SBI Growth

MARCH 2, 2022

If you are a transitioning sales leader, welcome, the clock is ticking… Faced with rigorous pressure to emerge victorious coming out of the gate, the average tenure for a Chief Revenue Officer is a mere 19 months. Your success will be measured by how well you define and execute the revenue growth for your company. You need to develop a strategy with a clear execution plan that will be ready for the first major organizational interaction, whether it be a board meeting or QBR.

Face-to-face 377

Face-to-face Revenue Meeting Sales 377

Sales and Marketing Management

SEPTEMBER 29, 2022

Whether we're in a recession or not, B2B selling is expected to hit some choppy waters in the near-term future. Here are five things your salespeople need to know. The post Surviving a Downturn: 5 Things Every Salesperson Needs to Know appeared first on Sales & Marketing Management.

B2B 390

B2B Marketing Sales 390

Sales and Marketing Management

SEPTEMBER 12, 2022

Starting every sales rep over each year at zero penalizes top performers and rewards bottom performers. It’s important to find ways to reward top performers and maximize inspiration for your team. The post Sales Quotas: The Harm of the Annual Start-Over appeared first on Sales & Marketing Management.

Quota 347

Quota Maximizer Sales Marketing 347

Sales and Marketing Management

APRIL 11, 2022

Sales slumps happen. it's important for managers to know how to help their reps get out of a slump as soon as possible. The post 8 Tips To Help End Sales Slumps appeared first on Sales & Marketing Management.

Sales 392

Sales Marketing How To 392

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.

Hiring

Steven Rosen

OCTOBER 12, 2022

BOLD leaders not only develop new strategies and tactics, but they act on making them happen without hesitation.

ACT 643

ACT Strategy 643

Understanding the Sales Force

AUGUST 23, 2022

I wrote the best-seller, Baseline Selling , so it should come as no surprise that I'm a die-hard Boston Red Sox fan. I'll be at Fenway Park for a game this week and I had some thoughts about how the Red Sox compare to many of the sales teams that get evaluated by Objective Management Group (OMG).

Groups 360

Groups Objections Sales Consultative Selling 360

No More Cold Calling

JANUARY 13, 2022

There are predictions, and then there’s reality. I’ve never liked predictions. I’m not an economist and I’m not a fortune teller. Yet, we’re asked to make predictions all the time. I understand that predictive analysis tools can be accurate at forecasting business trends and sales performance. But what will happen in 2022? That depends on whom you’re talking to and what their biases are.

Trends 356

Trends Margin Cold Calling Inbound 356

The Pipeline

FEBRUARY 22, 2022

By Tibor Shanto. Despite advancements in tools, methodologies, and other attempts, sales as a profession continues to struggle. Quota attainment remains under 60%, closed forecasted deals aren’t much better. One has to ask what is being enabled by the new breed of soothsayers. A structured and enabled mess is still a mess. As with most things it is rarely about the what and the how, success is always about understanding why.

Objections 351

Objections Forecasting Quota Buyer 351

Sales Pro Central Submitted Articles

OCTOBER 12, 2022

How many of us were raised on one side, and then taught to practically sneer at the other? I was taught as a salesperson that those in marketing didn’t have a clue as to what we were up to in sales!

Marketing 232

Marketing Sales 232

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!

Call Monitoring

Emissary

SEPTEMBER 20, 2022

Most technology revenue teams include a sales enablement function, but its mission has been evolving over the last several years. Recently, enablement has flexed to provide better support for sales in the face of the post-pandemic business environment and increasingly demanding technology buyers. Whether your team plans to re-focus training efforts, take on new tools, or play a bigger role in helping sales align with other areas of the organization, here are some strategies for effective sales e

Sales Enablement 130

Sales Enablement Strategy Hiring Face-to-face 130

SBI Growth

MARCH 9, 2022

A few weeks ago, SBI Research shared a chart highlighting the reasons why top-performing SalesTech is falling short of desired outcomes after the investment. This has been a significant pain point facing revenue growth leaders and is magnified by the lack of adoption of critical tools. Based on a survey of nearly 100 B2B companies, this week’s chart displays a detailed view of what the typical SalesTech stack looks like and how companies perceive the tools in which they’ve invested.

