Selling Energy
SEPTEMBER 21, 2022
Is your sales team performing at its best? Probably not, but corporate managers tend to overlook even lackluster sales performance as long as company profits continue to climb.
Rob Jolles
SEPTEMBER 23, 2022
Back in the good old days, I remember the typical sales training programs I taught were two weeks long. As time has gone by, and based on the demands of my customers, I have shortened it to five days… then to three… then to two… sometimes to one… occasionally to a half-day… and every now and then, and hour. I’m not in the business of wasting people’s time, so I suppose the question is this: Can you really learn to sell in a quicker timeframe?
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Force Management
SEPTEMBER 22, 2022
Times of economic uncertainty and decreased consumer confidence are inevitable, and these downturns during the economic cycle can be particularly challenging for sales organizations. It’s no secret that 2022 trends show a leveling of growth and steadily declining consumer confidence across global markets. Even though market stagnation can make it harder for your team to sell and meet quota, it also offers an opportunity to distinguish yourself from the competition and double down on sales fundam
Steven Rosen
SEPTEMBER 20, 2022
BOLD Sales Leaders will perform best in a rapidly changing environment. It is not the most competent or the smartest sales leader that will survive, but rather the sales leader that is BOLD and can adapt to change will thrive. There is no denying that you, your people, customers, suppliers, and stakeholders are dealing with unprecedented change. Inflation, supply chain issues, the great resignation , competing demands, information overload and resulting overwhelm have consumed most sales leaders
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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.
Lead411
SEPTEMBER 22, 2022
Buyer Intent Best Practices: How to Build a Successful Buyer Intent Process. You know buyer intent is important. Successful companies are using it, and you want in. So what are the first steps to get the most out of buyer intent data? This brief overview will outline the best practices, tips and tricks to get the most out of your buyer intent data so you can join and successfully leverage this powerful marketing/sales tool.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Membrain
SEPTEMBER 21, 2022
I’ve been on a mission to elevate the sales profession from the very beginning of my entrepreneurial career, almost without realizing it. As a young salesperson, I resisted the manipulative sales tactics I was being taught. In my first company , Upstream, I proceeded to make every possible sales mistake and saw that what we were told to do simply doesn’t work.
The Center for Sales Strategy
SEPTEMBER 22, 2022
72% of the population wants hybrid work for the future, so more businesses are forced to adjust to this new setup. But finding a balance between working from home and being social can be challenging. For instance, you still need to conduct regular team meetings and manage different personality types. Thankfully attracting sales talent is only one part of the puzzle when shifting to a remote staff management strategy.
Understanding the Sales Force
SEPTEMBER 22, 2022
A few years had passed since the last time I wrecked an hbr.com (Harvard Business Review online) article about sales. If you haven't been reading the Blog for the last sixteen years you may have missed my previous fourteen take downs. Why Do You Think Harvard Business Review Does This When it Comes to Sales? The Challenge of the Challenger Sales Model - The Facts Harvard Business Review Blog Off Target on Sales Greatness Harvard Business Review Blog Post Gets Salespeople Wrong Harvard Business R
Sales and Marketing Management
SEPTEMBER 21, 2022
Here are the three best practices that marketing and sales teams at B2B technology companies should utilize to achieve shorter and more frequently successful paths to customer conversion. The post The 3 Recognitions That Accelerate B2B Tech Sales and Marketing Success appeared first on Sales & Marketing Management.
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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.
Mr. Inside Sales
SEPTEMBER 20, 2022
What’s the number one blow off prospects use these days? “Can you email something to me?”. If you think about it, that’s the perfect stall. They aren’t saying no, and it implies that they’ll talk to you later…. Unfortunately, later becomes never, as chasing down busy professionals—especially people who now don’t want to be followed up with—becomes nearly impossible.
SBI Growth
SEPTEMBER 21, 2022
Leadership teams tend to activate multiple growth levers and ultimately cause friction in the business—a common problem. For CEOs wanting to create clarity and drive growth amidst uncertainty, they need to get on their front foot and drive relentless focus on a short set of key growth imperatives.
Understanding the Sales Force
SEPTEMBER 19, 2022
The Sony PlayStation, Gorilla Glue, Aquafina, and The George Forman Grill were all introduced in 1994. You've heard of those but have you heard of Vamp Nail Polish or KoronaPay? They were also introduced in 1994.
Sales and Marketing Management
SEPTEMBER 20, 2022
Video prospecting helps increase your chances of getting leads, generating conversions and contributing to your company’s bottom line. Here are some tips for strong video prospecting. The post How to Use Video Prospecting to Get More Leads appeared first on Sales & Marketing Management.
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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.
