Anthony Cole Training
JULY 16, 2020
In today's blog post, we discuss motivation in sales. The problem, in many cases, is that the sales executive in charge of getting more out of their sales team has no idea what motivates those people on the team.
The Pipeline
JULY 14, 2020
By Tibor Shanto. Anything worth doing is worth doing right, and in sales, telephone prospecting is something worth doing and doing right. Challenge is that many don’t do it right, making the whole thing that much harder, and eventually not done. You can tell how salespeople go through these phases by the predictability of the excuses offered. One of my favorites is that the phone just doesn’t work anymore, no one answers their phone and other similar hits.
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Zoominfo
JULY 13, 2020
At their best, personas can help us better understand users and meet their needs. At their worst (i.e personas based on poorly sourced data, or worse, no data at all), they can be highly misleading and result in failed product launches, subpar marketing campaigns, and lost sales. Intuition and gut reactions only get you so far. They don’t serve a whole lot of purpose when it comes to making personas the best they can be.
InsightSquared
JULY 14, 2020
Your forecast is just a number. People say this all the time, but it completely misses the mark. Just a number implies that your forecast holds no real value — no purpose behind it. If that’s the case, why do it at all? Why spend all the time and effort to arrive at a useless number? Because bottom line, both the initial number and the ability to meet or exceed it, absolutely do matter. .
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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.
Sales and Marketing Management
JULY 13, 2020
Author: Dean Stier, CMO of National Business Furniture Sometimes they’re taking calls at company headquarters, sometimes they’re visiting with a client, sometimes they’re managing their workflow from home, and sometimes they’re somewhere else entirely. Wherever they are, your sales force is a dynamic team that's unique to you. They’re shaped by numerous factors, but the risks they face during the COVID-19 pandemic are significant.
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Steven Rosen
JULY 15, 2020
For most businesses, the first half of 2020 is a write-off! COVID-19 has hurt the economy, and many companies have suffered. If you want to close the gap you need to act now! Sales leaders I speak with have done a fabulous job keeping their sales teams motivated, helping them transition to virtual selling and whatever else they needed to do to adapt to the new normal.
Understanding the Sales Force
JULY 14, 2020
T. Today we'll discuss how to measure sales effectiveness of different salespeople despite there being so many variables to confuse the matter. You can scroll directly to that topic or, if you don't mind, please read my 3 paragraphs of context. In 1990, I founded Objective Management Group (OMG), and now, thirty years later, we are on the verge of evaluating our two millionth salesperson.
Membrain
JULY 15, 2020
“I don’t try to tell clients what technology they should be using. We work with whatever systems they currently have.”.
InsideSales.com
JULY 13, 2020
Motivation is an inherent skill we all possess to allow us to reach our full potential. It inspires, creates great leaders, and encourages engagement with others. Motivation is a vital skill for building new personal and business relationships. motivational leader. In the age of data, it is easily forgotten that those revenue streams are all related to, and dependent on, a person – your employee.
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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.
SBI Growth
JULY 15, 2020
To kick off the summer, SBI held a virtual meeting comprised of an intimate group of market-leading B2B Chief Revenue Officers (public and private, $240M to $8B in revenue) as part of their advisory board program. These global CRO’s gathered.
The Pipeline
JULY 13, 2020
Sales Scrum Podcast Episode #15 – Guest Joanne Black. Joanne Black is America’s leading authority on referral selling; she practically invented it, and that is the focus of this episode. Joanne shares the overlooked opportunities in properly and consistently leveraging referrals. In a connected planet where people buy from people, referrals are your leg-up in a competitive world.
Sales and Marketing Management
JULY 17, 2020
Author: Steve Rietberg and Craig Riley, Gartner In uncertain economic times accurate, timely, and actionable sales forecasts are more important than ever. That is why it is concerning that despite sales operations leaders’ best efforts, Gartner’s latest State of Sales Operations survey found that less than 45% of respondents indicated sales leaders and sellers in their organization have high confidence in forecasting accuracy.
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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.
SBI Growth
JULY 11, 2020
Often, those who are in a selling role find it challenging to distinguish the customer journey from the buyer journey and what that means for them and their quota. However similar they may seem, their touchpoints, and the overall experience.
The Pipeline
JULY 16, 2020
By Tibor Shanto. First rule of any communication is being understood, speaking their language is a good start. Are you speaking their language? [link]. The post Are You Speaking Their Language appeared first on TiborShanto.com.
