The Center for Sales Strategy
JULY 26, 2022
Every career has challenges, and that’s certainly true for sales professionals who often experience selling highs and lows. Sales pros face numerous obstacles in their quest for success. They might have a difficult sales territory that requires lots of travel away from home. They might face a selling slump because of factors beyond their control such as an economic downturn or even a pandemic like COVID-19.
Steven Rosen
JULY 25, 2022
Are You a Great Sales Leader? Sales leaders are running so fast that they don’t have a chance to breathe, and they certainly don’t have time to self-evaluate. Many sales leaders find themselves: Feeling overwhelmed, overly stressed, or frustrated because of the pace of change. Working hard but unable to stay on top of the daily barrage of emails, texts, virtual meetings, and voice messages.
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Membrain
JULY 24, 2022
It seems as if the phrase “sell on value, not on price” must have been around since shortly after the dawn of B2B selling, and it would be hard to argue with the sentiment. But what do we actually mean by value - and perhaps more important, how do our customers perceive value?
Sales and Marketing Management
JULY 27, 2022
Sales trainer Amy Franko shares highlights from a webinar she presented recently for SMM Connect on the most important metrics for sales managers to monitor. She talks about how she goes to market and how companies can be smarter buyers of sales training. The post The Sales Metrics That Every Manager Should Be Tracking appeared first on Sales & Marketing Management.
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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.
Understanding the Sales Force
JULY 27, 2022
When you think about cars, you know there are coupes, sedans, crossovers, SUVs, and sports cars. You also know there are luxury cars, mid-range cars and economy cars. You also know there are fast cars and slow cars, flashy cars and vanilla cars, big cars and little cars, white cars, black cars and every color in between. But if you were to think about specific features that differentiate one car from another, you would have to really think about it, wouldn't you?
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
SBI Growth
JULY 27, 2022
SBI has released its 2022 CEO MacroView Report titled “Don’t Create Confusion, Create Value.” The report contains an analysis of results from a survey of 150 CEOs as they face economic uncertainty, talent challenges, and shifting demand. Through online surveys, phone interviews, and virtual roundtable discussions, we learned that successful CEOs will be those who take decisive action compared to those who choose to wait and see what will happen.
Sales and Marketing Management
JULY 27, 2022
The pending recession presents a great opportunity for marketers to lead in their organizations, and be the revenue generators that CEOs have expected for some time. The post 4 Ways Marketing Can Take the Lead During a Recession appeared first on Sales & Marketing Management.
Mr. Inside Sales
JULY 24, 2022
One of the best things about sales is that you already know what all the objections are. For every sale, there are only about five core objections: price, think about it, talk to someone else, etc., and then some outliers you get less frequently. But overall, you know what’s coming. So, why not eliminate, in advance, your top one or two objections? Here’s how: If you’re qualifying a prospect to pitch later, and you know that price is the biggest objection you get, then qualify for it so you’re n
Zoominfo
JULY 28, 2022
In an ideal world, B2B revenue teams would run with lightning-fast lead response times, streamlined operations, and an aligned sales and marketing team. But can all of that be possible at the same time? Without a doubt. A sales funnel powered by volume and velocity is vital to stay competitive in today’s market. Intelligent lead routing is a key component of that effective, speedy sales motion.
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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.
Engage Selling
JULY 29, 2022
Positivity in sales is a choice, not a feeling. It doesn’t require much effort to feel worried about the state of the world these days. And if you’re already feeling … Read More. The post Positivity in Sales: A Choice, Not a Feeling first appeared on Colleen Francis - The Sales Leader.
Sales and Marketing Management
JULY 25, 2022
Social selling flips the switch on traditional cold calls and takes a customer-centric approach, which is exactly what businesses need to do to stand out from their ever-increasing competition. The post Using B2B Social Selling to Generate Better Leads appeared first on Sales & Marketing Management.
Predictable Revenue
JULY 27, 2022
Rene Zamora, author of Part-Time Sales Management, shares his best tips to keep your outbound sales team motivated and maintain drive as a sales leader. The post How To Become a Motivational Sales Leader appeared first on Predictable Revenue.
Zoominfo
JULY 27, 2022
Even in today’s data-driven sales landscape, cold calling remains a fact of life for many sales professionals. But cold calling isn’t just a major investment of time and energy, it’s precious time that could be better spent connecting with warm leads — prospects who want to hear from you and are ready to spend. Fortunately, today’s salespeople have a crucial advantage over their predecessors — an abundance of data.
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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.
Membrain
JULY 27, 2022
You won’t even go to the grocery store without it, yet you expect your high performing sales teams to do their best work without this tool. What is it? A checklist, of course.
