Sales and Marketing Management
OCTOBER 4, 2023
Company culture and the culture of your sales organization, or your team’s perception of it, influences how much you sell, your productivity, employee retention and, ultimately, your revenue. The post 3 Ways a Positive Company Culture Can Drive Sales Success appeared first on Sales & Marketing Management.
Understanding the Sales Force
OCTOBER 5, 2023
Earlier this year, I wrote an article about building a stone walkway and how it is such a great analogy to sales process. Today I was watching stone masons build a stone column and while the focus is on the column itself, each stone represents a process unto itself. Unlike retaining walls or two-sided walls, columns expose stones on all four sides, so each column takes a long time to assemble.
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Zoominfo
OCTOBER 5, 2023
In a perfect world, sales professionals would spend most of their time talking with eager prospects who’ve done the homework, seen the marketing campaign, and asked for a meeting. In the real world, cold outreach is still a necessity — even the strongest business relationships have to start somewhere. And doing it well, at scale, is a skill that separates the best sales reps from the rest.
Sales and Marketing Management
OCTOBER 3, 2023
Stephanie Harris is a veteran of the non-cash incentive industry and, for the last three years, president of the Incentive Research Foundation. We spoke with her about emerging trends in group incentive travel, including designing events for today's multigenerational work force. The post Stephanie Harris on Group Incentive Travel Trends appeared first on Sales & Marketing Management.
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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.
Force Management
OCTOBER 5, 2023
As we approach 2024, sales leaders face a critical task: setting the right priorities for your Sales Kickoff event. The past year, marked by economic downturns and shifting market dynamics, may have presented new challenges for your sales team. Those challenges can be opportunities for your team to learn and strengthen your approach in the coming year.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Partners in Excellence
OCTOBER 3, 2023
My friend, Hank Barnes, is rethinking the buying process with a fascinating concept he calls The Advantage Factor. One of the things he discusses in the concept of “Selling Possibility.” It’s related to much of what I’ve written about Inciting Customers To Change. Too often, sellers catch customers who are very late in their buying cycle.
Sales and Marketing Management
OCTOBER 3, 2023
Break the stigma of unethical sales by selling with integrity. Here are eight best practices for selling with integrity. The post Ethics in Sales: 8 Best Practices to Sell with Integrity appeared first on Sales & Marketing Management.
Hubspot Sales
OCTOBER 2, 2023
You don’t get many chances with your prospects. Send a self-serving, pointless, or pushy email, and they’ll probably write you off. Do it again — and they definitely will. As a result, you should think carefully about every message you send. Does it provide new information? Does it have a clear purpose? Does it somehow benefit the buyer? If you can’t answer “yes” to all three of those questions, head back to the drawing board.
The Center for Sales Strategy
OCTOBER 5, 2023
Business development (BD) is the process of identifying, qualifying, and developing potential new customers. It is a critical part of any sales team's strategy, as it helps to ensure that there is a steady pipeline of leads to nurture and convert into paying customers. There are a number of different business development tactics that sales teams can use, depending on their industry, target market, and sales process.
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.
Anthony Cole Training
OCTOBER 6, 2023
Sales organizations typically have plenty of sales data due to the growth and usage of CRM systems, critical to capturing the activities that are occurring with the sales team. But effective coaching with sales performance data often becomes the greater challenge with sales managers and leaders. In our coaching platform, we offer several tools to help in this area and one of the most effective, easy to understand and utilize is sales data insight that comes from regular Sales Huddles.
Sales and Marketing Management
OCTOBER 2, 2023
Break the stigma of unethical sales by selling with integrity. The post Why Selling with Integrity Is Vital appeared first on Sales & Marketing Management.
Mr. Inside Sales
OCTOBER 1, 2023
Actual voicemails I’ve been receiving lately: “Hi Mike, this is Megan. Can you call me back at (phone number)? Thanks!” And what do I do with these voicemails? Delete. This is one of the oldest poor sales techniques in the world, and it just SCREAMS: I’m cold calling and trying to trick you into calling me back! Doesn’t work. Here’s what’s better: First, you have to let the caller know what company you’re calling from and the reason for the call.
Partners in Excellence
OCTOBER 5, 2023
We know trust and trustworthiness are critical in our ability to engage prospects and customers. It’s a foundation of our ability to develop and maintain relationships. We know what happens when, inadvertently or purposefully, we betray that trust. There are other concepts intermingled with trust and trustworthiness. Integrity, consistency, meeting commitments, knowledge, honesty, values and value, caring are all elements of establishing and maintaining trust.
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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.
Grant Cardone
OCTOBER 6, 2023
For any business to make it — let alone, grow — it has to move with speed and velocity in the marketplace. Despite this, many entrepreneurs can’t pinpoint where they’re going wrong. If that sounds like you, I will show you where to look and how to resolve what’s holding you back… 3 Things Holding […] The post What’s REALLY Holding Your Business Back appeared first on GCTV.
Membrain
OCTOBER 1, 2023
Join us in this episode with Casey Jaycox, a star sales leader, executive leadership coach, and author of 'Win the Relationship, Not the Deal'. Drawing from his experiences in athletics, sales, and leadership, Casey unpacks how his self-belief paved the way for his success and helped him soar to his potential.