Mr. Inside Sales
JULY 17, 2020
You pitch, you wait, then you get the email that says: “We’re not in the position to do this at this time…”. OR. “We’re going to pass on this right now…”. What do you do? First of all, realize that you can’t win them all—at least not now. But that doesn’t mean you can’t win them later. How you handle your response to that email will determine if, and what kind of, opportunity you will get later.
Partners in Excellence
JULY 15, 2020
Probably the single biggest issue anyone and every organization faces today is uncertainty. Each of us faces things few have every experienced in the past–at least at this magnitude. We have a global health pandemic, economic, political and social turmoil. We have businesses that are facing massive disruption. We face impacts personally, to our families and communities.
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.
SBI Growth
JULY 13, 2020
The Essential C-Suite Initiative You Are Overlooking Today. It’s time revenue enablement is elevated to its rightful place among C-suite and boardroom discussions, alongside those of quarterly earnings, diversity and inclusion, and enterprise value. Fully embracing revenue enablement could mean the.
Babette Ten Haken
JULY 16, 2020
Today, let’s ideate together. Take a deep breath. Relax. Let’s innovate. What happens to your revenue stream when employees stop fixing what people buy? Because clients are not sold what they really need. When internal teams actively drive revenue? Instead of serving as order-takers buried in departments traditionally perceived as cost-centers.
Mr. Inside Sales
JULY 11, 2020
Looking for a quick and proven way to upskill yourself or your team during the summer months? Check out the bestselling book of phone scripts: Power Phone Scripts. You’ll get over 500—yep, 500!—word-for-word, proven scripts to help you sell more with less effort and less rejection! Here is a sample taken right from Power Phone Scripts that teaches you how to deal with an objection you probably get often: “We’ve already got a supplier for that.”.
Alice Heiman
JULY 15, 2020
Around this time of year, many sales teams experience a summertime slump. Customers and colleagues go on vacation for a week or two. Kids are at home and parents are focused on them. We are still experiencing a slump due to the recession from the lockdown that started in March. . So, my question for CEOs is: how will you help your sales leaders keep your salespeople energized and motivated to keep selling, no matter what?
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!
SBI Growth
JULY 17, 2020
Even though some of the immediate business impacts of the COVID shutdown has started to abate, one of its more lasting effects has been to throw most enterprise 2020 marketing plans into total disarray. Tradeshows and field marketing events have.
Membrain
JULY 12, 2020
I spent the first six months of 2017 living in the hospital while my 5-year-old son, Ari, waited for, received, and rejected a heart transplant. During that time I’d spend my nights an hour away from him with our 3-year-old daughter and 6-month-old son. Each morning I’d fight Boston traffic to spend my days with Ari on the 8th floor at Boston Children’s Hospital.
Allego
JULY 16, 2020
Today’s post is by Joseph D. Kringdon, Principal, Kringdon & Associates/HMC. Joe spent several decades in the Wealth and Asset Management business, managing and leading both Advisors and Wholesaler Investment Consultants. “Just Do It.” “Finger lickin’ good.” “Can you hear me now?” “Where’s the beef?” “Melts in your mouth, not in your hands.
PandaDoc
JULY 14, 2020
When most people think of pop-ups, they think of unrelated advertisements that appear while they’re in the middle of reading something. But that’s not all they can be! Used effectively, they can be a great way to generate more sales and draw your customers in. But how can you use them effectively? Here are a few initial tips. Place them in context. Pop-ups should always relate to the page on which they appear.
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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
Hubspot Sales
JULY 13, 2020
A CRM — at least one with a host of sales-oriented features — is a means to an end. It's designed with intention, and in many cases, that intention is enhancing your ability to track and close more deals. One of these systems can contain tools that streamline prospect and customer outreach, make data entry and maintenance more straightforward, help you better understand and visualize your sales process, and track your team's performance — among several other resources that can supplement and enh
BrainShark
JULY 17, 2020
By putting data from sales training programs into a context, Scorecards make it easier for Brainshark customers to improve team results. Here’s a closer look at how it works.
Zoominfo
JULY 16, 2020
In Hollywood, sales floors are depicted with over-the-top managers instructing reps to win and win now. The ideas conveyed? Spray and pray! Fail faster! Dial for deals! But in the real world, contemporary sales outreach strategies and plans don’t work that way. What is Sales Outreach? Sales outreach is the process of engaging with prospects, directly or indirectly, with the hopes of converting them to paying customers.
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