How to Prevent Turnover on Your Sales Team
Sales and Marketing Management
MAY 3, 2019
Sat.Apr 27, 2019 - Fri.May 03, 2019
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Small Business Owners Don’t Want to Learn How to Sell
No More Cold Calling
MAY 2, 2019
Hiding behind technology doesn’t drive sales—THIS WILL. Next week is National Small Business Week in the United States. For more than 50 years, the U.S. president has issued a proclamation that dedicates the first full week in May to celebrating America’s entrepreneurs and small business owners. There’s plenty to celebrate. More than half of Americans either own or work for a small business, and those companies create about two out of every three new jobs in the U.S. each year, according to the
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How to Stop Fighting the Monster of Sales Technology Complexity
SBI
APRIL 30, 2019
How to Stop Fighting the Monster of Sales Technology Complexity. Here’s the scenario. You’re on a ship in a vast sea. Somewhere out there on the horizon is a land of opportunity, solid ground on which to build a beautiful, sun-soaked empire–if you can get to it. But right now, you’re tossed by the waves of the ocean and, while struggling to keep your feet from being washed out from under you, you’re battling a giant, many-headed sea monster.
What to Do with the Salespeople Who Become Your Biggest Problem
Understanding the Sales Force
MAY 3, 2019
I coach a lot of sales managers and sales leaders and when I ask them what they want help with today, it's rarely a big opportunity, it's seldom coaching best practices, it's hardly ever targeted metrics for their team, and it's almost unheard of for them to request that I help them improve as sales managers, Oh no. They almost always want help with their biggest problem child.
The Trends You Need to Succeed This Holiday Season
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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.
A Cold Call By Any Other Name
The Pipeline
APRIL 30, 2019
By Tibor Shanto. The expression ‘Cold Call’ brings an immediate visceral reaction from people, when it shouldn’t. Most picture opening the yellow pages, picking a business at random, dialling and barking “Wanna buy, wanna buy, wanna buy?” on the other hand, a cold call by another name is just direct contact. When I say cold calling, I specifically refer to calling someone when that call is not previously scheduled.
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Even in B2B, Customer Experience Defines You (April Referral Selling Insights)
No More Cold Calling
APRIL 29, 2019
Do your clients want more from you? Would you be surprised to learn that prospects want the same buying experience in their business lives as in their personal lives? I’m not. We all want a stellar customer experience, and we’re pissed when we don’t get it. B2B customers are just louder about it. Everyone complains about their cell phone providers, their utilities companies, and their myriad of unpleasant shopping experiences.
Friday Five – Ways to Shorten Your Sales Cycle
Score More Sales
MAY 3, 2019
We know of eleven factors that historically have shortened sales cycles, based on research done by Objective Management Group.
Understanding Your Customer’s Story with Listening Paths
SBI Growth
MAY 2, 2019
Messaging Pipelines. When I was younger, I would often play “The Telephone Game” with my friends. You whisper a phrase to one person, who whispers it to another, and so on until the last person in the line repeats the message.
Caution – Process In The Way
The Pipeline
MAY 2, 2019
By Tibor Shanto. A sales process, like grammar, is there to help you achieve your objective. It becomes dangerous when grammar or process becomes the objective over the results. At times it’s odd to watch reps execute a process imposed on them. Makes one wonder if some reps’ CRM greeted them by saying caution process in the way. A Tale Of Two Reps.
AI Strategies for Sales Managers: How to Cut Down on Tedious Admin Work
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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.
Empower Your Sales Team to Close the Deal With Video
Sales and Marketing Management
APRIL 28, 2019
Author: Hope Horner Sending email after email to leads just doesn’t work like it used to. Especially now, when new sales-related tech seems to crop up weekly: data management systems, sales forecasting, customer relationship management software, and automated email marketing platforms. But even with these advanced solutions, we’re forgetting one key aspect of sales: the human connection.
Monday Motivation Video: Do You Believe In Yourself?
The Sales Hunter
APRIL 28, 2019
Your customers will never accept what you have to offer unless you are confident in what you’re selling. The first thing you are selling is not the product or service but actually yourself. Have confidence and work with integrity. Together, working with your customers, you will be able to achieve what they didn’t think was possible. It starts with you believing in you.
Driving Team Performance: Why Offboarding is Just as Important as Onboarding
SBI Growth
APRIL 29, 2019
According to SBI research, HR leaders and their teams spend 8x more time creating, implementing, and administering onboarding programs compared to offboarding programs. Onboarding programs are no doubt essential to an employee’s ramp time and continued success at the company.
9 Proven Ways to Improve Candidate Experience
Zoominfo
MAY 2, 2019
Think back to the last time you applied and interviewed for jobs. What was that experience like for you? If you’re like most of us, your job search wasn’t easy sailing and you may have even walked away holding a grudge or two. These resentful feelings, which most of us experience at some point in our professional lives, stem from a negative candidate experience.
Buyer’s Guide: 5 Tough Questions To Ask a Salesforce Managed Services Provider
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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.
Hit Sales Growth Goals and All Other Problems Go Away
Anthony Cole Training
MAY 2, 2019
Disconnect in the business world is pretty common. But, that doesn't mean it should be. Specifically in sales, your job as a leader is to create a model that benefits both the company and the salespeople that work there. So, how do you do this? This article will provide you with a list of questions to ask yourself, and your producers, when your sales team is underperforming and improvements need to be made.
Sell More! New Online Training—Early Bird Pricing!
