Sales and Marketing Management
APRIL 4, 2023
When organizational design changes are required, CSOs must identify which structure aligns best with their goals while recognizing the tradeoffs that are likely to occur. Here are three steps to follow to identify and select the best design to match your needs. The post 3 Steps to Ensure Sales Structure is Aligned with Strategy appeared first on Sales & Marketing Management.
Score More Sales
APRIL 18, 2023
We know how important it is for sellers to be coachable. Coachability, after all, is one of the keys to identifying top performing sales professionals.
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Anthony Cole Training
APRIL 28, 2023
Let’s talk about why data matters when recruiting people that WILL sell versus CAN sell. There is a big difference.
Understanding the Sales Force
APRIL 18, 2023
As we do each Friday in March and April, my wife and I drove to upstate New York to watch our son's college baseball games. But this article isn't only about normal, it's also about the abnormal in both baseball and sales.
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.
Zoominfo
APRIL 26, 2023
Although it may sound counterintuitive, multiple periods of economic uncertainty have revealed a striking pattern: the biggest winners in business are those who keep investing in growth. And regardless of how the current economic headwinds play out, Bain & Company partner Jordan Lee says this era’s winners will be the companies that focus their go-to-market strategies around highly efficient, data-driven plays.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Force Management
APRIL 20, 2023
Selling to C-level leaders is a crucial skill for your sales force if you want to grow your average deal size. Especially in today’s environment of economic uncertainty, big price tags are not getting approved without skillful execution of these conversations.
The Center for Sales Strategy
APRIL 24, 2023
For any sales manager, it's incredibly frustrating when their salespeople don’t seem to be able to close the deal. A successful sale often depends on the product and customer knowledge of the salesperson, but what happens when the hard work isn’t translating into results? Let’s take a look at some of the top reasons why your team may not be closing deals - from common hurdles like difficulty establishing credibility and understanding client needs to more nuanced issues like forgoing preparation
Allego
APRIL 11, 2023
Congratulations! You launched your new sales training program ! You have personalized training, peer-to-peer learning , training reinforcement, and a sales content library filled with just-in-time learning that sellers can access when they need an immediate answer. It was a huge project, and now you are done. Well, not quite. Now, you need to make sure the sales training program is working.
Membrain
APRIL 5, 2023
It’s almost the only thing people want to talk about these past few months: Artificial intelligence. ChatGPT and its many children and siblings have set the internet and our industry ablaze with speculation about what it means for us.
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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.
Sales and Marketing Management
APRIL 25, 2023
The accelerated adoption of AI-powered sales solutions will undoubtedly whittle down the human element required for sales funnel management. But how far can this go? The post AI Rising: Should Sales Leaders be Updating Their Resumes? appeared first on Sales & Marketing Management.
Understanding the Sales Force
APRIL 27, 2023
Our son's college baseball season is winding down and we think they'll make the playoffs for the second straight year. As I think back to high-school baseball, a couple of things came to mind that have a lot to do with sales development. Mike attended two high schools. His first high school baseball coach saw his potential, calling him up to play on the varsity team when he was still in the 8th grade.
Mr. Inside Sales
APRIL 14, 2023
To follow up on the blog post from two weeks ago (about the one quick fix to get your VMs returned ), here is the second quick fix: Stop trying to trick your prospect! Everyone knows that a partial message like: “Hey _, this is Mike. Call me back as soon as you can…” just reeks of a tricky salesperson calling. I ALWAYS delete these messages the moment I hear them.
Bernadette McClelland
APRIL 30, 2023
The Meaning behind Courage, Endurance and Mateship As I donned my Akubra and draped my Aussie flag around my neck crafting a makeshift scarf, we headed off to the ANZAC Day Service at the oval of the Stanley Marketplace hosted by the AUSDenver community. Seeing these three flags flying together was a really pivotal and personal moment because the vision took me back in time as I remembered that young 18 year old who had the courage to leave her childhood home in the suburbs of Auckland, experien
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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
Anthony Cole Training
APRIL 6, 2023
There are five pillars that make up a strong Sales Managed Environment which in turn will help you build a consistent, championship-quality sales team.
