Janek Performance Group

OCTOBER 17, 2023

While likability can be a huge plus in sales, it’s not the only reason buyers buy. Further, those with the weakest sales records were more likely to believe making friends is their greatest asset. Here are ways to bridge the gap between being liked and being trusted: Traps to Avoid One pitfall of likability is its ease.

Collateral 62

Collateral Social Media Referrals Social Selling 62

Bernadette McClelland

NOVEMBER 12, 2012

The Bridge Over The River Sales. Psychology from the Greek word psyche meaning self or consciousness and logis meaning study, is really just a bridge. Psychology from the Greek word psyche meaning self or consciousness and logis meaning study, is really just a bridge. In some cases that is true.

Influencer 207

Influencer Lead Rank Lead Scoring Study 207

John Barrows

DECEMBER 2, 2019

Dan O’Connell and Keith Messick from Dialpad join us representing sales and marketing respectively. We talked through how they bridge the classic sales and marketing divide that’s been an issue for decades in B2B. Causes of the Sales & Marketing divide. How Dialpad bridges the Sales & Marketing divide.

Lead Rank 96

Lead Rank Sales Qualified Lead Hiring Marketing 96

Steven Rosen

FEBRUARY 11, 2024

Steven Rosen and Colleen Stanley discuss the strategy of simultaneously setting learning and sales goals. They explore the intricate relationship between continuous learning and improving skills for sales leaders, stressing the need for a balance. In this article, we’ll look at the connection between sales and learning goals.

Sales Goal 156

Sales Goal Top of Funnel Social Media Coaching 156

Sales and Marketing Management

JUNE 14, 2016

Presentation management combines the tasks that both marketing and sales need to succeed in their roles, into one platform. Its combined features automate collaboration between sales and marketing, bridging the gap between their roles. In today’s business world, everyone communicates visually. read more

Marketing 120

Marketing Sales 120

Allego

JUNE 16, 2022

Every company wants its sales and marketing teams to be aligned, yet few companies can bring these efforts together. At first glance, both teams are on the same page: each believes timely, relevant, and impactful content is the way to move the sale forward. Collaborate and Co-Create Sales Content. Then no one is happy.”

Marketing 62

Marketing Face-to-face Buyer Webinar Metrics 62

SBI Growth

NOVEMBER 10, 2013

More often than not, sales and marketing live in siloes. For a company to survive these days, sales and marketing must work in concert. The best marketing leaders know how to overcome the divide and gain credibility with sales. And they involve the sales team in the process. It will only help the sales team.

Buyer Persona 310

Buyer Persona Marketing How To Lead Rank 310

Steven Rosen

JANUARY 28, 2024

Helen Fanucci , a sales leader with 25+ years in the high-tech industry and author of “Love Your Team: A Survival Guide for Sales Managers in a Hybrid World.” discusses the importance of trust in sales, effective targeting strategies, and the role of collaboration in team selling. Collaboration is key to success in sales.

Intent 156

Intent Sales Leadership Account ACT 156

Steven Rosen

MARCH 12, 2024

Ryan Thomas , the sales VP of Elastic, Americas, shares his insights on effective leadership, team motivation, and driving business growth. Ryan also discusses the challenges of leading sales teams in a complex and fast-paced industry and provides valuable advice for sales leaders.

Leads 227

Leads Marketing Qualified Lead Motivation Sales Leadership 227

Sales Training Connection

OCTOBER 24, 2013

Winning sales presentations. A good sales presentation that fails to win the business is not good enough. Sales presentations must persuade customers to make a decision in your favor. Since there are no generic customers, there are no generic sales presentations. At least there are no winning generic sales presentations.

Proposal 129

Proposal Sales Training Groups 129

Steven Rosen

JANUARY 15, 2024

Keith Rzucidlo , Vice President of Sales at Miller Electric, joins the Sales Leadership Awakening podcast to discuss how to turn visions into actions in sales leadership. Keith shares the importance of patience and reflection in driving behavior change and advises sales leaders on coaching and change management. “I

Sales Leadership 268

Sales Leadership Coaching Resources Pivotal 268

Steven Rosen

APRIL 6, 2024

In this episode of the Sales Leadership Awakening Podcast, host Steven Rosen and Colleen Stanley delve into mastering difficult conversations, stressing preparation and agreement on the next steps. Emotional regulation is an essential skill for sales managers to develop. Empathy is crucial in difficult conversations.

