Management

SEPTEMBER 16, 2022

The COVID-19 pandemic turned “Zoom” into a verb and proved to be a boon for sales of everything from alcohol and pets to home improvement materials and streaming content services. It also boosted the use of gift cards in employer-sponsored incentive and recognition programs. The Incentive Federation Inc. (IFI) reports that among companies that offer […].

Trends 156

Trends Incentives Incentive Report 156

Partners in Excellence

SEPTEMBER 15, 2022

Too many leaders seem to have given up. They take high attrition rates/turnover as “the way things are.” They manage strategies around low tenure (11 months for sellers and leaders). Low engagement, the great resignation, quiet quitting are now business constants that leaders have to manage around. Some give excuses, “Well GenZ is like that, they are very mobile and won’t stay with any organization very long… ” But then we see the same issue with every other g

Buying Cycle 106

Buying Cycle Lead Rank Lead Scoring Coaching 106

Appbuddy

SEPTEMBER 15, 2022

Spam traps are email addresses with the sole function of identifying and catching, well, spammers. Unfortunately, anyone can fall victim to a spam trap if they aren’t careful about contact list hygiene, opening them up to a slew of potential problems. . The best defense in your arsenal is to keep up with email best practices. But first, here’s everything you need to know about spam traps (and more importantly, how to avoid them).

How To 98

How To Campaigns Email Marketing Follow-up 98

Advertisement

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

criteria for success

SEPTEMBER 16, 2022

One of the most difficult aspects of a salesperson’s job is prospecting. As a sales manager, you can alleviate some of this prospecting pain by engaging your team in targeting and lead scoring. While lead generation is important , salespeople can run out of gas. If you're a sales manager, you’ve probably had a salesperson come to you wondering where to find more leads, what to say to a brand new prospect, or what to do with a non-responsive lead.

Lead Rank 98

Lead Rank Lead Scoring Ideal Customer Profile Sales Qualified Lead 98

Sales and Marketing Management

SEPTEMBER 16, 2022

Just as gift cards surged in popularity when the pandemic sent a majority of workers to home offices, incentive points programs also found new audiences. The ease of administration, touchless reward delivery and flexibility of reward choices helped incentive and engagement solution providers (IESP) increase business in the past two years. Respondents to a survey […].

Meeting 156

Meeting Incentives Incentive Survey 156

SalesLoft

SEPTEMBER 14, 2022

Sales managers want to give their sellers more time to sell. Sellers want to take that time to transform into productive revenue engines. Whatever the goal is, time is obviously a common denominator. . Automation gives you back time to help you achieve your sales goals. By automating certain tasks, you can free up more selling time and make your sellers’ long to-do lists a lot less daunting.

Sales Automation 98

Sales Automation Lead Rank Marketing Qualified Lead Lead Scoring 98