Force Management
MAY 16, 2024
In our recent webinar with Force Management Managing Director and Facilitator Brian Walsh, an audience member posed a question that we hear often in our work with B2B sales organizations:
Steven Rosen
MAY 13, 2024
In the high-pressure sales world, where targets, metrics, and performance drive every decision, it’s easy for leaders to not focus on self-care. However, neglecting self-care can have severe repercussions not only on personal health but also on professional effectiveness. For sales leaders tasked with meeting their goals and inspiring their teams, self-care isn’t a luxury—it’s a critical part of their leadership toolkit.
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Understanding the Sales Force
MAY 14, 2024
Perhaps you thought I was going to write about the inflatables locations called Pump it Up, where young children go to birthday parties. I recall that we hosted a couple of parties there when our son was small and probably attended several more for his little friends. This is not an analogy about inflatable trampolines, but it is about the analogy between pumps and sales and for variety, it will be two separate stories instead of one culminating in pumping up sales.
Mr. Inside Sales
MAY 12, 2024
Who do you think knows why your prospect buys? Who do you think knows when your prospect is going to buy? Or who they like to buy from? The answer, of course, is your prospect! The problem for many sales reps, is that they prefer to pitch and talk at prospects more than they actually ask questions and listen. Sounds simple, but trust me, it isn’t. To prove this, just listen to a few phone calls of yourself or some of the reps in your office.
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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.
Partners in Excellence
MAY 13, 2024
It seems like everything I read about sales productivity is focused on doing more. I see all sorts of insights, sage advice, and technology that helps improve our productivity and efficiency. These offer the potential of freeing up time. But it’s interesting how we fill the time we theoretically gain. It seems we fill the time doing more of that same stuff, rather than doing other things that may be neglected, or for which we have not enough time.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
SalesFuel
MAY 13, 2024
As B2B sales grow more competitive, a strong sales pitch presentation may determine whether you cruise or lose. Identifying pain points and developing a cohesive narrative will communicate the solutions that are crucial to your success. One Sales Pitch Presentation Does Not Fit All Prospects The more specific and tailored you can be with your message the better.
Partners in Excellence
MAY 16, 2024
For years, the fashion has been to declare, “Cold calling is dead!” It always comes from people with a specific agenda. Those who believe inbound is the only thing that works. Or a newer fashion, espousing inbound generated outbound. Others promoting social engagement. Or any other engagement approach where “cold calling,” is the obvious foil.
Membrain
MAY 15, 2024
It’s no secret that I love golf. I’ve been watching the documentary Full Swing. In the second season, there’s an episode about a player named Wyndham Clark. He’s a PGA golfer who won the Wells Fargo Championship in 2023.
Alice Heiman
MAY 14, 2024
“It’s how you sell that becomes your differentiator in a crowded market,” explained Ross Rich. Alice was excited to talk with Ross, whom she’s known since the early days of his entrepreneurial journey. Ross, the CEO of Accord, started his company to solve a critical problem in sales: lack of transparency between teams and customers.
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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.
Anthony Cole Training
MAY 17, 2024
According to the 2023 Edelman Trust Barometer, “Only 59% percent of the 32,000 global respondents to the firm’s 23rd annual trust and credibility survey trust financial services to do what is right, compared to 75% who trust technology and 71% who trust education and food & beverage companies — the top 3 most trusted industries. In the United States, 57% of consumers trust financial services, an increase of 9 percentage points over 2022 findings.
SBI Growth
MAY 17, 2024
CMOs and their marketing teams utilize numerous resources and talent to ensure their campaigns perform well. But thorough preparation is just half the story: CMOs often struggle to drive the execution successfully, resulting in lesser impact and weaker ROI. With resources and strategic value at stake, avoiding common pitfalls while designing campaign models would go a long way in maximizing returns down the road.
Sales and Marketing Management
MAY 13, 2024
This four-step plan allows sales enablement leaders to transform buyer enablement and empower sellers to leverage and reinforce new content and tools in response to an evolving buying landscape. This framework will ultimately result in enhanced seller-led interactions that align with buyer needs. The post 4 Steps to Drive Seller Adoption of Digital Tools appeared first on Sales & Marketing Management.
Steven Rosen
MAY 11, 2024
In this episode of the Sales Leadership Awakening podcast, Steven Rosen and Colleen Stanley discuss the impact of burnout on performance and productivity and offer strategies for leaders to create an environment that decreases burnout and stress. They emphasize the importance of time management, setting clear expectations, and recognizing and celebrating achievements.
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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.
Partners in Excellence
MAY 15, 2024
I suspect it’s trite to say, every leader wants to create a high performance organization or that people want to be part of high performing organizations. But what does it mean to be a high performing organization? In selling, is high performance “hitting our numbers?” Is it max’ing our comp plans? Is it about our personal success?
Grant Cardone
MAY 17, 2024
Despite the economy crushing many brands that thrived during the pandemic, some are turning things around. A primary example of this is the online home furnishing company, Wayfair, opening its first physical store. Nonetheless, is this move smart in this market or are they building castles in the sky? Cashing In on Customers Going Out […] The post Could a Wayfair Store be Opening Near You?
