Steven Rosen

JULY 24, 2023

How do you unleash the power of your sales leadership team? In the fast-paced and ever-evolving world of sales, success is dependent on the capabilities of the sales leadership team. I believe that investing in the development of this critical team is the best use of resources for any VP of Sales. While sales training, sales enablement technology, customer experience enhancement, and marketing are essential components of a successful sales strategy, focusing on developing the sales leadership te

Sales Leadership 156

Sales Leadership Retention SalesForce Objections 156

Hubspot Sales

JULY 25, 2023

Like many disciplines, sales teams everywhere are trying to understand what role artificial intelligence will play in their industry. AI is no longer a construct of the future. It’s here, and it’s already changing sales as we know it. Today, 68% of business leaders we surveyed believe it will help them scale in a way that would otherwise be impossible.

Top of Funnel 98

Top of Funnel Forecasting Sales Qualified Lead Lead Rank 98

Selling Energy

JULY 28, 2023

If you’re meeting resistance while pitching an energy solution , try stepping into your prospect’s shoes for a moment. Remember, you’re not just selling to a company; you’re selling to one or more individuals within that company, each of which has a specific role and specific interests that you need to understand. What’s important to a company’s maintenance manager may be very different from what’s important to that company’s CFO.

Prospecting 79

Prospecting Energy Up-Sell Meeting 79

No More Cold Calling

JULY 27, 2023

Technology doesn’t close deals. Relationships do. Rachel, a sales VP at a large technology company, was frustrated with her sales team. They weren’t even close to making quota. In fact, they were lagging by 27 percent. She knew they relied almost exclusively on technology for generating sales leads. Their outreach took too long. They spent plenty of time on social media and sent tons of emails, but they rarely reached actual decision-makers.

Decision Maker 156

Decision Maker Referrals Face-to-face Social Media 156

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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

Zoominfo

JULY 26, 2023

For years, go-to-market leaders lived by the laws of growth through sales capacity. The mentality was simple: if you want to increase revenue, hire more salespeople. Today, rapidly changing technology is altering that equation. Experts say that standout growth will come from teams that double down on productivity. “What we’re seeing in the market is companies running with smaller teams and supplying them with more accurate and highly personalized datasets, to drive more revenue,” says Mill

Ideal Customer Profile 130

Ideal Customer Profile Data Scale Marketing 130

Sales Manager Now

JULY 26, 2023

Sales managers are not always present in small businesses, so we are often asked what the Sales Manager’s Responsibilities are. Suppose you’re conducting performance reviews, updating job descriptions, or beginning a search. In that case, we’ve comprised a list of a Sales Manager’s Responsibilities we work by at Sales Manager Now when working with small… The post Sales Manager’s Responsibilities in Small Business appeared first on Sales Manager Now.

Small Business 78

Small Business Small Business Sales Management Sales 78

Julie Hanson

JULY 27, 2023

Salespeople Beware: Why Reading From a Script on Camera is a Disaster! As virtual meetings, presentations and video outreach become the norm in sales, it’s tempting for salespeople to rely on scripts or notes to guide them through their presentations or pitches (aka: reading from a script). After all, with teleprompter apps and transparent notes, it reading from a script on camera appear easier than ever.

Film 62

Film Video Positioning Meeting 62

The Center for Sales Strategy

JULY 26, 2023

If you’ve ever been in sales, you know first-hand that one of the most powerful ways to go from good to great is having a strong sales manager. The best sales managers are active listeners and innovative thinkers. They know how to inspire and motivate their teams. So, is there a secret that only these superstar managers know? Of course not. But what we know for certain is that they are the ones who give just as much attention to managing their own talents as they do to managing their teams.

Sales Management 95

Sales Management Maximizer How To Motivation 95

Sales Hacker

JULY 26, 2023

Love it or hate it, artificial intelligence is massively changing the game in sales — and has huge potential for account executives. Trust me: I’m an AE who’s embraced the change. And AI (particularly ChatGPT) has supercharged my productivity and learning — and helped me get back some of my oh-so-precious time. Intimidated by AI? Don’t worry. I’ll walk you through how AI can make your job as an AE way easier — including specific ChatGPT prompts you can put to use in minutes.

