The Center for Sales Strategy
OCTOBER 18, 2022
Horror movies are predictable and filled with clichés. Although we know a monster lurks around every corner, we squirm in anticipation of a sudden sound or blood-curdling scream that will make us fly out of our seats at any moment. It turns out horror films are filled with sales strategy lessons.
Janek Performance Group
OCTOBER 18, 2022
“If my other sales reps would just sell half as well as my top sales rep, we’d quadruple revenue in 12 months,” said a wishful thinking VP of Sales. The assumption sounds logical, that by raising the individual performance of all team members, you exponentially increase the organization’s aggregate. But the logic is flawed. The sales leader is blaming the poor performance on the individual sales reps, and not the system which they are using.
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Sales and Marketing Management
OCTOBER 17, 2022
Considering there is 90% probability of misalignment of sales and marketing in your organization, it’s time to implement best practices that are proven to produce better results and happier practitioners on both sides of the aisle. The post 5 Practical Ways to Align Sales and Marketing in B2B appeared first on Sales & Marketing Management.
The Sales Readiness Blog
OCTOBER 18, 2022
Sales training is proven to help your team close more business deals, stay competitive, avoid discounting, win bigger deals, and boost productivity. A well-designed sales training program gives your team the skills, tools, and techniques they need to become top performers. And for most sales leaders, driving topline performance is more than enough justification to invest in training.
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.
Grant Cardone
OCTOBER 20, 2022
I have the highest level of respect for sales managers. They are responsible for the lifeblood of their company — its revenue. Sales managers’ duty is to push their reps to meet quotas of the right magnitude. Additionally, they are often tasked to assist in the follow-up and close. FAILURE TO DOMINATE DEALS MEANS A […] The post What Is the Best Training for Sales Managers in 2022?
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Membrain
OCTOBER 16, 2022
The 4th quarter is the accountability quarter. Some of you are thinking, “Hey, it’s been a great year,” because you’ve done well in Q1-3. Others are saying, “Ugh,” because you simply didn’t accomplish everything you hoped.
SBI Growth
OCTOBER 19, 2022
According to SBI CEO Mike Hoffman, “leaders understand that completely abandoning recession contingencies is the wrong call. Instead, they're adapting the plans to reflect the uncertain market.” Hoffman explains that “The timing of the economic turnaround, which coincided with reaching the year's halfway point, suggests CEOs realized it was time to make decisions, reinvest and move ahead.
Sales Hacker
OCTOBER 19, 2022
Sales compensation planning can be a tricky beast to tame — but know that you’re not alone. I asked 12 incredible sales leaders across the SaaS industry to share their biggest challenges with comp planning and how to overcome them. Read on, take notes, and avoid these roadblocks as you get 2023 comp planning underway. Then, I’ll help you take it to the next level with QuotaPath’s newest free resource — our Compensation Hub.
Mr. Inside Sales
OCTOBER 21, 2022
One of the most important things I learned early on in my sales career is that attitudes are contagious. My manager told me that when I’m on the phone with a prospect or customer, someone was going to sell someone—either the customer was going to sell me on why he wouldn’t buy, or I was going to sell him on why he should buy. And most of that came down to my attitude.
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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.
Anthony Cole Training
OCTOBER 21, 2022
Are your salespeople following the first commandment of sales success? Our new video series with Mark Trinkle introduces the 10 Commandments of Sales Success. Today we start with number one- Pre-Call Preparation.
Membrain
OCTOBER 19, 2022
Come VIBE with us! We’re rolling out a new sales methodology, and we’re ready to let you in on it.
The Center for Sales Strategy
OCTOBER 20, 2022
Candidates are in and out of the job market quickly, particularly those with superstar talent. If you’ve adopted a “we’re always hiring” mentality to help you build and fill your talent bank, you’re likely conducting interviews more frequently. According to LinkedIn, 83% of talent say a negative interview experience can change their mind about a role or company they once liked.
Hubspot Sales
OCTOBER 18, 2022
Any company's sales leadership needs to keep a pulse on how its salespeople are performing, both individually and on a broader organizational level — getting there often starts by understanding the degree of effort reps are putting in. That's where performance indicators known as sales productivity metrics come in. These figures — ones used to measure how active and engaged salespeople are day-to-day basis — are central to the success and direction of most sales orgs.
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.
Predictable Revenue
OCTOBER 20, 2022
Jane Portman joins the Predictable Revenue podcast to discuss why segmentation is key for email marketing and how to properly segment outbound sales campaigns. The post Why Segmentation is Key for SaaS Email Marketing appeared first on Predictable Revenue.
