Janek Performance Group
FEBRUARY 13, 2024
Every company looks for specific characteristics when seeking candidates for leadership roles. References and reputation only go so far in evaluating capabilities. For sales managers, look for qualities that build strong teams and motivate others to perform their best. Whether you seek a new hire or promotion, here are several essential qualities of sales managers.
Partners in Excellence
FEBRUARY 12, 2024
We are driven to pitch our products and solutions. Our questioning and discovery strategies each have an agenda, we seek answers that enable us to pitch. We have presentations focusing on us, our products, our companies and how great we are. We have closing strategies focused on getting the order. Somehow, our customers are lost in the process. They don’t feel heard.
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Janek Performance Group
FEBRUARY 12, 2024
Selling, like sports, is a very competitive environment. There are times we are winning, and other times we’re behind on the scoreboard. To help keep the right mindset, here are 10 top quotes from championship coaches you can use to keep your head in the game. The post 10 Quotes Sales Reps Can Reap Benefits From first appeared on Janek Performance Group.
Anthony Cole Training
FEBRUARY 15, 2024
Most organizations and sales managers think of accountability or performance management as “micro-managing.” Jim Collins has been quoted as saying “There is no such thing as 'micro-managing.' There is either managing or not managing.” There is a lot that a manager must bring to the table to be effective at setting standards and gaining accountability with their team.
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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 Hacker
FEBRUARY 14, 2024
Join Jesse Williams, Founder of Stori, to learn how you can use messaging and positioning to actually impact your bottomline.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
SBI Growth
FEBRUARY 15, 2024
With the turn of the calendar year, CEOs and their go-to-market teams stand at a crossroads that presents both unique challenges and opportunities.
Allego
FEBRUARY 13, 2024
As the business world evolves at lightning speed, shifts in B2B buying behavior have revealed a significant disconnect between what modern buyers expect and the ability of go-to-market (GTM) teams to meet these expectations. Consider today’s B2B buyers: They are savvier than ever, performing as much research as they can before talking with a sales rep.
MEDDIC
FEBRUARY 12, 2024
The Timeless Wisdom Behind Metrics in MEDDPICC Have you ever wondered how good Aristotle was as a salesperson? No? Well, you’re in for a treat because it turns out the old Greek philosopher’s ideas are not just for debating the meaning of life—they’re also pretty handy for nailing your sales targets. Let’s crack the code on how Aristotle’s age-old concepts of Ethos, Logos, and Pathos secretly power one of today’s most buzzed-about sales methodologies: MEDDPICC
Sales Hacker
FEBRUARY 12, 2024
Join Jesse Williams, Founder of Stori, to learn how you can use messaging and positioning to actually impact your bottomline.
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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
FEBRUARY 16, 2024
Knowing who to hire and what sort of traits to foster across an organization’s talent can go a long way in creating value for customers and seeing the business returns of customer success.
Sales and Marketing Management
FEBRUARY 12, 2024
There are guiding principles almost as old as love itself that will help customers fall in love with your product and make the sales process a whole lot easier. The post Learn to Love Your Customer so They’ll Love You This Valentine’s Day (and Beyond) appeared first on Sales & Marketing Management.
Understanding the Sales Force
FEBRUARY 15, 2024
This article has a longer analogy build up then most, but it’s worth it. Earlier this week, the forecast called for a big nor’easter to drop 8-13 inches of heavy, wet snow in our area. We got 3 inches. It harkened me back to the good old days before the incredible weather technology we have now. When I was growing up in the 1960’s, I watched meteorologist Don Kent give his weather forecasts on WBZ channel 4 in Boston.
Steven Rosen
FEBRUARY 11, 2024
Steven Rosen and Colleen Stanley discuss the strategy of simultaneously setting learning and sales goals. They explore the intricate relationship between continuous learning and improving skills for sales leaders, stressing the need for a balance. They share insights on how sales leaders can manage both effectively, creating a culture of ongoing learning.
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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
FEBRUARY 13, 2024
The slowdown in corporate spending due to economic and geopolitical uncertainties has prompted many companies to rethink their growth strategies for the near and distant future.
Sales and Marketing Management
FEBRUARY 14, 2024
Building relationships is a daily proactive pursuit for those who want to increase their performance and make an impact on their future success trajectory. As you focus on building genuine business relationships, use these tips to enhance your relationship-building skills. The post Employ Perceptiveness, Savvy and Charisma to Thrive in Your Business Relationships appeared first on Sales & Marketing Management.
Understanding the Sales Force
FEBRUARY 12, 2024
Dinger had his second ACL surgery in the past five months. While his recovery is on par with the recovery from his September surgery, this time he was much less willing – as in resistant – to taking all of his meds (pain, inflammatory and anti-biotic). Remembering that Dinger loves Starbucks’ Puppaccinos (whipped cream in a cup), my wife suggested that we hide the pills in a 1/4 cup of whipped cream.