Mr. Inside Sales
MAY 1, 2019
Want to get your team excited about selling again? Would you like to be motivated to pick up the phone instead of sending yet another email? Do you want to be confident when speaking with gatekeepers and decision makers? Are you ready to double or even triple your sales—in 2019? You can. Better training = more sales. It’s that simple. Starting on Tuesday, May 21 st , we’re launching our powerful, 7-week Online Inside Sales Training!
Am I Productive or Just Busy? Sales Leadership Lessons
The Sales Hunter
MAY 3, 2019
It is easy to think that just because you’re busy, you are productive. Nothing could be farther from the truth. The words “busy” and “productive” are often polar opposites. I see salespeople and sales leaders spending countless hours updating reports and building out spreadsheets. These same people are quick to say that they just don’t have time to prospect or meet with customers because they’re busy.
You Are Making a Great Product – Are You Focused on Selling It?
SBI Growth
MAY 1, 2019
What do my users want? The savviest Product leaders are asking themselves this question more frequently than ever. They know great User Experience (UX) is rapidly becoming a competitive differentiator. Customers’ expectations have risen, and failure to provide exceptional customer.
Beyond the Basics: How to Develop and Retain a Top-Performing Sales Team
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.
What Are You Tolerating?
The Sales Heretic
MAY 1, 2019
As a professional speaker and trainer, I spend a lot of time in airports. And I see an awful lot of bad behavior there. Recently as I was waiting to board a flight, I witnessed some incredibly poor behavior by a boy I would estimate to be between ten and twelve years old. He had [.].
A Gift to Our Readers: MIS Wins 2019 Service Provider Award!
Mr. Inside Sales
APRIL 29, 2019
Chicago: AA-ISP Leadership Summit: I’d like to take a quick moment to acknowledge all my readers and clients who nominated MIS in two categories this year, 2019. At the Summit in Chicago last week, MIS was awarded (for the third year in a row!) the “2018 Service Provider of the Year Award”! We are deeply honored to be singled out as the top inside sales training and coaching firm among the many other fine companies in this space.
The Best Sales Management Software of 2019
Hubspot Sales
MAY 2, 2019
I love taking trips to new places, but finding my way there can be a challenge. Whenever I need directions somewhere new, I always pull out my smartphone, open Google Maps app, and enter my desired location. Within seconds, I have a clear route and set of directions. Not only does the app save me time, but I also know the information is accurate and I can trust it.
40 Surprising Sales Statistics That Matter in 2019
BrainShark
MAY 2, 2019
As new research is published on the sales profession, we’re faced with new data about what it takes for today’s reps to succeed.
How to Optimize Call Monitoring: Automate QA and Elevate Customer Experience
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!
10 Ways to Achieve Your Sales Goals Faster
Women Sales Pros
MAY 3, 2019
Every January 1st brings with it a new round of resolutions, both personal and professional. You’ve made it through the first week of the year and your goals are hanging there. You may be feeling as if you’re already behind, or you’ve missed them already. For me, the first week went by in a blur. One of my personal resolutions was to post a new article to our blog every week to keep you current on what we’re finding is working in sales and marketing.
9 Proven Ways to Improve Candidate Experience
Zoominfo
MAY 2, 2019
Think back to the last time you applied and interviewed for jobs. What was that experience like for you? If you’re like most of us, your job search wasn’t easy sailing and you may have even walked away holding a grudge or two. These resentful feelings, which most of us experience at some point in our professional lives, stem from a negative candidate experience.
Accounting 101: The Ultimate Guide to Accounting Basics
Hubspot Sales
MAY 3, 2019
In college, I started a local consignment business. It was very different from my freelance writing business for a few key reasons: I had employees, I had physical products (which meant a physical store and check-out process), and I had a different legal business entity. I had some experience under my belt from running my freelance business, but I practically had to start from scratch with my new one — particularly with my understanding of accounting.
Do you know how often you drop the baton?
Membrain
MAY 1, 2019
In the 2008 Olympics, the men’s U.S. 400-meter relay team was considered a sure thing for the finals. They had some of the world’s fastest runners and were closely watched by critics and fans. They did well in the first two legs of their qualifying round, but in the final leg, Darvis Patton failed to place the baton into his teammate Tyson Gay’s hand.
How to Prove Marketing Value: Demonstrate Content ROI and Contribution to Sales
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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
We Give Waaaay Too Much in Sales
John Barrows
MAY 2, 2019
We are givers in Sales. We give and give and give in the hopes that at the end of the sales process, we get what we want – which is the signed contract and commission. The problem is we tend to give a bunch of stuff away without really getting much in return. When this happens, we’re actually conditioning the prospect to treat us like a doormat.
Gender in Senior Management: F1000 Diversity Creeps Up From 2016 to 2019
DiscoverOrg Sales
MAY 2, 2019
In 2016, DiscoverOrg compiled a benchmark report that asked: How is gender distributed among C-suite and senior management roles at Fortune 1000 companies? The answer then: Not much. Overall in 2016, we found that just 15% of senior management were women. At the most senior-level positions, women made up less than 10%. Fast-forward three years: How has gender distribution changed in 2019?
The 9 Most Important Types of Sales Objectives [+Examples]
Hubspot Sales
MAY 1, 2019
A team without sales objectives is like a ship without a sail. The boat is at the whim of the wind and sea, and your sales team is directionless without clear guidance. Set your sales team up for success by developing sales objectives. They provide a direction for the sale department to reach goals like closing more deals, increasing revenue, retaining customers, and cross-selling.
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