Tools 348

Tools Survey B2B Research 348

The Center for Sales Strategy

DECEMBER 7, 2022

If you are like me, the idea of your sales team working remotely was beyond your imagination. Every once in a while, you might hear a rumor about a salesperson that worked from home a couple of days of the week, but they were more like myths than reality. Oh, sure, they are "working from home," and I saw "Big Foot" run across my backyard. However, with the pandemic, the world changed seemingly overnight.

Lead Rank 156

Lead Rank Sales Management Leads Marketing Qualified Lead 156

Engage Selling

JANUARY 25, 2022

If you want to close more deals faster, it’s important to make your buyer part of the solution. Confused about what this means, exactly? Let me explain. Primarily, they want to co-create the solution with you and be a part … Read More » The post Close More Deals With This Strategy first appeared on The Sales Leader.

Closing 159

Closing Strategy Exact Buyer 159

Speaker: David Nisbet, Everett Zufelt, and Michaela Weber

Once upon a time, in the vast realm of online commerce, there lived a humble checkout button overlooked by many. Yet, within its humble click lay the power to transform a mere visitor into a loyal customer. 🧐 💡 Getting checkout right can mark the difference between a successful sale and an abandoned cart, yet many businesses fail to make payments a part of their commerce strategy even when it has a direct impact on revenue.

Sales

Sales and Marketing Management

APRIL 27, 2022

Aligning your marketing and sales teams is crucial, as companies with aligned teams are 67% more efficient at closing deals and achieve up to 38% higher win rates in sales. The post How to Align Your Email Messaging With Sales Conversations appeared first on Sales & Marketing Management.

Conversion 416

Conversion How To Closing Sales 416

Steven Rosen

FEBRUARY 27, 2022

The formula for business success combines great strategy and effective strategy execution. VP’s of Sales and Marketing and Business Unit Heads can relate to this. They are the people in commercial organizations responsible for both strategy development and sales execution. When business units fail to achieve their objectives, they usually do not have a strategy execution process resulting in poor execution.

Strategy 408

Strategy Scale Objections Maximizer 408

Allego

JANUARY 13, 2022

Life remains turbulent, but Allego maintains a steady course—continuing to advance, innovate, and achieve new levels of success. In doing so, the company garnered the attention of several organizations during 2021, winning awards and accolades for its technology, customer service, and workplace culture. Thanks to the efforts of our teams, who sincerely gave it their all this past year, we surpassed achievements received the year before.

Lead Rank 157

Lead Rank Lead Scoring Journal Software 157

Membrain

MARCH 20, 2022

Most of our “sales processes” are failing us. There are a couple of core reasons we’ve found. First, sales people don’t pay attention to them or execute them poorly. This post isn’t for those people.

Sales Process 155

Sales Process Sales 155

Speaker: Jeff Tarran, COO, Gunderson Direct & Margaret Pepe, Executive Director of Product Management, U.S. Postal Service

Learn the secrets to direct mail success for growth marketers! Industry veterans Jeff Tarran and Margaret Pepe are here to delve into how direct mail has completely evolved in recent years, and has rightfully earned a seat at the table alongside the email and digital marketing plans of SMBs, enterprise companies, and agencies as they look into strategy for 2024 and beyond.

Direct Mail

Predictable Revenue

SEPTEMBER 19, 2022

Should marketing come before outbound sales? Here are 5 reasons why startups should nail down their marketing foundations before building a sales team. The post Why Start-Ups Should Nail Down Their Marketing Before Building a Sales Team appeared first on Predictable Revenue.

Outbound 152

Outbound Marketing Revenue Sales 152

Alice Heiman

MARCH 21, 2022

It’s more important now than ever that CEOs lead sales. Yes, you heard me correctly, and I hear you saying, “Whaaat? Are you kidding me? I’m the CEO. I have to be strategic and run the entire company. I have a sales leader in place to lead sales.” If you are of the mindset that sales is about sellers , your sales leaders should be leading that effort, but even then, you have a role to play in sales.

