Prima Resource

7 keys to a successful B2B sales transformation [video]

Prima Resource

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.

Leadership, Management and Development: Reading Suggestions for 2022

Prima Resource

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.


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Talent shortage, the best strategies to hire B2B salespeople

Prima Resource

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.

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Strategy for Winning B2B Sales: What is Most Important Before Closing

Prima Resource

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!

100 Pipeline Plays: The Modern Sales Playbook

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.

Sales growth and the principle 'You don't fix it if it isn't broken'

Prima Resource

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.

How to create a compensation plan for B2B sales representatives

Prima Resource

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.

Selling with mindfulness for greater success

Prima Resource

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.

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How to sell in non-traditional markets

Prima Resource

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.

Why implement a quality CRM, not the cheapest or most popular option?

Prima Resource

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.

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How Zoom Uses AI to Ramp up Sales Certification and Proficiency

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!

When is the best time to work on the sales culture?

Prima Resource

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.

How to set personal goals for your success

Prima Resource

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?

Sales managers' challenges with accountability

Prima Resource

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.

Sales managers: 5 ways to reinforce sales training for higher performance

Prima Resource

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.

This Coming Holiday Season is Shaping Up to Have the Most Spending in History

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!

Consulting Services: Putting the Client First in Sales and Delivery [Podcast]

Sandler Training

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

What B2B Marketers Can Expect in 2022

Sales and Marketing Management

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.

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Four Questions to Predict Your A-Player Retention

SBI Growth

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

Preview: Top Trends in B2B Go-to-Market for 2022

SBI Growth

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

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7 Keys to Creating Massive Value in Your Sales Meetings

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.

Selling Into the Headwinds of Today’s Unique Environment

Sales and Marketing Management

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.

Taking sales to the next level

Sales 2.0

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.

Rethinking How We Approach Mental Health In the Workplace

Sales and Marketing Management

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.

The Pull of Resistive Inertia: One of the Biggest Sales Challenges

Anthony Cole Training

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?

Your Guide to Using Conversational Marketing to Drive Demand Generation

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.

Personalize Customer Engagement With Conversational AI

Sales and Marketing Management

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.

Cracking the Sales Compensation Code

Sales and Marketing Management

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

7 Steps to Improve Your Outbound Sales

Anthony Cole Training

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.

Simplify Sales Reps’ Lives With Voice AI

Sales and Marketing Management

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

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Top 10 Tactics for a Successful SKO!

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.

Building a B2B SalesTech Stack for Growth

SBI Growth

Commercial leaders have been introducing sales technology for years in an effort to boost seller productivity and efficiency.

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Understanding Sales Evolution to Fill Vacant Roles

Sales and Marketing Management

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

Better Sales Proposals Start with the Right Response Management Technology

Sales and Marketing Management

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?

Four Risks Growth Leaders Must Consider for 2022, Part Four: Too Much Agility

SBI Growth

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.

LinkedIn + ZoomInfo Recruiter: Better Data for Better Candidates

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.

How Omicron Is Impacting SKO Plans

SBI Growth

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

A Little DAP Will Do You

Sales and Marketing Management

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

Turning the Lights On Revenue-Generating Bottlenecks

Sales and Marketing Management

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.

Stumbling on Your SEO Efforts? Try Some Video Magic.

Sales and Marketing Management

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.

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A Recruiter’s Guide To Hiring In 2021

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.