Sat.Sep 24, 2022 - Fri.Sep 30, 2022

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How Your Sales Team Can Double its Win Rate in a Recession

Understanding the Sales Force

Isn't it awesome when you learn about new tricks your computer, phone or software can do that you weren't previously aware of? I've been using a number of new widgets on the home screen of my iPhone 13 and I love how quickly I can get or enter information! Isn't it fascinating when you thought you knew what a product was all about but you were wrong?

Software 272
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SALES PERFORMANCE: Why Sales Training Fails

The Center for Sales Strategy

The world runs at a rapid pace these days. Twitter tells you in 280 characters, TikTok shows you in 10 minutes or less, and we want all the episodes of our favorite shows released all at one time! We’re impatient by nature, and we want the kind of solution that turns everything around now, including training our salesforce. While some of these quick hits may work in the short run, most are not sustainable, and they leave you needing more, especially in the world of employee development.

Training 116
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Top 5 SKO Considerations for Sales Leaders During Economic Change

Force Management

In times of economic change, the most resilient sales organizations evolve their sales strategy to align with buyer needs. There’s no better time than the sales kickoff to align your team on a powerful, relevant strategy that serves the most critical outcomes on your organization’s agenda.

Buyer 97
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5 Steps to Leading a Sales Force Restructuring

Steven Rosen

Leading a Sales Force Restructuring. Are you planning on a sales force restructuring? There are several best practices for preparing for a downsizing/restructuring. Before announcing any restructuring/downsizing initiatives, it is important to make sure you have dotted all your “i’s” and crossed all your t’s. The following list covers many of the big-picture items that are required for an effective and seamless transition to occur.

Lead Rank 156
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Evolving Beyond Intent: Create Customer Value with Signals

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!

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Sales Mindset – The Way Top Performers Think

Marc Wayshak

When it comes to selling like a top performer , it’s all about sales strategy. But what’s going on between our ears— our sales mindset —affects everything, including whatever strategy we use to sell. And so, at the end of the day, mindset is actually what drives success in sales. In fact, sales mindset is one of the biggest differentiators between top sales performers and everyone else.

Up-Sell 70

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Is It Time for a Little Fall Cleaning in Your Sales Organization?

Membrain

My wife decided to clean up the “storage room” in our basement this weekend. A small room with lots of (rarely used) stuff. Old shoes, jackets, bags, rackets, books, etc. Needless to say, we got rid of a lot of stuff that was just taking up unnecessary space. This kind of exercise is really rewarding, as you get rid of things that no longer serve a purpose and free up space for things that you value.

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How to Measure and Optimize the Success of Your B2B Digital Content

Sales and Marketing Management

You should regularly monitor your content’s performance using the right KPIs. The resulting findings can help you concentrate production on strategies that will yield greater ROI and identify harmful shortcomings within your company’s messaging. The post How to Measure and Optimize the Success of Your B2B Digital Content appeared first on Sales & Marketing Management.

B2B 250
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Selling in a Downturn

Janek Performance Group

Headwinds. That’s the term that the CEOs of Salesforce and HubSpot describe the macroeconomic conditions for the second half of 2022. I’m not a sailor, but in the words of Franklin D. Roosevelt, “Smooth seas do not make skillful sailors.” The headwinds these CEOs are alluding to mean softening demand and inflation. For sales organizations facing potential headwinds, a course correction on their sales strategy could be a prudent decision.

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The Sales Leader’s Guide to Using Mutual Action Plans

The Spiff Blog

The B2B buyer’s journey is a slog. Lengthy sales cycles, expansive buying committees, and competing priorities can easily derail buyers and sellers alike, preventing both parties from achieving their goals. However, a well-constructed mutual action plan— supported by enablement and training— significantly reduces friction on both sides of the purchase decision.

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Marketing Operations in 2025: A New Framework for Success

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.

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The Annual Revenue Plan - A CEO’s Roadmap to Value Creation

SBI Growth

Comparing last year’s SBI CEO survey results against this year’s shows a more cautious, even conservative, growth posture being embraced. A year ago, we saw CEOs leaning into proven markets with their growth teams. Growth strategies were noticeably clearer after the emergence from the pandemic. This year we see more hedging in growth options and less strategic clarity.

Revenue 156
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Surviving a Downturn: 5 Things Every Salesperson Needs to Know

Sales and Marketing Management

Whether we're in a recession or not, B2B selling is expected to hit some choppy waters in the near-term future. Here are five things your salespeople need to know. The post Surviving a Downturn: 5 Things Every Salesperson Needs to Know appeared first on Sales & Marketing Management.

B2B 390
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Do You Realize The Top Tasks to Outsource For Business?

Smooth Sale

Photo by Geralt via Pixabay. Attract the Right Job Or Clientele: The Top Tasks to Outsource For Business. Building a business is time-consuming, requiring income to keep all processes operating correctly. Our collaborative blog offers helpful insights into the question, ‘Do you realize the top tasks to outsource for business?’. Outsourcing when you run a business may initially seem like an unnecessary expense.

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Meeting And Call Planning, Getting The Most Out Of Each Meeting

Partners in Excellence

I’ve been revisiting a lot of selling basics. We take for granted that people, us, understand the basic of selling. What we do, why we do it, who it’s for… The reality is few training programs address these things well, focusing instead on how we do these things. And, over time, we forget these basics, running on autopilot. We just do what we have always done, moving unconsciously through our and our customer’s days.

Meeting 133
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Don't Let AI Pass You By: The New Era of Personalized Sales Coaching & Development

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!