Lead Rank 152

Lead Rank Lead Scoring Top of Funnel Leads 152

Sales Pro Central Submitted Articles

OCTOBER 12, 2022

Are you struggling to retain sales talent? That's because sales jobs are changing! Click here to learn about how to keep up with sales talent.

Sales Talent 241

Sales Talent How To Sales 241

Go for No!

APRIL 28, 2022

No one wants to look desperate. We all know that salespeople desperate to make a sale, do not attract people. If anything, through gut-level instinct, it turns them off. The reality is that one of two situations exist. One, you really aren’t desperate. Great! So, don’t act in a way that looks desperate like: Don’t beg. (“If you could please, please buy just this once, I would owe you.”).

Head Buyer 150

Head Buyer Call-back ACT Course 150

Advertiser: ZoomInfo

Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.

Sales Cycle

Adaptive Business Services

FEBRUARY 9, 2022

I had a chat with a gentleman recently who wanted to use Nimble CRM to monitor a contact’s social activity. There was a time when we could do that, but only to a limited extent, on Twitter, Facebook, and LinkedIn. We can still do that, in some fashion, on Twitter. Facebook and LinkedIn would be another story. Time flies but I guess that it was about 5 years ago that Facebook and LinkedIn both decided to cut off third-party access to their platforms.

Networking 143

Networking Facebook Twitter Fashion 143

The Center for Sales Strategy

DECEMBER 14, 2022

We call ourselves account executives and consultants, but do we behave like consultants? Or do we act more like salespeople who are just there to close a deal and cash a commission check? When I started working straight out of college, I sold advertising for a local radio station. I was 22 years old, so my real-world business experience was limited.

Advertising 154

Advertising Advertising Commission ACT 154

Engage Selling

MARCH 25, 2022

The Triad Tempo is a strategy that yields impressive results for your team and business. What is it exactly? One of the most important shifts in today’s sell-to marketplace is … Read More. The post Triad Tempo: Creating Quality Engagement first appeared on Colleen Francis - The Sales Leader.

Exact 151

Exact Strategy Sales Sales Leadership 151

Sales and Marketing Management

NOVEMBER 10, 2022

There are numerous goal-setting sins, but we focus on five and speak with three experts about why these mistakes can have such a negative impact. The post 5 Goal-Setting Sins to Avoid appeared first on Sales & Marketing Management.

Marketing 408

Marketing Sales 408

Advertisement

Sales teams often lose precious time hunting for updated sales materials, while marketing struggles to keep these assets accessible and current. It's not just about managing; it's about seamlessly finding, presenting, and sharing critical sales content. All of this takes place within an intuitive, unified platform. Dive into Showell's groundbreaking content management realm.

Sales

Steven Rosen

NOVEMBER 7, 2022

Strategy and Strategy Execution. Many companies are going through their annual planning process. As the business unit head, you and your team have spent hundreds of hours building your marketing plans , analyzing trends, developing key tactics and building and revising slide decks. The team responds and builds a bottom-up forecast and a tactical business plan.

Strategy 380

Strategy Call-back Objections Forecasting 380

Hubspot Sales

AUGUST 31, 2022

Whether working in sales or support, the best reps know how to be charismatic. When these team members walk into a meeting or join a call, they immediately put customers at ease with their conversational tone and genuine demeanor. While some people are naturally charismatic, instant likeability doesn’t come easily for everyone. For the reps who are on the more introverted side or maybe even new to a management role, rest assured that charisma is something that can be learned, according to a stud

How To 145

How To Face-to-face Study Film 145

Membrain

APRIL 17, 2022

We struggle to hit our goals, make our numbers. Every year, we see decreases in % of sales people making their goals. At the same time, our solution to try to make our numbers is driving increases in volumes and velocity.

Sales 153

Sales Sales Management 153