Conversion 120

Conversion Construction Sales Leadership Intent 120

Steven Rosen

MARCH 12, 2024

With sales pursuits becoming increasingly complex, it is crucial to involve the right resources early on and ensure a customer-first mindset. Focus on a customer-first mindset and prioritize customer success in the sales cycle. Involve the customer success team in the sales cycle to provide implementation support and guidance.

Video 156

Video Face-to-face Sales Cycle Vendor 156

Sales and Marketing Management

JULY 22, 2014

Teaser: SnapRetail, a marketing automation solution provider for independent store owners, struggled with what many companies face – a sales and marketing disconnect. SnapRetail, a marketing automation solution provider for independent store owners, struggled with what many companies face – a sales and marketing disconnect.

Case Study 250

Case Study Study Lead Nurturing Face-to-face 250

Sales Training Connection

NOVEMBER 12, 2012

Sales presentations. If you’re not in the business of selling, then good is probably good enough when it comes to sales presentations. How do you go about crafting a winning sales presentation? How do you go about crafting a winning sales presentation? At least there are no winning generic sales presentations.

Fashion 97

Fashion Sales Cycle Proposal Training 97

Allego

DECEMBER 20, 2018

Here are two pretty important facts about B2B sales: You need to train your new reps to enable their success, and training isn’t over when your new reps start selling. . If you’re looking at how you can improve your onboarding approach, you should consider what modern sales onboarding looks like. Modern Sales Onboarding.

Training 54

Training SME Collateral Consumer 54

Mindtickle

NOVEMBER 28, 2017

In this 21 minute podcast Aarti explains: What sales enablement needs to know about collaborating with sales operation. How sales enablement and ops can drive change within the sales organization together. How sales enablement differs between large and smaller companies.

Sales Operations 52

Sales Operations Sales Enablement Construction Pipeline 52

Mindtickle

NOVEMBER 28, 2017

In this 21 minute podcast Aarti explains: What sales enablement needs to know about collaborating with sales operation. How sales enablement and ops can drive change within the sales organization together. How sales enablement differs between large and smaller companies.

Sales Operations 52

Sales Operations Sales Enablement Construction Pipeline 52

Miller Heiman Group

APRIL 7, 2020

This reality “un-check” often occurs because there’s a lack of alignment between sales, marketing and customer service, meaning customers don’t have a consistently positive experience in every channel. Why Customer Service Best Practices Matter in Industry and Life Sciences.

Lead Rank 63

Lead Rank Lead Scoring Industry Company 63

Steven Rosen

JANUARY 14, 2024

In this episode of the Sales Awakening podcast, Steven Rosen and Colleen Stanley dive right into the execution challenges. We need to identify the critical success factors and narrow them down to three manageable items. “Change management is sales management, and that’s going to make the difference.”

Strategy 156

Strategy Sales Leadership Competition Coaching 156

Steven Rosen

FEBRUARY 11, 2024

In this 2:56 video, Steven Rosen and Colleen Stanley discuss the need for sales managers to go beyond setting sales goals and to define learning goals for their teams. They share how organizations can align learning goals with sales goals and invest in training and resources to support their salespeople.

Social Media 156

Social Media Sales Goal Territories Lead Rank 156

Sales and Marketing Management

NOVEMBER 3, 2013

Teaser: Providing the sales team with quality leads is only one piece of the equation. Marketers also have to provide sales with the knowledge to help them convert those leads into customers. Providing the sales team with quality leads is only one piece of the equation. Author: Chanin Ballance, CEO, MobilePaks. read more'

Marketing 176

Marketing Leads Marketing Qualified Lead Sales 176

Steven Rosen

APRIL 22, 2024

For sales leaders, building a robust sales culture is the bridge between mediocrity and excellence. The journey to a winning sales culture is a nuanced strategy that unfolds over time and demands patience, careful planning, and decisive leadership. This promotes innovative problem-solving for complex sales challenges.

Strategy 156

Strategy Construction Motivation Incentives 156

Increase Sales

MARCH 5, 2016

Yet in reviewing a recent catalog with a plethora of leadership and sales training opportunities, the word practice is missing. Maybe it assumes the workplace culture or sales culture will encourage practice. The lack of practice is part of the reason for the dismal leadership and sales training ROI.

ROI 70

ROI Training Ideal Customer Profile Retention 70

Xactly

JULY 23, 2018

In the blue corner we have our CRO, or Sales Director, whose function invariably involves spending company money to attract new clients and customers to the business. Any CFO hoping to bridge the gap between Sales and Finance needs to invest their time in technology. Both roles are equally vital to an organisation.

