Janek Performance Group

JANUARY 4, 2022

Of course, we are all familiar with how COVID-19 changed sales. From new environments to new skill sets and processes, our comfort zones were upended as our personal and professional lives entered a state of flux. As much as this was true for sales teams, it was also true of buyers. A byproduct of this change will be fear and uncertainty. Going forward, sellers can expect increased hesitancy and trepidation on the part of buyers when it’s time for final decisions.

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Face-to-face Fashion Buyer Decision Maker 118

The Center for Sales Strategy

JANUARY 3, 2022

With the new year here, many sales managers and executives are planning to make certain they have a plan in place to equip and prepare their sales teams for a good year. Certainly the changes in the selling environment we have all experienced in the last 20 months or so have exposed some areas for improvement as well added new expectations for how business is done.

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How To Sales Sales Management Sales Process 107

Understanding the Sales Force

JANUARY 5, 2022

My articles begin with analogies so we'll start by asking, has baseball changed?

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Sales and Marketing Management

JANUARY 3, 2022

Onboarding new B2B sales reps using virtual reality may become the norm as companies start another year with virtual teams. The post Using VR to Onboard Your Sales Team at Lightning Speed appeared first on Sales & Marketing Management.

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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

Anthony Cole Training

JANUARY 6, 2022

One of the top challenges we discuss with sales managers and leaders is how to get their salespeople to start selling value and stop caving on price.

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Sales Management How To Sales Sales Process 226

Zoominfo

JANUARY 4, 2022

The digital marketing landscape is more competitive than ever — and if you’re not prepared, you’re already behind. Here are four B2B marketing trends to implement (or at the very least, be on the lookout for) in 2022. B2B Marketing Technology Trends Trend #1: Consolidation of martech systems We see digital marketing headed toward consolidated tech stacks with strong integrations.

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Account Based Marketing Trends B2B Marketing 130

Sales and Marketing Management

JANUARY 5, 2022

A lot more than productivity is lost when salespeople have to devote their time to manual document creation. The post How Document Automation Improves Your Sales Process appeared first on Sales & Marketing Management.

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Sales Process Sales Marketing 136

Force Management

JANUARY 6, 2022

If your New Year's resolution is to find small ways, every day, to provide value to your salespeople then you've come to the right place. Our December episodes focused on key sales skills and topics that lead to better numbers and faster close rates. Your front-line managers and reps can implement these actions into their daily activities to ensure consistent application of desired sales skills or methodologies.

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Lead Rank Lead Scoring Closing Sales 133

Allego

JANUARY 4, 2022

This post appeared originally on Sales & Marketing Management. It’s natural to wonder what the new year has in store for us. Many are feeling a great sense of uncertainty in their personal and professional lives, yet we’ve been resilient and agile for the better part of the last two years and must continue to be. When it comes to career growth, many factors play a role in our success, like meeting with managers to discover areas of improvement, attending events to network and rub elbow

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Hiring Webinar Metrics Sales Enablement Maximizer 127

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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

SalesProInsider

JANUARY 6, 2022

“Staging” is a term used in many endeavors, from getting a house ready to sell to producing a play. It’s typically the last step before something goes live. So, what does that have to do with your selling efforts? A lot! Staging in your selling efforts is a critical step in ensuring success in that sales opportunity. As I shared in the first article in this series for creating your roadmap to sales success, a sales process is a roadmap that guides you through the journey from the introduct

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Sales Process Top of Funnel Sales Qualified Lead Referrals 126

Sales and Marketing Management

JANUARY 3, 2022

Sales kickoffs must be used to activate each salesperson's sense of purpose or companies risk getting lost in an endless cycle of onboarding. The post Your Most Important Sales Kickoff Is the Next One appeared first on Sales & Marketing Management.

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Sales Marketing Company 120

The Center for Sales Strategy

JANUARY 6, 2022

All sales managers know that it’s important to have a full staff of salespeople in order to hit your goals. But you know how risky and ineffective it is simply to hire anyone who can fog a mirror. It’s essential to hire only the right people. When searching for the right talents, skills, and experience , strong sales managers recognize that talent is primary.

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Membrain

JANUARY 5, 2022

I love it when a client coins a phrase for us. We are extremely proud to be the sales platform for Eurotainer , a global provider of intermodal equipment for lease, based in France with offices on four continents.

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Case Study Study Sales 125

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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

Data

Force Management

JANUARY 4, 2022

As shocking as it may be, your next career opportunity is often in the hands of someone that will spend less than SIX seconds determining if you are a good fit. For the few of us that can remember when Jim Lange hosted a game show – before Jane Krakowski was tapped last year to resurrect it – you know it was called Name That Tune. The original show, which had contestants try to name a song after hearing the least amount of piano keystrokes, has some scary similarities with today's approach to as

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Zoominfo

JANUARY 6, 2022

The ZoomInfo product team is excited to announce our latest update to our conversation intelligence platform, Chorus. Watch the following video for a quick summary of the newest features and read on for a more in-depth view. Throughout 2021, we dedicated a great deal of time to transition our transcription engine to the next generation of AI (an end-to-end transformer model called wav2vec ) to improve our transcription capabilities.