Ideal Customer Profile 77

Ideal Customer Profile Lead Rank Proposal Lead Scoring 77

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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

JULY 26, 2023

Attempting to create a nontraditional display with off-the-shelf content rarely works – neither does applying the same creative deployment road map used for traditional display types. The post 4 Secrets for Developing and Deploying Outstanding Nontraditional Displays appeared first on Sales & Marketing Management.

Marketing 296

Marketing Sales 296

Zoominfo

JULY 27, 2023

Businesses in virtually every industry are being pushed to modernize their go-to-market strategy, with a premium on the data-driven, automation-enabled convergence of sales, marketing, and operations. As part of this evolution, the most advanced marketing teams are taking a page from their sales counterparts and using scalable plays to take their account-based marketing (ABM) strategy to the next level.

Account Based Marketing 246

Account Based Marketing Scale Data Strategy 246

Anthony Cole Training

JULY 28, 2023

Excerpt from Objective Management Group’s recent webinar on The Data Behind Sales Managers of Elite Teams. The third chapter of this guide addresses a fundamental question: What qualities matter most for building an elite team. Through a deep analysis of sales evaluations and coaching frequencies, we uncover the impact of consistent coaching on various aspects of sales performance.

Webinar Metrics 233

Webinar Metrics Analysis Coaching Objections 233

SBI Growth

JULY 26, 2023

It’s annual planning season, and once again, our latest CEO survey findings were a great entry point into SBI’s latest webinar discussion I co-hosted with Tony Erickson, Senior Partner SBI about how to plan for successful commercial productivity in 2024.

Webinar Metrics 156

Webinar Metrics Survey How To Strategy 156

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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

JULY 27, 2023

Some aspects of B2C public relations can be applied to B2B, but copying the B2C PR template entirely is more likely to fail than succeed. The post 3 Proven Tactics for a Winning B2B PR Strategy appeared first on Sales & Marketing Management.

B2B 31

B2B B2C Strategy Relationals 31

Zoominfo

JULY 25, 2023

In the not-so-distant past, a significant portion of a typical business-to-business (B2B) sales professional’s life revolved around in-person meetings with key prospects and high-value clients. But the long-running effects of digital disruption, coupled with the sudden shock of COVID-driven remote work, have changed the game. Today, as much as 80% of B2B decision-makers prefer remote or even fully self-serve sales interactions.

Lead Generation 130

Lead Generation Lead Rank Ideal Customer Profile Lead Scoring 130

Force Management

JULY 27, 2023

We recently hosted an Industry Leadership Panel where we talked to three growth-oriented business leaders about what top organizations are doing to drive success in the current market. There were a few questions we saw over and over again from the audience, so we wanted to take the time to provide some relevant resources around those topics. Keep reading for podcasts, blogs and videos from our library that address the four most commonly asked questions from our webinar about economic change.

Industry 125

Industry Webinar Metrics Video Resources 125

Membrain

JULY 26, 2023

Growing into new markets can be a huge boost for companies that are well prepared. It can also be a big challenge, if you’re not. From managing new lines of services, to keeping new types of customers happy, this kind of growth can present as many problems as it does opportunities.

CRM 117

CRM Marketing Opportunity Case Study 117

Speaker: Brendan Sweeney, VP of Sales at Allego

Maximizing sales rep performance is no easy task. 📈 Traditional sales training methods focus heavily on the first few weeks in the sales role. Companies dedicate time, resources, and budget to onboarding new hires, only for them to forget what was learned in those first few weeks, lose motivation, and struggle to come to grips with their role.

Hiring

Sales and Marketing Management

JULY 24, 2023

Brand monitoring isn't just for consumer goods companies. Here are some tips and tools for listening to what others are saying online about your company. The post Listen In: Brand Monitoring Done Right appeared first on Sales & Marketing Management.

Consumer 156

Consumer Tools Company Marketing 156

The Center for Sales Strategy

JULY 24, 2023

I have some news for you, both good and bad. The good news is that your team's success depends entirely on your salespeople. Now, for the bad news. your success also hinges on the salespeople on your team. In other words, your sales team's ability to close deals and meet targets determines whether you win or lose. It may sound daunting, but it doesn't have to be.

Hiring 117

Hiring Meeting Closing Marketing 117

Partners in Excellence

JULY 28, 2023

When I sit down with sales organizations, we inevitably spend a lot of time talking about the Sales Process. There are always so many issues that come up in these discussions, I’ll cover these in this series. But one of the most fundamental problems I see is these sales processes are internally focused, always looking at the things we Do To Our Customers.

