Sales Pro Central Submitted Articles
OCTOBER 12, 2022
I want to share with you the ten principles on which we developed our platform. These are also available as a download in my Sales Effectiveness Manifesto.
Anthony Cole Training
OCTOBER 14, 2022
It is an important distinction in sales – understanding the salesperson who can sell versus the one who will sell. A recent post by Dave Kurlan, on the Difference Between Selling Skills and Effectiveness does a great job of illustrating that difference. Think about your own business and those who consistently produce beyond the expected. There is something more than just their skills that drive their behavior and success.
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Sales and Marketing Management
OCTOBER 12, 2022
Buyer acumen needs to be more than a sales tool for reps – it needs to become a way of life. Unless your reps have a deep understanding of the individuals they are selling to, they’re not going to optimize sales results. The post 5 Sales Training Techniques to Better Understand Buyers in Your Market appeared first on Sales & Marketing Management.
Understanding the Sales Force
OCTOBER 12, 2022
Back in the 90's, after years of Chiropractic, I learned to crack my own back and neck. You never know when you will need to relieve stiffness and/or pain. Actually you do know. If you drove more than two hours today or slept in a hotel bed last night I'm certain you'll need to crack your back and neck. In the spring of 2020, I sprained my ankle and it never improved.
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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.
Sales Hacker
OCTOBER 13, 2022
The sales profession often drives people away because its training methods need updating. Too many salespeople are taught to rely on pushy and spammy tactics. And these tactics make those salespeople — not to mention their prospects — uncomfortable, decreasing any successful outcome. The desire for authenticity in sales. More than ever, people want to do work that’s personally meaningful and connects with their values.
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Janek Performance Group
OCTOBER 11, 2022
In some ways, sales proposals are the overlooked middle child of the selling process. Sure, everyone knows their importance. But as a mid-funnel activity, sellers often place more emphasis on lead generation and closing. It’s understandable. Without an effective prospecting process, you won’t have leads to pursue nor deals to close. This makes proposals a key component of your sales strategy.
The Center for Sales Strategy
OCTOBER 10, 2022
Joining host Matt Sunshine and co-host Stephanie Downs in this episode of I mproving Sales Performance are Jenn Scilabro, Senior Vice President of Local Digital Sales for Nexstar Digital, and Tracy Wilkinson, Senior Vice President and Regional Manager for Nexstar Media Group, Inc. As female thought leaders, experts, and industry gurus, Jenn and Tracy share their insights, tips, and knowledge on various topics that help companies improve sales performance.
Steven Rosen
OCTOBER 12, 2022
BOLD leaders not only develop new strategies and tactics, but they act on making them happen without hesitation.
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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.
Sales and Marketing Management
OCTOBER 10, 2022
It’s been said that people will run really fast for two reasons: to win a gold medal and to get away from a German Shepherd. Only one of these reasons, however, generates sustained success. Can you guess which one? The post Are You a Gold Medal Sales Manager? appeared first on Sales & Marketing Management.
Sales Pro Central Submitted Articles
OCTOBER 12, 2022
How many of us were raised on one side, and then taught to practically sneer at the other? I was taught as a salesperson that those in marketing didn’t have a clue as to what we were up to in sales!
Mr. Inside Sales
OCTOBER 14, 2022
I don’t know why sales reps always default to: “I’ll call you again in a month…” Or 60 days or 90 days, etc. Why would you want to miss all the sales this prospect will place in the meantime? The smart thing to do is ask a prospect what their buying schedule is. Try: “How often do you find yourself needing these?”. OR. “I’m happy to call you back at the end of this week—do you think you’ll have some clarity over your needs by then?”.
SBI Growth
OCTOBER 12, 2022
CEOs view marketing as an expendable black box, es pecially during challenging times. Lack of clear visibility into how marketing drives revenue casts doubt on the CMO’s ability to support the CEO’s commercial productivity agenda. CEOs’ and CFOs’ limited GTM knowledge further complicates CMOs’ ability to defend budgets not clearly aligned to focused revenue growth.
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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.
Zoominfo
OCTOBER 12, 2022
When Sarena Wing took on a new international sales territory, she was excited to get started. But she also knew she needed to get up to speed very quickly. A few years back, someone in Wing’s position might have faced a long slog full of trial and error and manual research. Luckily for her, that era is over. Wing was able to lean on ZoomInfo’s Chorus conversation intelligence solution and its SalesOS platform to analyze successful deals and perform lightning-fast research on her new territory an
Sales Pro Central Submitted Articles
OCTOBER 12, 2022
Are you struggling to retain sales talent? That's because sales jobs are changing! Click here to learn about how to keep up with sales talent.
