Understanding the Sales Force

NOVEMBER 17, 2022

My windshield wipers were no longer getting the job done. They were underperforming (leaving streaks and smudges), not clearing water from the windshield (failing to meet expectations) and I couldn't see the road properly when it was raining. It presented a threat to our safety and an upgrade was required. I ordered Bosch Icon replacement blades, rated #1 by the NY Times, and after 30 minutes of unintentionally trying to put them on backwards, I finally got them installed.

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Mr. Inside Sales

NOVEMBER 13, 2022

Finding and hiring good inside sales reps has always been a challenge, and it’s gotten even tougher since the pandemic. The entire work landscape has changed, and working remotely has made it harder on both companies and individual producers. Recruiters, HR departments, and sales managers are working harder than ever, and they all ask me the same thing: “Where has everyone gone?”.

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Sales and Marketing Management

NOVEMBER 17, 2022

Failure to align sales KPIs and marketing KPIs means the whole team may be working toward different goals. A closer look at what KPIs to focus on to achieve sales and marketing alignment. The post How to Measure Sales and Marketing Alignment appeared first on Sales & Marketing Management.

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SBI Growth

NOVEMBER 16, 2022

Economic uncertainty has been a mainstay in recent years. Couple that with the average tenure of a CRO at just 19 months, and it’s no wonder why many fail to gain any traction with their goals or achieve quota targets in any forecast period while in the role.

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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.

Sales Process

Janek Performance Group

NOVEMBER 16, 2022

At some point, every top-performing salesperson was a new hire. For most, this means hours or days pouring over the orientation materials needed to be a good employee. Often, however, this has nothing to do with being productive sellers. For that, sales organizations rely on onboarding. This is the lengthy process of developing raw sales talent into top performers within their respective organizations.

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Alice Heiman

NOVEMBER 15, 2022

My guest today on this episode of Sales Talk For CEOs is Karen Frame whose company Makeena, is on a mission to help people live healthier lives on a cleaner planet. She talks about the advantages of having a founder-led sales organization. Founder and #CEO Karen Frame @gomakeena knows the importance of a founder-led #sales organization, hear her tips and tricks on this episode of Sales Talk for CEOs.

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Selling Energy

NOVEMBER 18, 2022

Working in sales can be rewarding, if you understand what a career in sales is all about. To help remove some of the mystery and illustrate the real potential offered by a career in sales, here are 8 common misconceptions about the sales profession.

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Crunchbase

NOVEMBER 17, 2022

Any company involved in selling needs to decide where to center its efforts: outbound or inbound sales. Balancing outbound selling and inbound selling will enable you to prep your sales team to deliver the right strategies at the right moment. Recognizing the difference between inbound and outbound sales is crucial to planning for the future. So, what are the inbound and outbound sales strategies that will deliver the best results?

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Bernadette McClelland

NOVEMBER 13, 2022

OK. I know it sounds like you’re about to read some kind of joke, but alas, no joke! A message, instead. Last week, here in Denver, the temperature got to minus 7 degrees and for a newbie from Melbourne, Australia, it was a tad cold – and we haven’t even hit winter yet! There was a knock at my front door and expecting it to be a long awaited Amazon delivery, I opened the door in the height of enthusiasm, to be greeted by two very good looking young guys.

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Speaker: Jennifer Hodroge, Omni-Channel Strategic Leader, Forrester CX Certified

Marketers know that personalization is the key to engagement—but with limited budgets and time, how do you prioritize what, where, and how to personalize? Aligning your content, campaigns, and buyer experiences requires a deep understanding of customer needs. In this new webinar with expert Jennifer Hodroge, we’ll explore how to leverage insights and customer journey mapping to build personalization strategies that deliver real impact.

Campaigns

Sales and Marketing Management

NOVEMBER 18, 2022

Ben Lytle knows superhero leadership. The post How To Empower Your Company With Superhero Leadership appeared first on Sales & Marketing Management.

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Anthony Cole Training

NOVEMBER 17, 2022

Thou shout always tailor your message for resonance! Does your prospect have a problem that they have to fix? And are you speaking their love language? This video is a part of our new series with Mark Trinkle: The 10 Commandments of Sales Success. Watch Commandment #6 now!

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Understanding the Sales Force

NOVEMBER 14, 2022

Brad Bolino emailed me a link from a recent Wall Street Journal article titled, " Millennials are Changing What it Means to be Successful in Sales.". I read the article three times to make sure I wasn't rushing to judgement, didn't experience an inappropriate knee-jerk reaction, and that I correctly interpreted what the article implied: The journal relied on anecdotal evidence from a handful of millennial salespeople and buyers to suggest that millennials are transforming the sales profession.

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Bernadette McClelland

NOVEMBER 13, 2022

It’s time to let the cat out of the bag or as my husband would say, release the genie out of the bottle… I am like so many of you out there – I want to make an impact and I’m ready for another professional growth spurt. It’s kind of like… ‘ Go Big or Go Home !’ and having moved from Australia to the best state in the USA (Colorado) with six suitcases and two backpacks a few months ago (and loving it!