Sales and Marketing Management
JULY 28, 2022
From live streaming, to broadcasting, to video chat and beyond, real-time engagement (RTE) technology is helping businesses bring new services and communication capabilities to the masses in newer ways. The post Redefining Engagement and Driving Sales with Real-Time Engagement appeared first on Sales & Marketing Management.
Force Management
JULY 29, 2022
Overcoming adversity is part of getting to the next level in your leadership career. This month's Revenue Builder's guests dig into the adversities they've faced and share valuable advice for those leading through challenging circumstances. Whether you're faced with hard-to-coach teams or tasked with defining a strategy to help your entire organization sell through ongoing external complexities, dig in.
Zoominfo
JULY 26, 2022
Go-to-market (GTM) teams rely on accurate business data to prioritize, engage, and serve their customers to the fullest. But unreliable data spread across siloed, disconnected systems too often impedes a team’s ability to achieve its revenue goals. Application programming interfaces (APIs) make it easy to connect revenue teams with high-quality data across multiple systems.
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.
The Center for Sales Strategy
JULY 25, 2022
Hiring and coaching salespeople would be a lot easier if people had their own manuals or care instructions that listed their top strengths and included advice for helping them reach their full potential. Wouldn’t that help you select and retain more top performers?
Sales and Marketing Management
JULY 26, 2022
B2B social media marketing is distinctly different than strategies deployed by B2C marketers. These four characteristics of top-performing B2B social media posts provide insights on how to create a high-performing B2B social media post. The post 4 Strategies for Creating a High-Performing B2B Social Media Post appeared first on Sales & Marketing Management.
Gong.io
JULY 25, 2022
“People love to buy, but hate to be sold to.”. It sounds nice, but that doesn’t really solve our dilemma as salespeople because, obviously, it’s our job to sell to people. So, this leaves a pretty big question on the table: How can we sell to a prospect without them feeling like they’re being sold to? One answer to this question is the Sandler pain funnel, a method of establishing need and urgency with prospects that feels more like a consultative interview than it does a sales pitch.
Zoominfo
JULY 25, 2022
For many employers, the initial scramble to implement remote work policies has now become a durable part of post-COVID work life. In the aftermath of this massive shift, many employers are taking a good look at how they can embrace remote work and build company cultures that help remote employees thrive. Here, we present the three dominant remote work models, their benefits, and how they compare.
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!
Allego
JULY 26, 2022
Do you remember what life was like before we had mobile networks, smartphones, and tablets? Our wired way of life meant we were tethered to our desks. Internet access, email, and online training were limited to desktop computers. If we needed anything on those machines while we were on the road, we were out of luck. For that time, learning management system (LMS) software was ideal for enterprise learning and development, including sales training.
Predictable Revenue
JULY 25, 2022
What is sales training and why is it so important? Learn about each step in the sales training process and how the right program can improve your win rate. The post What Is Sales Training? appeared first on Predictable Revenue.
Sales Hacker
JULY 26, 2022
Sales pros, I’m calling on you to end the debate on live chat versus chatbots. Sure, on one hand, there’s the convenience and power of an automated chat function. On the other is the valid claim that technology used to replicate human interaction just isn’t there yet. In reality, we need to move beyond this “either/or” mentality. At a high level: Your chatbot should function as a qualifier to ensure the person on the other end is a real prospect.
Zoominfo
JULY 25, 2022
Initially, many employers were wary of remote work. A global pandemic of such magnitude brought along with it a fear of the unknown. This took its toll on many businesses, resulting in hiring freezes, layoffs, and grave economic problems. It also spurred the big move to remote work, which impacted several key elements of the workplace, such as onboarding, productivity, and engagement.
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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
Allego
JULY 28, 2022
Podcast hosts are turning to Allego experts for advice on improving sales results. That’s because sales teams are under intense pressure to win deals and hit quota. It’s understandable, as sales are what drive a large part of a company’s success. That demand, however, may cause sales reps to pressure buyers. (“What can I do to get you into this car today?”).
Partners in Excellence
JULY 27, 2022
Everything I read, every conversation I have with sellers; the same issue arises. “How do we get customers to respond, how do we get meetings with customers?” I’ve been reflecting on this issue for some time. I’ve finally come up with the solution. It’s a slam dunk guarantee–ignore the gimmicks and tricks all the experts and guru’s offer.
Sales Hacker
JULY 29, 2022
Front line sales managers are always looking for new and innovative ways to generate leads. As the manager, your job is to give your lead generators the tools they need to be successful. This involves training them to quickly on their feet, being able to read body language well, projecting a confident yet friendly manner, and building rapport instantly to gain trust.
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