Steven Rosen

MAY 31, 2021

Hiring Sales Stars . Whether you are starting a new sales force or hiring a new rep to fill a vacancy, the four principles of the STAR Process will help you select top sales performers. As the head of sales it doesn’t matter if you are involved directly in the process, what matters, is that you have in place a top-notch sales selection system. Without a clear process, your sales managers will each adopt their own approach and ultimately achieve sub-optimal results.

Hiring 386

Hiring Territories Energy Sales 386

Understanding the Sales Force

JUNE 1, 2021

May 29 was the day that nearly all COVID restrictions were lifted here Massachusetts. How liberating! Or so I thought. I went to the grocery store and was stunned to discover that I was the only person in the store not wearing a mask. Either everyone in the store was unvaccinated, didn't believe the vaccine would protect them, or they were afraid to go out in public without the mask.

Travel 332

Travel Survey Groups Objections 332

Sales and Marketing Management

JUNE 1, 2021

Are you considering retooling your technology for a digital sales future? That future has arrived and you're behind the curve. Here are five significant sales trends you can expect to continue throughout the current decade. The post The Digital Sales Revolution Has Happened. Is Your Team Keeping Pace? appeared first on Sales & Marketing Management.

Trends 317

Trends Sales Marketing 317

Zoominfo

JUNE 2, 2021

Layering various customer buying signals on top of each other is a reliable, data-based approach to predict when a prospect is facing a business challenge that your product can solve. By adding automation to these high-quality results, day-to-day sales and marketing efforts get easier, too. Savvy sales reps and marketers can take this approach to engage with leads earlier and stay ahead of their competitors.

Data 246

Data Intent Lead Scoring Lead Rank 246

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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.

Trends

The Pipeline

JUNE 1, 2021

By Tibor Shanto. Executing a prospecting call well, requires competencies and skill different from selling; prospecting is in many ways counter to sales. Making many things that are acceptable while in the selling phase of the client life cycle, are useless while prospecting. Simply put, if you can’t prospect, what will you sell? Some will point to the SaaS model, still not the majority in Salesland, the complete cycle rep still rules.

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Prospecting Cold Calling Lead Rank Research 222

Sales and Marketing Management

JUNE 3, 2021

Winning is an essential part of sales, and recognizing reps for big wins will not only make that person’s day but also improve company culture. The post The Vital Role of Motivation and Accountability on Your Sales Team appeared first on Sales & Marketing Management.

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Motivation Account Sales Marketing 296

Mr. Inside Sales

MAY 31, 2021

Picking up the phone and making “cold calls” has never been easy, and this has prevented many reps from making the calls that can make them more sales and more income. Instead, reps these days tend to spend more time communicating on social media and sending emails. Top reps still prefer to pick up the phone and have conversation, and this remains the best way to not only speak with someone, but to qualify them as well.

Face-to-face 180

Face-to-face Cold Calling Call-back Gatekeeper 180

Zoominfo

JUNE 3, 2021

The idea of Outside Sales, which depended on business travel and in-person meetings, feels like a distant memory. Until COVID-19, more than half of sales — 52.8 percent — were made by Outside Sales teams. But when the pandemic sent the world into lockdown, almost 90 percent of sales moved to the Inside Sales model of video conferencing, voice calls, and web-based technologies.

Outside Sales 147

Outside Sales Face-to-face Travel Lead Rank 147

SBI Growth

MAY 30, 2021

SBI recently held its Spring CEO Advisory Meeting to connect with less than a dozen market leaders on current challenges and to share best practices. This influential peer group share key insights into the following topics: Organizational Clarity Around Customer Experience The.

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Groups Meeting Ideal Customer Profile Marketing 194

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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.

Sales Management

Sales and Marketing Management

JUNE 1, 2021

In this episode Mike Carroll reveals how to use specific sales coaching strategies and tools for individual sales Rep development. Mike speaks about core competences and how he goes about helping organizations address those competences through proven sales coaching strategies. The post Sales Coaching for Development appeared first on Sales & Marketing Management.

Sales Coaching 270

Sales Coaching Coaching Sales Strategy 270

Anthony Cole Training

JUNE 3, 2021

Do you block off time in your calendar specifically to perform the sales activities required to be successful? If not, why?

Sales 157

Sales 157

Zoominfo

JUNE 3, 2021

The idea of Outside Sales, which depended on business travel and in-person meetings, feels like a distant memory. Until COVID-19, more than half of sales — 52.8 percent — were made by Outside Sales teams. But when the pandemic sent the world into lockdown, almost 90 percent of sales moved to the Inside Sales model of video conferencing, voice calls, and web-based technologies.

Outside Sales 130

Outside Sales Face-to-face Travel Cold Calling 130

Membrain

MAY 30, 2021

Did you ever notice how most supermarkets place the least capable cashiers in the Express Lane? Drives me nuts! The Market's perspective: Small orders will be easier for them to handle. My perspective: Let's go!!! They call it Express for a reason!

Marketing 158

Marketing Sales Sales Management 158

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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.

SalesForce

Sales and Marketing Management

JUNE 4, 2021

Email marketing isn’t complicated anymore. With a few simple and effective methods, you can significantly increase your sales and revenue in no time. The post 10 Email Marketing Tips to Boost Sales appeared first on Sales & Marketing Management.

