Mr. Inside Sales
MARCH 17, 2023
So many sales reps are anxious when they speak with a prospect. It seems they are afraid and think things like: “Will they like my product or service?” “Am I speaking with the right person?” “Do they have the budget or is my solution too much for them?” And on and on… As such, many reps don’t ask the “tough” questions, like: “What kind of budget do you have set aside for this?
Sales and Marketing Management
MARCH 20, 2023
The transition from building seller proficiency on sales pitch to building seller proficiency on sales discovery is just the first step into the brave new world of smarter, more effective AI-powered sales solutions. The post Unleashing Generative AI: Shifting from Sales Pitch to Sales Discovery appeared first on Sales & Marketing Management.
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Anthony Cole Training
MARCH 10, 2023
Selling value as a strategy for selling is not effective. So, what should you do instead? Watch part 1 of our my new 3-part series, Selling Value Without Selling to find out.
Understanding the Sales Force
MARCH 7, 2023
What kind of car should you drive? Answering that question with anything other than, "It depends," is irresponsible because there are so many variables. Choosing a car depends on budget, family size, how much stuff you load into your car, the length of your drives, the logo/ego influence, fit and function, ergonomics, appearance, perceived value, reliability, cost to drive it (gas/electric/mileage), and so much more.
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.
Steven Rosen
MARCH 2, 2023
5 Ways to Stay Inspired Paul Smith is the Sales Director of a leading technology company. He has been in the industry for the last ten years and has been a star in various sales and marketing roles. His recent promotion finds him managing managers. His leadership style has always been one of pace-setting and leading by example. Having just gone through a sales force downsizing, Paul has adopted an inspirational leadership style.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
RAIN Group
MARCH 22, 2023
One of the first things sellers learn is to keep it simple. Yet when it comes to a particularly hot topic in our industry, sales leaders do anything but. Rather than apply the K-I-S-S principle to sales productivity, many leaders instead turn to technology, tracking, and top-down governance.
Sales and Marketing Management
MARCH 13, 2023
Mending the fractured sales/finance relationship needs to be a priority at the top level. It needs to start from the top down. The post Is the Clash Between Your Sales and Finance Teams Killing Your Revenue Growth? appeared first on Sales & Marketing Management.
Bernadette McClelland
MARCH 30, 2023
How We Burned The Boats and Lived To Tell The Story TODAY is the day ONE YEAR AGO EXACTLY we flew out of Australia with 6 suitcases, 2 carry-ons and 2 backpacks and our head, heart and gut saying ‘do it’! To live in the United States of America as residents, not just tourists on extended visas. And during those 12 months, we have been asked these 7 questions many times over: 'How did you just up and move?
Understanding the Sales Force
MARCH 30, 2023
Today, I read two articles that had some quotable copy which we can translate to sales. The first article is about baseball and I'll translate what it says after the quote I pulled out.
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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.
Anthony Cole Training
MARCH 31, 2023
Today's topic: March Madness, the ongoing search for bracket and sales pipeline predictability. The March Madness tournament can be somewhat predictable, but upsets are expected. In the world of sales forecasting, you have the same problem!
Mr. Inside Sales
MARCH 2, 2023
Tired of leaving tons of voicemails and not hearing back from anyone? Incorporate these proven techniques and give yourself the best chance of hearing back from prospects: #1: Use the “I need a little help, please…” technique. Everyone wants to be helpful, and by leading with this statement, you’ll at least peak someone’s interest, and get them to listen a little bit longer. #2: Next, make sure and let them know you’ll be brief when they call you back.
Zoominfo
MARCH 31, 2023
Having good data is no guarantee that a business will make good decisions. But being saddled with low-quality data at the most critical points of strategic decision-making is a recipe for failure — and a lot of lost money. How much? Industry experts at Gartner estimate that poor data quality costs businesses about $13 million a year. And here’s the hard truth: Even businesses with high-quality data can still lose ground if that critical information is stuck in silos.
Sales and Marketing Management
MARCH 15, 2023
Customer Success teams hold priceless information for marketing. And marketing can amplify the work of the Customer Success team. In the era of doing more with less, this is a collaboration that will yield real results. The post 5 Reasons Why the Customer Success Team Should Be Marketing’s New Bestie appeared first on Sales & Marketing Management.
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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
Bernadette McClelland
MARCH 17, 2023
7 Traits We Can Adopt From Our Irish Friends IRISH BY NAME: IRISH BY NATURE There is something very romantic about the Irish. Beside the Atlantic Ocean, between Ballyvaughan and Doolin, north of the Cliffs of Moher and south of Galway Bay, is a little village called Fanore Beg. And the ‘house on the hill’ in this charming village by the sea, albeit now renovated, is the same family home from where three siblings set sail many years ago.
