SBI Growth
MARCH 14, 2024
For many commercial leaders, helping sellers to be more effective poses significant challenges. Despite innovative methods constantly being introduced into the sales process, commercial leaders often find their sellers relying on ineffective approaches that aren’t tailored for today’s buyers. Then, how do you scale up any improvements made across the sales organization?
Steven Rosen
MARCH 10, 2024
In the highly competitive SaaS world, prospecting is often seen as the most challenging task—a test dreaded by many and mastered by few. Indeed, 40% of salespeople cite it as the most challenging part of the sales process, more daunting than either closing or qualifying. Despite this, it is the critical first step in a journey where every interaction has the potential to bloom into a significant deal.
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Mixmax
MARCH 12, 2024
Have you ever tried to have a conversation with someone who just keeps talking about themselves and not listening to a word you're saying? Or worse, not even giving you a chance to speak?
SBI Growth
MARCH 10, 2024
In today's dynamic commercial environment, accelerating the sales cycle is not just a goal but a necessity for thriving in a competitive market. The landscape has evolved, with buying behaviors becoming increasingly conservative and consensus requirements reaching new heights. The challenge? Many sellers find themselves poorly equipped to navigate these changes effectively.
Advertiser: ZoomInfo
AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.
Understanding the Sales Force
MARCH 13, 2024
Lately, when I talk with people, the most popular topics for discussion are Politics, March Madness, and the movies and TV shows they are streaming. Personally, I substitute Baseball for the middle topic because college baseball is in full swing and we’ve been traveling to watch our son, a college senior, play college baseball. But lately, when I talk with the Kurlan & Associates team, the topic is consistently about salespeople who push back when our sales training and coaching is sp
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Janek Performance Group
MARCH 12, 2024
Virtual sales meetings are becoming increasingly common as teams transition to working from home and offices are spread out in different cities. While the industry was already shifting toward normalizing a remote-friendly environment, stay-at-home orders and limited in-person capacities have forced people to adapt to having virtual sales meetings and learning how to sell virtually at a quicker rate.
Sales Gravy
MARCH 9, 2024
On this fascinating episode of the Sales Gravy podcast, master sales trainer Jessica Stokes spends time with Steven Farber of Take Flight Learning discussing why it is important for salespeople and leaders to understand and adapt to different personality styles. You'll learn the significance of how understanding personality styles will elevate your sales skills, help you build deeper relationships, and improve your closing ratio.
Smooth Sale
MARCH 13, 2024
Photo by Tammydz via Pixabay Attract the Right Job Or Clientele: How to Use Your Company Car to Increase Sales Now How to Use Your Company Car to Increase Sales Now Are limiting thoughts driving less traffic to your business? You might think that your company car is just there to get you from A to B when you are running your business, and of course, it is that, but it can be so much more.
Highspot
MARCH 12, 2024
ValueSelling Associates’ Julie Thomas and Highspot’s Kelly Lewis break down how to maximize the impact of revenue enablement Love it, hate it – or do everything in your power to work around it – when it comes to the revenue enablement function, everyone’s a critic. How can enablement be the hero in one organization and the constant scapegoat for another?
Speaker: Alexa Acosta, Director of Growth Marketing & B2B Marketing Leader
Marketing is evolving at breakneck speed—new tools, AI-driven automation, and changing buyer behaviors are rewriting the playbook. With so many trends competing for attention, how do you cut through the noise and focus on what truly moves the needle? In this webinar, industry expert Alexa Acosta will break down the most impactful marketing trends shaping the industry today and how to turn them into real, revenue-generating strategies.
Steven Rosen
MARCH 12, 2024
In this 4:39 video , Hosts Colleen Stanley and Steven Rosen discuss the importance of in-person interactions for building rapport, trust, and empathy. They highlight the biological aspect of human connection and the release of bonding hormones during face-to-face meetings. By getting off Zoom and meeting clients in person, salespeople can read the room better and strengthen relationships.
Sales and Marketing Management
MARCH 13, 2024
Who you choose to host your website can have drastic effects on your marketing efforts and in turn, your sales. The post The Impact of Web Hosting on User Experience appeared first on Sales & Marketing Management.
Anthony Cole Training
MARCH 15, 2024
Sales objections typically arise in several key areas during the sales process. The first is when you’re trying to secure someone’s time during prospecting, attempting to schedule a meeting on their calendar and obtain a few minutes of their attention. The second occurs when you are delivering a presentation and seeking a commitment or decision.
Understanding the Sales Force
MARCH 13, 2024
Lately, when I talk with people, the most popular topics for discussion are Politics, March Madness, and which movies and TV shows they are streaming. Personally, I substitute Baseball for the middle topic because college baseball is in full swing and we’re traveling to watch our son, in his senior year, play college baseball. He started strong which you can see here.
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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.
Steven Rosen
MARCH 12, 2024
Ryan Thomas , the sales VP of Elastic, Americas, shares his insights on effective leadership, team motivation, and driving business growth. He emphasizes the importance of inspiring and motivating teams, aligning individual success with the company’s vision, and making data-driven decisions. Ryan also discusses the challenges of leading sales teams in a complex and fast-paced industry and provides valuable advice for sales leaders.
Sales and Marketing Management
MARCH 11, 2024
Two marketing veterans share their insights into how CMOs should be managing through an uncertain economic climate. The post Managing Marketing Organizations In a Tough Economy appeared first on Sales & Marketing Management.
