Sales 2.0

MARCH 1, 2023

This is the third in a series of interviews I am conducting with subject matter experts and practitioners in the sales profession. I am examining where we are today with AI in sales and where we are going. Regie helps sales, marketing, and success teams write engaging content faster using AI.

Opportunity 195

Opportunity Buyer Tools Collateral 195

Bernadette McClelland

JANUARY 14, 2024

The Importance of Evidence Just as in a criminal case, evidence provides the facts as to whether someone is guilty or not, or whether something is true or not. In our personal lives, evidence does exactly the same – provides the facts. It is, in its simplest form, information that supports or refutes a belief or a proposition.

Hiring 195

Hiring Face-to-face LinkedIn Guarantee 195

Sales and Marketing Management

OCTOBER 27, 2020

The unprecedented year of tough business decisions and cutbacks have drastically impacted the sales industry and changed the way that sales representatives work. The unprecedented year of tough business decisions and cutbacks have drastically impacted the sales industry and changed the way that sales representatives work.

Social Media 194

Social Media Quota Sales Qualified Lead Face-to-face 194

Zoominfo

OCTOBER 28, 2020

When I think of sales floors of the past, I think of Mad Men – esque scenes of phones ringing, men yelling, and glasses of whiskey being passed around every time a deal closes, or doesn’t. Yet modern day sales floors look quite different. What’s It Like Being A Woman In B2B Sales? Here’s. Here’s. The catch 22?

B2B 246

B2B Hiring Demographics SalesForce 246

The Pipeline

MARCH 12, 2021

Sales like most tribes being a bit more civil than antelopes, prefers the 80/20 rule, over herd mentality. I have always been fascinated by how willing sales types are to accept the 80/20. As has been the case through the ages (I’m old enough), sales leaders look for “solutions” to fix their problems. By Tibor Shanto.

Data 386

Data Sales Leadership Quota Sports 386

Hubspot Sales

APRIL 15, 2024

Thoughtfully calculated, well-executed prospecting is central to virtually every successful sales engagement. It sets a tone — giving you the momentum and perspective you need to lock in on viable sales opportunities and ensure the rest of your sales process goes as smoothly as possible.

Hiring 111

Hiring Face-to-face Sales Qualified Lead Lead Rank 111

Hubspot Sales

JANUARY 17, 2024

Confession time: I've been in the market for a new car for months now, but the thought of stepping onto a car lot and negotiating prices with a car salesperson is about as exciting as getting a root canal. 65% of consumers prefer to interact with a salesperson in person, compared to 26% who prefer self-service.

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Buyer Data Consumer Retail 83

Partners in Excellence

APRIL 5, 2024

They come from all over the world, they represent B2B, technology , basic materials, SaaS, industrial products, professional services, B2B2C and B2C. This theme underscores the importance of human connection in sales, beyond mere transactions. ” The group is fascinating–both in their stories and in their diversity.

Analysis 112

Analysis Motivation Education Influencer 112

Awarathon

APRIL 12, 2024

Understanding the role of Generative AI in training The rise of Generative AI is transforming fields with the ‘adapt or perish’ mantra, and sales training is no exception. Generative AI is on the cusp of revolutionizing sales training programs. Let’s go through this in detail.

Coaching 52

Coaching Training Ideal Customer Profile Face-to-face 52

Sales Gravy

NOVEMBER 27, 2023

On this episode of the Sales Gravy Podcast, I sit down with Mike Weinberg for Part One of our conversation on the state of the Sales Profession, sales leadership, and getting started as a new sales manager. This shift requires not only a change in skills but also a fundamental shift in mindset.

Sales Management 81

Sales Management Face-to-face Social Selling Sales Leadership 81

No More Cold Calling

JANUARY 25, 2018

Sales leaders must take the rap. We used to hire account based sales reps, indoctrinate them with product knowledge and a smattering of business culture, and give them a few lead generation tools. Clients tell me not much has changed, except that companies now give account based sales reps a desk, a computer, and a password.

Account 272

Account Hiring Lead Generation Face-to-face 272

The Pipeline

DECEMBER 11, 2018

There is a lot discussed about how sales and selling has changed over the years, be it the tech around sales, social attitudes changing what is acceptable and what no longer works due to many factors. Continuing professional education is not a foreign concept to most trades/professions, but it is in sales.