Sales and Marketing Management
MAY 14, 2024
Fostering a culture that values innovation and is open to calculated risks is essential. However, accepting that not every trend will yield positive results creates an environment where learning from failures is as valued as celebrating successes. The post Shiny Object or Solid Strategy? What You Should Know Before Jumping on the Latest Trend appeared first on Sales & Marketing Management.
Smooth Sale
MAY 16, 2024
Photo by Geralt via Pixabay Attract the Right Job or Clientele: How to Mirror the Impact and Framework of Healthy Organizations Employee dissatisfaction negatively affects business outcomes. This dissatisfaction can arise from various factors, including toxic work environments, inadequate compensation or benefits, constant overworking, or severe stress-induced burnout.
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.
Partners in Excellence
MAY 17, 2024
As individual contributors, we are conditioned to think about what we owe our managers and leaders. Are we getting all our tasks done–making the calls, doing the outreach, meeting with customers, progressing deals, keeping our reporting updated. We are conditioned to think about hitting our goals and numbers, keeping our performance up, perhaps to keep our managers off our backs.
Grant Cardone
MAY 16, 2024
Recently, premier fitness chain, Equinox, announced its new membership that retails for $40,000 annually. This costly package gives subscribers a 360-degree approach to improving their health and longevity. But what does that high price tag actually get you? And, is there a real market for it? What Do You Get for $40,000 a Year? Now, […] The post Would You Pay $40,000 for an Equinox Membership?
The Center for Sales Strategy
MAY 15, 2024
In the travel industry, you want to be a “destination of choice,” meaning you are highly preferred or sought after by travelers for your attractions, amenities, and experiences. As an employer, you want the exact same thing. But what does that mean for you? How can you be a destination of choice? Remember, beauty is in the eye of the beholder. While one person might seek the rich history and cultural landmarks of London rather than the commercialization and street vendors of New York’s Times Squ
Smooth Sale
MAY 17, 2024
Photo by The Digital Artist via Pixabay Attract the Right Job Or Clientele: How To Use AI To Keep Your Financial Data Safe With the increase in cyber threats and data breaches, maintaining the integrity and confidentiality of sensitive information has become paramount in today’s digital ecosystem. Artificial intelligence (AI) is progressively recognized as a powerful tool for fortifying data protection strategies.
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
MAY 14, 2024
Recently, I’ve been noticing something new, something I haven’t been paying sufficient attention to. It struck me in a conversation with a colleague yesterday. We were talking about organizational design, performance, and a number of issues. She presented a chart, the one below is a cleaned up representation of the chart. The content of the chart is irrelevant to this discussion, but each block represented a different part of the GTM organization, their roles, responsibilities, and k
Grant Cardone
MAY 16, 2024
After nearly 30 years of building a reputation as the “affordable gym option”, Planet Fitness is finally raising its subscription membership prices. Yet, the reason for this shift leaves a lot to be said about how the company is being run as a whole. Planet Fitness Fights Back Starting this summer, the base membership that […] The post Planet Fitness Feeling The Inflation Burn appeared first on GCTV.
SalesFuel
MAY 15, 2024
Sellers have a major opportunity to cross-sell and upsell to current clients. But not all reps even make an attempt. This is a mistake, as they’re missing out on potential for increased revenue and loyalty. One reason may be the use of tactics that aren’t connecting with clients. SalesFuel’s Voice of the Sales Rep study found that 25% of sellers say it is getting harder to upsell.
Smooth Sale
MAY 13, 2024
Photo AI Generated via EvaMichalkova Attract the Right Job or Clientele: How to Help Your Employees Beat the Heat This Coming Summer It’s not quite summer yet, but the temperature has been climbing steadily, and the fear of a stuffy office building settles in again. Nobody likes to work in a hot office. Why? The downside is it’s tiring, reduces productivity, and is stressful for your employees.
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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 Hacker
MAY 14, 2024
Holly Chen is the Managing Partner of ExponentialX, a Marketing and Growth Advisory Collective for high-growth SaaS startups, advising companies like Miro, Loom, ServiceNow, Appsflyer in their growth journeys. She also guest lectures at Berkeley and NYU, teaches at Section and Maven, mentors at First Round Capital, and is an active angel investor. Previously, Holly was the Global Head of Digital Marketing at Slack, helping it grow $100M to $700M ARR and going public.
Grant Cardone
MAY 16, 2024
From my experience, business is easier when you have partners. Working with the right person (or people) can significantly accelerate your success. However, your new venture can sink just as quickly if you don’t vet potential partners correctly. So, I compiled a list of questions to ask before you go into business together… 4 Questions […] The post Potential Business Partners MUST Pass This Test appeared first on GCTV.
SalesFuel
MAY 14, 2024
Are your employees supportive of your workplace culture? When employees feel positive about their company’s culture, they are more engaged with their work. And culture can be one of your top team productivity tools when you roll out new sales technology and initiatives. Why Culture Is One Of The Top Team Productivity Tools In a poll published by Gallup and Workforce , engaged employees described their workplace culture as “caring,” “innovative” and “professional.
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