The Sales Readiness Blog
MARCH 28, 2023
Handling objections is an essential part of the sales process. Although these can be challenging and even uncomfortable conversations, the sales professionals who navigate objections with finesse can build trust and move deals forward. Use this four-step process to address objections and concerns with confidence.
Allego
MARCH 27, 2023
Welcome to a new series from Allego: Amplify Success —practical advice from Allego salespeople about what works for them. Sales is hard. We want to make it a little easier. And we know that sellers learn best from other sellers. Using the Allego platform, our reps have recorded short videos—what we refer to as agile content—to help other salespeople.
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The Center for Sales Strategy
MARCH 27, 2023
Sales management is an art that requires a delicate balance between the present and the future. The key to success lies in mastering the art of balancing the pending vs pipeline. This means managing your current deals while also prospecting for new ones. As a sales manager, you must be able to prioritize your time and resources effectively to ensure that you are not only closing deals today but also building a strong pipeline for tomorrow.
Membrain
MARCH 29, 2023
Among manufacturers, the concept of Lean is well established and practically universal in its application. Along with Six Sigma and Just In Time (JIT), these approaches have transformed the manufacturing world so profoundly that it’s no longer possible to compete in manufacturing without some version of these practices in place.
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.
Hubspot Sales
MARCH 27, 2023
Long gone are the days of solely visiting brick-and-mortar businesses to find what you need. Now, e-commerce is booming and here to stay. You can also buy virtually anything online, including services. These services range from financial counseling to tarot readings. When we think about online selling, we usually think about selling products like clothing or electronics.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Sales Hacker
MARCH 28, 2023
Building an outbound sales strategy can be challenging. The best place to start? Your ideal customer profile (ICP). Define exactly who you’re selling to, and you’ve got a solid foundation for growth. And that’s just what the ICP does. Keep reading for an in-depth guide on creating your ideal customer profile, including an ideal customer profile template, how to identify your ideal customer, and a simple three-step process for creating an ideal customer profile.
Allego
MARCH 26, 2023
Welcome to Amplify Success, practical advice from Allego salespeople about what works for them. A prospect is interested in your company. Yay! They might have opened one of your emails, downloaded a white paper, or signed up for a demo. What comes next in the sales process ? The sales discovery call , a two-way conversation that lets you figure out whether there’s a fit and if a potential deal is worth pursuing.
The Center for Sales Strategy
MARCH 28, 2023
Great job to all of you who have shifted your sales recruitment emphasis from advertising and job boards to personal networking. Networking invariably produces more quality, but only if it’s done right. The age-old approach— I’m looking for a salesperson. Do you know of anyone who’s looking? Doesn’t work.
Corporate Visions
MARCH 28, 2023
Use these sales tips and tricks to guide your selling conversations more confidently, avoid potential roadblocks, shorten the sales cycle, and win more revenue.
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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.
Bernadette McClelland
MARCH 30, 2023
How We Burned The Boats and Lived To Tell The Story TODAY is the day ONE YEAR AGO EXACTLY we flew out of Australia with 6 suitcases, 2 carry-ons and 2 backpacks and our head, heart and gut saying ‘do it’! To live in the United States of America as residents, not just tourists on extended visas. And during those 12 months, we have been asked these 7 questions many times over: 'How did you just up and move?
Understanding the Sales Force
MARCH 30, 2023
Today, I read two articles that had some quotable copy which we can translate to sales. The first article is about baseball and I'll translate what it says after the quote I pulled out.
Sales and Marketing Management
MARCH 29, 2023
Revenue growth is about retaining the customers you have and exercising rigorous efficiency in how you generate new business. An optimized revenue lifecycle considers the entire customer experience, increasing net revenue retention by improving that experience. The post Optimizing the Entire Revenue Lifecycle to Drive Net Revenue Retention appeared first on Sales & Marketing Management.
Anthony Cole Training
MARCH 31, 2023
Today's topic: March Madness, the ongoing search for bracket and sales pipeline predictability. The March Madness tournament can be somewhat predictable, but upsets are expected. In the world of sales forecasting, you have the same problem!
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.
No More Cold Calling
MARCH 30, 2023
Let’s celebrate our men during Women’s History Month 2023. As we wrap up Women’s History Month 2023, I’d like to give a shout-out to the men in our lives. To the husbands, fathers, brothers, sons, and mentors who celebrate women year-round. We have always needed and respected our male allies—those of you who encourage and support women and set the stage for our success.
SBI Growth
MARCH 29, 2023
Sales effectiveness and productivity are current initiatives top-of-mind for commercial leaders. Consistent themes around the two topics have surfaced, as seen in SBI's client engagements, executive round tables, and proprietary research, and go-to-market leaders need to pay attention. We are also witnessing the massive challenges sales leaders face in balancing CEO expectations with tangible outcomes.
