No More Cold Calling
DECEMBER 7, 2023
How asking for referrals will drive your revenue in 2024 How many people should you ask for referrals to get five new clients? No more than 20. In my experience, at least half the people you ask for referrals will introduce you to your ideal prospect. Referred prospects convert to clients a minimum 50 percent of the time (most salespeople tell me it’s closer to 70 percent).
SBI Growth
DECEMBER 7, 2023
Conversations on generative AI continue to maintain a fever pitch among business leaders today, but enterprise-level adoption remains spotty. SBI surveys with CEOs reveal that only 26% were running small-scale pilots with just 9% doing anything more. This is despite the fact that nearly three-quarters of respondents expect AI to play a significant role in their work in the next 12 months, with 94% of leaders wanting to integrate AI into their sales programs.
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Sales 2.0
DECEMBER 4, 2023
In the near future, savvy salespeople are going to greatly enhance their sales by leveraging AI. One of the mechanisms for this improvement will be leveraging the “social graph” more effectively. It’s always been true that a referral beats any other lead, with referrals converting to customers 50% of the time, according to Joanne Black. AI will help us use our “social graph” to find referrals without spending too much time on research.
SBI Growth
DECEMBER 1, 2023
Despite the uncertain market conditions throughout 2023, most CEOs seemed to have stayed consistent with their value creation thesis, with an even split between those who chose to increase expenses and those who chose to maintain expenses while accelerating growth. More optimistic attitudes toward 2024 will see more CEOs shift towards increasing expenses though, as more companies seek to pursue growth more actively.
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.
Anthony Cole Training
DECEMBER 1, 2023
There are two sides to this topic of motivation. One side is how are your salespeople motivated and what motivates them. The second side is how effective are you as a sales leader at motivating your sales team? Both must be addressed to fully understand this topic of motivation and the impact on sales results.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Steven Rosen
DECEMBER 3, 2023
Do you Need a Top Sales Leadership Coach? In the world of sports, the role of a coach in impacting the success of elite athletes is universally acknowledged. This same principle holds true in sales leadership. Just as top athletes rely on coaches to maximize their performance, sales leaders can also greatly benefit from a skilled coach’s insights, guidance, and support.
Zoominfo
DECEMBER 4, 2023
The timing of a cold call can make all the difference between landing a sale or getting hung up on. That’s why there’s an endless supply of advice about when to hit the phones, and when to avoid dialing at all costs. Are late mornings on Wednesdays good? How about 4 p.m. on Mondays? While it feels more satisfying to target a specific time and day, these time slots actually don’t guarantee your prospect will answer — and they’ll definitely be harder to manage if you’re juggling multiple time zone
Sales and Marketing Management
DECEMBER 7, 2023
The relationship between employer and employee has been tested repeatedly since the pandemic. Leveraging AI responsibly can put organizations in a position of advantage for successfully adapting to the evolving landscape of work. The post AI and HR: How Technology Is Changing the Hiring Process appeared first on Sales & Marketing Management.
Force Management
DECEMBER 6, 2023
This month, the Revenue Builders podcast features conversations with some truly inspiring leaders. In their discussions with John Kaplan and John McMahon, these leaders shared stories of leading and scaling some of the most influential sales organizations of our time. They didn't always get it right on the first try, but now their lessons can be yours too.
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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.
The Center for Sales Strategy
DECEMBER 4, 2023
There are four key performance indicators I recommend everyone keep a weekly focus on. If you are a manager who does weekly individual focus meetings with your AE's or if you are a manager managing managers, these four things will help you keep the focus of the individual and the team on things that are crucial in moving the needle. These four essential metrics will tell you if you are on track for success.
Smooth Sale
DECEMBER 1, 2023
Photo by LeeRosario via Pixabay Attract the Right Job Or Clientele: How To Entice Your Automotive Customers Online Today, customers looking for vehicles for purchase or hire will do so by researching online first. While much shopping is done in person when it comes to car shopping, many make a start on the Internet. Some even buy the vehicle online without looking at it or test-driving it first.
Zoominfo
NOVEMBER 30, 2023
Nearly 25 years after the introduction of cloud-based customer relationship management systems, go-to-market teams are equipped with more tools and more signals than their predecessors could dream of. But access to more data than ever still doesn’t mean better outcomes. Data warehouses, CRMs, and marketing automation tools that rely solely on first-party data still face unacceptable rates of decay — in one industry survey , data professionals estimated their CRM data degrades 34% a year without
Grant Cardone
DECEMBER 6, 2023
Spotify Wrapped 2023 is taking every social media platform by STORM. It has millions of users posting about their musical year-in-reviews. This viral campaign has become one of the most successful marketing moves of the past decade. With users anticipating their genre, song, and artist statistics for the previous year, the question remains… What made […] The post Why Spotify Wrapped 2023 is GENIUS Marketing appeared first on GCTV.
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Content frustrations are all too real and it’s time to tackle them head on. Let’s start with marketing. How many times do you use limited resources to create content sellers ignore, while outdated, off-brand materials and messaging continue to be shared? And sellers - how many selling hours do you spend hunting for just the right content, and if you find it, tailoring to specific buyer’s needs becomes your next challenge.
Force Management
NOVEMBER 30, 2023
Today's leaders have an uphill battle to successfully tackle revenue growth goals. Externally, marketplace dynamics have shifted and buyers have redefined why and how they buy. Internally, revenue organizations have to adapt and align their message in a way that communicates their value in today's dynamic selling environment. Strategies for growth and evolution should drive alignment across all your revenue teams.