Force Management
MARCH 14, 2024
If you’re leading an organization that’s selling a solution, whether in an established market or a new vertical, you’re competing for your buyers’ attention. The competition is high – we are all faced with hundreds of sales messages each day. Successful sales organizations know how to consistently rise above the noise and command greater market share.
Partners in Excellence
MARCH 13, 2024
We still have very antiquated views of our “value proposition.” Most of the time, we restrict it to the value that might be realized through the purchase and implementation of our solutions. Ideally, we will have developed a business case for our solutions, perhaps looking at cost reduction, ROI or some other financial return the customer should expect from our solution.
Speaker: Kevin Burke
AI is reshaping marketing and sales, empowering professionals to work smarter, faster, and more effectively. This webinar will provide a practical introduction to AI, focusing on its current applications, transformative potential, and strategies for successful implementation in your organization. Using real-world examples and actionable insights, we’ll examine how businesses are leveraging AI to increase efficiency, enhance personalization, and drive measurable results.
Steven Rosen
MARCH 12, 2024
In this 4:41 video , Ryan Thomas discusses the importance of teamwork and collaboration in driving business success. He highlights the significance of being a partner rather than just a customer vendor. He emphasizes the need for leaders to embrace the power of teamwork to provide the best solutions for customers. Ryan Thomas discusses the importance of teamwork and collaboration in driving business success and highlights the significance of being a partner rather than just a vendor for custome
The Center for Sales Strategy
MARCH 13, 2024
Think for a minute about the very best leader you ever had. Then, think about the worst. Likely, you have definite feelings on both. How did you feel when you moved on from the job with that very best leader? You probably had second thoughts and wondered if you could have made that position work for you despite changing circumstances. What about that worst manager?
Zoominfo
MARCH 15, 2024
The most important growth drivers for any business simply can’t succeed without a core infrastructure of high-quality, trustworthy data. For most companies, the first step in building that advanced data foundation is to cleanse the trove of business data already on hand in their customer relationship management (CRM) system. And while it’s easy to assume large enterprises have data cleansing down to a science, one major global survey found that CRM data decays by about 34% annually, with nearly
Partners in Excellence
MARCH 10, 2024
Preface: I’m departing from my normal process of introducing a new story about selling. Every once in a while you see something so special, moving, and important, you have to change things. Chloe’s story is just that. I’ve told the story of a variety of others. Some with very distinguished leadership and selling careers. People who have managed 1000s and led multi-billion efforts.
Advertiser: ZoomInfo
ZoomInfo customers aren’t just selling — they’re winning. Revenue teams using our Go-To-Market Intelligence platform grew pipeline by 32%, increased deal sizes by 40%, and booked 55% more meetings. Download this report to see what 11,000+ customers say about our Go-To-Market Intelligence platform and how it impacts their bottom line. The data speaks for itself!
Steven Rosen
MARCH 12, 2024
In this episode of the Sales Leadership Awakening podcast, hosts Colleen Stanley and Steven Rosen discuss the significant changes in sales post-COVID-19. They address the reluctance of sales reps to return to face-to-face selling and the importance of embracing in-person meetings. Colleen and Steven emphasize the benefits of building trust, rapport, and collaboration through face-to-face interactions.
The Center for Sales Strategy
MARCH 11, 2024
The word “superstar” has a wide range of meanings for all of us. It might bring to mind a famous athlete or celebrity or someone we consider at the top of their game and well-known for their track record of success. But if there is one common thing every organization needs for success, it’s to have at least one sales superstar on their team. These are the sales stars who not only meet targets but also exceed them.
Zoominfo
MARCH 14, 2024
Convincing management to invest in new software solutions isn’t always the easiest sell, but it’s a struggle that many sales professionals know all too well. In today’s economic climate, it’s arguably tougher than ever. But what if you happen to know the CEO of a software company that you know will help you close more business? That’s exactly the situation Benjamin Adams found himself in.
Partners in Excellence
MARCH 11, 2024
ChatGPT and its colleagues are, too often, a debilitating cheat for sellers who don’t want to put in the work. There, I said it, I got it off my chest. Don’t get me wrong, these tools are very powerful and helpful. I leverage them constantly through my day, but for very different purposes than the majority of sellers. My feeds are filled with tricks and hacks.
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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.
Hubspot Sales
MARCH 11, 2024
Time is money, and that’s doubly true when you work with customers. For the last six years, I’ve been an avid user and champion of using async video in my day-to-day as a seller — well before joining Loom to lead its Sales and Customer Success teams. I’ve seen the benefit of async video messages to close deals and build prospect relationships as both a quota-carrying seller and a sales team leader.
The Center for Sales Strategy
MARCH 12, 2024
Do you know where 80% of your revenue comes from? Most businesses would say they have a way they manage and prioritize their accounts, but few of them do it in a way that is strategic, consistent, and is woven into every sales decision they make.
Zoominfo
MARCH 13, 2024
For nearly 20 years, ZoomInfo has been fueled by an unwavering belief in the power of data to transform markets, companies, and careers. As our founder and CEO, I’ve seen this story play out more times than I can count. Whether it’s one of the 60-plus Fortune 100 companies that trust ZoomInfo, or a single go-to-market professional who achieves life-changing success: helping our customers win is the reason we show up every day.
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