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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Meeting Sales Company Sales Enablement 295

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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Inside Sales Hiring Face-to-face Ideal Customer Profile 156

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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Marketing How To Sales 315

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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Customer Forecasting Quota Marketing 156

Speaker: Jam Khan, SVP, Product Marketing at ZoomInfo & guest speaker Amy Hawthorne, Principal Analyst from Forrester

Buying signals extend well beyond intent. They give go-to-market teams the chance to know everything about their customers. With buying signals, they can reach more customers and win more deals. Join Jam Khan, SVP, Product Marketing of ZoomInfo and guest speaker Amy Hawthorne, Principal Analyst from Forrester for this new webinar where you'll find out how marketing teams operate more efficiently and sales teams close more business when they act on buying signals, not just intent!

Intent

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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Hiring Sales Methodology Sales Talent Survey 62

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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Hiring Cost per Acquisition Sage Real Estate 133

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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Sales Marketing 63

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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Inbound Outbound Ideal Customer Profile Strategy 52

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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Face-to-face Cold Calling Energy Relationals 83

Speaker: Mike Rizzo, Founder & CEO, MarketingOps.com and Darrell Alfonso, Director of Marketing Strategy and Operations, Indeed.com

Though rarely in the spotlight, marketing operations are the backbone of the efficiency, scalability, and alignment that define top-performing marketing teams. In this exclusive webinar led by industry visionaries Mike Rizzo and Darrell Alfonso, we’re giving marketing operations the recognition they deserve! We will dive into the 7 P Model —a powerful framework designed to assess and optimize your marketing operations function.

Marketing

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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Company How To Marketing Report 334

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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Video Sales Prospecting 204

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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Journal Buyer Sales Decision Maker 156

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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Ideal Customer Profile Decision Maker Enterprise Enterprise 195

Speaker: Brendan Sweeney, VP of Sales & Devyn Blume, Sr. Account Executive

Are you curious about how artificial intelligence is reshaping sales coaching, learning, and development? Join Brendan Sweeney and Devyn Blume of Allego for an engaging new webinar exploring AI's transformative role in sales coaching and performance improvement! Brendan and Devyn will share actionable insights and strategies for integrating AI into coaching and development - ensuring personalized, effective, and scalable training!

Sales Coaching

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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Meeting Marketing Company Customer 317

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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Outsourcing Services Ideal Customer Profile Hiring Face-to-face 147

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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Customer How To Revenue Positioning 137

Membrain

NOVEMBER 13, 2022

I read a post from a “thought leader.” If focused on how profoundly selling is changing—Wow, I’ve never heard that before. It focused on buyers spending less time with sales people, quoting a Gartner survey, suggesting they get their information from other sources.

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Customer Survey Buyer Sales 132

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Quotas need to be hit. Revenue goals need to be met. This reality makes shortening sales onboarding time a top priority. Organizations with a standard onboarding process boost employee retention by 58% and increase productivity by 50%. Unfortunately, many companies struggle with inefficient processes that lead to high turnover and missed revenue opportunities.

Hiring

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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Negotiation Marketing Sales 317

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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Lead Rank Lead Scoring Ideal Customer Profile Customer 143

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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Marketing Scale Call-back Decision Maker 130

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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Revenue Sales Management How To Outbound 123

Speaker: Alex Moore, Co-Founder of Stratagon Marketing & Technology

Ever wondered why sales and marketing teams often struggle to collaborate effectively? Diverging goals, poor communication, and conflicting strategies frequently create silos, leading to a disconnect where marketing efforts fail to translate into substantial sales conversions. Enter Account-Based Marketing (ABM). ABM aligns marketing and sales efforts toward specific target accounts, fostering personalized interactions with high-value prospects.

Account Based Marketing

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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Loyalty Exact Revenue Marketing 317

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 123

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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Social Media Trends Sales Enablement Report 122

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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Account Hiring How To Sales 120

Speaker: Jesse Simms, VP at Giant Partners

This new, thought-provoking webinar will explore how even incremental efforts and investments in your data can have a tremendous impact on your direct mail and multi-channel marketing campaign results! Industry expert Jesse Simms, VP at Giant Partners, will share real-life case studies and best practices from client direct mail and digital campaigns where data modeling strategies pinpointed audience members, increasing their propensity to respond – and buy.

Direct Mail

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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Marketing Sales 298

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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Pipeline Campaigns Relationals Sales 119

Force Management

NOVEMBER 17, 2022

This blog is part of our Mission Critical Success Series, where we dive into the strategies leaders are using to execute on mission critical sales objectives during times of economic change. Each week, we will cover a different essential area of sales effectiveness. Check our blog next week for the newest installment, or subscribe for updates straight to your inbox.

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Decision Maker Closing Sales Cycle Objections 119