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Engineering Follow-up Report Video 100

The Center for Sales Strategy

JANUARY 5, 2022

In his book The Goal —author and business management guru Eli Goldratt—focuses on a concept called the theory of constraints. This theory states organizations have constraints (or bottlenecks) that negatively impact performance. The process of identifying the most significant constraint and utilizing resources to eliminate the constraint is part of the process to improve performance.

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Sales Process How To Resources Sales 126

Engage Selling

JANUARY 7, 2022

There are four straightforward sales goals that I would like to share with you. They are simple, effective and will help you set the right targets and keep you on track throughout the year. The 4 Straightforward Sales Goals 1. … Read More » The post 4 Straightforward Sales Goals | Sales Strategies first appeared on The Sales Leader.

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Sales Goal Strategy Sales Sales Leadership 107

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.

Retail

Partners in Excellence

JANUARY 5, 2022

We know empathy is important in working with others, whether it’s our customers, our peers, or our people. If we can’t understand what they face in doing their jobs, what they care about, what their hopes, dreams, or fears, doubts might be, we can’t connect with them in meaningful ways. Too often, however, the concept of empathy is absent in our interactions.

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Face-to-face Quota Lead Rank Lead Scoring 95

Zoominfo

JANUARY 4, 2022

Scenario Set up your sales team for success by syncing their calendars with your CRM database. In the mobile ZoomInfo app, you can sync your calendar with meeting invites and pull information from the attendee list. Your AEs and sales reps can identify and research the decision-makers who will be on the call, retrieve account summaries and notes on company activity, and more invaluable information right on their phones before and during a demo meeting.

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The Center for Sales Strategy

JANUARY 4, 2022

Sometimes, showing, more than telling, is a better way to pitch ideas and new products to potential customers and investors. This way, you can give them graphic images and pictorial representations of your pitch, which is a more engaging way to sell yourself. One of the ways to do this is through a sales presentation. It presents your product or service to clients professionally, informing, educating, inspiring, and motivating the customer or investor to take action in favor of your product.

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Energy Education Motivation Sales 114

Pipeliner

JANUARY 4, 2022

The sales effort is useless unless you are 100% behind an idea, product, or service. Hence, selling to yourself proceeds selling to clients. Anyone on a sales job has no doubt paused to question what they are to sell upon hearing a new announcement. Integrity is everything, as clientele seeks it out before committing. It’s easy to dismiss a new offering as not worthy of anyone’s time.

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Hiring Negotiation Benefit Research 98

Advertiser: ZoomInfo

Even in today’s data-driven sales world, cold calling remains a fact of life for many go-to-market professionals. Fortunately, today’s sales leaders have a crucial advantage over their predecessors: market intelligence and outreach platforms that can warm up virtually any introduction.

Cold Calling

The Accidental Negotiator

JANUARY 7, 2022

Image Credit: Nicolas Vigier. As negotiators, what we are all trying to do is to become better. Our goal is to be able to use our negotiation styles and negotiating techniques to walk away from our next negotiation with the feeling that we got what we wanted and that the other side will come through with the promises that they have made to us. In order to be successful, we need to develop three negotiating skills that will allow us to reach better agreements faster.

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Negotiation Face-to-face Lead Rank Lead Scoring 97

Zoominfo

JANUARY 4, 2022

Scenario With conversation intelligence software , such as ZoomInfo Chorus, you can identify and connect with senior executives directly from sales calls. When a name is mentioned during a video call, you can identify if they are a senior person at the prospect company. If so, have an email go out directly from your VP to that executive. You can also bookmark important moments from the call for informed follow-up.

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The Center for Sales Strategy

JANUARY 7, 2022

- MOTIVATION -. "Real listening is a willingness to let the other person change you.". - AROUND THE WEB -. > 22 Sales Quotes to Inspire You to Make 2022 Your Best Year Yet – LinkedIn. A new year. The ultimate clean slate, a fresh piece of white paper, awaiting your pen. The question is – what story will you write on that paper this year? Will 2022 be just another year in your career?

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Buyer Quota LinkedIn Motivation 111

Pipeliner

JANUARY 4, 2022

What is it that makes a successful entrepreneur? If you ask 10 successful business owners that question, then chances are you are going to wind up with 10 completely different answers. Everyone’s path to success is different, and therefore, the idea that there is one set-in-stone method that will guarantee you thrive is a fiction. That being said, there are generally some key attributes that will contribute to your success as a business owner and an entrepreneur.

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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?

Marketing

Sandler Training

JANUARY 7, 2022

Human beings always have been and always will be driven to improve their own personal situation. As the leader, you must tap into that motivation. The post Tie the Performance Goal to a Personal Goal appeared first on Sandler Training.

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Motivation Training Sales 97

Zoominfo

JANUARY 4, 2022

Scenario Organize gated, on-demand demos or group demos. (We call them “deminars” ) Promote them through display ads, email campaigns, and targeted outreach. When people register to attend, add their information to automated follow-up campaigns.

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Campaigns Promotion Groups Follow-up 100

KLA Group

JANUARY 4, 2022

Business owners, sales leaders, and even salespeople know they need a sales plan that clearly outlines how they’ll achieve their annual goals. The question is, what to include so it’s a valuable, useable tool? PLAN TO WIN You’ve heard the adage, fail to plan, plan to fail. Nowhere is that truer than in sales. If […].

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