Anthony Cole Training
MARCH 24, 2023
In part 1, I gave you a sample of how the ‘selling value’ discussions sounds. Here it is again. Prospect : W hy should I do business with you or your bank / company?
Sales and Marketing Management
MARCH 23, 2023
More than 85 companies reported revenue performance, turnover rates and change in compensation costs, including incentive and total compensation increases, for Alexander Group's 2023 Sales Compensation Trends Survey. Here's what we learned. The post Pending Recession Dampens Wage Inflation Pressure on Sellers’ Pay appeared first on Sales & Marketing Management.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
SBI Growth
MARCH 22, 2023
Previously, SBI Research reported that one of four tensions facing CEOs this year is Prioritizing customer acquisition, but deprioritizing Marketing spend. Our position remains that while attribution can be obscure, CEOs should resist the temptation to reduce marketing expenses. In recent exchanges with our audience, we uncovered perspectives and ideas relative to value-driven marketing and where to potentially cut back on underperforming channels.
Steven Rosen
MARCH 18, 2023
Coaching the Coaches The question of the day is, who’s coaching the coaches on coaching? The reality is there is no one coaching the coaches. That’s right. Second-line sales managers (SLM) don’t coach their FLMs on their coaching. They have one-on-ones, but their meetings focus on business issues, follow-up items and people issues. The role of the frontline manager (FLM) is to recruit, develop, and retain top sales performers.
Advertisement
In Salesforce’s latest Marketing Intelligence Report, hear from 2,500+ global marketers on how they are leading with their data, from business growth to data privacy and more. In this report, you’ll learn: How marketers define their roles in the digital-first era. How marketers are adapting to a privacy-focused data ecosystem. The role of data in marketing-led growth and customer experiences.
No More Cold Calling
MARCH 23, 2023
Learn more about the five remarkable women being honored by the U.S. Mint this year. Have you heard of Bessie Coleman, Edith Kanaka’ole, Eleanor Roosevelt, Jovita Idár, and Maria Tallchief? You probably know one or two, as I did. The others are less famous but just as fascinating. These women’s stories are all very different, but they have a couple things in common: During their lifetimes, they were all fiercely determined to stand up for equality and overcome discrimination and injustice.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
|
Sales and Marketing Management
MARCH 21, 2023
The lingering effects of Covid-19 lockdowns, the persistent supply chain disruptions and increasing fears of a global recession have injected a great deal of uncertainty into the market. At the same time, the turn toward digitalization has had significant impacts, both positive and negative, on B2B enterprises. On the one hand, digitalization has dramatically increased […] The post Harnessing New Trends In Social Media To Achieve Sales Goals appeared first on Sales & Marketing Manageme
Adaptive Business Services
MARCH 22, 2023
I’ve had the privilege of assisting many many companies with their Nimble CRM implementations. Some were just getting started while a large percentage of others had actually been using Nimble CRM for some time and they were finally tired of “flopping around”. CRM installations, on the whole, have an absolutely abysmal track record when it comes to achieving a successful long-term adoption.
The Center for Sales Strategy
MARCH 23, 2023
Most salespeople prepare very carefully for every client interaction. Your preparation will dictate whether you are granted face time for that first appointment (and subsequent appointments), and it will dictate how much information you are allowed to gather in a needs analysis meeting. But the nature of sales often leads us to focus on our own objectives when preparing; we want the appointment, or we want to learn about a specific objective a client might have that we know can translate into a
Membrain
MARCH 22, 2023
I often talk about the importance of developing a sales system that is consistent , scalable , and continually improved. But I haven’t really addressed the question of what happens when it’s NOT sustainable. The cost of not being sustainable is high, and, unfortunately, the vast majority of sales systems are not.
Advertisement
Are your B2B salespeople ready to champion your product through a complex buying process? In today’s business landscape, buying decisions are extremely complicated, with more stakeholders and huge quantities of data and information they each bring to the table. To win big, B2B channel partner sales reps need to be able to navigate the buying process with information and tools at their fingertips that provide solutions and champion your products.
