Gong.io
JANUARY 12, 2022
Ah. Sales scripts — the elusive and oft-discussed topic on every sales team’s agenda (or should be). Sure, some Sales teams seem to be more script-driven than others, but have you ever considered exactly what makes up a sales script ? Or how you could use a sales script to boost your conversion rates? . As always here at Gong, our recommendations are based on data … not assumptions.
Janek Performance Group
JANUARY 11, 2022
With a new year, many people set resolutions. These often list things they can do to better themselves, such as joining a gym, reading more books, eating vegetables. While these are all great for self-improvement, they are typically not geared toward elevating professional performance. But doesn’t the new you deserve new success? For many salespeople, along with personal resolutions, it’s helpful to set new sales goals.
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Partners in Excellence
JANUARY 11, 2022
We know to master any skill, it takes practice. It may be Malcolm Gladwell’s 10,000 hours to mastery. Or we look at what great athletes, artist, musicians, and others do. They are constantly practicing to improve their skills and capabilities. We know that to get really good at anything, we have to continue to work on developing our capabilities to do the things that produce the outcomes we hope to achieve.
No More Cold Calling
JANUARY 13, 2022
There are predictions, and then there’s reality. I’ve never liked predictions. I’m not an economist and I’m not a fortune teller. Yet, we’re asked to make predictions all the time. I understand that predictive analysis tools can be accurate at forecasting business trends and sales performance. But what will happen in 2022? That depends on whom you’re talking to and what their biases are.
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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.
SBI Growth
JANUARY 12, 2022
The “war for talent” dominated headlines and SBI client conversations across 2021, with attrition rates ranging from 25-60%, and leadership teams scrambling to both backfill open roles and future-hire sufficient headcount to achieve growth goals.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Anthony Cole Training
JANUARY 13, 2022
One of the biggest sales challenges to overcome is a prospect who becomes indifferent when they decide that doing nothing is the easiest thing to do. How do you challenge the decision and not the prospect to help them overcome their choice to maintain the status quo?
The Pipeline
JANUARY 11, 2022
By Tibor Shanto. I’ve read several pieces offering suggestions that now is the time to develop the right plan for the year ahead. One can argue about the timing, some, me included, would say the planning should already have been done. January, or any first month of a fiscal year, should be used to hit the ground running, not planning. But if you’re going to plan, there is more to it than Territory or Account Planning.
Allego
JANUARY 13, 2022
Life remains turbulent, but Allego maintains a steady course—continuing to advance, innovate, and achieve new levels of success. In doing so, the company garnered the attention of several organizations during 2021, winning awards and accolades for its technology, customer service, and workplace culture. Thanks to the efforts of our teams, who sincerely gave it their all this past year, we surpassed achievements received the year before.
Membrain
JANUARY 12, 2022
Implementing the right sales methodology for your complex B2B team can provide a major boost to sales effectiveness. But choosing the right methodology training company can be a challenge.
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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
JANUARY 10, 2022
To the annoyance of most school children, virtually every night, their parents ask a question, “Did you do your homework?” Growing up, sometimes I would blow off doing my homework, I’d not lie, but I’d find a way not to answer the question. Eventually, that would catch up with me, I’d not be prepared for class, my grades would suffer.
The Pipeline
JANUARY 10, 2022
Subscribe today , and take the Breakfast on the go! Sean McAuliffe is a solutions-oriented entrepreneur who built a multimillion-dollar business from strategic inception to successful acquisition. Since founding his first company, IKS (International Key Supply), in 2012, Sean has grown the organization from a part-time e-commerce gig to a full-time multichannel business that generates $28M+ in annual sales and employs a growing staff of more than forty team members. .
The Center for Sales Strategy
JANUARY 10, 2022
The pandemic has brought about numerous changes in the way we work and interact within our organizations, and it has also affected the way we develop, deliver, and assess employee training. There has long been a push to incorporate more technology into training programs and the last two years have acted as the accelerant needed to push learning and development to new levels.
Sales and Marketing Management
JANUARY 12, 2022
Many B2B sales cycles are painfully long as it is. Digital contracting streamlines the entire contract lifecycle, from generation to negotiation to fulfillment, and beyond. The post How Digital Contracts Improve the B2B Buyer Experience 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.
Membrain
JANUARY 9, 2022
I believe that it would be hard to argue that B2B selling hasn't changed significantly in recent times - and equally hard to deny that it will inevitably continue to evolve.
Anaplan
JANUARY 11, 2022
What is S&OP (Sales and Operations Planning)? S&OP, or sales & operations planning, is a monthly integrated business management process that empowers leadership to focus on key supply chain drivers, including sales, marketing, demand management, production, inventory management, and new product introduction. With an eye on financial and business impact, the goal of S&OP software […].
Hubspot Sales
JANUARY 12, 2022
Revenue and profit are two of the most prominent, crucial metrics every business needs to track if it wants to understand its performance, forecast effectively, and spend wisely — among a host of other key functions and activities. Each term is distinct in its application and measurement, but despite those differences, the two concepts are often conflated.