Licensing 269

Licensing B2B Real Estate Lead Rank 269

No More Cold Calling

APRIL 9, 2020

You’re the ultimate sales technology—and this is the ultimate sales conversations book. If there ever was a time for real, authentic sales conversations, it’s now. Do you know how to have that kind of sales conversations? Reps told me they didn’t need to have sales conversations. The phone works. Imagine that….

Conversion 305

Conversion Face-to-face Social Media Referrals 305

Allego

APRIL 16, 2024

Generative AI has changed the game in sales. Increasingly, sales teams use it to personalize content, enhance sales training , improve onboarding, conduct competitive analysis, streamline sales communication, and more. There’s no doubt about it. Not so fast, says AI expert Sam Richter. Sam Richter: Certainly.

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Hiring Scale Proposal Analysis 62

Vengreso

JULY 20, 2023

Being a sales superstar requires more than just knowing the key benefits and features of the product or services that you’re selling. So, let’s consider the question: what makes a great salesperson consistently achieve success? Why Is it Good To Have A Positive Mindset in #Sales?

Positioning 105

Positioning Coaching Up-Sell Sales Coaching 105

Zoominfo

JUNE 2, 2021

B2B sales jobs have a strikingly high turnover rate. In a study conducted by Sales Insights Lab, sales reps rated culture and management above base compensation, commission, and job flexibility. So what if you could get people really invested in their professional development? What are Core Competencies in Sales?

Scale 130

Scale Commission Compensation Report 130

Zoominfo

JUNE 2, 2021

B2B sales jobs have a strikingly high turnover rate. In a study conducted by Sales Insights Lab, sales reps rated culture and management above base compensation, commission, and job flexibility. So what if you could get people really invested in their professional development? What are Core Competencies in Sales?

Scale 130

Scale Commission Compensation Report 130

SMEI

JANUARY 5, 2024

In today’s highly competitive job market, particularly in the dynamic fields of sales and marketing, standing out to prospective employers is more crucial than ever. This is where professional certification comes into play, serving as a significant differentiator that can set you apart from the competition.

Marketing 85

Marketing Ideal Customer Profile Social Media Google Analytics 85

Sales Gravy

JANUARY 1, 2024

Sales professionals are constantly seeking new strategies to enhance their performance and edge out the competition. Interestingly, one crucial aspect that often gets overlooked is physical sales fitness. Sales is a demanding profession that requires both mental and physical stamina.

Energy 74

Energy Face-to-face Exercises Travel 74

Crunchbase

MAY 17, 2023

In a world where growing at all costs is no longer accepted, pressure on sales teams to make the most of every interaction is at an all-time high. While companies scramble to restructure and reevaluate their go-to-market motions, one role continues to unlock a better sales experience for buyers and sellers alike: solutions consulting.

Hiring 111

Hiring Sales Process Lead Rank Engineering 111

Zoominfo

APRIL 19, 2023

It’s true that most sales professionals improve with experience, but if you can provide feedback and personalized goals, it’s possible to accelerate the learning process and get your sellers engaging with prospects faster. This is the time-tested practice of sales coaching. What is Sales Coaching?

Sales Coaching 130

Sales Coaching Coaching Hiring Analysis 130

Hubspot Sales

FEBRUARY 22, 2023

And if so, what does it look like to sales professionals? In this post, we're going to discuss what it means to quiet quit in sales, what it looks like, and what sales managers can do when they think it's happening in their teams. Sales rely on won deals.

Motivation 87

Motivation Quota Collateral Call-back 87

Hubspot Sales

DECEMBER 12, 2023

We expect the sales game to change every year, but 2023 has stood out as a uniquely transformative one. There's AI — obviously — and all the ways it's changing how we sell. While these changes seem daunting at first, they also signal new opportunities to innovate, grow, and adapt. Let's dive in.

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Lead Rank Lead Scoring Sales Qualified Lead Scale 98

Zoominfo

NOVEMBER 30, 2020

While the idea of getting a text from a sales professional may seem a little out of the ordinary. Yet, in the current remote working universe, sales reps are turning to text more than ever before. . Rules for Texting Sales Prospects. Texting your sales prospects is in. How NOT to Cold Text Your Sales Prospects.

Prospecting 195

Prospecting Face-to-face Cold Calling Benefit 195

Partners in Excellence

MARCH 8, 2024

What was fascinating was the sharp contrast with the dozens of responses from outstanding sales practitioners I’ve been sharing. ” to lots of sales people. Relative Importance : This is typically the most cited reason for entering into and staying in sales roles. .” They are fascinating and compelling.

