The Center for Sales Strategy

MAY 17, 2022

Social selling is on its way to equaling (and possibly overtaking) conventional selling in the near future. One study stated that with more than 3 billion people using social media worldwide in 2021, the customer base is right where social salespeople want them. Way back in 2020, before the world had gone haywire due to COVID and in the early days of the pandemic, Facebook sales by American Facebook users hit over 18%.

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Social Selling Social Media Facebook Study 125

Mr. Inside Sales

MAY 14, 2022

Each time I work with a new company, the first thing I ask for are recordings of both their top two or three sales reps, and then recordings of everyone else. And each time I do, I immediately identify one thing that the top reps are doing that the other reps aren’t. I’ve been doing this for over 30 years, and things have remained constant during that time: top sales reps are better for many different reasons (personality, work effort, etc.), but they all share this one thing.

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Gatekeeper Face-to-face Decision Maker Licensing 235

Sales and Marketing Management

MAY 19, 2022

There’s a difference between becoming an average sales manager and a truly successful sales leader. Much of it depends on some important personality characteristics. The post 5 Personal Qualities Necessary to Become a Successful Sales Manager appeared first on Sales & Marketing Management.

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Sales Management Sales Marketing 177

Understanding the Sales Force

MAY 20, 2022

I conducted a Google search for the Top Sales Blogs and it showed 616,000 results. I can work with that! Not. I started browsing page by page and I found approximately 50 different lists of top sales blogs on the first 6 pages. My Blog was named on many of those lists but it got me wondering, why so many lists, why are so many different Blogs listed, what are the criteria, and which Blogs should you really be following for the best sales advice?

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Google Sales 207

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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 Process

Anthony Cole Training

MAY 19, 2022

Sales leaders must be both effective managers and great coaches by arming their salespeople with the skills to be successful and managing their strengths. This week, we identify the final 5 keys to success in leading a sales team.

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Marketing Qualified Lead Leads Coaching Sales 185

Sales and Marketing Management

MAY 18, 2022

Data and analytics are going to transform the understanding and evaluation of the employee experience. The CMO has a critical role in this transformation. The post Why CMOs Should Champion Employee Engagement appeared first on Sales & Marketing Management.

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Analytics Data Marketing Sales 317

Partners in Excellence

MAY 17, 2022

Again, I have to start this post with an apology. I’m a huge fan of sales enablement and some of the outstanding sales enablement practitioners who I count as friends. I think, however, one of the biggest problems with sales enablement is not what they do, or the quality of the programs they develop. I think one of the biggest problems with sales enablement comes from outside the organization, with sales executive leadership and front line management.

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Sales Enablement Maximizer Fashion Lead Rank 159

Julie Hanson

MAY 17, 2022

Like most people you’ve probably attended your share of live meetings where the presenter read from their slides – perhaps even going so far as to turn their back on the audience. Was it engaging and impactful? Did the presenter add value, context and meaning to the content? Or did your attention wane and look for other outlets? And what does this have to do with the number one virtual presentation mistake?

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Face-to-face Video Software Software 149

Smooth Sale

MAY 17, 2022

Photo by Qimono via Pixabay. Attract the Right Job Or Clientele: The Underrated Marketing Methods To Be Considering. Our collaborative blog provides insight regarding ‘The underrated marketing methods to be considering.’. Knowing how to reach your audience is vital for any business. Some marketing methods, such as social media marketing, advertisements, and SEO, are likely to be part of most modern strategies.

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Marketing Direct Mail Hiring Social Media 148

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.

How To

Sales and Marketing Management

MAY 16, 2022

Knowing how to attract, develop and retain high-level talent is invaluable amid the current market environment. The presence of a reliable, coach-like manager who displays a commitment to their personal development will make sellers a lot less inclined to seek employment elsewhere. The post Train to Retain appeared first on Sales & Marketing Management.

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Training Coaching Marketing How To 316

Partners in Excellence

MAY 15, 2022

I wrote, People Buy From People, focusing on the importance of human based engagement as a wake up call to the overwhelming trend to depersonalize the relationship. In comments on the post, Larry Levine and Brent Adamson added some fascinating and important insights (though I struggle with the concept of Brent creating insights–it just doesn’t seem to be him.

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Customer Proposal Lead Rank Lead Scoring 146

Hubspot Sales

MAY 20, 2022

The demand for sales roles only keeps growing. According to research published by HireDNA, sales roles shot up by 65% in 2021, totaling around 700,000 positions in the US alone. That’s why the HubSpot Academy is partnering with Coursera, the world's most trusted online education resource, to bring you the HubSpot Sales Representative Professional Certification — a five-course career development training for anyone looking to thrive in a new sales role, refine their sales skills, or impress poten

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Hubspot Inbound Course Sales Enablement 130

Zoominfo

MAY 18, 2022

Today’s new world of insight sales is powered by data. Companies rely on accurate and comprehensive B2B intelligence to identify new opportunities for growth, prospect and prioritize accounts, expand customer intelligence , surface insights, connect with customers, and close more deals. For most IT leaders, the more data you have, the better. But all data sets are not created equal.

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Ideal Customer Profile Data Enterprise Enterprise 130

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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

Sales and Marketing Management

MAY 17, 2022

Although it might seem counterintuitive, doubling down on what you specialize in will open up growth opportunities for your agency. People seek out specialists because they trust their abilities and thought leadership. You can niche your agency by following these three steps. The post 3 Ways to Hone Your Ad Agency’s Niche appeared first on Sales & Marketing Management.

