Anthony Cole Training
APRIL 21, 2022
Research shows that money is NOT the primary motivator for success in sales, ESPECIALLY with today's younger generations. Here are 3 Keys to help sales managers and top producers bust the myth that “enough is enough” to continue to see great sales success.
Steven Rosen
APRIL 18, 2022
Hiring Top Performers Post-COVID Recovery . Hiring top performers has always been the lifeblood of any sales organization. COVID has changed sales forever. The 3 most important questions that we need to address when making hiring decisions for a sales position are: Can the candidate effectively sell virtually? Is the candidate agile enough to adapt based on the customer’s needs?
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Understanding the Sales Force
APRIL 20, 2022
How quickly can you determine why a salesperson is failing? Dinger loves to play catch with his ball. He has seven of them but loves his white ball the most. When we're out playing catch and I point to a ball and say, "there it is" or "right there" or "get it" he just can't seem to find it! Dinger has good listening skills but his ability to see the obvious isn't very good.
Sales and Marketing Management
APRIL 18, 2022
Customer health dashboards are one of the critical keys to durable revenue growth. However, creating an effective customer health score and supporting dashboard is not a one-time project. The post 6 Steps to Launching Your Customer Health Dashboard appeared first on Sales & Marketing Management.
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Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.
Zoominfo
APRIL 20, 2022
Marketers have spent years making sure they get credit for the leads generated by their hardworking teams. But as B2B sales gets more competitive and complex, simply knowing who sourced a lead may no longer be good enough. Instead, B2B marketers are turning their attention to key performance indicators that showcase how full-funnel marketing efforts can deliver increased performance.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Partners in Excellence
APRIL 18, 2022
Are you order, seller, or buyer centric? Sadly, too many are focused only on the order. In this world, the ideal thing is the customer has educated themselves, is knowledgeable, may have a few final questions and issues (price is always the key one), and the customer makes a buying decision. We do everything we can to position our products favorably, but the reality is the customer has probably made up their mind.
Sales and Marketing Management
APRIL 21, 2022
Spring, the season of renewal, is a great time to remind your sales reps to embrace their personal power and recognize how it can be deployed for collective collaborations. The post Tis the Season to Renew with Personal Power to Achieve Fierce Sales appeared first on Sales & Marketing Management.
Zoominfo
APRIL 18, 2022
Take a second to imagine the recruitment process without technology to manage it. Recruiters would have to sort through thousands of resumes, spend hours matching the right skills for each role, and even more time calling and emailing people. By the time recruiters could bring a candidate into the fold and take them through the interview stage, the recruiting process will have taken much longer than today’s average 24-day recruiting cycle.
SocialSellinator
APRIL 17, 2022
Why You Should Run Ads on Search Engines. If you're not running ads on search engines, you're missing out on a huge opportunity to reach new customers. Search engine advertising is one of the most effective ways to reach potential customers who are actively looking for what you have to offer. And when it comes to search engine advertising, Microsoft Ads (formerly known as Bing Ads) is a great option.
Advertiser: ZoomInfo
Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr
Julie Hanson
APRIL 19, 2022
Video can be a powerful sales outreach tool — but only if the prospect watches it. A great headline can get your video opened, but a lackluster delivery or execution will get you quickly deleted. As the number of videos sent out by sellers has exploded, prospects have become more ruthless about what videos they choose to watch. So “how do you record a prospect video that gets watched?
Sales and Marketing Management
APRIL 20, 2022
Your reps' ability to convey meaningful value is what keeps potential clients engaged and motivated throughout the process and thus more likely to say yes. It all starts with asking the right questions. The post To Convey More Value to Buyers, Ask the Right Questions appeared first on Sales & Marketing Management.
Shari Levitin
APRIL 21, 2022
When I first started selling over the telephone, I couldn’t figure out why it was more difficult to build trust and rapport with my customers over the phone than in person. After all, they could hear the sincerity of my voice, and I made my offering about them. (Ok, I didn’t start that young!) To build trust with customers virtually, we need to leverage online tools to augment the subtle physical and psychological cues our mind uses to build trust.
RAIN Group
APRIL 22, 2022
Sellers who win consistently plan to win from the start. They're methodical in their approach to opportunities. They carefully map their sales process to the buyer's, set goals for every meeting, and do an exceptional job of communicating value.
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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.
SalesProInsider
APRIL 21, 2022
What factor do you think is most important when your prospects make decisions—emotions or facts? Well, the research is clear. When all considerations are similar, not equal but similar, emotions win out as the most important criteria for making a decision. This may be a surprise as many people insist that they make decisions based on facts. Yet the reality is that this factor leading the way is subconscious for most people.
Sales and Marketing Management
APRIL 19, 2022
A business development representative team is the foundation of any modern sales organization. These strategies will help them make the most out of each lead, boosting not only their performance, but your bottom line. The post 8 Ways to Boost Business Development appeared first on Sales & Marketing Management.