Hubspot Sales
OCTOBER 4, 2023
When I think of sales, I picture friendly handshakes, lively chatter, and the spark of human connection. After all, it's a people-driven business. It relies on human intuition, persuasion, and relationship-building. At first glance, AI may seem out of place here. Yet, it can actually give us a better understanding of our prospects, making that human connection stronger.
Partners in Excellence
OCTOBER 4, 2023
I’m constantly amazed as I look at performance of organizations. I think, “Why do we revel in achieving our quotas and scaling goals, when we could be doing so much more?” If we achieve our growth/revenue goals, we think we are doing well. Too often, however, we could/should be doing much better. We are underperforming the potential.
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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.
Grant Cardone
OCTOBER 5, 2023
The law has struggled to keep up with advancing technology. Nonetheless, that doesn’t stop representatives from attempting to bring order to the online frontier. Soon, the U.S. Supreme Court will weigh in on social media censorship legislation. This is how it could transform the internet as we know it… Existing Social Media Censorship Laws This […] The post Supreme Court Looks into Social Media CENSORSHIP appeared first on GCTV.
SalesProInsider
OCTOBER 4, 2023
Do you remember the story of Goldilocks and the Three Bears ? Goldliocks was a little girl who entered the bears’ home while they weren’t there. Then, seeking to fit in and feel like she was at home, she tried their porridge, their chairs, and even their beds. She ended up falling asleep because she was so comfortable and felt peaceful. That’s what we want with our prospective clients!
Hubspot Sales
OCTOBER 5, 2023
Social media is the future of consumer shopping , so it’s no surprise that 59% of social sellers say they’ve made more sales through social media this year compared to last. More yet, 87% of social sellers say social selling has been effective for their business this year. Whether you’re new to social selling or looking to revamp your strategy, you might be wondering where these social sellers are finding success.
Partners in Excellence
OCTOBER 5, 2023
Recently, working with a client, we were talking about a major change initiative. I asked the question, “How will you be making a decision on how do implement this initiative?” There was an awkward silence, the CEO eventually said, “I don’t know…… What should I be doing? What should I be looking at? Who should I be involving in the decision?
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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.
Grant Cardone
OCTOBER 3, 2023
Recently, it was announced that Toys R Us is coming back as brick-and-mortar stores in the U.S. But as consumers are limiting discretionary spending, is this the best time for an expansion initiative? In this article, we will examine the specifics and you can decide for yourself… Toys R Us Coming Back Has Been YEARS […] The post Is Toys R Us Coming Back a GOOD Idea?
Sales Gravy
OCTOBER 2, 2023
Why Roleplay Should Be A Key Part of Your Sales Culture In this podcast, Jeb Blount, Jeremy Olson, and Kristin Isaacson discuss the importance of role-playing in sales. They emphasize the need for leaders to create a culture of role-playing and accountability within their teams. They also highlight the benefits of role-playing in helping salespeople improve their skills, gain empathy for the customer's perspective, and build confidence.
Sales Hacker
OCTOBER 3, 2023
Mark Cranney is an enterprise go-to-market operator and three-time unicorn creator. Most recently, he was the COO at Skydio. He’s also a founding operating partner at Andreessen Horowitz (a16z) and has been involved in the acquisitions of Opsware and Aster Data Systems by HP and Teradata, respectively. Mark specializes in developing winning playbooks, cultures, and strategies that put his competition on the back foot.
SocialSellinator
OCTOBER 4, 2023
Stay ahead of the curve with the latest social media marketing trends. Discover the power of short-form video content, influencer marketing, social commerce, and more. Find out how SocialSellinator can help you navigate the changing landscape.
Advertiser: ZoomInfo
Account-based marketing (ABM) is a key strategy for driving sustainable growth. Today, many B2B companies use ABM teams or technologies to make sales. But getting a program off the ground successfully doesn’t have to be a daunting task. Watch this webinar with Rachael Foster, Director of Account-Based Experience at ZoomInfo, and Dan Dolph, Manager of Account-Based Experience at ZoomInfo.
Grant Cardone
OCTOBER 2, 2023
No matter how long you’ve been in sales, you will have to deal with angry customers. Most salespeople are not trained to deal with unhappy people. As a result, they lose deals that are at the finish line. Here is how you get through those reactions and make the close… Understand WHY Customers Get Angry […] The post STAY CALM! How to Close Angry Customers appeared first on GCTV.
BuzzBoard
OCTOBER 3, 2023
When your customers are savvy, discerning, and constantly bombarded with a barrage of sales pitches and marketing messages, how do you plan to stand out in this crowded digital arena? The answer lies in hyper-personalization. Indeed, we have entered the era where digitizing everything is becoming a reality. Artificial intelligence (AI) and machine learning (ML) use a wealth of data to facilitate improved analysis and deliver granular-level information.
Sales Hacker
OCTOBER 6, 2023
Back in Vancouver after a month in NYC. Timely return with this weekend being Canadian Thanksgiving – Happy Thanksgiving to all my Canadians out there. Thanks for reading The GTM Newsletter! Subscribe for free to receive new posts and support my work. Grateful for you all – Canadians and non-Canadians of course. Also grateful that the GTMfund team is growing – we had Sophie Buonassisi, our new VP of Marketing, start this week.
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