Hubspot Sales
DECEMBER 5, 2023
As we enter the age of AI, one thing is for sure - the relationship between sales pros and their prospects will never be the same. When I surveyed 1,477 global sales professionals to determine the top trends and challenges that teams were facing , one key finding became apparent. We've entered, what I call, "The Age of the AI-powered buyer." In this post, we’ll dig into the data to help you prepare for one of the most disruptive shifts we’ve seen in years.
The Center for Sales Strategy
DECEMBER 6, 2023
B2B (business-to-business) sales often involve multiple decision-makers within a buying committee. This can make it challenging for salespeople to identify the true decision-makers and effectively navigate the sales process. This blog post provides insights and strategies for sales professionals to successfully navigate buying committees and identify the key decision-makers who hold the power to approve or reject their deals.
Smooth Sale
NOVEMBER 30, 2023
Photo by ISO_S_Fotografie Attract the Right Job Or Clientele: Why Businesses Prefer Using LED Lighting Businesses must weigh many small decisions as one change or baby step forward can lead to fruitful results. Similarly, learn some specific ways that investing in LED bulbs is a smart move for many companies. In recent years, more and more businesses have switched to LED lighting, leaving behind traditional lighting options such as incandescent, fluorescent, and halogen.
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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
Grant Cardone
DECEMBER 2, 2023
The massive Hollywood writers’ strike caused a major disruption in Tinseltown. Now that the parties have agreed, it’s lights, camera, action. However, this months-long shutdown may have cost them more than just time. More specifically, experts predict it could cost them as much as $1 BILLION… Hollywood Strike Delayed Big Money-Makers… For five months, writers […] The post Hollywood Strike Could Cost Industry Over $1 BILLION appeared first on GCTV.
Sales Hacker
DECEMBER 1, 2023
Traditional outbound is delivering diminishing returns across the entire technology landscape. Not only has the function grown in popularity but automation has allowed us to increase the volume per rep dramatically which leaves prospects overwhelmed and unresponsive. Luckily, there is a better way. Join Lars Nilsson and GTMfund to learn how to implement Account-based Sales Development (ABSD) strategies in your sales playbook – foster meaningful customer relationships while delivering real measur
Revegy
NOVEMBER 30, 2023
Compared to its finance, marketing, and logistics counterparts, sales has traditionally been a laggard regarding digital technologies, and for good reason. According to the Harvard Business Review, despite most digital technologies’ promises to help sales reps increase pipeline volume and velocity, the opposite often proves true because many companies implement a multitude of point solutions. […] The post AI Transformed: 4 Ways AI is Rapidly Changing Sales appeared first on Revegy.
Membrain
DECEMBER 6, 2023
If there’s nothing else to do, salespeople should default to prospecting. That’s a pretty decent rule of thumb, one we’ve all heard more than once. After all, effective prospecting is the key to keeping the pipeline full and sales results consistent.
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?
The Center for Sales Strategy
DECEMBER 5, 2023
In sales, nailing down your customers' pain points is key to sealing the deal. As we enter 2024, it's crucial to stay on top of the game by tackling the sales challenges that will pop up in the coming year. Whether you're dealing with price objections, trying to build trust in your brand, or struggling to connect with decision-makers, facing these issues head-on can make a difference in your sales success.
Partners in Excellence
DECEMBER 6, 2023
Preface: This post has no redeeming value other than some possible humor and letting off steam…… Increasingly, my social feeds are posts filled with emojis. While I use the occasional , , emojis; I struggle with posts that are filled with these. Am I missing some sort of meaning or hidden implication ? Our language continues to evolve, we adopt new jargon or buzzwords.
Sales Hacker
DECEMBER 5, 2023
May Habib started her career in banking at Lehman Brothers in 2007, a very interesting time to be in the frontlines of that world. She then worked at a sovereign wealth fund and started her entrepreneurial journey in software localization. May started Writer in 2020. Writer is an AI writing tool that helps teams write in the same tone and style so that all of the company’s communications are consistent and representative of the brand.
Allego
DECEMBER 6, 2023
This article originally appeared on Spiceworks. Why don’t sales reps use all the marketing content your organization creates? Lack of visibility, accessibility and understanding all play a role. Sales teams are often unaware that certain content exists, so they spend time making their own, leading to inaccurate product information or messaging. Sometimes, reps know about an asset but can’t find it.
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.
SocialSellinator
DECEMBER 3, 2023
Discover the best Washington DC advertising agencies to elevate your brand with our expert analysis and reviews. Your guide to choosing the right agency fit for success!
Alice Heiman
DECEMBER 5, 2023
Gabriella enjoyed working with technical and operationally focused people tackling complex problems. She always worked in a team to do sales but didn’t like the lack of transparency to the team members as the deal progressed. She saw a need for a team selling tool. “I really didn’t have any other option than starting this business and seeing where I could go with it.
Partners in Excellence
DECEMBER 4, 2023
This morning, I’ve been having a fascinating email conversation with my friend, Brian MacIver. If you don’t know/follow Brian, you should, he’s one of the best thinkers/practitioners I’ve met in selling. We were talking, loosely, around the advantages of being customer focused and what that means. He was sharing data that, frankly, wasn’t surprising, but it was stunning.
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