The Sales Readiness Blog
DECEMBER 3, 2023
As buying behaviors continue to change, so does the market. To stay competitive, organizations need to find ways to maximize their current opportunities and generate new ones. In this article, we will introduce 5 ways to increase sales performance in 2024 and help your team surpass last year’s figures.
The Center for Sales Strategy
DECEMBER 4, 2023
There are four key performance indicators I recommend everyone keep a weekly focus on. If you are a manager who does weekly individual focus meetings with your AE's or if you are a manager managing managers, these four things will help you keep the focus of the individual and the team on things that are crucial in moving the needle. These four essential metrics will tell you if you are on track for success.
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Anthony Cole Training
DECEMBER 8, 2023
This is what it takes to be successful at building and achieving sales team excellence: You must love coaching and the game of selling. You must thrive on developing others to be the best versions of themselves. It must be about helping others gain the spotlight, success and financial rewards or a job well done. It requires sacrificing ego and the need to be right for the other person to discover their path, develop their skills and become the expert.
Membrain
DECEMBER 6, 2023
If there’s nothing else to do, salespeople should default to prospecting. That’s a pretty decent rule of thumb, one we’ve all heard more than once. After all, effective prospecting is the key to keeping the pipeline full and sales results consistent.
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.
Zoominfo
DECEMBER 4, 2023
The timing of a cold call can make all the difference between landing a sale or getting hung up on. That’s why there’s an endless supply of advice about when to hit the phones, and when to avoid dialing at all costs. Are late mornings on Wednesdays good? How about 4 p.m. on Mondays? While it feels more satisfying to target a specific time and day, these time slots actually don’t guarantee your prospect will answer — and they’ll definitely be harder to manage if you’re juggling multiple time zone
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Partners in Excellence
DECEMBER 4, 2023
This morning, I’ve been having a fascinating email conversation with my friend, Brian MacIver. If you don’t know/follow Brian, you should, he’s one of the best thinkers/practitioners I’ve met in selling. We were talking, loosely, around the advantages of being customer focused and what that means. He was sharing data that, frankly, wasn’t surprising, but it was stunning.
Allego
DECEMBER 6, 2023
This article originally appeared on Spiceworks. Why don’t sales reps use all the marketing content your organization creates? Lack of visibility, accessibility and understanding all play a role. Sales teams are often unaware that certain content exists, so they spend time making their own, leading to inaccurate product information or messaging. Sometimes, reps know about an asset but can’t find it.
Steven Rosen
DECEMBER 3, 2023
Do you Need a Top Sales Leadership Coach? In the world of sports, the role of a coach in impacting the success of elite athletes is universally acknowledged. This same principle holds true in sales leadership. Just as top athletes rely on coaches to maximize their performance, sales leaders can also greatly benefit from a skilled coach’s insights, guidance, and support.
No More Cold Calling
DECEMBER 7, 2023
How asking for referrals will drive your revenue in 2024 How many people should you ask for referrals to get five new clients? No more than 20. In my experience, at least half the people you ask for referrals will introduce you to your ideal prospect. Referred prospects convert to clients a minimum 50 percent of the time (most salespeople tell me it’s closer to 70 percent).
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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.
Sales and Marketing Management
DECEMBER 7, 2023
The relationship between employer and employee has been tested repeatedly since the pandemic. Leveraging AI responsibly can put organizations in a position of advantage for successfully adapting to the evolving landscape of work. The post AI and HR: How Technology Is Changing the Hiring Process appeared first on Sales & Marketing Management.
Sales 2.0
DECEMBER 4, 2023
In the near future, savvy salespeople are going to greatly enhance their sales by leveraging AI. One of the mechanisms for this improvement will be leveraging the “social graph” more effectively. It’s always been true that a referral beats any other lead, with referrals converting to customers 50% of the time, according to Joanne Black. AI will help us use our “social graph” to find referrals without spending too much time on research.
SBI Growth
DECEMBER 7, 2023
Conversations on generative AI continue to maintain a fever pitch among business leaders today, but enterprise-level adoption remains spotty. SBI surveys with CEOs reveal that only 26% were running small-scale pilots with just 9% doing anything more. This is despite the fact that nearly three-quarters of respondents expect AI to play a significant role in their work in the next 12 months, with 94% of leaders wanting to integrate AI into their sales programs.
Partners in Excellence
DECEMBER 7, 2023
The Rime of the Ancient Mariner has a famous line, “Water, water everywhere, but not a drop to drink… ” There’s another saying, “You can lead a horse to water, but you can’t make it drink… ” I’m reminded of variants of these sayings as I see the glut of tools/techniques leveraging the latest generation of AI and generative language tools.
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 and Marketing Management
DECEMBER 4, 2023
Risk is part of being in business, but you must be ready to react positively to industry influences and marketplace changes with risk-abating solutions. The post Risk Avoidance as a Competitive Advantage appeared first on Sales & Marketing Management.
Nutshell
DECEMBER 8, 2023
A landing page builder is a tool that helps you create landing pages for your paid ads and emails. Some of the best landing pages include Unbounce, Intsapage, and Wix. To learn more detailed info, keep reading! What do paid advertising and email marketing have in common? Well, there are actually multiple answers. But one thing they share is landing pages.
