Score More Sales
AUGUST 9, 2021
In a recent post , I shared the calling strategy from Ryan Reisert that proves how your math of sales has been lying to you. If you are a sales leader that says more calls equal more meetings, that is not true. Ryan proves that time and time again.
Anthony Cole Training
AUGUST 5, 2021
Here at Anthony Cole Training Group, we are always striving towards helping our clients achieve sales success. We interviewed our Sales Development Experts for a curated list of how to be successful in sales for 2021. Their advice includes successful sales traits, habits, and characteristics. Use this detailed resource to your advantage, and boost your sales success in 2021!
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
Mr. Inside Sales
AUGUST 13, 2021
Ghosted—just the sound of this is chilling. But when you’ve done a presentation and then don’t hear back from a prospect, it can often mean the kiss of death. What to do? Here are three things I do to avoid being ghosted: #1: Because prospects are pitched all the time, and because the majority of them are not going to be a buyer (at this time) for my services, a way I get them to reach back out to me is by offering them a way out.
Steven Rosen
AUGUST 2, 2021
The Fearless Sales Leader. Fearless sales leaders know that business success is defined as achieving an objective or goal. Sales leaders are accountable for making the company’s sales objectives and sales objectives equal success. As part of their role, sales leaders set the direction, create the culture, hire, develop, and retain top sales professionals, aiming to create an environment that facilitates success.
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 and Marketing Management
AUGUST 6, 2021
If you like working on your own schedule, in your own digs, and make quite good dough at it, we have a fun and profitable opportunity for the right, qualified person. The post Great, Great B2B Media Sales Opportunity appeared first on Sales & Marketing Management.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Understanding the Sales Force
AUGUST 5, 2021
We've gone from don't wear a mask, to wear a mask, to wear 2 masks, back to no need to be masked and now back to wear masks indoors, even if you have been vaccinated. CDC Guidelines change almost weekly, often lack the science to justify their recommendations, don't take local conditions into consideration and are usually very confusing to say the least.
SBI Growth
AUGUST 18, 2021
While we all know the last 18 months have presented innumerable challenges, they have also highlighted how some individuals can thrive in digital or remote environments, flipping the script on the competencies many sales leaders thought were tried-and-true in their.
Anthony Cole Training
AUGUST 19, 2021
Some major shifts have occurred in the way that you should be prospecting for sales opportunities. But has your prospecting plan changed with it?
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 and Marketing Management
AUGUST 18, 2021
Eighty percent of buyers prefer to be contacted through email, but your efforts could fall flat if you make these 11 email prospecting mistakes. The post Don’t Make These 11 Email Prospecting Mistakes appeared first on Sales & Marketing Management.
The Pipeline
AUGUST 31, 2021
By Tibor Shanto. While the calendar may not agree, Labor Day, from a sales standpoint, is the end of Summer. Vacations over, back to work, finishing the year and setting the table for next year. While this year is no different, there is greater anticipation in light of vaccine and people’s back to work attitude. Much more than in other years, it is important to get ahead of things, and take steps to prepare for the post Labor Day sprint.
Understanding the Sales Force
AUGUST 9, 2021
When it comes to navigation I usually opt for Waze but sometimes Siri can find a way out of traffic that Waze can't. On the other hand, try asking Siri to dial a phone number while she's navigating and you'll quickly learn that she can't multi-task. If you are navigating using Apple maps in CarPlay, then Siri will navigate to the address you asked her to call.
SBI Growth
AUGUST 12, 2021
Is your company enjoying the economic boom the economy is experiencing? 2021 has been a good year for the market with major stock markets up 15-18% year-to-date. This momentum has resulted in companies making bold moves to capture the opportunity.
Advertisement
In this guide, discover 8 use cases for how a customer data platform can tackle common challenges faced by marketing, commerce, service, and sales teams. With helpful diagrams and simple explanations in each use case, see how Salesforce’s CDP, Data Cloud for Marketing, powers personalized, real-time experiences across marketing, with capabilities that include: Optimizing ad spend Powering dynamic website content Increasing upselling and cross-selling Resolving service cases with marketing data B
Zoominfo
AUGUST 2, 2021
As a marketer, you know how to get your audience’s attention. You create engaging content and people click on your offers. But what do you do with the clicks you generate? How do you get visitors’ attention and start a productive sales conversation? Chatbots in B2B marketing and sales are the perfect lead generation tool for digital activities that lead prospects onto your website.
Steven Rosen
AUGUST 26, 2021
Sales Manager’s Success Checklist. Do you have a success checklist to see if you are on track for a successful year? How can you assess if you are on track? It is far too early to look at sales early. Go through the checklist below and see how many items you have completed ensuring that you are on track. Here are the top 10 questions you should ask yourself and your sales managers to gauge if you/they have set the foundation for success.
Sales and Marketing Management
AUGUST 13, 2021
Organizations with modern sales presentations have a leg up in today’s selling environment. They meet establish trust and build confidence with buyers, and, ultimately, influence their purchase decisions. The post 6 Traits of the Modern Sales Presentation appeared first on Sales & Marketing Management.