Predictable Revenue
APRIL 19, 2022
Eric Nowoslawski joins the Predictable Revenue podcast to discuss his top three strategies for how to create inbound leads using outbound sales messaging. The post Generating Inbound Leads With Outbound Sales Messaging appeared first on Predictable Revenue.
Gong.io
APRIL 22, 2022
. All businesspeople get them. They are usually bad to very bad (to awful). Often they are automated. They rarely include any customization or personalization. Cold emails. If I had a dollar for every terrible cold email I’ve received in my business career, well, let’s just say I would not be writing this article now. But cold emails don’t have to suck.
Speaker: Joe Heather, Deliverect GM (UK&I) & Noah Hayes, Deliverect GM (US&CA)
Fast-Moving Consumer Goods (FMCG) and Quick Commerce (Q-commerce) are two vibrant sectors that have undergone significant transformations with the advancements in digital technology. With growing internet penetration and the proliferation of smartphones, consumers' purchasing habits have unsurprisingly evolved. They now demand quick, convenient, and seamless shopping experiences, which both FMCG and Q-commerce sectors strive to provide.
The Center for Sales Strategy
APRIL 20, 2022
Every relationship has ups and downs, and that includes relationships between coworkers. The members of your sales team might be going through problems at home that can cause problems at work. There might be conflicts with other members of the sales team. When problems exist in other areas of life, it can affect the accountability of the whole sales team or individual team members.
Sales and Marketing Management
APRIL 20, 2022
A case study on how a financial technology firm overcame challenges to achieve revenue synergy after a merger. The post To Capture M&A Revenue Synergies, Successfully Integrating Sales Organizations Is a Must appeared first on Sales & Marketing Management.
Zoominfo
APRIL 16, 2022
On an average morning in early 2020, sales reps left their team huddles pumped up on yesterday’s success stories and a few cups of dark roast, ready to start dialing for the day. They had a system of tried-and-true tactics for making sales calls and historical data that supported what worked best. Then the COVID-19 pandemic hit. Suddenly, cold calling — one of the most challenging parts of sales — got tougher.
Engage Selling
APRIL 22, 2022
Do you have lies in your inbox? “Hi there! Greetings! On my visit at your office, I found out that your organization is still using the manual registers for visitor’s … Read More. The post Lies in Your Inbox first appeared on Colleen Francis - The Sales Leader.
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How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.
The Center for Sales Strategy
APRIL 19, 2022
Don't do it. I know you want to do it, but you can't. Seriously! STOP IT! "Do what" you innocently ask? Pitching your product or service in your first meeting with a new client. "But…but…but," I can already hear your excuses. "We are SALES people! We are supposed to SELL!". Technically, yes, you are "supposed" to sell, but not yet! Be patient. Follow the process.
Force Management
APRIL 22, 2022
Successful companies are finding new ways to differentiate their approach to talent management as they face the ongoing complexities of the Great Resignation.
Partners in Excellence
APRIL 19, 2022
Since my earliest days of selling, I have been taught, to create real value and differentiation, I have to know more than my customers. I have to know their markets/industries better than they. I have to know their business better than they, I have to know the issues they face better than they, I have to know what they don’t know but should know.
Selling Energy
APRIL 22, 2022
Today is the 52 nd anniversary of Earth Day, and a half-dozen years ago SDG&E hired me to help with Power Your Drive , a new initiative based in Southern California. Their mission statement was to install more EV charging stations for electric cars in their territory, and it was my job to train their employees on how to sell these charging stations in various business, municipal and residential situations.
Advertiser: ZoomInfo
In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.
The Center for Sales Strategy
APRIL 22, 2022
- MOTIVATION -. "Don't find fault. Find a remedy.". - AROUND THE WEB -. > 3 Things to Consider During Times of Inflation– The Great Game of Business. Prices are going up. We've all noticed it, and it's maybe even got us a little panicked. So, when can we expect to see inflation start slowing down? Well, expert economists are expecting to enter a period of disinflation and slowed growth in 2022 and 2023.
Pipeliner
APRIL 19, 2022
We live in a time of disruption, and stress seems to be more prevalent than ever. In this Expert Insight Interview, we welcome Patricia Morgan, a professional speaker and expert on stress and stress management. Visit us on Apple Podcast You can also find SalesPOP! on all major podcast stations. The post 🎧 Stress and The Idea of Stress Management appeared first on SalesPOP!
Awarathon
APRIL 18, 2022
Publish Date: 18th Dec 2022 Published By: Vishala Pechetti, Brand Marketing Associate Introduction Sales representatives are always on the go, rushing from one moment to another and most often short on time, while shuffling between prospecting and closing deals, liaising with the management and following-up with the customers. In the midst of a never ending list […].
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