2022

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New Sales Leader? Avoid these 3 Common Mistakes

SBI Growth

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.

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Sales prospecting made easier

Sales 2.0

I don’t understand why it is acceptable for a process like cold calling (now often started via email) to work one in a hundred times–or in email efforts one in a thousand times. I used to work for a major semiconductor manufacturer. In the chip business “yield” from a silicon wafer is critical to profitability. Teams of people spend their life pushing to get a few more chips out of each silicon wafer.

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Surviving a Downturn: 5 Things Every Salesperson Needs to Know

Sales and Marketing Management

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.

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10 Sales Attributes That Don't Differentiate Top Salespeople from Bottom Salespeople

Understanding the Sales Force

Here in the US, this Sunday marked the first Sunday of NFL Football. It's the same (as always) but different (new games). In their season debut, my New England Patriots did their best impression of my Boston Red Sox and lost 20-7. Close game. I've written several articles (same as always) about OMG (Objective Management Group) Tailored Fits/Proofs of Concept where I analyze the differences between a company's top producers and bottom producers to identify the findings/scores that differentiate t

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The Intersection of AI and Sales: Personalization Without Compromise

Speaker: Jesse Hunter and Brynn Chadwick

Today’s buyers expect more than generic outreach–they want relevant, personalized interactions that address their specific needs. For sales teams managing hundreds or thousands of prospects, however, delivering this level of personalization without automation is nearly impossible. The key is integrating AI in a way that enhances customer engagement rather than making it feel robotic.

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Sales Commandment #7: The Art & Science of Asking Questions

Anthony Cole Training

Thou shalt always remember to ask questions and listen. This commandment is critical if you truly want to be a great salesperson. This video is a part of our new series with Mark Trinkle: The 10 Commandments of Sales Success. Watch Commandment #7 now!

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More Trending

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Sales Quotas: The Harm of the Annual Start-Over

Sales and Marketing Management

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.

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8 Tips To Help End Sales Slumps

Sales and Marketing Management

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
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Are you ready to ‘receive’? more money?

Bernadette McClelland

When I was a sales rep in Corporate Australia, it was quite common to receive multi 5-figure commissions for selling certain solutions – and most often selling those deals involved a series of detailed stages: Your normal sales discovery calls. Demonstrations. Trials. Workflow blue-printing. Proposal iterations and. Board decisions that seemed to drag on for ever and left you hanging on the edge of your seat.

Energy 448
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Become a Sales Coach

Steven Rosen

5 Ways top sales managers become a sales coach! Sales coaching is the most important sales management activity for driving sales performance. Unfortunately, most managers haven’t been taught how to properly coach their staff. If a sales manager could transform into an elite, top-level sales coach overnight, the impact on sales results would be outright amazing!

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Streamlining Complex Sales Processes: The Ultimate Guide for Industrial Companies

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.

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Message to Management: Sales Trends in 2022

No More Cold Calling

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.

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The Why Of It All  

The Pipeline

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.

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2022 State of SalesTech: Driving Adoption of Critical Operational Tools

SBI Growth

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.

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4 Marketing Digital Transformation Trends for 2023

SMEI

As we approach the end of 2022 and look towards 2023, it’s clear that the world of marketing is constantly evolving. Here are a few significant aspects of marketing that will be advancing in 2023. Digital Transformation and its Importance in 2023. Digital transformation in marketing refers to the integration of digital technology into marketing processes and strategies to improve customer engagement and reach, gather and analyze customer data, and streamline marketing workflows. .

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How to Create Sales Email Sequences That Convert

Modern go-to-market teams know it takes more than one email to break through the noise. Multiple touchpoints means more ways to get your pitch right — and, potentially, more ways to be wrong. The good news? Once you know how to write compelling, one-off emails to entice prospective customers, you can easily do the same across a short sequence of emails.

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Which is Worse - The Boston Red Sox or Your Sales Team?

Understanding the Sales Force

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
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Will the C-Suite See You?

Anthony Cole Training

While there are many differences between elite salespeople and average salespeople, two of the more important distinctions are the ability to sell value (they can sell at a slight premium on price) and the ability to reach the top levels of the prospect’s decision-making team (typically the C-Suite).

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Old Is Not Always Bad – Love is the Killer App

Score More Sales

In the B2B sales world, we’re in, I hear a lot about how things have changed.