Force Management
JANUARY 11, 2022
Product-led growth (PLG) is leading many B2B companies to drive rapid revenue success. While PLG solutions can propel organizations forward efficiently, this approach also brings specific and complex challenges of its own. If your company is aiming to scale revenue, your cross-functional team may already be considering shifts to go-to-market (GTM) distribution efforts and strategies.
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!
The Center for Sales Strategy
JANUARY 14, 2022
- MOTIVATION -. "Don't find fault, find a remedy.". - AROUND THE WEB -. > Increasing Employee Engagement to Achieve a Successful, Sustainable Organization – The Great Game of Business. Markets shift, economies surge and ebb, leadership changes, but the constant in every organization is the intrinsic motivation of staff. They are propelled by the same basic wants and needs as pre-industrial revolution workers.
Janek Performance Group
JANUARY 12, 2022
In pop culture, salespeople are often portrayed as unscrupulous, money-hungry manipulators. Of course, this is not only offensive; it’s also patently false for professional sellers! However, one lesson of the pandemic is that hard-sell techniques will not work. In uncertain times, buyers cannot be bullied or cajoled into spending money on things they don’t need.
Allego
JANUARY 12, 2022
Whether you call them New Year’s resolutions or goals, many of us are setting action items to help us improve in 2022. Scrolling through LinkedIn recently, I saw several sales leaders sharing their goals. One common theme: They want to empower their sales teams to succeed. As Curt Sanders, senior manager, inside sales at WillScott, posted : “My work #resolution this year is to keep that focus on the folks that trust me with their careers and success to keep them growing and evolving to better th
SalesHood
JANUARY 8, 2022
Strategic account planning is incredibly powerful! Effective account planning not only helps close bigger deals faster but most importantly, helps establish amazing relationships with customers that will carry on for years. Strategic account planning should be recognized as a differentiator and value creator, not an administrative chore completed once a year.
Speaker: David Nisbet, Everett Zufelt, and Michaela Weber
Once upon a time, in the vast realm of online commerce, there lived a humble checkout button overlooked by many. Yet, within its humble click lay the power to transform a mere visitor into a loyal customer. 🧐 💡 Getting checkout right can mark the difference between a successful sale and an abandoned cart, yet many businesses fail to make payments a part of their commerce strategy even when it has a direct impact on revenue.
RAIN Group
JANUARY 11, 2022
Tell me if you’ve heard this one before: “Put me in front of ten buyers and I'll close seven of them. All I need is more meetings.” I hear this from sellers all the time. They're convinced they'll get the hits if they just get more at-bats. But where are those at-bats going to come from? No salesperson ever hit home runs by sitting back and waiting for the phone to ring or their email to ding.
The Center for Sales Strategy
JANUARY 12, 2022
We hear this question more than ever, " What makes a good leader? ". In the first 2022 episode of Improving Sales Performance, Stephanie Downs joins Matt Sunshine and guests Maryann Balbo and Fran Mallace of Cox Media. Maryann and Fran are both Group Vice Presidents at Cox Media, and throughout the show, they discuss qualities of a good leader, leading in a 'people-first' company, and offer advice for sales leaders on company culture, sales management in 2022, and looking forward.
Gong.io
JANUARY 11, 2022
So you want to write better sales emails? Close more deals? Grow your career in sales (and top the leaderboard)? If that doesn’t describe you, maybe you should not be in sales? But if it sounds aligned with your goals, keep reading. The most successful salespeople send the best emails. They know that email is not dead. They understand the power of an attention-grabbing subject line, a suck-you-in opening sentence, an OMG-I-have-to-click CTA.
Engage Selling
JANUARY 14, 2022
Today’s sales landscape is a radically different one from just half a decade ago. It’s not just that it’s increasingly digital and that everyone keeps on adapting quickly to the global pandemic. Those are symptoms. There are deeper tectonic shifts—years in … Read More » The post How Time Has Changed in Today’s Sales Landscape first appeared on The Sales Leader.
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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
John Barrows
JANUARY 10, 2022
The post WEBINAR: John Barrows hosts “How High-Growth Revenue Teams Are Using Playbooks To Streamline Their Sales Process” SPONSORED BY HIGHSPOT appeared first on JB Sales.
The Center for Sales Strategy
JANUARY 11, 2022
It’s often said that an organization’s most valuable resource is its people. An increasing number of leaders are turning these words into action by investing in training and skill development for their workforce. In fact, employee development is quickly becoming one of the biggest trends in the workplace for 2022. Companies who make it a cornerstone of their culture will be well positioned to hire and retain top talent in a competitive job market.
Sales Hacker
JANUARY 14, 2022
Sales leaders often label high-performing sales reps as having the “it factor.” It’s the undefinable yet undeniable secret to why they win. But believe it or not, the “it factor” in sellers is a myth and one that’s been embraced for far too long by sales leaders. The reality for many organizations is—top performers thrive and the rest of the team is left behind.
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