Expert insights. Personalized for you.
Is it easier to change a company's sales culture when sales are going well, or on the contrary, when they are going badly? Actually, this is not the right question, because working on the sales culture will never be easy, whatever the conditions of the company and the market. MORE
Companies with low turnover rates are led by executives who understand that money alone is no longer an effective recruitment and retention tool. The post Cracking the Sales Compensation Code appeared first on Sales & Marketing Management. Special Report Featured MORE
Have you ever wondered what an airplane pilot does before flying their passengers from point A to point B? No matter how many years of experience they have, their routine will almost always remain the same. MORE
You have certainly not escaped the current workforce challenges. The number one issue that challenges businesses is the talent shortage. Businesses, especially small and medium-sized businesses, need to recruit qualified employees for their day-to-day operations and growth. MORE
B2B marketing and media relations in 2022 will continue to focus on rich storytelling, but it will include new voices, prioritize emerging mediums and approach thought leadership in new ways. The post What B2B Marketers Can Expect in 2022 appeared first on Sales & Marketing Management. MORE
One of the biggest sales challenges to overcome is a prospect who becomes indifferent when they decide that doing nothing is the easiest thing to do. How do you challenge the decision and not the prospect to help them overcome their choice to maintain the status quo? MORE
We often talk about how to set good sales targets, when we should do it, how we can achieve them, etc. While this is an essential exercise for companies and sales teams who want to be successful, what about the personal goals of each individual within that larger whole? MORE
Our year 2021 was filled with readings that made us think, that pushed our ideologies in new directions and that opened our eyes to the hidden potential of the companies we work with. MORE
Selling products and services in markets that are stagnating or highly influenced by seasonal cycles may lead us to believe that there are no more growth opportunities. MORE
To improve your outbound selling success, you must have a process that you strictly follow and regularly improve upon, be a continual learner, and focus on building relationships. MORE
If the past nearly two years has taught sales and marketing leaders anything, it's that equipping workers with knowledge about maintaining mental health and then supporting those efforts is vital to overall performance. MORE
A digital adoption platform (DAP) can be used to not only drive adoption of sales tech, but remove friction from the sales process. The post A Little DAP Will Do You appeared first on Sales & Marketing Management. News Featured MORE
Video can become one of your most important marketing tools. Here are some best practices to consider as you start producing and showcasing a repository of one-of-a-kind videos to enhance your SEO strategy. The post Stumbling on Your SEO Efforts? Try Some Video Magic. MORE
If solid sales proposals are the key to getting your foot in the door with new clients (and they are), then why do so many companies take a lackluster approach to responding to requests for proposals and quotes? MORE
Over the past few months, I've talked to many sales leaders and business owners about compensation for their sales teams and one main finding has emerged: the pandemic has revealed the gaps and flaws in the compensation structure for salespeople in B2B. MORE
One of the biggest criticisms directed at sales reps is their lack of listening and understanding. Knowing that only 13% of customers believe that a seller can really understand their needs , there is a lot of work to be done to address this problem. MORE
In the sales process, closing a sale is often seen as the most important part of it. However, that's not true. A lot more goes into closing a sale than just using good closing techniques - and in some cases, what happens before that is much more important! MORE
The sales profession has evolved. The skill set that young professionals filling today's sales roles must adapt to succeed. The post Understanding Sales Evolution to Fill Vacant Roles appeared first on Sales & Marketing Management. News Featured MORE
In the last few years, companies have had to go through a lot of adaptations. They bring their share of uncertainties, mistakes, enthusiasm, misunderstandings and successes. MORE
As we look ahead to 2022, our team is hard at work on a “Top Trends” report that we’ll share early in January. Our intent? Sharing key themes and shifts in both growth strategy and growth execution as we consider what 2022 may hold for commercial leaders and their teams. type-article MORE
It is a very common principle: you don't fix it if it isn't broken. In many cases, this principle is indeed the best solution. But in many other cases, it is questionable. And here's why: The overall impact of a malfunction is not always effectively measured. MORE
