Sales and Marketing Management
AUGUST 17, 2022
A significant number of barriers stand in the way of effective sales coaching. Here's how to overcome them. The post Take Your Sales Team from Subpar to Superstar with These 5 Sales Coaching Tips appeared first on Sales & Marketing Management.
The Center for Sales Strategy
AUGUST 18, 2022
Do you ever wonder what it would take to become a Sales Superhero? What would it take to bag every target account on your list? Bruce Wayne trained for 12 years to cross the globe and learn martial arts and forensics. Doctor Stephen Strange trained for 4 years, but he had the forces of Kamar-Taj in his favor! The Center for Sales Strategy firmly believes that you have a few innate sales traits (best discovered through our Sales Talent Assessment).
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Engage Selling
AUGUST 19, 2022
??????????? What’s the right outside and inside sales team structure? I recently had a conversation with an exceptional sales leader I work with. We discussed the growth trajectory of his … Read More. The post The Right Outside and Inside Sales Team Structure | Sales Strategies first appeared on Colleen Francis - The Sales Leader.
Sales 2.0
AUGUST 15, 2022
I’ve been using the summer to review some of the classic books in sales and marketing and refresh some of the fundamentals to building world-class “revenue engines” described. I started with Mark Roberge’s book “The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million”. The part of Mark’s book I like the most is about hiring salespeople.
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.
Sales and Marketing Management
AUGUST 18, 2022
There's a lot of talk about influencers these days. The Influence Styles Inventory measures a person’s self-reported influence style preference. It's a prism through which to understand others’ influence styles. The post Secrets of Influence: The Extra Edge for Sales appeared first on Sales & Marketing Management.
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Selling Energy
AUGUST 17, 2022
Every prospect’s needs and desires are unique. In some cases, you may not want to cross-sell or up-sell at all. Other times, it may make sense to use just one method or the other. However, if a scenario presents itself in which you can employ both cross-selling and up-selling in tandem, by all means do it. Not only will you maximize revenue, but you’ll also show your prospect that you are capable of providing a more intelligent solution.
MarketJoy
AUGUST 18, 2022
Sales pipeline management is at the core of everything we do in sales. Every organization has its own approach to sales pipeline growth. However you choose to tackle this issue, the important thing is whether it helps you consistently hit your sales targets. Mastering your sales pipeline is an incredible way to increase revenue because it allows your sales reps to stay focused on selling.
SalesProInsider
AUGUST 17, 2022
In your first meeting with prospective clients, who and what are you focused on? Is your focus on the right person and the right topic to help you provide that person what they need to confidently take the next step in your process? This is the next installment of the series: 3 Reasons You’re Not Converting like you should. In the previous installment, I explained that the first reason is a misuse of time during that conversation.
RAIN Group
AUGUST 17, 2022
If you’re responsible for designing or implementing sales training for your organization, you know the effectiveness of training varies greatly. It might not be implemented properly, land well with participants, relevant to sellers’ daily work, or it might be forgotten completely in the days and weeks following the training. Sales training fails more often than it succeeds.
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.
Sales and Marketing Management
AUGUST 15, 2022
Search engine optimization tricks are a thing of the past. Today’s SEO boils down to a few best practices under proper site construction and solid content marketing. The post Forget SEO As You Knew It appeared first on Sales & Marketing Management.
Anthony Cole Training
AUGUST 19, 2022
I will have to agree to disagree with Richard Carlson, Author of Don’t Sweat the Small Stuff. My view is that the little and or small things do matter and often they matter a great deal.
Steven Rosen
AUGUST 16, 2022
Are Distractions Preventing You from Achieving Results? You are a good sales leader and have developed a performance sales culture. You are the key to driving the performance of your team. So, what is preventing you from achieving your goals of both you and your team earning a top bonus? What stops you from getting on the podium with some of your salespeople this year?
SBI Growth
AUGUST 17, 2022
Recently, through SBI’s Executive Growth Forum Program, the team hosted an invitation-only event for independent board members to better understand, from their respective lenses, how they view CEOs preparing for 2023. With SBI’s 2022 CEO growth planning survey as the foundation for discussion, they captured critical insights from the board members serving one or more companies with market caps between $500m-$1B, mostly PE-owned companies in software, technology, and business services.
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.
Sales and Marketing Management
AUGUST 16, 2022
If you want to elevate your career and have a job with an executive-level title and benefits, lose the sloppy, non-specific language. This simple change will inspire more action and commitment. The post Leaders Don’t Need to be ‘One of the Guys’ appeared first on Sales & Marketing Management.
Predictable Revenue
AUGUST 17, 2022
Graham Collins joined the Predictable Revenue podcast to discuss how to set up more effective compensation plans for sales development reps (SDRs). The post Setting Up Compensation Plans for SDRs Effectively appeared first on Predictable Revenue.
The Center for Sales Strategy
AUGUST 17, 2022
Over 13 million people work in sales and related occupations. Yet, not all salespeople are created equal — some of them are better at the job than others. What separates a good salesperson from a great one? Mainly being able to get past sales objections. There is no salesperson who won't come up against these objections, so knowing how to handle them can make or break the deal.