Understanding the Sales Force
MARCH 14, 2023
As a Nor'Easter barreled across Central Massachusetts today, a few interesting storm-related happenings were analogous to some sales-related occurrences.
Anthony Cole Training
MARCH 17, 2023
What your salespeople must ‘have’ to be successful at uncovering value. From a sales strategy and process perspective, positioning value not only requires a great VALUE PROPOSITION but also supporting Will to Sell, Sales DNA, and Sales Competencies. Using data from just one of our dozens of community bank clients, this is what we found out about top 25% of the team vs the bottom 25% of the team.
Alice Heiman
MARCH 15, 2023
Most CEOs have a hard time running one successful company. Veronica Buitron runs two! Her secrets boil down to simple, hard won lessons. First, you need a process for everything to be successful and to scale. Second, you need to trust and empower your teams. Every CEO can learn from her episode. How does she do it all? Run two companies and raise her kids, @vrbuitron answers that on #SalesTalkForCEOs #Sales #CEOs #B2B #GirlsWhoCode #womenintech #womenshistorymonth Click to tweet Watch the podcas
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.
SocialSellinator
MARCH 17, 2023
Social media is an integral part of our lives, so it’s only natural that brands are using it to their advantage. Using social media to promote your business is one of the most effective ways to extend your reach, and form meaningful relationships with prospects and customers.
Sales and Marketing Management
MARCH 8, 2023
In this podcast episode, we dive deeper into an article Amy wrote for a Sales & Marketing Management entitled “How to Create a Sales Enablement Center of Excellence.” The post Amy Franko on Creating a Sales Enablement Center of Excellence appeared first on Sales & Marketing Management.
Membrain
MARCH 29, 2023
Among manufacturers, the concept of Lean is well established and practically universal in its application. Along with Six Sigma and Just In Time (JIT), these approaches have transformed the manufacturing world so profoundly that it’s no longer possible to compete in manufacturing without some version of these practices in place.
SalesProInsider
MARCH 16, 2023
Think about the last time that you read a non-business book or watched a new release movie. You probably made the decision to read or watch based on a book jacket cover, a movie trailer, or a friend’s recommendation. We make these decisions and invest hours of our time based on pointed, direct information. Yet when we get into situations where we’re selling our services, we overcomplicate, overwhelm, and create uncertainty for our prospects.
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?
Anthony Cole Training
MARCH 24, 2023
In part 1, I gave you a sample of how the ‘selling value’ discussions sounds. Here it is again. Prospect : W hy should I do business with you or your bank / company?
Alice Heiman
MARCH 21, 2023
How do you balance growth with quality service delivery? With no background in sales, Kevin Warner, Co-founder, and CEO, originally decided to hire someone who knew sales and put his focus on delivery. He realized quickly it wasn’t working and took the lead sales role. Once sales picked up, he built a sales team and grew exponentially but he watched the quality of service delivery suffer, and client churn increased.
Force Management
MARCH 16, 2023
For the modern sales organization, certain technologies are universal in the age of Sales 2.0. We rely on CRMs and continuous learning platforms to increase the efficiency of our sales force and drive organizational outcomes. The recent economic downturn has most sales organizations looking for ways to achieve even greater cost efficiency and support revenue-driving activities.
Sales and Marketing Management
MARCH 29, 2023
Revenue growth is about retaining the customers you have and exercising rigorous efficiency in how you generate new business. An optimized revenue lifecycle considers the entire customer experience, increasing net revenue retention by improving that experience. The post Optimizing the Entire Revenue Lifecycle to Drive Net Revenue Retention appeared first on Sales & Marketing Management.
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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.
Membrain
MARCH 5, 2023
In the latest episode of the Art and Science of Complex Sales podcast, Paul Fuller sits down with Mark Hunter , aka ‘The Sales Hunter’- the author of the best-selling books, High Profit Selling, High Profit Prospecting, and A Mind for Sales.
Crunchbase
MARCH 1, 2023
The Crunchbase 2023 Influential Women in Sales List is a submission-based list. Full methodology details are available at the end of this article. They’re taking the reins at their companies and driving explosive growth. They’re launching sales podcasts, YouTube channels and startups of their own. They’re creating safe spaces to empower female professionals and championing diversity in sales, both inside and outside their organizations.
Tenbound
MARCH 9, 2023
According to author Jeb Blount, Fanatical Prospecting is what defines a superstar salesperson. He’s an introduction to how it wins over common sales tactics. Buy the book here. The most common reason for failure in sales is an empty sales pipeline. This, in turn, is most often a result of being unable to prospect on a consistently regular basis.
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