Steven Rosen
FEBRUARY 11, 2024
In this 2:56 video, Steven Rosen and Colleen Stanley discuss the need for sales managers to go beyond setting sales goals and to define learning goals for their teams. They share how organizations can align learning goals with sales goals and invest in training and resources to support their salespeople. By combining sales goals with learning goals, sales leaders can create a continuous learning and development culture, leading to improved sales performance.
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.
Smooth Sale
FEBRUARY 12, 2024
Photo by Geralt via Pixabay Attract the Right Job Or Clientele: How To Reduce Human Error In Your Business When you run a business, you must plan for everything ahead. Although time-consuming and sometimes annoying, you must prepare for unexpected circumstances. You can, most of the time, accomplish what you need via research, experience, and speaking to your team and customers.
Sales and Marketing Management
FEBRUARY 12, 2024
There are guiding principles almost as old as love itself that will help customers fall in love with your product and make the sales process a whole lot easier. The post Learn to Love Your Customer so They’ll Love You This Valentine’s Day (and Beyond) appeared first on Sales & Marketing Management.
Zoominfo
FEBRUARY 15, 2024
When markets are turbulent, marketers can get desperate. And your inbox pays the price. Facing pressure to engage with any and all potential buyers, growing companies too often rely on outreach habits that are unsophisticated and unstructured. At the same time, industry leaders are guiding us away from mass blasts and toward personalized emails supported by sophisticated data and buying signals.
Force Management
FEBRUARY 15, 2024
In today's highly competitive market, it's no longer enough for a sales organization to differentiate itself solely based on its offering. The most successful companies today are those that create differentiation in their initial sales process and the customer’s journey. That level of execution requires that leaders enable every customer-facing team and role to be fluent in a unified sales message, strategy, and execution.
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!
Partners in Excellence
FEBRUARY 13, 2024
We’ve been taught we have to create value with our customers. There are a lot of definitions to this, including: Proving our product is the best choice of all the alternatives. Tying the capabilities of our solutions to the needs our customers have prioritized. Assuring we help the customers solve their problems. Articulating the value the customer should realize from the implementation of our solutions.
Sales and Marketing Management
FEBRUARY 14, 2024
Building relationships is a daily proactive pursuit for those who want to increase their performance and make an impact on their future success trajectory. As you focus on building genuine business relationships, use these tips to enhance your relationship-building skills. The post Employ Perceptiveness, Savvy and Charisma to Thrive in Your Business Relationships appeared first on Sales & Marketing Management.
Zoominfo
FEBRUARY 15, 2024
Business leaders in every sector and vertical are under immense pressure to increase revenue and grow their businesses in an uncertain economy. It’s no longer enough, however, to pursue that growth at any cost; executives must reckon with the environmental and social impacts of their businesses. At ZoomInfo, we’re constantly looking for ways to not only drive strong revenue growth, but to do so in a sustainable way that benefits our company, our communities, our employees, and the world around u
Smooth Sale
FEBRUARY 15, 2024
Pixabay – CCO Licence Attract the Right Job Or Clientele: How to Move Past Bad Press to Enjoy the Good Nothing can panic and upset a business owner more than bad press. Whether it’s a misquoted interview, a product mishap, or an unfortunate misunderstanding, unwanted press coverage can feel like the end of the business. Still, it doesn’t need to be if your business fights back.
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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
Partners in Excellence
FEBRUARY 16, 2024
I read a fascinating article about the response rates for a variety of outbound email prospecting techniques. The author, with a client, had tested 8 techniques to pitch their solutions. The response rates were anywhere between 0.29% and 1.25%. The sample sizes was 200K, which is significant. The argument the author was making was the technique that produced 1.25% was the best approach (which aligned with what they sold).
Nimble - Sales
FEBRUARY 14, 2024
This Valentine’s Day, let’s celebrate a different yet essential aspect of our professional lives: networking! Successful businesses thrive on networks of relationships that are built over time, which are crucial for sparking new opportunities, forming partnerships, and driving growth. We’ve connected with industry experts who have shared their insights and personal takes on how effective […] The post Heartfelt Connections: The Power of Relationships in Business Success ap
Zoominfo
FEBRUARY 14, 2024
Surveys with salespeople consistently highlight a troubling fact: the average sales rep only spends 28% of their week actually selling, with the rest of their days tied up managing complex and redundant workflows. To solve this nagging problem, leading go-to-market teams are increasingly looking for integrated tools and platforms to create more seamless workflows, improve customer experiences, and maximize technology budgets.
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