Incentives 77

Incentives Incentive Compensation Salary 77

Zoominfo

FEBRUARY 1, 2021

How important are prospecting insights to your sales strategy? Of course, your sales strategy’s success, including reaching your revenue goals, depends on the sales team hitting their numbers. It could be that their sales reps know how to prospect effectively. A sales rep uses the information (i.e.,

Data 246

Data Prospecting Strategy Cold Calling 246

Pipeliner

MAY 20, 2023

Our last article introduced a new series on mega-threats to the sales industry, inspired by the fascinating bestselling book by Nouriel Roubini entitled MegaThtreats: 10 Dangerous Trends that Imperil Our Future, and How to Survive Them. Going back through this book, I was startled by how much has changed since the book was published.

Industry 98

Industry Education Trends Call-back 98

Pipeliner

APRIL 10, 2024

As someone deeply passionate about sales and business, our conversation was eye-opening. A breakthrough in sales performance and overall fulfillment. The True Role of a Salesperson Shawn shed light on the often misunderstood role of a salesperson. To help individuals like you and me reshape our sales mindset.

Video 52

Video Lead Rank Lead Scoring Channels 52

Janek Performance Group

AUGUST 2, 2023

This is a statement emphasized by legendary sales expert Zig Ziglar. This eye-opening observation exposes a hidden opportunity for sales professionals—the transformative power of vocal training. Most salespeople need to recognize their voice’s pivotal role in the sales success.

Telemarketing 62

Telemarketing Intent Infusion Pivotal 62

Sandler Training

APRIL 30, 2021

There's been a lively debate among sales leaders in recent years and it centers on a big question: Has the digital selling environment we are all now operating in brought about a fundamental change in what it means to be a professional salesperson?

Strategy 106

Strategy Sales Training Sales Process 106

Allego

NOVEMBER 10, 2021

Sales teams are facing unprecedented change and sales enablement must adapt to help organizations succeed is the main message of Forrester’s recent report, Is Your Sales Enablement Ready To Level Up? You can download a complete copy here: Is Your Sales Enablement Ready To Level Up?

Report 141

Report Sales Enablement Face-to-face Maximizer 141

Allego

SEPTEMBER 20, 2023

Even though sales role-play within sales coaching is not a new concept, the way in which it’s often used in companies can be detrimental to the company and its salespeople. However, if used correctly, role-playing can be a vital part of sales training and coaching. Why is role-playing in sales training important?

Coaching 71

Coaching Face-to-face Lead Rank Lead Scoring 71

Janek Performance Group

JANUARY 12, 2022

Of course, this is not only offensive; it’s also patently false for professional sellers! Here are several ways sellers can employ the lighter touch needed in the modern sales environment: . In a time of unceasing updates and ever-changing guidance, buyers seek comfort. If the solution fixes a problem, you have made a sale.

Sage 117

Sage Distribution Buyer B2C 117

Janek Performance Group

NOVEMBER 8, 2023

Artificial Intelligence (AI) in sales can be both an asset and a liability for professional salespeople. This dynamic interplay prompts a critical question: can sales AI and human sales expertise coexist harmoniously? The future of sales lies in amplifying human capabilities with automation, not replacing them.

Analysis 62

Analysis Scale Lead Rank Lead Scoring 62

Adaptive Business Services

APRIL 14, 2021

When I was in sales management and I was looking for new salespeople, one of the things that I watched for was people who expressed a desire to learn. This is maybe even more important with experienced sales reps and even more more important with experienced reps from your industry. They don’t want to change.

Webinar Metrics 147

Webinar Metrics Industry Training Coaching 147

Janek Performance Group

DECEMBER 12, 2023

For sales professionals experiencing a dip in their sales momentum, there could be an opportunity to reassess strategies beyond external factors like product quality, market competition, or economic conditions. Embracing change and revisiting approaches could be pivotal. Our challenge is generating enough opportunities.”

Decision Maker 62

Decision Maker Face-to-face Pivotal Call-back 62

Janek Performance Group

MARCH 14, 2023

Congratulations on your new role as a salesperson! This guide will provide you with strategies and tips to maximize your success in your first month as a salesperson and beyond. As a salesperson, your primary goal is to drive sales and increase profits for your company. Most sales reps work hard.

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Hiring Ideal Customer Profile Maximizer LinkedIn 62