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Advertiser: ZoomInfo

Savvy B2B marketers know that a great account-based marketing (ABM) strategy leads to higher ROI and sustainable growth. In this guide, we’ll cover: What makes for a successful ABM strategy? What are the key elements and capabilities of ABM that can make a real difference? How is AI changing workflows and driving functionality? This Martech Intelligence Report on Enterprise Account-Based Marketing examines the state of ABM in 2024 and what to consider when implementing ABM software.

Account Based Marketing

Sales and Marketing Management

NOVEMBER 18, 2022

You arrive for your meeting, and the customer ushers you in. You have a longstanding relationship with the customer’s company, and you wanted to give them an update on your newest products. You pull up a chair and fall into your usual routine, catching up on the latest developments in your personal and professional lives, […]. The post Zoom Into The Future of 3d Virtual Meetings appeared first on Sales & Marketing Management.

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Partners in Excellence

NOVEMBER 14, 2022

For the past several years, news gets tougher and tougher. First the pandemic, we and our customers had to discover new ways of working, engaging and moving forward. “Virtual” became the watchword for how things got done–whether it involved internal collaboration, partners, or customer engagement. Just as we started to learn how to manage in the pandemic, we start seeing supply chain challenges.

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Predictable Revenue

NOVEMBER 18, 2022

There’s no better feeling than positive feedback for your business. When a customer leaves a great review or emails to tell you how much they love the product, it’s a great morale boost for the entire team–but does that happiness actually translate into more sales? The post How to Turn Happy Customers Into Advocates appeared first on Predictable Revenue.

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Zoominfo

NOVEMBER 16, 2022

Just as sports teams use playbooks to map out potential in-game scenarios, the best go-to-market (GTM) teams rely on playbooks to map out their revenue-generating strategy across sales and marketing. They’re essential for preparing your team for every situation that may arise during a demo, sales call, or in-person event. Playbooks can also improve prospecting and customer upsells, identify untapped opportunities, and make each salesperson and marketer more effective.

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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.

Trends

Sales and Marketing Management

NOVEMBER 16, 2022

Higher costs caused by inflation may appear to make sales negotiations more challenging, but it could actually make them easier. The post Negotiating Price Increases appeared first on Sales & Marketing Management.

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Partners in Excellence

NOVEMBER 18, 2022

Selling is about creating value… Well, yeah, … but we have differing views of value, which often focuses on us and not the value customers need… To most sellers, it’s fitting the customer’s budget and winning because we might have a few more features than the alternatives, or are cheaper. The customer is very knowledgeable, they know what they need and want, our goal is to get them to choose us.

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The Center for Sales Strategy

NOVEMBER 15, 2022

Digital sales teams today have to know more than how to sell. They need to understand how to develop integrated solutions that produce the business results the accounts they work with want. And they need to have the talent to be successful. If you are in the process of building a digital sales team or upgrading your current team, here are five things you should consider.

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Sales Hacker

NOVEMBER 14, 2022

Going from professional ballet dancing to running an AI startup may not seem like the most intuitive career trajectory…but when I share that body language and nonverbal communication is what brings this all together, things start to make a bit more sense. When I retired from the Boston Ballet in 2016 due to an injury, I didn’t think body language would ever play as much of an important role in my life again.

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Video Face-to-face Real Estate Intent 125

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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 Management

Sales and Marketing Management

NOVEMBER 15, 2022

A strong product thread not only improves overall product management, it creates consistent, revenue-driving trust in a brand. So what is a product thread, exactly? The post A Strong Product Thread Builds Loyalty and Helps Box Out Competitors appeared first on Sales & Marketing Management.

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Predictable Revenue

NOVEMBER 17, 2022

Josh Garrison joins the Predictable Revenue podcast to discuss the hard skills needed to succeed at SDR Management and how to thrive in a sales management role. The post Hard Skills Needed to Succeed at SDR Management appeared first on Predictable Revenue.

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The Center for Sales Strategy

NOVEMBER 17, 2022

This is the glorious time of year when most leaders are engulfed in budgets, planning, meetings, and deadlines. With less than six weeks until 2023, let’s dive into a few things to check off or add to your list.

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Hubspot Sales

NOVEMBER 14, 2022

The HubSpot Blog’s Sales Strategy & Trends Report says that 42% of salespeople exceeded their goals in 2021, a similar amount simply met their goals, and 16% underperformed. In 2022, 41% of salespeople exceeded their goals, and an equal amount met them. 18% said they performed worse than their goals. Let’s go over how those top-performing sales reps met their goals.

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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.

SalesForce

Sales and Marketing Management

NOVEMBER 14, 2022

Diversity creates a more dynamic environment that fosters innovation and challenges your company’s perspectives on what its products should look like or how they should work. The post The Value of a Diverse Workplace appeared first on Sales & Marketing Management.

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Tenbound

NOVEMBER 15, 2022

We are all familiar with the Scientific Method we’re all taught in our first science class. A thousand-year-old methodology. But how does this relate to running a successful Sales pipeline generation program? Especially now, with all the changes happening in the economy, what can we learn from this ancient methodology? We introduce the HEARER/R Methodology.

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The Center for Sales Strategy

NOVEMBER 14, 2022

We have all heard the expression, “As impossible as trying to fit a round peg into a square hole.” A simple statement yet one that perfectly captures the challenge of making a match where there isn’t one. Ask the leader of any organization about what keeps them up at night, and one answer is certain to be, “ How can I make sure I have the right people in the right roles for the success of our business ?”.

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