Conquering an uncertain economy, supply shortages and the constraints presented by a global pandemic requires creativity and aligning incentives to desired outcomes. The post Selling Into the Headwinds of Today’s Unique Environment appeared first on Sales & Marketing Management. MORE
Conversational AI allows marketing teams at small and medium-sized businesses to deliver prompt and personalized responses to prospect and customer inquiries within seconds. The post Personalize Customer Engagement With Conversational AI appeared first on Sales & Marketing Management. MORE
Immediately following the announcement of the Omicron COVID-19 variant, commercial leaders began questioning their sales kickoff (SKO) plans and turning to SBI for peer comparisons and feedback. type-article MORE
The “war for talent” dominated headlines and SBI client conversations across 2021, with attrition rates ranging from 25-60%, and leadership teams scrambling to both backfill open roles and future-hire sufficient headcount to achieve growth goals. type-article MORE
If you know someone that runs a business with a sales team, or they lead the charge themselves, have them take a look at the areas below for ways they can increase their sales. Improving even one of these areas could take their sales to the next level. Sales process efficiency. MORE
Citrix executive Barry Magee explains that incorporating D&B's Rev.Up ABX software program into their existing processes was not so much about giving people data, but rather transforming how they worked. MORE
While the current macroeconomic environment presents growth leaders with considerable opportunity, CEOs will benefit from showing commitment to the shortlist of growth initiatives that matter most to their annual plans as opposed to shifting gears with the market. MORE
As a sales manager , you have a key role to play in the success of sales training initiatives for your team. Indeed, you must make sure that your team puts into practice what they have learned from their sales training. MORE
Transforming a company's sales may seem like a huge undertaking, but it's not nearly as big as construction in Montreal. All joking aside, any sales transformation project must be well marked out to ensure its success. MORE
Commercial leaders have been introducing sales technology for years in an effort to boost seller productivity and efficiency. MORE
Brian Sullivan, VP of Sandler Enterprise Selling, speaks with Steve Moritz, thirty year veteran of the technology industry and CEO of Moritz Consulting Group about Consulting Services: Putting the client first in sales and delivery. Listen Time: 40 Minutes. Professional Development MORE
As we have often discussed, sales managers have 4 main roles in the day-to-day management of their sales team. This involves coaching, which should represent 50% of their work, holding their reps accountable, motivating them and ensuring the recruitment of the best talent. MORE
AI-enabled conversational recording increases ROI of CRM systems while eliminating tedious and time-consuming data entry requirements. The post Simplify Sales Reps’ Lives With Voice AI appeared first on Sales & Marketing Management. News Featured MORE
Prima Resource
JANUARY 17, 2022
Transforming a company's sales may seem like a huge undertaking, but it's not nearly as big as construction in Montreal. All joking aside, any sales transformation project must be well marked out to ensure its success.
Prima Resource
JANUARY 4, 2022
Our year 2021 was filled with readings that made us think, that pushed our ideologies in new directions and that opened our eyes to the hidden potential of the companies we work with.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
Prima Resource
DECEMBER 14, 2021
You have certainly not escaped the current workforce challenges. The number one issue that challenges businesses is the talent shortage. Businesses, especially small and medium-sized businesses, need to recruit qualified employees for their day-to-day operations and growth.
Prima Resource
DECEMBER 1, 2021
In the sales process, closing a sale is often seen as the most important part of it. However, that's not true. A lot more goes into closing a sale than just using good closing techniques - and in some cases, what happens before that is much more important!
Advertiser: ZoomInfo
For the first time, we’re sharing the winning plays that took us from scrappy startup to a publicly traded company. Use our proven data-driven plays to grow your pipeline and crush your revenue targets.
Prima Resource
NOVEMBER 23, 2021
It is a very common principle: you don't fix it if it isn't broken. In many cases, this principle is indeed the best solution. But in many other cases, it is questionable. And here's why: The overall impact of a malfunction is not always effectively measured.
Prima Resource
SEPTEMBER 16, 2021
Over the past few months, I've talked to many sales leaders and business owners about compensation for their sales teams and one main finding has emerged: the pandemic has revealed the gaps and flaws in the compensation structure for salespeople in B2B.
Prima Resource
FEBRUARY 4, 2021
One of the biggest criticisms directed at sales reps is their lack of listening and understanding. Knowing that only 13% of customers believe that a seller can really understand their needs , there is a lot of work to be done to address this problem.