Mr. Inside Sales
SEPTEMBER 23, 2022
So many sales reps hate hearing NO. In fact, constant rejection is the number one reason most sales reps dislike sales. One of the most useful things you can do, however, is to embrace getting a no, and reframe it for what it is: Simply someone getting out of your way and helping you get to your next buyer faster. I realized a long time ago that I was going to get a lot more no’s than I was yes’s.
Predictable Revenue
SEPTEMBER 19, 2022
Should marketing come before outbound sales? Here are 5 reasons why startups should nail down their marketing foundations before building a sales team. The post Why Start-Ups Should Nail Down Their Marketing Before Building a Sales Team appeared first on Predictable Revenue.
Hubspot Sales
SEPTEMBER 22, 2022
In the HubSpot Blog's recent survey of over 500 sales professionals, we tried to see what sales leaders hope to achieve when training reps and the top sales coaching tactics they use to get there — and our survey produced some interesting insight on both fronts. Here, we'll take a closer look at sales leaders' primary coaching goals — along with some perspective on the methods they use to achieve them.
Sales and Marketing Management
SEPTEMBER 19, 2022
Navigating these two categories of adversity, best described as macro and personal, are key to driving growth and employee retention. The post Sales Leadership Through Adversity appeared first on Sales & Marketing Management.
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.
Partners in Excellence
SEPTEMBER 21, 2022
I read a fascinating study from GTM Partners. One of the observations was, “There is an average of 8 handoffs in the average customer acquisition and delivery process.” As I read that, the image of eating in a cafeteria struck me. Think of the last cafeteria you ate in. A mind numbing experience. You grab a tray, start walking down the line.
Membrain
SEPTEMBER 19, 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.
Zoominfo
SEPTEMBER 22, 2022
In 2011, Scott Brinker compiled the first of many marketing technology “Supergraphics,” illustrating the rapid growth of companies supplying digital marketing tools. The original displayed the logos of 140 prominent marketing tech brands. Today, that chart contains nearly 10,000 logos. Buyers have unprecedented tech choices, making the martech landscape more competitive than ever.
Sales and Marketing Management
SEPTEMBER 22, 2022
A well-defined channel strategy is critical to finding the best ways to get a product to the end customer, most typically through intermediaries in the distribution network and, from there, to a reseller or vendor that makes the final sale. The best channel strategies are those that start with a true and deep understanding of […]. The post Two Marketing Tactics That Can’t Happen In a Silo appeared first on Sales & Marketing Management.
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!
Partners in Excellence
SEPTEMBER 22, 2022
I’ve seen a series of posts offering tricks and techniques to eliminating objections. Every day, we see experts commenting on objections, “how to overcome them, how to handle them, how to eliminate them.” Objections are often positioned as a battle between sellers and the customer, with our objective to prevail, defeating the customers’ objections.
Hubspot Sales
SEPTEMBER 20, 2022
With social media, you can prospect at your fingertips — and sidestep the awkwardness of a traditional cold call. Of course, you can't afford to spend hours on social media each day, so which channels are worth your time? The HubSpot Blog surveyed 500+ sales professionals to uncover the best social media channels for prospecting. Read on to learn more about social prospecting, and discover which social media channels are most effective.
Zoominfo
SEPTEMBER 20, 2022
In an economy driven by rapid growth and rapid change, companies that sit still are falling behind. For revenue operations leaders, that means a foundation of high-quality data is only a starting point. To ensure your company can grow and thrive in an unpredictable economy, you need go-to-market data that changes as fast as your total addressable market.
Sales and Marketing Management
SEPTEMBER 17, 2022
Money will likely always be the top answer when workers are asked what motivates them most, but new generations of employees who are more conscious of non-monetary factors on their quality of life have closed the gap in terms of what motivates most effectively. Intangibles such as interesting work, growth opportunities and autonomy are primary […].
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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
The Center for Sales Strategy
SEPTEMBER 19, 2022
The most successful leaders understand business and are conceptual thinkers. They naturally see the bigger picture of what is ahead and consider the cause and effect of their actions. Their natural curiosity leads them to be forward-thinking, taking chances to adapt to what is needed for future success. With this ability, their analytical thinking affords them to make sound decisions and learn from mistakes made along the way.
Allego
SEPTEMBER 22, 2022
The pandemic changed financial services sales forever. Wholesalers, advisors, and other client-facing professionals must adapt to a hybrid world. But some things haven’t changed. Winning sales professionals have tactical skills that help them win business. They know how to develop and nurture client relationships, stay up to date on products and the market, add value and differentiate from competitors, and handle objections—to name just a few things.
Sell Courses Online
SEPTEMBER 21, 2022
The number of mobile users has grown significantly over the past ten years. Today, over 50% of all internet traffic happens … How to Launch a Membership App: The Best Solutions in 2022 Read More ?.
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