Marc Wayshak
MARCH 22, 2023
Over the past couple of years, there has been a seismic shift to inside sales. Salespeople who used to sell out in the real world, face-to-face with prospects, began selling inside, never having to leave the office in order to close deals. While there are more salespeople now heading back out to sell in the real world, many still don’t have to leave the office in order to close deals.
Sales and Marketing Management
MARCH 22, 2023
How would you feel if a prospect or current customer reached out to you with an offer to spend half an hour talking about your brand, having you share insights about industry trends or seeking your thought leadership? It may sound too good to be true, but it’s being accomplished routinely — possibly by your […] The post Podcasts Are More Common in Today’s Sales Conversations appeared first on Sales & Marketing Management.
Adaptive Business Services
MARCH 22, 2023
I’ve had the privilege of assisting many many companies with their Nimble CRM implementations. Some were just getting started while a large percentage of others had actually been using Nimble CRM for some time and they were finally tired of “flopping around”. CRM installations, on the whole, have an absolutely abysmal track record when it comes to achieving a successful long-term adoption.
The Center for Sales Strategy
MARCH 22, 2023
Many organizations rely on sophisticated sales tools to automate sales activities, manage sales pipelines, communicate better with leads, close more deals, and improve their sales team’s performance. That said, some businesses still struggle with adopting software for sales. The reasons vary, but most of the time, it’s due to a disconnect between their AE’s and these innovative sales technologies.
Advertiser: ZoomInfo
The benefits of account-based marketing are clear: internal alignment, shorter sales cycles, and higher conversion rates. But none of this is possible without the most important element of a successful ABM program: good data. In this eBook, we’ll walk you through leveraging strong data and go-to-market tools to unlock the five stages of ABM: define, identify, engage, convert, and connect.
Julie Hanson
MARCH 21, 2023
The State of Virtual Communication: 2023 It’s been three years since most of us were forced to go virtual, so it’s a good time to ask: What is the state of virtual communication in 2023? Although in-person meetings are back in the mix, many people are continuing to work and communicate remotely. In fact, recent research shows that trend continuing: Post-Covid, 72 percent of organizations expect to have fewer in-person meetings.
Alice Heiman
MARCH 21, 2023
How do you balance growth with quality service delivery? With no background in sales, Kevin Warner, Co-founder, and CEO, originally decided to hire someone who knew sales and put his focus on delivery. He realized quickly it wasn’t working and took the lead sales role. Once sales picked up, he built a sales team and grew exponentially but he watched the quality of service delivery suffer, and client churn increased.
Sales and Marketing Management
MARCH 22, 2023
Showcase support from top sellers The post 3 Ways to Increase Sales Reps’ Use of Marketing’s Content appeared first on Sales & Marketing Management.
Membrain
MARCH 19, 2023
In the latest episode of the Art and Science of Complex Sales podcast, Paul Fuller sits down with Ian Richardson , Managing Partner at Richardson and Richardson Consulting.
Speaker: Tim Hughes, Co-Founder and CEO of Digital Leadership Associates
In this era of social media, traditional ways of selling are not as effective as they used to be. As prospects become more proficient on social media, many organizations struggle to keep up, not knowing how to navigate the new digital landscape. With most of the world’s population active on social media, it is imperative that teams improve their sales strategies by investing in sales coaching & training.
The Center for Sales Strategy
MARCH 21, 2023
In sales, you need to understand the difference between an objection and an objective. Here are the four most common customer objections that a salesperson will encounter. Price Need Trust Time If a salesperson is being bombarded by these four questions throughout their initial meeting, then they most likely have more work to do. Simply put, the salesperson needs to spend more time preparing for the meeting, researching the client, and developing insightful questions to build trust and confidenc
Smooth Sale
MARCH 25, 2023
Photo by Geralt via Pixabay Attract the Right Job Or Clientele: Are You Taking The Proper Steps To Maximize Employee Loyalty? Note: Victoria Araj provides today’s guest blog, ‘Are you taking the proper steps to maximize employee loyalty?’ Victoria Araj is the Editorial Content Leader Team Leader at Rocket Central. She oversees the team of writers at the Publishing House and internal/external freelancers.