The Pipeline
AUGUST 17, 2021
By Tibor Shanto. Choice , such a nice word, makes everyone who offers or receives one feel good: and for all the wrong reasons. But in reality, and in sales it will almost always work against you. I’ll go further, it is a clear indicator of laziness and lack of professionality. Yet for the all the usual reasons, salespeople and pundits swear by and depend on it.
Speaker: Andrew Regan, Managing Partner at BlueSeed Retail Ltd.
Did you know that 70% of new retail technology fails to deliver expected benefits and can often decrease customer value, service, and experience? With that in mind, how can we empower our store associates to leverage new technology to optimize the customer experience and boost productivity? This exclusive webinar with Andrew Regan will dive into strategies to empower retail associates for success with new technology.
Sales Pro Central Submitted Articles
AUGUST 24, 2021
This article is part of the Gong Labs series, where I publish findings from our data research team. We analyze sales conversations and deals using AI, then share the results to help you win more deals
SBI Growth
AUGUST 24, 2021
An effective go-to-market model has three primary benefits for a company. First, it supports a more efficient motion that minimizes your cost of new customer acquisition. Second, it enables your commercial team to capture greater wallet share from existing customers and grow their lifetime value. And third, it helps manage the expense-to-revenue (E:R) ratio of the business and ensure spend per segment is optimized.
John Barrows
AUGUST 20, 2021
Doug Landis, Growth Partner at Emcap, joins John this week to discuss the shifting roles of sales due to product-led growth and how companies can adjust in order to evolve. This episode is especially important for the mid-tier 50% of reps that want to further their sales career. Doug and John discuss how over half of the reason people buy anything is due to the experience, and Doug talks about how he qualifies that experience.
Steven Rosen
AUGUST 12, 2021
Executive Coaching Gets Results. The Harvard Business Review reported that Executive Coaching is a $1 billion industry. In certain countries, as much as 88% of companies use coaching. A few years later, it seems that it’s not slowing down any time soon. So what’s driving this growth? Results. Plain and Simple. The case for executive coaching is that it’s working.
Speaker: Lynnette Khalfani-Cox, The Money Coach®
Niche markets represent a huge opportunity for the financial services industry in America. From college students and women to communities of color and low-to-moderate-income households, niche populations have specialized financial needs – but they often underutilize many valuable financial products and services. How can you better connect with these consumers?
Sales and Marketing Management
AUGUST 2, 2021
The best sales teams get into an aligned operating rhythm of activities and meetings, and execute using agreed-upon best practices. The post Is a Sales Manager Free-For-All Hindering Your Quota Attainment? appeared first on Sales & Marketing Management.
The Pipeline
AUGUST 5, 2021
By Tibor Shanto. Helping people adopt new skills and habits can take many forms. One proven way is to use analogies from different yet relatable practices. In sales the go to is often sports, and one can understand why. The stats, competitiveness, playbooks, execution, individual contribution to the team effort, and more. No issue with that, but I prefer to use investment and the financial markets, primarily because of the focus on value.
Allego
AUGUST 24, 2021
Sellers are facing one of the most difficult buying landscapes in recent memory—and they need your help. B2B deals are high-cost, span multiple touchpoints, and take months to close. It falls on marketers to support their teams while ensuring salespeople are armed with content that captures buyer attention and closes deals. In times of crisis, businesses that innovate and rethink conventional approaches are the ones that are likely to win.
SBI Growth
AUGUST 18, 2021
While we all know the last 18 months have presented innumerable challenges, they have also highlighted how some individuals can thrive in digital or remote environments, flipping the script on the competencies many sales leaders thought were tried-and-true in their world. As highlighted in our 2022 annual planning report , we see leading firms redirecting an average of 19% of their sales capacity from “Field Sellers” toward some combination of Inside Sales, eCommerce platforms, and Customer Succ
Advertisement
Today’s customers are hungry for human connections, but how do you break through the digital noise? How do you connect on a more personal level? A strategic ABM gifting campaign can help. You can target accounts and prospects by sending gifts or direct mail. It will help you stand out from the crowd and increase your chances to connect. Download Sendoso’s complimentary eBook to learn: Effective ways to level up your gifting strategy for the enterprise customers.
John Barrows
AUGUST 8, 2021
Todd Caponi joins John once again on Make It Happen Mondays almost 2 years after his first appearance ( Episode 112 ) to talk about radical transparency and leading with one’s flaws in sales. “Perfection isn’t a thing”, and Todd goes on to explain why talking about what you can’t do or don’t have can actually create a stronger foundation for a relationship in sales.
Partners in Excellence
AUGUST 18, 2021
Probably one of the weakest areas of buying and selling I see is “qualifying.” As sales people, there are dozens of acronyms, if any are applied, you have a “qualified deal.” BANT is the grandfather of all of these, but others have come up with their own alphabet soup pushing their approaches. These can be helpful if applied, but too often, sales people don’t apply them in a disciplined fashion.
Sales and Marketing Management
AUGUST 20, 2021
In this post, I’ll focus on metrics for the sales force, prospect development and opportunity management. The post The Metrics That Matter Most in Sales appeared first on Sales & Marketing Management.
Expert insights. Personalized for you.
430 
Let's personalize your content