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Follow-up Opportunity Marketing Sales 177

Predictable Revenue

MAY 16, 2022

These cold call script templates will help you craft an outbound sales conversation that feels natural, engages prospects, and wins more sales. The post Cold Calling Scripts to Maximize B2B Sales appeared first on Predictable Revenue.

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Cold Calling Maximizer B2B Outbound 126

The Center for Sales Strategy

MAY 19, 2022

Today, I'm going to share with you 3 TOP SECRET strategies to help you secure more new business appointments. These proprietary strategies will help you get more meetings than you could ever imagine.

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Strategy Meeting Sales 121

Zoominfo

MAY 18, 2022

The field of revenue operations has become critical for today’s insight-driven sales and marketing teams, responsible for everything from technology strategy and data quality to project management and KPIs. But that doesn’t mean the keys to a successful RevOps team are widely known or uniformly used. To ensure that RevOps is actually breaking down barriers — and not adding more bureaucratic bloat — leaders should focus on the four key functions of a RevOps team, the common challenges

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Revenue Cost per Acquisition Hiring Lead Rank 130

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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

John Barrows

MAY 20, 2022

The post LIVE Q&A with Morgan J. Ingram appeared first on JB Sales.

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Sales 24

Predictable Revenue

MAY 17, 2022

Harpaul Sambhi joins the Predictable Revenue podcast to discuss the importance of founder-led sales to scaling repeatable revenue for startups. The post The Importance of Founder-Led Sales to Scaling appeared first on Predictable Revenue.

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Scale Revenue Sales Outbound 121

The Center for Sales Strategy

MAY 16, 2022

We are always asking our salespeople to prospect and keep their eyes open for new potential clients. As sales managers, we need to treat recruitment the same way. Recruitment will continue to be a buyer’s market in 2022. According to The Undercover Recruiter , the best candidates are in and out of the job market within 10 days. It’s tempting, and easy, to fall victim to lowering your hiring standards to fill positions.

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Hiring Banking Positioning Sales Management 121

Zoominfo

MAY 18, 2022

Today’s new world of insight sales is powered by data. Companies rely on accurate and comprehensive B2B intelligence to identify new opportunities for growth, prospect and prioritize accounts, expand customer intelligence , surface insights, connect with customers, and close more deals. For most IT leaders, the more data you have, the better. But all data sets are not created equal.

Ideal Customer Profile 130

Ideal Customer Profile Data Enterprise Enterprise 130

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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

Hubspot Sales

MAY 16, 2022

As of March 31, 2022, inflation in the United States stands at 8.54% — the worst it has been in close to 40 years. Obviously, that figure has massive implications for businesses of all sizes, and several business owners are faced with a question that's every bit as uncomfortable as it is pressing: What do we do about our prices? Inflation product pricing is a tricky, nuanced process — how do you keep pace with inflation without alienating prospects and customers?

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Discount Compensation Face-to-face Distribution 115

Engage Selling

MAY 20, 2022

Don’t let unapplied knowledge destroy your sales team! I talk a lot about how the sales landscape today is completely different from just a few years ago…and that there’s no … Read More. The post Your Unapplied Knowledge Is a Waste of Everything! first appeared on Colleen Francis - The Sales Leader.

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Sales Sales Leadership Sales Coaching Coaching 113

Force Management

MAY 19, 2022

In this wave of mass resignations and global hiring, reduce hiring challenges and cost by narrowing your sales manager's focus. Define what the ideal sales talent candidate looks like for your organization so you can help your managers hire the right people for growth. The topic of sales talent has come up often on the Revenue Builders Podcast. John McMahon and John Kaplan dig deep with their guests, pulling out top-level advice you can use to make your sales talent a competitive advantage for y

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Hiring Sales Talent How To Competition 111

Zoominfo

MAY 16, 2022

Marketing technology stacks have been giving marketers headaches since the dawn of time (OK, maybe not that long … but it feels like it). The tools are too complex, too inaccurate, don’t integrate well, aren’t used enough, have too much overlap, and the list goes on. And yet, experts predict that marketers will keep leaning into more complex marketing automation solutions and personalization tools.

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Account Based Marketing Intent Signal Scale ROI 130

Advertiser: ZoomInfo

Account-based marketing (ABM) is a key strategy for driving sustainable growth. Today, many B2B companies use ABM teams or technologies to make sales. But getting a program off the ground successfully doesn’t have to be a daunting task. Watch this webinar with Rachael Foster, Director of Account-Based Experience at ZoomInfo, and Dan Dolph, Manager of Account-Based Experience at ZoomInfo.

Account Based Marketing

John Barrows

MAY 20, 2022

The post WEBINAR: Morgan J. Ingram hosts “How to Write a Killer Cold Email: A Step-by-Step Guide” appeared first on JB Sales.

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Webinar Metrics How To Sales 22

Partners in Excellence

MAY 19, 2022

We know trust is important in all our relationships. We know that trust is critical in vendor/customer relationships. Charlie Green has helped us understand that trust is not an absolute, but is contextual. For example, trust in a simple buying transaction is different than the trust in a complex B2B decision. The level of risk of choosing incorrectly is different, consequently the way we view trust in those decisions differs.

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Policies Consumer Vendor Channels 106

Sales Hacker

MAY 19, 2022

“Sellers are made, not born.” There’s no doubt this is a phrase you’ve heard at least a time or two. It’s based on an outdated way of thinking that selling is an art – perfected only by a select few. Revenue leaders who accept this notion often cross their fingers during the hiring process, hoping they’re lucky enough to find the rare “unicorn seller” with those innate, unteachable skills that translate to quota attainment.

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Ideal Customer Profile Top of Funnel Strategy Hiring 104