Selling Energy
MARCH 25, 2023
Modern technology allows us to be more mobile than ever before. With the ability to get Internet access from virtually anywhere on our many different mobile devices, tasks that once had to be done in the office can now be done remotely. If your work does not require you to meet with people in-person on a regular basis, it can be tempting to pick up your laptop and smartphone and hit the road.
Sales and Marketing Management
MARCH 22, 2023
Data driven, multi-channel contact centers elevate the customer experience The post Forget Call Centers, Contact Centers are the Future appeared first on Sales & Marketing Management.
Advertisement
Online product sales training: Are you ready? If you’re trying to train all your sales reps while minimizing costs, an online training platform can help you do more with less. In today’s competitive business environment, the only way to win is with a salesforce that’s fully onboarded and equipped with deep product knowledge, use cases, best practices and objection handling.
Highspot
MARCH 24, 2023
The financial services industry continues to undergo a major digital evolution as client expectations around technology and the client experience change, and competition intensifies. Especially in challenging times – as we are experiencing now in the banking sector – client-facing teams need a single source of truth for training, campaigns, and content, and firms need an enablement platform that can help drive consistent, up-to-date messaging across their organizations.
The Center for Sales Strategy
MARCH 20, 2023
The digital revolution has changed how businesses operate, and the sales industry is no exception. In order to stay ahead of the competition, companies must deploy the latest sales tech stack to maximize their opportunities. A comprehensive guide to leveraging sales tech stack can help companies identify the most suitable technology for their business and unlock bigger opportunities.
Smooth Sale
MARCH 24, 2023
Image via Unsplash (CC0 License) Attract the Right Job Or Clientele: How To Develop Landing Pages That Actually Convert A landing page is a specific page on your website that sits all by itself. It’s not the homepage; it’s a page people end up on after clicking a link you provide. It could be an online advertisement, an email/text link, or anything else.
Sales Evangelist
MARCH 24, 2023
Don’t ever let anyone tell you there’s nothing new under the sun. Thought leaders don’t approach the world or their industry that way, so why should you? In this episode, Donald Kelly connects with Andy Buyting – coach, professional speaker, and best-selling author of How to Win Clients and Influence People. In this episode, Buyting introduces his proven-successful take on how to reinvent the relationship between sales and marketing which he outlines further in his 2021 book, Double Sales/Zero S
Advertiser: ZoomInfo
Good people are the foundation of any organization. That means placing the right people in the right roles can be the difference between your business growing or stagnating — and the competition is getting fierce. According to Harvard Business Review, the COVID-19 pandemic exacerbated seismic shifts that were already rocking the talent market. With remote work making white-collar jobs more flexible and talent more mobile, a rebound in hiring meant the race for quality candidates had become even
Sales and Marketing Management
MARCH 22, 2023
AI has been labeled a job killer as it replaces humans with robots for a wide range of work roles. Although thousands of jobs currently performed by humans will be handed over to tech tools that can handle them more efficiently and cheaper, experts predict that AI and the resulting “smart automation” will ultimately create […] The post AI Will Be Both a Job Killer and a Job Creator appeared first on Sales & Marketing Management.
Rob Jolles
MARCH 24, 2023
It seems simple enough, and we hear it all the time. “Go with your gut,” or “Trust your instinct. The important question is really whether instinct is truly the best indicator of sound decision making. It is for most animals. A dog shakes after he gets wet, a sea turtle knows to move towards the ocean after hatching, and a bird migrates before the winter season.
Selling Energy
MARCH 24, 2023
When it comes to the growth and sustainability of your enterprise, I recommend having a strong network of colleagues inside and outside your industry. Besides attending facilitated events such as meet-ups and conferences, going above and beyond to let your contact know the impression they made towards you is key to establishing stronger bonds. If you’re wondering what going above and beyond might look like, I encourage you to think about expressing gratitude towards your contact.
Expert insights. Personalized for you.
196 
Let's personalize your content