Sales Process 116

Sales Process Customer Decision Maker Negotiation 116

Membrain

JULY 23, 2023

Ever wondered how a background in nursing could shape a unique and effective sales approach? Join us as we get down to the nitty-gritty with Sarah Downs , Founder and Partner of Doqaru. Sarah shares how her background in nursing has shaped her approach to sales, likening the process to a patient's journey from evaluation to diagnosis.

Sales 117

Sales 117

Speaker: Laura Noonan, Chief Revenue Officer at CallFinder + Angie Kronlage, Director of Program Success at Working Solutions + April Wiita, Vice President of Program Success at Working Solutions

Are you still manually reviewing calls? 🤔 It's time for a change! The traditional method of manual call monitoring is no longer cutting it in today's fast-paced call center environment. Industry experts Angie Kronlage and April Wiita from Working Solutions are here to explore the power of innovative automation to revolutionize outdated call review processes!

Call Monitoring

Sales and Marketing Management

JULY 25, 2023

Appointment setting is a crucial aspect of the B2B sales process that requires a strategic and collaborative approach. Implementing these strategies can enhance the ability to secure meaningful appointments with potential clients. The post 10 Tips and Strategies for Successful B2B Appointment Setting appeared first on Sales & Marketing Management.

B2B 120

B2B Strategy Sales Process Marketing 120

The Center for Sales Strategy

JULY 25, 2023

In this episode, we’re continuing our season-long deep dive into the latest Talent Magazine from The Center for Sales Strategy. And today, Emily Estey and Tirzah Thornburg are here to help break down the latest facts and trends when it comes to selection. Together, Emily and Tirzah bring so many great points to the table, such as: Why it pays to do the stressing BEFORE the hire, not after How talent banks are a great tool for hiring both internally AND externally And, finally, why holding out fo

Hiring 99

Hiring Banking Trends Tools 99

Hubspot Sales

JULY 27, 2023

It’s hard to argue with the fact that artificial intelligence has become an important element of our reality, affecting both our private and professional lives. Some of its most powerful capabilities are visible in business. In fact, it’s practically impossible to find a department that wasn’t affected by AI, with sales being no exception. According to HubSpot’s 2023 State of AI survey, 24% of sales professionals use AI in their daily work.

Data 98

Data Ideal Customer Profile Survey Report 98

SocialSellinator

JULY 27, 2023

Still, is there a digital marketing agency that can fuel your business growth? Well, here is what you should expect and more ways to increase your business growth.

Marketing 98

Marketing Social Media Media 98

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Every marketer knows how important it is to prove their efforts drive sales opportunities, but that’s easier said than done. When problems like sales and marketing misalignment, lack of data, and wasted efforts persist, marketers can’t measure, prove, or increase their impact on revenue at a time when demonstrating marketing value is critical. Using analyst and expert data, this guide to marketing impact and content attribution explains: How B2B buyers use content The most common types of conten

Sales

Lead411

JULY 25, 2023

5 Top B2B Sales Books for 2023 Keeping up with the newest sales tactics is always a point of emphasis for any successful sales team. Finding the best strategies, tip, tricks and formulas for more successful sales conversations can be challenging but these top 5 B2B sales books for 2023 are perfect examples of what works and are worth a read or listen. 1.

B2B 98

B2B Top of Funnel Lead Rank Funnel 98

Sales Gravy

JULY 28, 2023

Emotional Intelligence Is A Sales Superpower On this episode of the Sales Gravy Podcast, Jeb Blount sits down with Robin Hills, a business psychologist and expert in emotional intelligence from the UK. Emotional intelligence is the ability to combine thinking and feelings to make good decisions and build high-quality relationships. Emotional resilience is essential in sales, and it involves understanding and managing your own emotions to influence the emotions of others.

Construction 92

Construction Face-to-face Networking Influencer 92

Hubspot Sales

JULY 26, 2023

Most prospects have tens (or even hundreds) of pending LinkedIn invites to respond to — which means that when they finally get to yours, it’s only getting mere seconds of attention. And in such a short span of time, a single bad line can condemn your invite to the “ignore” pile. If you want your invites to make it all the way to your prospects’ inboxes, never use these eight clunkers again. 1.

LinkedIn 98

LinkedIn Ideal Customer Profile Top of Funnel Real Estate 98