Membrain
AUGUST 14, 2022
If I were forced to identify the single most important capability for anyone, at any level in selling, I think it would be curiosity. I wouldn’t identify prospecting, relationship building, closing, goal orientation, or any of the numerous competencies/capabilities of great sales people.
Speaker: Mike Rizzo, Founder & CEO, MarketingOps.com and Darrell Alfonso, Director of Marketing Strategy and Operations, Indeed.com
Though rarely in the spotlight, marketing operations are the backbone of the efficiency, scalability, and alignment that define top-performing marketing teams. In this exclusive webinar led by industry visionaries Mike Rizzo and Darrell Alfonso, we’re giving marketing operations the recognition they deserve! We will dive into the 7 P Model —a powerful framework designed to assess and optimize your marketing operations function.
Partners in Excellence
AUGUST 15, 2022
A reader wrote me, “Dave do you think sales enablement professionals need selling experience?” It’s a follow on to many of the discussions about “Do sales managers need sales experience?” My immediate reaction to both those questions was “HELL YEAH!!!!” My mind went to all the supporting arguments, things like: How do they possibly understand what sellers face, without having done the job themselves?
Zoominfo
AUGUST 17, 2022
Our most recent product updates span our recruiting, marketing and sales platforms to make sure you’re well-equipped to hit your number, wherever you sit in your company. We’re diving into the latest and greatest from ZoomInfo in the video below, and read on for a more in-depth look at some of our newest features and updates. TalentOS Customers using Enhance to append TalentOS data to outdated or incomplete sourcing lists now have insights into what data and how much data was added to each list
The Center for Sales Strategy
AUGUST 15, 2022
As a business leader, you're well aware of the fact that sales can make or break a company. Unfortunately, simply designing a great product or service won't lead to outstanding sales. Industry leaders today are focusing on a more psychological approach to boosting their sales. Read on to learn more about sales psychology and find out how you can use it to change the mindset of any buyer.
Force Management
AUGUST 18, 2022
Changing dynamics in the economy may demand a strategic pivot for how you reach revenue goals in your sales organization. The challenge becomes identifying which priorities are most critical to devote resources to. Define where to focus and align your organization behind a message that delivers on those objectives. Take action. Leverage your sales kickoff.
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!
Allego
AUGUST 18, 2022
Ask people what they think sales enablement is, and you will get multiple, varying answers. They might say it’s anything your company does to help your sales team be effective. They might say it’s tools to help reps sell more. And others say it’s the process of helping sales teams. You can’t blame them for their general answers. Sales enablement is an all-encompassing term that involves many components.
Zoominfo
AUGUST 16, 2022
The foundation for most successful go-to-market teams is data — but not just any data will do. B2B sales and marketing teams need reliable firmographic profiles of their target accounts that will stay up-to-date amid the rapid pace of change in business. Sourcing a continuous stream of reliable business data isn’t a straightforward process. Data teams continue to struggle with outdated records and fragmented systems that, at best, result in unpredictable sales outcomes.
The Center for Sales Strategy
AUGUST 16, 2022
On a coaching call last week, a manager and I were discussing a seller new to his team. On pulling up this person’s sales assessment, all I could think was, “WOW! Look at all that talent!” This person was strong across the board. So much potential. Unfortunately, this seller was definitely not reaching their potential. Struggling, not making budget, not willing to learn, and a poor attitude.
Sales Hacker
AUGUST 19, 2022
Content is one of the most critical components of your sales engagement strategy. To ensure long-term content strategy success , it’s best to periodically evaluate your team’s content requirements and workflow alignment. As a sales content manager, it’s strongly recommended to review your content strategy if you’ve been using the same sequences, templates, and snippets that you initially launched with.
Speaker: Jam Khan, SVP, Product Marketing at ZoomInfo & guest speaker Amy Hawthorne, Principal Analyst from Forrester
Buying signals extend well beyond intent. They give go-to-market teams the chance to know everything about their customers. With buying signals, they can reach more customers and win more deals. Join Jam Khan, SVP, Product Marketing of ZoomInfo and guest speaker Amy Hawthorne, Principal Analyst from Forrester for this new webinar where you'll find out how marketing teams operate more efficiently and sales teams close more business when they act on buying signals, not just intent!
Allego
AUGUST 16, 2022
Not enough time. Not enough people. Smaller budgets. Sound familiar? If you’re like most sales leaders, you face increasing pressure for your teams to hit their numbers. At the same time, though, you’re short-staffed, everything costs more (while budgets get tighter), and there never seems to be enough time in the day to get everything done. That being the case, more sales organizations are looking for ways to help them do more with less.
Zoominfo
AUGUST 15, 2022
We’ve all heard the adage that it can cost five times more to land a new customer than it does to maintain an existing one. For many B2B go-to-market teams, this rings true — as long as it’s the right customer. Sustainable revenue growth comes when you engage with the best-fit accounts that have the potential to grow over time. And growing a customer account takes special care.
Partners in Excellence
AUGUST 18, 2022
I recently read a LinkedIn post, one of the statements was, “Sales are math.” For a moment I scratched my head, then I realized the author was absolutely correct. The noun form of the word, Sales, is about accounting for a transaction. When I was EVP of Sales, every day I would call my sales ops VP, asking her, “What did we book in sales today?
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