Membrain
APRIL 12, 2023
Everyone talks about sales prospecting , and we all think we know what it means. It’s just going out looking for potential customers to put into your sales pipeline, right? Traditionally, this was a task entrusted to junior “hunters” on the sales team–young hungry salespeople tasked with “drumming up opportunities.
Sales and Marketing Management
APRIL 19, 2023
Crushing it with your sales funnels starts with having clean, integrated data that you can use immediately. The post The Link Between Sales Funnels and Digital Spend ROI appeared first on Sales & Marketing Management.
Alice Heiman
APRIL 26, 2023
It’s not surprising that Bronwyn Spira, after trying many different sales strategies, landed back on the founder-led model. In mission-driven companies, founders often deliver the most compelling pitch. She then set about recruiting a sales and marketing team to support the sales process across the entire customer journey. Stick with us to the end where Bronwyn leaves us with her three growth tips for every CEO.
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.
Mr. Inside Sales
APRIL 30, 2023
Problem: Salespeople talk too much when they finally get a prospect on the phone. They pitch features and benefits instead of asking questions and qualifying. They talk over their prospects and generally learn very little about what it takes to close a sale. Result? They may get some leads out and set up some “demos or presentations,” but because they didn’t discover whether a prospect was truly a buyer and in the market at that time, their close rate is a disappointing 2 sales out of 10 full pr
Force Management
APRIL 6, 2023
As leaders, we serve as guides for our teams through challenging times. In the current economic landscape, when the challenges are unpredictable, it helps to have guides of our own. Last month on the Revenue Builders Podcast, we talked to multiple leaders who have guided teams successfully through crises. They spoke to the power of gratitude, communication, culture, and humility.
Anthony Cole Training
APRIL 14, 2023
Improve your sales management skills by implementing these 5 behaviors to help your sales team drive consistent results.
Membrain
APRIL 19, 2023
“Business acumen” is a concept spoken of quite often by sales thought leaders. I’ve talked about it , as well. Most of us agree that it’s something salespeople need in order to differentiate themselves and help buyers make the right choices. But I’m not sure everyone is on the same page in regard to what it means and the degree to which salespeople need to be upskilled in it.
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
APRIL 3, 2023
The vice president of sales at CRM provider Pipedrive discusses keeping sales teams motivated, why deals stall and organizing customer data. The post Staying Motivated in Sales appeared first on Sales & Marketing Management.
SocialSellinator
APRIL 9, 2023
Social media marketing is a powerful tool for insurance agencies looking to reach and engage their target customers. From increasing brand visibility to creating more meaningful relationships with prospects, the advantages of using social media strategies are limitless.
Alice Heiman
APRIL 11, 2023
Is your sales team struggling to have conversations with the right buyers? Better prospecting is the most direct path to increase sales conversations. Wendy Weiss takes us through the four steps to improve your sales team’s ability to schedule sales calls. Her four steps are: The right list Great skills Strong process The right software What can your team add to improve their prospecting?
Force Management
APRIL 27, 2023
Economic challenges can take a huge toll on workforce morale. Your sales force is likely encountering obstacles they haven’t faced before, and it’s possible that’s affecting their ability to win.
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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.
Anthony Cole Training
APRIL 21, 2023
Accountability in an organization is kind of like the old country song by Joe Diffie: Prop Me Up Beside the Jukebox (If I Die).
KLA Group
APRIL 6, 2023
You know your reps don’t always follow up with marketing leads. Sometimes, they read directly from a sales script. You don’t think too much about it.
Sales and Marketing Management
APRIL 10, 2023
With prospects now driving their own problem-solving journeys, sellers must design their entire go-to-market strategies around enabling and facilitating the buyer-led process. The post With Buyers’ and Sellers’ Roles Upended, B2B Sales and Marketing Alignment Is Critical appeared first on Sales & Marketing Management.
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