Zoominfo
OCTOBER 19, 2022
I couldn’t tell you who the customer was, how likely they were to buy, or how much money was at stake. All I remember is running around the office in celebration when one of the sales development representatives (SDRs) on my team booked their first meeting. It was thrilling. At that moment, reveling in victory, I realized the most critical element of sales management: People.
Crunchbase
OCTOBER 21, 2022
If you knew my background, you’d probably never peg me as the CEO of a growing tech company. I grew up in the hoods of the Bay Area in California, the son of a single mother. I survived my first drive-by shooting at the age of 8. The homes on both sides of us got hit. I still remember playing outside in the days afterward, my small fingers tracing the bullet holes in the cars out front.
Hubspot Sales
OCTOBER 17, 2022
Keeping tabs on sales benchmarks is central to understanding where both your and your sales org's performance stands in the broader sales landscape. So to help you keep a pulse on those figures, we've pulled relevant data from HubSpot's recent Sales Strategy survey of over 1,000 sales professionals. Here, we'll take a look at the hard data around some key metrics, explore how those figures could change in a potential recession, and review some strategies you can leverage to protect your numbers
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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.
Alice Heiman
OCTOBER 19, 2022
So many founders make it their goal to get out of the sales role as they scale. “I can hardly wait until we can afford a VP sales to take over” is a common founder refrain. While his role has evolved, getting out of sales entirely is the last thing that Usman Sheikh plans to do. In this episode we will learn what defines a founder-led sales organization and how you might change your mind about getting out of sales.
Zoominfo
OCTOBER 18, 2022
Not so long ago, many startups found it easy to attract significant venture capital investment. However, investors today expect to see sophisticated user-attraction models and established growth trajectories from even seed-stage startups , making lead generation mission-critical for businesses hoping to secure additional investment. The good news? Lead generation has matured immensely as a marketing discipline over the past decade, with more tools and data available than ever before.
The Center for Sales Strategy
OCTOBER 17, 2022
Women in sales have achieved great things for themselves and their organizations over the last decade. To celebrate Women in Sales Month, we’re talking with some amazing women sales leaders who share their unique insights, from offering advice for sales managers, new or more experience to discussing the anticipated landscape of sales and years ahead when it comes to improving sales performance.
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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.
Force Management
OCTOBER 20, 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.
Zoominfo
OCTOBER 17, 2022
Keyboards were set ablaze (metaphorically) when an executive at investment firm Insight Partners recently posted a detailed formula for ranking account executives on a B2B sales team. The short version: overperform your peers by 20%, you move up a level. Underperform by 20%, you move down. Given stack-ranking’s fraught history , a thread full of questions about fairness, upward mobility, and teamwork immediately followed.
SocialSellinator
OCTOBER 18, 2022
Have you ever wondered what inbound marketing is? If so, you’re not alone. In this article, we’ll look at what inbound marketing is, why it’s important, and what 6 key elements you need to include in your inbound marketing plan. Inbound Marketing Plan - What Is It? Before we dive into the key elements of an inbound marketing plan, let’s first take a step back and define what inbound marketing is.
The Center for Sales Strategy
OCTOBER 19, 2022
October is Women in Sales Month, and to celebrate, we recognize many talented and hardworking women who work in this industry, the valuable contributions they make to it, and their expert insights on the future. Joining this episode of Improving Sales Performance is guest Stacy Kauffman, Regional Vice President from San Francisco and Sacramento at Audacy.
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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.
Crunchbase
OCTOBER 18, 2022
Nominations are now open for the Crunchbase 2023 Influential Women in Sales List! We’re excited to highlight the leaders, innovators and changemakers in the sales industry. To celebrate these women and share their achievements with the world, we’re calling for submissions from our community. We’re looking for rising leaders in the sales space who are driving innovation and business growth, offer a unique background and perspective and are committed to equity and diversity in sales and beyond.
Partners in Excellence
OCTOBER 21, 2022
It seems everything in my feed is dominated by “SaaS Selling.” It may be the algorithm–we do have a heavy technology and software client base. But 50% of our clients are in other sectors. It seems everything I read is about “SaaS selling.” We’ve developed wholly new language, acronyms, and so forth. We’ve created “new” metrics, KPIs that actually aren’t so new.
SocialSellinator
OCTOBER 19, 2022
The most effective lead generation techniques vary depending on your business type and the products or services you sell. However, some standard methods tend to work well for most businesses, thereby becoming an important part of your digital marketing plan.
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