Understanding the Sales Force
SEPTEMBER 27, 2022
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?
The Center for Sales Strategy
SEPTEMBER 28, 2022
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.
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Force Management
SEPTEMBER 29, 2022
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.
Steven Rosen
SEPTEMBER 25, 2022
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.
Speaker: Jesse Hunter and Brynn Chadwick
Today’s buyers expect more than generic outreach–they want relevant, personalized interactions that address their specific needs. For sales teams managing hundreds or thousands of prospects, however, delivering this level of personalization without automation is nearly impossible. The key is integrating AI in a way that enhances customer engagement rather than making it feel robotic.
Marc Wayshak
SEPTEMBER 29, 2022
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.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Membrain
SEPTEMBER 29, 2022
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.
Sales and Marketing Management
SEPTEMBER 30, 2022
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.
Janek Performance Group
SEPTEMBER 29, 2022
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.
The Spiff Blog
SEPTEMBER 30, 2022
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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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.
SBI Growth
SEPTEMBER 29, 2022
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.
Sales and Marketing Management
SEPTEMBER 29, 2022
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.
Smooth Sale
SEPTEMBER 30, 2022
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.
Partners in Excellence
SEPTEMBER 27, 2022
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.
Advertiser: ZoomInfo
Modern go-to-market teams know it takes more than one email to break through the noise. Multiple touchpoints means more ways to get your pitch right — and, potentially, more ways to be wrong. The good news? Once you know how to write compelling, one-off emails to entice prospective customers, you can easily do the same across a short sequence of emails.
Sales Hacker
SEPTEMBER 24, 2022
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.
Sales and Marketing Management
SEPTEMBER 26, 2022
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.
Zoominfo
SEPTEMBER 29, 2022
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.
Hubspot Sales
SEPTEMBER 26, 2022
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.
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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.
The Center for Sales Strategy
SEPTEMBER 26, 2022
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.
Sales and Marketing Management
SEPTEMBER 28, 2022
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.
Gong.io
SEPTEMBER 26, 2022
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.
Sales Hacker
SEPTEMBER 29, 2022
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.
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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
SEPTEMBER 28, 2022
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?
PandaDoc
SEPTEMBER 28, 2022
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.
criteria for success
SEPTEMBER 30, 2022
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!
Sales Hacker
SEPTEMBER 26, 2022
In Product-Led-Growth (PLG) circles, outbound has a spotty reputation. PLG companies focus on getting customers through the door by having a product they can’t live without — and using it before ever paying. So “traditional sales” sounds outdated compared to our shiny new Product-Led Sales playbooks, PQL hypotheses, and sales-assist motions. I get it.
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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.
The Accidental Negotiator
SEPTEMBER 30, 2022
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?
Sell Courses Online
SEPTEMBER 26, 2022
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 ?.
Partners in Excellence
SEPTEMBER 30, 2022
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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