Force Management
DECEMBER 6, 2023
This month, the Revenue Builders podcast features conversations with some truly inspiring leaders. In their discussions with John Kaplan and John McMahon, these leaders shared stories of leading and scaling some of the most influential sales organizations of our time. They didn't always get it right on the first try, but now their lessons can be yours too.
Partners in Excellence
DECEMBER 8, 2023
Tamara Schenk and I have monthly conversations on all sorts of things. Today, while our agenda didn’t start with this, it ended up being the focus of our conversation. It’s the importance of “Adaptive Fluency.” To use street venacular, it’s rolling with the punches, yet still achieving your goals. Sadly, so much of the direction we seem to be going, in sales, marketing, leadership, seems to be taking us away from being adaptively fluent.
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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.
Sales Hacker
DECEMBER 8, 2023
The greatest technology does not always win. Rather, how you go-to-market is a significant determinant of success. Likewise, the new products you launch do not determine your success. Instead, how you launch them into the market is a huge factor in success. Today, we’re diving straight into the details with product marketing leaders. On the menu: less ‘obvious’ tactical tips on how these experts have aced the art of nailing a product launch – from pre-launch, to launch-day, to post-launch.
Nutshell
DECEMBER 8, 2023
When you’re spending hundreds of dollars to attend a networking event —or thousands of dollars to exhibit at one—the information on the business cards you collect is often your biggest tangible takeaway. Are you capturing it properly? We’re long past the days when each business card was treated as a collector’s item. As a modern salesperson, all you want to do is get your new contact’s email and phone number into your CRM as quickly as possible so you can toss their card into the nearest recycli
Hubspot Sales
DECEMBER 7, 2023
It’s here, the biggest sales quarter of the year. The very moment deal-seekers everywhere shoot their shot, turn prospects into buyers, and score buzzer-beating slam dunks that accelerate the business to record-breaking sales. Q4 sales are often the most lucrative of the year, but successful sales don’t come simply because of the season. Sales professionals who are doing their best work in Q4 are executing their sales processes to perfection.
Grant Cardone
DECEMBER 8, 2023
Many people are convinced that treating yourself with a splurge here and there will motivate you to accomplish your goals. I get it, everyone wants the LV on their belts and everyone wants to spend money on nice things. But this habit is not going to get you anywhere. In fact, treating yourself can actually […] The post Are You Treating Yourself or CHEATING Yourself appeared first on GCTV.
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Quotas need to be hit. Revenue goals need to be met. This reality makes shortening sales onboarding time a top priority. Organizations with a standard onboarding process boost employee retention by 58% and increase productivity by 50%. Unfortunately, many companies struggle with inefficient processes that lead to high turnover and missed revenue opportunities.
Sales Hacker
DECEMBER 5, 2023
May Habib started her career in banking at Lehman Brothers in 2007, a very interesting time to be in the frontlines of that world. She then worked at a sovereign wealth fund and started her entrepreneurial journey in software localization. May started Writer in 2020. Writer is an AI writing tool that helps teams write in the same tone and style so that all of the company’s communications are consistent and representative of the brand.
Sales Gravy
DECEMBER 4, 2023
On this episode of the Sales Gravy Podcast, I dive into part two of my conversation with sales leadership expert Mike Weinberg on what new sales managers need to do to get off to a successful start. The information in this episode is so good that you'll want to listen twice and take good notes. Navigating the Challenges of Being a New Sales Manager The episode kicks off with an engaging story from Jeb Blount about his early days in sales leadership.
Hubspot Sales
DECEMBER 5, 2023
As we enter the age of AI, one thing is for sure - the relationship between sales pros and their prospects will never be the same. When I surveyed 1,477 global sales professionals to determine the top trends and challenges that teams were facing , one key finding became apparent. We've entered, what I call, "The Age of the AI-powered buyer." In this post, we’ll dig into the data to help you prepare for one of the most disruptive shifts we’ve seen in years.
Grant Cardone
DECEMBER 8, 2023
The holidays can be either remarkable or rough if you are a salesperson. Customers have a different set of priorities for their spending. Therefore, handling objections smoothly is more important than ever to your success this season. After all, you gotta compete with old Saint Nick — which ain’t easy… 4 Closes for Handling Holiday […] The post Handling Objections: Holiday Edition appeared first on GCTV.
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.
Alice Heiman
DECEMBER 5, 2023
Gabriella enjoyed working with technical and operationally focused people tackling complex problems. She always worked in a team to do sales but didn’t like the lack of transparency to the team members as the deal progressed. She saw a need for a team selling tool. “I really didn’t have any other option than starting this business and seeing where I could go with it.
Nutshell
DECEMBER 7, 2023
Generative artificial intelligence (AI) has been the talk of the town this year for its potential to transform entire industries. One way to harness the power of artificial intelligence is by implementing AI productivity tools. AI promotes productivity by analyzing data, generating new ideas, and saving time through automation. In this article, we’ll explain how artificial intelligence software can enhance productivity and provide a comprehensive list of the best AI productivity tools.
Hubspot Sales
DECEMBER 4, 2023
Welcome to "The Pipeline" — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. Some deals hit walls — that‘s just an unfortunate fact of sales life. As wonderful as it would be to have every sales engagement run smoothly end-to-end and amount to an amicable, productive resolution, that’s just not how things work.
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