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Why Product and Engineering Teams Belong on Sales Calls

Zoominfo

Nobody likes being criticized, even when they know it might be good for them. If you build things for a living, that discomfort can make honest feedback difficult to find — it’s hard to ask for, hard to offer, and hard to receive. But if you sell things for a living, you know a surefire way to short-circuit those social filters: ask someone for money, and they tend to get really honest.

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Is Anyone Really Buying? Playing Poker and Sales Tells

Sales and Marketing Management

Six tells that you may encounter when selling and what you can expect from them. The post Is Anyone Really Buying? Playing Poker and Sales Tells appeared first on Sales & Marketing Management.

Sales 227
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7 Key Elements of a High-Converting Sales Funnel

Sales Hacker

Building a sales funnel that aligns with your business goals is essential. Each funnel stage defines your steps to turn prospective buyers into customers, even if they’ve never heard of your business before. I’m the head of Product at Datanyze, specializing in sourcing up-to-date prospect contact info to keep your pipeline flowing and sales funnel fresh.

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55% of Sales Professionals Saw Improved Lead Quality in 2022: What They Could be Doing Right

Hubspot Sales

There's a sweet spot in sales. It's when a prospect's needs perfectly align with your offerings. But when you fail to find it, you end up chasing the wrong leads. The good news? More than half of sales reps saw improved lead quality this year. But one question remains: how did they do it? Let's look at a few strategies sales professionals are employing in 2022 to achieve better lead quality.

Lead Rank 119
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Increase Revenue With Better, Faster Sales Onboarding

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.

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Selection in the Time of the Great Resignation

The Center for Sales Strategy

Finding talented salespeople has never been easy. Finding naturally talented salespeople has always been more difficult than finding successful sellers. Far too often, we confuse success with talent. We go after the big name at the big competitor who has some big sales numbers. Experienced salespeople tend to have bad habits that follow them. We default to looking and hiring experienced salespeople over inexperienced talented salespeople because it's easier.

Hiring 113
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Measuring and Personalizing Customer Experience with Conversational Analytics

Sales and Marketing Management

With the need for faster and more flexible solutions, companies are employing conversational artificial intelligence (AI) and self-service channels to enhance the customer experience. The post Measuring and Personalizing Customer Experience with Conversational Analytics appeared first on Sales & Marketing Management.

Analytics 177
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The Complete Guide to Remote Sales

Gong.io

The global pandemic forced sales teams to change their processes and go digital. But even as lockdowns have eased and businesses started resuming operations, what started as a response to a crisis has become the norm. 50% of buyers say that working remotely has made the purchasing process easier. And 70% want to continue working remotely half or most of the time in the future.

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Having Sales Conversations….

Partners in Excellence

Imagine, you are sitting at an airport, on a plane, perhaps in a Starbucks, or at a large event and you start talking to a stranger next to you. It doesn’t matter who starts the conversation. But how does it start? Perhaps both of you just shared a common experience–you saw something happen near you. “What did you think about that speaker?

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How to Find Common Ground: Account-Based Marketing (ABM) for Team Alignment

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.

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Painless and profitable: Our guide to winning at price negotiation

PandaDoc

A wide variety of possible price negotiation strategies exist but all of them have a common baseline. Customers often try to haggle at the last minute when it’s really too late to back out of previous agreements. And it’s quite hard to overcome such attempts loss-free. That’s why successful bargaining requires special knowledge of negotiation tactics and advanced negotiation skills.

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Sales PlayBook Philosophy: The Why & How for Selling

criteria for success

Our Sales PlayBook philosophy provides the seller with a context for selling. Wait, what does that mean? The simplest way to explain this is to say that our Sales PlayBook provides both the “why” and the “how” for selling in your organization. Simon Sinek , author and motivational speaker, famously said in his TED Talk, How Great Leaders Inspire Action , that the “why” behind what you do is far more important than what you actually do!

ACT 98
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What’s The Best Way To Prepare For A Negotiation?

The Accidental Negotiator

To get the deal that you want, you have to take the time to prepare Image Credit: Photo Monkey. When you enter into your next negotiation, what is it that you really want? I’m willing to say that your answer is “a deal” – after all, isn’t that what we all want? If that is what you want, just exactly how do you plan on going about making this happen?

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10 Profitable Membership Site Ideas That You Can Use in 2022

Sell Courses Online

While creating a paid membership site can be lucrative, it is hard work and requires a lot of planning. Most importantly, … 10 Profitable Membership Site Ideas That You Can Use in 2022 Read More ?.

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Data Modeling for Direct Mail: Boosting Multi-Channel Reach and Response

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.

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Discovery, It Isn’t All About Us

Partners in Excellence

Continuing my series on selling skills we thought we knew but really don’t understand, I’m want to focus on Discovery. It’s a natural follow on to qualifying–actually it’s a complement, qualifying and discovery go hand in hand. Some misunderstanding we have about discovery. We tend to think of it as a “stage” in our selling process.

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How to Build a Remote, International Sales Team

Sales Hacker

If you’re new to hiring a sales team internationally, the challenges can be overwhelming. How to choose a country? How should we train remote, international sellers? Will they be prepared for the role? These are some of the many questions I’ve answered in my decade-long career, and ultimately led me to co-found Strider, an online hiring platform for pre-vetted talent in South America.

Hiring 92
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30 Sales Training Ideas for Top-Performing Teams

RAIN Group

For sellers, routine can be a blessing and a curse. It’s true that doing the same things day in and day out provides structure. It requires discipline, too. But it can also turn into a comfort zone in which many sellers stagnate. This is what makes recurring sales training programs so valuable. Yet even after the most engaging, resonant sales training programs , sellers tend to revert back to what they’re accustomed to doing.