Commission 47

Commission Incentives Incentive Trade Show 47

No More Cold Calling

MAY 11, 2023

She’s been a powerhouse in the sales space. She’s been a powerhouse in the sales space. Be sure to read the stories about the man on the bridge and the man in the van —and learn how even small acts can make a big difference in someone’s life. Let’s do the impossible together. I’m so conflicted, often scared.

How To 177

How To Government Cold Calling ACT 177

Steven Rosen

APRIL 14, 2024

Hiring sales superstars is critical to building a high-performance sales team. This gap can be effectively bridged by integrating psychometric assessments into the hiring process, offering a more scientific approach to evaluating potential.

Hiring 156

Hiring Forecasting Exercises Retention 156

Bernadette McClelland

NOVEMBER 24, 2021

Working in a highly competitive, smash your numbers, ‘get the deal at any cost, KPI driven’ sales environment and not being driven by money made me feel there was something amiss with my motivation levels because I didn’t seem to think the same way as my colleagues – or so I thought! The sales managers were smart. Far from it!

Motivation 195

Motivation Compensation Competition Pipeline 195

Mindtickle

FEBRUARY 7, 2018

As a sales manager, one of your many challenges is continuously developing different sales reps. And while an experienced rep may hit the ground running, but they may not be able to sustain improvement in their sales results over time unless they overcome their reluctance to change. Understand who you’re working with.

Training 52

Training Sales Management Hiring Coaching 52

Mindtickle

FEBRUARY 6, 2018

As a sales manager, one of your many challenges is continuously developing different sales reps. And while an experienced rep may hit the ground running, but they may not be able to sustain improvement in their sales results over time unless they overcome their reluctance to change. Understand who you’re working with.

Training 52

Training Sales Management Hiring Coaching 52

Allego

MARCH 12, 2024

In the ever-evolving landscape of B2B sales, the quest for a seamless and efficient buying experience remains a critical challenge. Determined to mend the fragmented B2B buying journey, Hannah Ajikawo , the visionary founder of Revenue Funnel , has strong ideas on how sales enablement can help solve the problem.

Top of Funnel 118

Top of Funnel Lead Rank Pivotal B2B 118

Costello

JANUARY 2, 2019

I got my start without any knowledge of marketing, sales, or CRM,” James explained. Here, in his second conversation with Costello, James tackles the topic of marketing and sales alignment. What do we need to keep in mind when it comes to bridging the gap between sales and marketing? It’s complementing it.

Conversion 40

Conversion Marketing Social Media Consumer 40

No More Cold Calling

JUNE 29, 2023

Sales teams continue to face more and more pressure to ramp up. Your most neglected sales channel is your existing client base. In the summer of 2015, I got an urgent call from Barry, a colleague who was working with Dr. Stephen Timme and Finlistics on their sales strategy. I’m still not satisfied with the results.

Referrals 177

Referrals Channels Cold Calling Scale 177

Pipeliner

APRIL 5, 2024

Mindset Encompasses Sales Strategy Every conversation outcome, whether with friends, associates, staff, prospects, or clients, depends upon our frame of mind, which affects business considerations. The workplace is forever changing, and the staff at some companies is comprised of multiple generations. Tradition holds much wisdom.

Influencer 75

Influencer Consumer Conversion Benefit 75

Understanding the Sales Force

JANUARY 17, 2018

Comparing the stop and go traffic to the other conditions I have driven in got me thinking about a sales analogy that you might find helpful. I was on the way to a meeting and the traffic was stop and go - not moving for a minute, then back up to 30 MPH, and then back to a dead stop. I haven't driven off-road.

Prospecting 241

Prospecting Meeting Sales 241

Sandler Training

MARCH 21, 2022

Many sales leaders have a skill gap when it comes to coaching members of the sales team. Bridging that gap requires addressing a critical question. The post Bridging the Coaching Gap appeared first on Sandler Training.

Coaching 99

Coaching Training Sales 99

Sales and Marketing Management

OCTOBER 20, 2016

Author: Chris Benedetto, Director of Marketing, Sales Automation, Pegasystems. Teaser: Sales, marketing, customer service and onboarding/operations functions are often running as disparate business systems that are not conducive to creating the holistic experiences that today’s customers expect. read more

Customer Service 233

Customer Service Sales Automation System Positioning 233