Alice Heiman
SEPTEMBER 13, 2021
FACT or FICTION: Virtual Sales are HARD. . A recent Gartner research study cited that “An overwhelming 93% of sales reps are experiencing significant virtual sales challenges.” . My friend Lauren Bailey posted about this on LinkedIn, and I responded with utter disbelief. . How can this be? It’s not that I don’t believe the research because Gartner is great.
Sales and Marketing Management
SEPTEMBER 13, 2021
Choose Success for Your Sales Incentive Program. The post The Choice is Yours. appeared first on Sales & Marketing Management.
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Anthony Cole Training
SEPTEMBER 16, 2021
A goal without a plan is only a wish. An effective sales action plan starts with collecting, measuring, and inspecting key success metrics that directly impact the end goal.
The Pipeline
SEPTEMBER 14, 2021
By Tibor Shanto. Ask any group of salespeople why they don’t like telephone prospecting, objections or rejections are number one on the list. While it may not be pleasant, it is a fact, so we need to learn to manage things. Which is not as had as people think, but most approach things emotionally, not with thought. While every cold call or prospecting call will result in an objection, the objections are not all that different.
Speaker: Jesse Hunter and Brynn Chadwick
Today’s buyers expect more than generic outreach–they want relevant, personalized interactions that address their specific needs. For sales teams managing hundreds or thousands of prospects, however, delivering this level of personalization without automation is nearly impossible. The key is integrating AI in a way that enhances customer engagement rather than making it feel robotic.
Understanding the Sales Force
SEPTEMBER 14, 2021
I was on the back of our property with my chain saw and I was ready to take down the third tree of the afternoon. I determined where the tree needed to fall, made the two front cuts to create a hinge and made the final cut in the back to take it down. Only it didn't go according to plan. Somehow, the tree began to drop right where I was standing, ninety degrees from where I intended.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Alice Heiman
SEPTEMBER 15, 2021
On this episode of the Sales Talk for CEOs Podcast, Alice speaks with Steve Benson, the CEO of Badger Maps , the #1 route planner for field sales. Steve and Alice discuss the importance for CEOs to have a background in sales when starting out and growing their company. . The #CEO of @BadgerMaps joins the SalesTalk for CEOs #podcast to share why it is so important for CEOs to be involved in sales and how involved they should be.
The Pipeline
SEPTEMBER 15, 2021
This week Lee Salz released his latest book, Sell Different! I invited Lee to sit down and break down the book for our listeners. I would recommend getting the book, listening to the interview, and taking advantage of the specials offered. The post The Breakfast For Champions Podcast Special – Sell Different! book discussion appeared first on TiborShanto.com.
Understanding the Sales Force
SEPTEMBER 17, 2021
Have you ever attempted to complete a jigsaw puzzle when the entire puzzle is a solid color? You dump all the pieces on the table and say to yourself, WTF? Have you ever come to a strange intersection and the signs are pointing in every possible direction? You sit there with drivers leaning on their horns, urging you to move and you're looking at the signs and wondering, WTF?
Sales and Marketing Management
SEPTEMBER 13, 2021
Marine Star Automatic The Marine Star collection’s classic styling features bold accents, automatic movements and iconic dial patterns, all with a minimum of 100 meters water resistance. Sailing watches designed with functionality and style in mind available in a variety of designs. Contact: Adrienne Forrest, Vice President of Corporate Sales at Citizen Watch Group at […].
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Are you struggling with slow quoting cycles, complex product configurations, and disconnected data in your manufacturing/distribution business? This article will help. Learn how industrial companies are revolutionizing sales processes with an integrated platform that includes quoting, inventory, and service, providing real-time data and offline access for field teams.
Partners in Excellence
SEPTEMBER 15, 2021
Too often, when sales people talk about value, it seems it’s some sort of fixed outcome customers should expect if they buy the sales person’s solution. Corporate web sites and sales people talk about, “Our value proposition is… ” In all honesty, when in my early years in selling, I tended to position value as the endpoint customers would achieve if they bought the products I sold.
The Pipeline
SEPTEMBER 13, 2021
Subscribe today, and take the Breakfast on the go! Brooke Friendly is an experienced Marketing Director developing diverse customer solutions and revenue generating campaigns through new and innovative content for digital, web, video, radio, print & social media on a national scale. Brooke is NPS certified and has a passion for collaboration and creativity and skilled in Campaign Strategy and Design, Marketing Management, Sales, SEO and Loyalty Rewards.
Membrain
SEPTEMBER 15, 2021
Ever since my son told me about how mycorrhizal fungi work with trees to exchange nutrients, I have been fascinated by the parallels between fungi and the sales profession. A few weeks ago, I had the pleasure of interviewing Daniella Floss about her work understanding the relationships between plants and fungi, which you can read about here.
Sales and Marketing Management
SEPTEMBER 13, 2021
Continued remote work, a tight labor market and increased employee burnout have made companies’ non-cash recognition efforts more important than ever. The post Money Doesn’t Always Change Everything appeared first on Sales & Marketing Management.
Advertiser: ZoomInfo
Modern go-to-market teams know it takes more than one email to break through the noise. Multiple touchpoints means more ways to get your pitch right — and, potentially, more ways to be wrong. The good news? Once you know how to write compelling, one-off emails to entice prospective customers, you can easily do the same across a short sequence of emails.