Smooth Sale
OCTOBER 9, 2022
Photo by Scott Graham on Unsplash. Attract the Right Job Or Clientele: 4 Helpful Tips For Doing Your Business Finances. The success of your business depends upon keeping your finances in check. Not managing finances well translates into the inability to continue growing your business presence, additional customer loss, and a decline in your revenue stream.
Partners in Excellence
OCTOBER 9, 2022
I’ve always had a contrarian opinion about the roles of SDRs and AEs. While these roles can be very important, often, I think we have our ideas about these roles backwards. As a result, we set both up for failure. First, let me focus the discussion. For highly transactional, inbound buying. Perhaps the current approach works. It might work better, though.
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.
Membrain
OCTOBER 9, 2022
This article, first published in the International Journal of Sales Transformation , leads to the conclusion - which I suspect will come as no surprise to regular readers - that we need to stop talking about the "value" of our so-called "solutions" and start focusing on the value of our customer's outcomes.
Sales Pro Central Submitted Articles
OCTOBER 11, 2022
Are you struggling to figure out what it takes to become a digital-first sales organization? Here are some tips for streamlining your sales infrastructure.
Smooth Sale
OCTOBER 10, 2022
Photo by Geralt via Pixabay. Attract the Right Job Or Clientele: How to Move Your Small Startup from Home To An Office Space. When your small startup begins to grow, you may find that you need to move out of your home office and into an actual office space. It can be intimidating, but it is essential to do it correctly to avoid future problems. Our collaborative blog post, How to Move Your Small Startup from Home To An Office Space, outlines the steps you need to take to make a move as smooth as
Julie Hanson
OCTOBER 14, 2022
5 Virtual Selling Myths…True or False? There’s a lot of advice floating around about virtual selling and how to best connect with prospective buyers on camera. Some of it is helpful. Most of it is well meaning. But there’s a whole category of advice that clearly comes from people who have never had to make a living in front of a camera. Taking bad advice is costly as some of these “best practices” can damage your credibility and send buyers to their phones, or worse, to your competition.
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!
Go for No!
OCTOBER 9, 2022
The truth is, a lot of people don’t know how, exactly, to ask. Here are what we consider the most important things to do when it comes to going for no and asking in any capacity. 1… Don’t bury the question under a ton of unnecessary information. When people get nervous they overdo it with a big serving of word salad. Keep your ask simple and specific. . 2… End with a question mark.
Sales Pro Central Submitted Articles
OCTOBER 12, 2022
Company culture used to be confined to the Ping-Pong tables and happy hours of a pre-pandemic society. Now, your sales culture must evolve alongside growing preferences for remote work.
SalesProInsider
OCTOBER 13, 2022
You’ve probably never heard the term professional loneliness , but many of us have experienced it–and felt it. I define professional loneliness as not having someone “at the ready” at work. There isn’t someone to roll your office chair over to share an idea, question, or frustration. There isn’t someone to provide on-the-spot feedback. Or maybe there is no one who “gets you” and what you are trying to do with your business.
Membrain
OCTOBER 12, 2022
When qualifying sales leads , the first lens to look through is the Ideal Customer Profile (ICP). We discover whether potential prospects are the right size, in the right industry, and are located in the right geographical location. We might also have additional qualifying information, such as marketing data, like digital footprints from websites, and white papers they downloaded.
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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
Predictable Revenue
OCTOBER 10, 2022
Learn five steps to build an outbound sales function, including how to navigate the hiring process, train your sales team, and set up foundations to scale. The post 5 Steps To Build An Outbound Sales Team From The Ground Up appeared first on Predictable Revenue.
Sales Pro Central Submitted Articles
OCTOBER 12, 2022
Here’s why you should think twice before you lay off salespeople, cut sales training, and lower investments in sales strategy, process, and technology.
Hubspot Sales
OCTOBER 12, 2022
If you're in sales, you know that finding prospects isn't easy. In fact, it can be the tallest hurdle in the sales process. The key is to meet people where they are — and more often than not, they're on social media. The HubSpot Blog surveyed 500+ sales professionals to uncover the top social selling trends to reach more prospects and close more deals — all at your fingertips.
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