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3 Ways to Improve Your Attitude

Mr. Inside Sales

One of the most important things I learned early on in my sales career is that attitudes are contagious. My manager told me that when I’m on the phone with a prospect or customer, someone was going to sell someone—either the customer was going to sell me on why he wouldn’t buy, or I was going to sell him on why he should buy. And most of that came down to my attitude.

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The Trends You Need to Succeed This Holiday Season

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.

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How to Align Your Email Messaging With Sales Conversations

Sales and Marketing Management

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.

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The Fortune Cookie and The Mormon

Bernadette McClelland

OK. I know it sounds like you’re about to read some kind of joke, but alas, no joke! A message, instead. Last week, here in Denver, the temperature got to minus 7 degrees and for a newbie from Melbourne, Australia, it was a tad cold – and we haven’t even hit winter yet! There was a knock at my front door and expecting it to be a long awaited Amazon delivery, I opened the door in the height of enthusiasm, to be greeted by two very good looking young guys.

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Strategy Execution Process

Steven Rosen

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.

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Research-Backed Benefits of Diversity on Sales Teams

No More Cold Calling

The research is clear: Diversity drives sales. It’s true. Diverse sales teams can make more meaningful connections with your increasingly diverse customer base. They bring different experiences to the table, learn from one another, and help you understand how to target harder-than-ever-to-reach buyers. Thus, they win deals more often. Research on the benefits of diversity in the workplace prove it isn’t just a nice-to-have; for modern sales teams, it’s a must-have.

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AI Strategies for Sales Managers: How to Cut Down on Tedious Admin Work

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.

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There’s Real and Then There’s Pipeline Real

The Pipeline

By Tibor Shanto. Some people hide from prospecting in their pipelines; pretending the opportunities, individually or collectively, are more real than they are. It is easier to hide in the shadows than be definitive, both in measures and actions. With a 4:1 closing average, every time I close a deal, I must get four more to stay afloat. The more salespeople fudge that line, the harder they to work.

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How CEOs Can Make the Most of Independent Board Members

SBI Growth

Last week, we assembled a group of Independent Board Members as part of SBI’s executive advisory board program. We focused on how these leaders are partnering with CEOs and their leadership teams in 2022, where they would like to see greater focus from the executive teams with which they partner, and how they’re helping their companies navigate the Great Resignation.

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How Elon Musk’s behavior affects the brand’s credibility

SMEI

Elon Musk’s recent behavior has some people questioning the credibility of his brands. Some argue that his erratic tweeting and unconventional business practices are harming Tesla and SpaceX’s image. Others believe that Musk is simply misunderstood and that his maverick style is actually good for business. What do you think? Does Elon Musk’s behavior affect the way you view his brands?

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Big Company Strategies That SMB Sales Teams Can Emulate

Understanding the Sales Force

On a recent Saturday I was running errands which took me through 3 local towns and a nearby city. Even though I have traveled this route more than 5,000 times, it was the first time I noticed the difference in the various business signs along the road. All of the national brands, chains, franchises, and well known businesses had professionally designed and recognizable logos.

Company 340
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Buyer’s Guide: 5 Tough Questions To Ask a Salesforce Managed Services Provider

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.

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Sales Commandment #8: Thou Shalt Always Remember to Add Value

Anthony Cole Training

Are you following the Ten Commandments of Sales Success? Find out by watching our new series with Chief Growth Officer Mark Trinkle. Today, Mark will discuss Commandment #8: Thou Shalt Always Remember to Add Value.

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How to Grow Your Business Like a Weed

Score More Sales

I am fortunate to know best-selling author and “Father of Contact Marketing” Stu Heinecke. I met him when he was writing his first book, “How to Get a Meeting with Anyone” as I was asked to and was able to share one of my own strategies for getting my foot in a prospect’s door.

How To 297
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One Difference Between Top Sales Reps and You

Mr. Inside Sales

Each time I work with a new company, the first thing I ask for are recordings of both their top two or three sales reps, and then recordings of everyone else. And each time I do, I immediately identify one thing that the top reps are doing that the other reps aren’t. I’ve been doing this for over 30 years, and things have remained constant during that time: top sales reps are better for many different reasons (personality, work effort, etc.), but they all share this one thing.