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Email Marketing Marketing Revenue Sales 156

RAIN Group

JUNE 2, 2021

The word "no" can be a tough pill to swallow. In selling, when you're trying to meet a quota, squeeze in an extra deal before the end of the quarter, or get your bonus, the word "no" is too often interpreted as a sign to run for the hills. Worse, some salespeople see most objections as a call to battle. With this attitude, it’s no wonder they handle sales objections poorly.

Objections 140

Objections Quota Sales Meeting 140

Zoominfo

JUNE 2, 2021

B2B sales jobs have a strikingly high turnover rate. In a study conducted by Sales Insights Lab, sales reps rated culture and management above base compensation, commission, and job flexibility. So what if you could get people really invested in their professional development? And what if, because of this personalized development, they started to close more deals, knew what they needed to improve on for next time, and received the resources necessary to do so?

Scale 130

Scale Commission Compensation Report 130

Allego

JUNE 2, 2021

In physics, escape velocity refers to the minimum speed needed for a free, non-propelled object to escape the gravitational influence of a massive body. Escape velocity depends on how far the object has already traveled, considering that, without new acceleration, it will slow down as it travels. For Jesse Jackson , head of learning and talent solutions for JPMorgan Chase, escape velocity refers to a different kind of momentum: helping employees become the best versions of themselves.

Lead Rank 126

Lead Rank Banking Distribution Travel 126

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.

Hiring

Sales and Marketing Management

JUNE 3, 2021

This three-step process is a very simple strategy to deploy to build higher performing sales teams. The post 3 Step Process Increases Sales Team Performance appeared first on Sales & Marketing Management.

Sales 156

Sales Strategy Marketing 156

Membrain

JUNE 2, 2021

Many have heard statistics on the value of existing accounts: 80% of future profits come from 20% of customers; 65% of revenue comes from existing customers; it costs 5% less to retain a customer than to gain one.

Account 126

Account How To Revenue Customer 126

Zoominfo

JUNE 2, 2021

Layering various customer buying signals on top of each other is a reliable, data-based approach to predict when a prospect is facing a business challenge that your product can solve. By adding automation to these high-quality results, day-to-day sales and marketing efforts get easier, too. Savvy sales reps and marketers can take this approach to engage with leads earlier and stay ahead of their competitors.

Data 130

Data Intent Lead Scoring Lead Rank 130

Vendor Neutral

JUNE 2, 2021

The 20 Best Sales Podcasts for 2021. Insight, Advice, and Guidance into Sales, Leadership, and Life. Through unprecedented times, people invariably find new ways to learn and to develop themselves both personally and professionally. We recently reached out via LinkedIn to ask what sales podcasts helped people do just that throughout 2020 and into 2021.

B2B 130

B2B Sales Enablement Sales Webinar Metrics 130

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!

Call Monitoring

Sales and Marketing Management

JUNE 4, 2021

Sales managers can take heart in a Sales Management Association study that shows effective sales coaching leads to an increase of up to 23% in rep performance. One would assume with an impact like that, sales managers would commit a significant amount of time to coaching. However, the same study reveals that 76% of sales managers spend too little time coaching.

Study 149

Study Quota Coaching Sales Coaching 149

The Center for Sales Strategy

MAY 31, 2021

When a successful salesperson is questioned on what makes them stand out above the rest, most don’t have specific answers. The reason seems to be because these high performers are doing what comes naturally to them. These are not skills that can be taught or learned. It’s about behaviors that “fire naturally” in client-facing sales situations. Specific traits are sales accelerators.

Face-to-face 123

Face-to-face Hiring Sales 123

Zoominfo

JUNE 2, 2021

B2B sales jobs have a strikingly high turnover rate. In a study conducted by Sales Insights Lab, sales reps rated culture and management above base compensation, commission, and job flexibility. So what if you could get people really invested in their professional development? And what if, because of this personalized development, they started to close more deals, knew what they needed to improve on for next time, and received the resources necessary to do so?

Scale 130

Scale Commission Compensation Report 130

John Barrows

JUNE 1, 2021

Our guest this week is Mark Roberge, Managing Director at Stage 2 Capital and Professor at Harvard Business School. John and Mark discuss the future of sales, best practices, and how one size and strategy does not fit all companies. They emphasize how agility, disruption and innovation have moved to the forefront of careers and business. Mark delivers wise advice to up and coming sales professionals.

Social Media 107

Social Media LinkedIn Follow-up Media 107

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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

Sales

Sales and Marketing Management

JUNE 4, 2021

Customer relationship management (CRM) software is critical to how companies market to, sell to and service their customers, but it’s inherently an internal tool focused primarily on process adherence and control. Although “customer” is in the name, it’s often not in CRM software’s DNA. The post We Need To Put the ‘Customer’ Back in CRM appeared first on Sales & Marketing Management.

CRM 136

CRM Customer Software Software 136

Sandler Training

JUNE 1, 2021

These days, everyone is using online resources to initiate early prospecting discussions via digital media. Which is part of the problem. The post How to Stand Out When Prospecting Online appeared first on Sandler Training.

Prospecting 125

Prospecting How To Media Resources 125

Gong.io

MAY 31, 2021

Close more deals. Increase revenue. Improve win rates. Meet Exceed sales goals. Pick any (or all) of the above, and you have the reason sales playbooks exist. A sales playbook serves as a guide or a model for capturing best practices for each and every potential sales situation. It leads your sales reps through various scenarios: how to prospect, when to sell what product or service, how to overcome common objections, what to negotiate for (and how ) to name a few.

Examples 118

Examples Top of Funnel How To Segment 118