Prima Resource
JANUARY 28, 2021
Selling products and services in markets that are stagnating or highly influenced by seasonal cycles may lead us to believe that there are no more growth opportunities.
Prima Resource
JANUARY 12, 2021
Have you ever wondered what an airplane pilot does before flying their passengers from point A to point B? No matter how many years of experience they have, their routine will almost always remain the same.
Advertisement
Zoom was struggling to ensure that sales reps around the world - with different levels of experience and proficiency – were getting certified on updated messaging. Traditional methods were unexciting, time-consuming and ineffective! Find out how they achieved success in Second Nature’s Customer Case Study!
|
Prima Resource
DECEMBER 15, 2020
Is it easier to change a company's sales culture when sales are going well, or on the contrary, when they are going badly? Actually, this is not the right question, because working on the sales culture will never be easy, whatever the conditions of the company and the market.
Prima Resource
NOVEMBER 25, 2020
We often talk about how to set good sales targets, when we should do it, how we can achieve them, etc. While this is an essential exercise for companies and sales teams who want to be successful, what about the personal goals of each individual within that larger whole?
Prima Resource
SEPTEMBER 2, 2020
As we have often discussed, sales managers have 4 main roles in the day-to-day management of their sales team. This involves coaching, which should represent 50% of their work, holding their reps accountable, motivating them and ensuring the recruitment of the best talent.
Prima Resource
JUNE 2, 2020
As a sales manager , you have a key role to play in the success of sales training initiatives for your team. Indeed, you must make sure that your team puts into practice what they have learned from their sales training.
Advertisement
As for what shoppers want to buy most, you'll have to read the “2021 Holidays Unwrapped” report by Klarna to find out. Download it here!
Sandler Training
MAY 16, 2029
Brian Sullivan, VP of Sandler Enterprise Selling, speaks with Steve Moritz, thirty year veteran of the technology industry and CEO of Moritz Consulting Group about Consulting Services: Putting the client first in sales and delivery. Listen Time: 40 Minutes. Professional Development
Sales and Marketing Management
DECEMBER 22, 2021
B2B marketing and media relations in 2022 will continue to focus on rich storytelling, but it will include new voices, prioritize emerging mediums and approach thought leadership in new ways. The post What B2B Marketers Can Expect in 2022 appeared first on Sales & Marketing Management.
SBI Growth
JANUARY 12, 2022
The “war for talent” dominated headlines and SBI client conversations across 2021, with attrition rates ranging from 25-60%, and leadership teams scrambling to both backfill open roles and future-hire sufficient headcount to achieve growth goals. type-article
SBI Growth
DECEMBER 29, 2021
As we look ahead to 2022, our team is hard at work on a “Top Trends” report that we’ll share early in January. Our intent? Sharing key themes and shifts in both growth strategy and growth execution as we consider what 2022 may hold for commercial leaders and their teams. type-article
Speaker: Marc Wayshak, Sales Strategist, Best-Selling Author & Founder, Sales Insights Lab
Engaging prospects in a strong two-way dialogue is something most reps struggle with. In this session with Marc Wayshak, you’ll discover a data-driven approach to sales meetings that yields significantly better results.
Sales and Marketing Management
DECEMBER 8, 2021
Conquering an uncertain economy, supply shortages and the constraints presented by a global pandemic requires creativity and aligning incentives to desired outcomes. The post Selling Into the Headwinds of Today’s Unique Environment appeared first on Sales & Marketing Management.
Sales 2.0
OCTOBER 25, 2021
If you know someone that runs a business with a sales team, or they lead the charge themselves, have them take a look at the areas below for ways they can increase their sales. Improving even one of these areas could take their sales to the next level. Sales process efficiency.
Sales and Marketing Management
NOVEMBER 16, 2021
If the past nearly two years has taught sales and marketing leaders anything, it's that equipping workers with knowledge about maintaining mental health and then supporting those efforts is vital to overall performance.
Anthony Cole Training
JANUARY 13, 2022
One of the biggest sales challenges to overcome is a prospect who becomes indifferent when they decide that doing nothing is the easiest thing to do. How do you challenge the decision and not the prospect to help them overcome their choice to maintain the status quo?