Partners in Excellence
SEPTEMBER 13, 2021
I was talking to a great sales person the other day. We’ve been talking for several months about how to improve his prospecting. In our last discussion, he said, “Things have changed completely, I’m now having the right conversations with my prospects!” It’s a common challenge, we struggle to get our customers to respond, we struggle to engage, we don’t make the progress we hope for.
John Barrows
SEPTEMBER 12, 2021
James Buckley takes over Make It Happen Mondays podcast this week as he brings on guest Ashleigh Early, founder of The Other Sales Coach and podcast host of “The Other Side of Sales”, to share their opposing views on sales reps leaving voicemails. Ashleigh believes salespeople should not leave voicemails in general, with some caveats, “because the 20-30 seconds spent leaving one does not garner an ROI” James likes to leave notes that are short & sweet with a little bit of context
Membrain
SEPTEMBER 12, 2021
For a long time, the only objectives I used for major accounts were very specific business objectives: “We will increase turnover by X%” or “We will introduce two new programs and increase our profitability by Y%.”.
Sales and Marketing Management
SEPTEMBER 17, 2021
The myth of cold calling is that persistence wins out. In reality it simply burns people out. Timing cold calls properly opens up more opportunities for conversations as well as conversions. The post Remove the Mystery from Cold Calling appeared first on Sales & Marketing Management.
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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.
Partners in Excellence
SEPTEMBER 13, 2021
95% of our prospecting is just wasted time, so just stop it! It’s too much time to find that 5% who want to talk, and if they really do, they’ll reach out to you anyway, inbound is so much easier. Think about all the time you are wasting. You are sending those 1000’s of emails–granted, it doesn’t really take that much time, you’ve automated it.
Zoominfo
SEPTEMBER 14, 2021
As anyone who works at ZoomInfo will tell you, we move fast and with purpose. So it’s no surprise that less than two months after acquiring Chorus , a conversation intelligence platform, we worked quickly to upgrade the integration between the products. These upgrades focus on three areas: Easier access to Chorus’ Momentum Insights feature Automatic transcription of calls from ZoomInfo Engage More accurate data feeding into Chorus The integrations help revenue teams develop stronger prospect and
Predictable Revenue
SEPTEMBER 13, 2021
An efficient sales process that consistently gets qualified prospects can quickly hone in on the prospects that are more worthwhile to chase. The post Get More Qualified Sales Prospects And Stop Chasing Your Tail appeared first on Predictable Revenue.
Julie Hanson
SEPTEMBER 13, 2021
If you’re finding it difficult to build remote relationships with customers, partners and teams and – you are not alone. Of course, there are the ongoing challenges to virtual relationship building – lack of eye contact, missed (or mixed) signals, and inattentiveness, to name a few. But at the root of this inability to connect is something most fail to recognize: The traditional communication loop which we’ve learned to rely on is broken in a virtual world.
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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.
Partners in Excellence
SEPTEMBER 11, 2021
Today, we will read dozens of heartfelt remembrances of 20 years ago. I’ve already read a few from friends who were supposed to be in those buildings at the time. Their writing brings back stark memories. I spent the first 12 formative years of my career in Manhattan. Through the 80’s much of my time was spent “downtown” in the financial district.
Sales and Marketing Management
SEPTEMBER 13, 2021
Polls show people want to travel again, but on their terms and timeline. The post Experiences Will Always Motivate People to Excel appeared first on Sales & Marketing Management.
Predictable Revenue
SEPTEMBER 16, 2021
Doug C. Brown, CEO of Business Success Factors, explains the process to avoid common mistakes when building your sales organization for the first time. The post How To Build Your Salesforce For The First Time appeared first on Predictable Revenue.
Gong.io
SEPTEMBER 17, 2021
Sales cliche: Top sales pros could sell ice to eskimos. Sales reality: Today’s top sellers know their jobs aren’t about tricking buyers into a sale. Your job isn’t to use closing techniques, it’s to lead. Here are 8 sales closing questions that are 0% closing gimmicks and 100% effective. But first, a quick scenario: Here’s where things go wrong (and how to fix it).
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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.
Partners in Excellence
SEPTEMBER 14, 2021
I have to admit, and apologize to a few folks, I lost it in a meeting today. We were talking about an account strategy. The sales person wanted to meet with the top executives of a very large corporation. I’d been asked to help strategize this and help figure out how they attract the attention to the top executives. “How is what you do important to these executives?
Sales and Marketing Management
SEPTEMBER 13, 2021
Keeping your best workers has never been more important — and for many managers, never more challenging. Employee engagement platform TINYpulse offers these insights for recognizing remote workers, a proven component of retaining top talent. Peer-to-peer recognition – Co-workers recognizing colleagues’ efforts strengthens relationships and keeps employees engaged.
Janek Performance Group
SEPTEMBER 14, 2021
“Winning isn’t everything, it’s the only thing,” is a quote you will never hear Nick Saban say. Why? Because Saban is committed to the process, not the outcome. The secret that Saban learned and sales teams can benefit from is that a process-focused team will outperform an outcome-focused team. Before Saban started his dynasty at Alabama, he was the head coach at Michigan State.
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