Sales and Marketing Management
MARCH 28, 2023
Whether a business has never invested in a CRM system before, or if they’re in need of a refresh, it’s never too late to assess your CRM strategy. The post How Do You Build a CRM Strategy that Works? appeared first on Sales & Marketing Management.
Partners in Excellence
MARCH 28, 2023
The only constant is change—-everything about selling has changed and will continue to change. How we engage our customers, our processes, methodologies, tools, systems, programs continue to change. Technologies accelerate the rate of change, also providing us insights and capabilities we have never imagined. And, in the coming years, we will see technologies like AI and others that will provide new capabilities.
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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.
Membrain
MARCH 26, 2023
In the latest episode of the Art and Science of Complex Sales podcast, Paul Fuller sits down with Bryan Whittington , Founder of EBS Growth to talk about trigger events and project management in sales.
Zoominfo
MARCH 31, 2023
Having good data is no guarantee that a business will make good decisions. But being saddled with low-quality data at the most critical points of strategic decision-making is a recipe for failure — and a lot of lost money. How much? Industry experts at Gartner estimate that poor data quality costs businesses about $13 million a year. And here’s the hard truth: Even businesses with high-quality data can still lose ground if that critical information is stuck in silos.
Sales and Marketing Management
MARCH 27, 2023
There are countless ways to use video to engage customers at each stage of the customer journey. Your video marketing strategy should be just as customer-centric as your customer journey model. The post How to Align Video Throughout the Customer Journey appeared first on Sales & Marketing Management.
Force Management
MARCH 30, 2023
As the external economic environment continues to shift, many organizations are looking for ways to optimize costs and make their sales force more efficient. One focus area has emerged as a key differentiator for those organizations who have been able to do more with less, accelerate revenue, and exceed their objectives during this economic time: alignment.
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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.
Hubspot Sales
MARCH 27, 2023
Welcome to "The Pipeline" — a new weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. Sales is an increasingly consultative profession. You could go so far as to say we're in the age of the "Always Be Helping" salesperson. That means reps need to provide prospects with helpful and specific resources as opposed to stuffing irrelevant information down their throats — but you can't get there if you don't understand where your prospect is coming from.
Zoominfo
MARCH 30, 2023
Whether they’re building a brand, fueling revenue generation, or supporting the customer journey, marketers are constantly looking for ways to highlight their value and increase ROI. For demand generation professionals in charge of optimizing a B2B marketing funnel, that means any friction getting in the way of alignment, efficiency, and scalability simply has to go. “Most B2B buyers are working super hard to remain unknown to you — they tend to avoid forms at all costs,” says Calen Holbro
Sales and Marketing Management
MARCH 30, 2023
A comprehensive sales prospecting process is essential to closing more business, and it helps companies improve conversion rates, boost revenue, and so much more. The post A Comprehensive Sales Prospecting Process is Essential to Closing More Business – Here’s Why appeared first on Sales & Marketing Management.
Sales Hacker
MARCH 31, 2023
Note: The available generative AI tools for sales are evolving insanely quickly. Don’t see your favorite tool? Let us know: marketing [at] saleshacker [dot] com. Generative AI is all the craze, mostly because of OpenAI’s ChatGPT and their freemium go-to-market motion, which made them go viral for being the fastest ever application to reach 100 million users.
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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.
Hubspot Sales
MARCH 28, 2023
Writing good sales emails is an art and a science, and good salespeople know how to write professional and personalized messages to prospects. No matter the tone or writing style you choose, your communication should be free of common sales email mistakes. New sales reps have the opportunity to show their credibility in their sales emails. So as you begin your role, you should learn the best ways to communicate — and how you shouldn't.
Zoominfo
MARCH 29, 2023
As budgets remain tight and layoffs loom, more care and consideration is put into every purchasing decision. This often leads to larger buying committees, more avenues for approval, and elongated buying cycles. Vendr, a SaaS buying platform, recently found that sales cycles for software have settled at about 46 days, a 40% increase since 2020. Those longer buying cycles can cascade throughout the economy, causing stress on sales teams and making revenue more difficult to forecast.
Sales Gravy
MARCH 28, 2023
On this special episode of the Sales Gravy Podcast, Sales Gravy Senior Master Sales Trainer Brad Adams and bestselling author of Coffee's for Closers, Tony Morris, dive into the art of great discovery, how to ask questions that build rapport and create engagement, and why better questions set the groundwork for better results. Great Discovery Is A Sales Superpower The two biggest priorities for salespeople are building pipeline through prospecting and discovery.
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