Advertiser: ZoomInfo
What is conversational marketing really about? This guide will examine the market forces at play, shifting buyer trends, how to leverage conversation marketing, and the tactics involved in adopting it for a B2B demand generation strategy.
Sales and Marketing Management
NOVEMBER 10, 2021
Conversational AI allows marketing teams at small and medium-sized businesses to deliver prompt and personalized responses to prospect and customer inquiries within seconds. The post Personalize Customer Engagement With Conversational AI appeared first on Sales & Marketing Management.
Sales and Marketing Management
DECEMBER 13, 2021
Companies with low turnover rates are led by executives who understand that money alone is no longer an effective recruitment and retention tool. The post Cracking the Sales Compensation Code appeared first on Sales & Marketing Management. Special Report Featured
Anthony Cole Training
JANUARY 20, 2022
To improve your outbound selling success, you must have a process that you strictly follow and regularly improve upon, be a continual learner, and focus on building relationships.
Sales and Marketing Management
DECEMBER 6, 2021
AI-enabled conversational recording increases ROI of CRM systems while eliminating tedious and time-consuming data entry requirements. The post Simplify Sales Reps’ Lives With Voice AI appeared first on Sales & Marketing Management. News Featured
Advertisement
The 2022 Sales Kick Off is your big opportunity to align your sales team and drive change. Make sure it's successful with SecondNature’s SKO Ebook! Find out: ? How to set the right goals and KPIs ? How to translate vision into tactics ? How to keep salespeople engaged.
SBI Growth
DECEMBER 22, 2021
Commercial leaders have been introducing sales technology for years in an effort to boost seller productivity and efficiency.
Sales and Marketing Management
NOVEMBER 8, 2021
The sales profession has evolved. The skill set that young professionals filling today's sales roles must adapt to succeed. The post Understanding Sales Evolution to Fill Vacant Roles appeared first on Sales & Marketing Management. News Featured
Sales and Marketing Management
NOVEMBER 29, 2021
If solid sales proposals are the key to getting your foot in the door with new clients (and they are), then why do so many companies take a lackluster approach to responding to requests for proposals and quotes?
SBI Growth
DECEMBER 1, 2021
While the current macroeconomic environment presents growth leaders with considerable opportunity, CEOs will benefit from showing commitment to the shortlist of growth initiatives that matter most to their annual plans as opposed to shifting gears with the market.
Advertiser: ZoomInfo
Check out our latest ebook for a guide to the in-depth, wide-ranging candidate and company data offered by ZoomInfo Recruiter — and make your next round of candidate searches faster, more efficient, and ultimately more successful.
SBI Growth
DECEMBER 8, 2021
Immediately following the announcement of the Omicron COVID-19 variant, commercial leaders began questioning their sales kickoff (SKO) plans and turning to SBI for peer comparisons and feedback. type-article
Sales and Marketing Management
NOVEMBER 19, 2021
A digital adoption platform (DAP) can be used to not only drive adoption of sales tech, but remove friction from the sales process. The post A Little DAP Will Do You appeared first on Sales & Marketing Management. News Featured
Sales and Marketing Management
SEPTEMBER 21, 2021
Citrix executive Barry Magee explains that incorporating D&B's Rev.Up ABX software program into their existing processes was not so much about giving people data, but rather transforming how they worked.
Sales and Marketing Management
JANUARY 19, 2022
Video can become one of your most important marketing tools. Here are some best practices to consider as you start producing and showcasing a repository of one-of-a-kind videos to enhance your SEO strategy. The post Stumbling on Your SEO Efforts? Try Some Video Magic.
Advertiser: ZoomInfo
With vaccination rates rising, consumers spending more money, and people returning to offices, the job market is going through a period of unprecedented adjustment. As the New York Times observed, “It’s a weird moment for the American economy.” And recruiting professionals are caught in the middle. To make the most of this disruption, you need to understand the economic drivers, develop a strong strategy for unearthing valuable talent, and use the latest tech tools to get the job done. Read this guide to get your recruiting practice ready to thrive in the new normal.
52 
Let's personalize your content