Trending Articles

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Unlocking Success: Strategies to Avoid Costly Hiring Mistakes

Steven Rosen

In this episode of the Sales Leadership Awakening podcast, Steven Rosen and Colleen Stanley discuss the high cost of making a bad hire in sales. They emphasize the importance of creating an ideal hiring profile with hard and soft skills and non-negotiables. They also stress the need for a systematic hiring process, including behavioral interviews and assessments.

Hiring 296
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The Death of Decision Making

Anthony Cole Training

There have always been two certainties in life – death and taxes. But I have now become convinced that there is a third certainty if you are a salesperson and that is the slow and painful death of decision making.

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Baseball, The Toad and Coaching Unresponsive Salespeople

Understanding the Sales Force

I walked into the house with Dinger and a baby toad hopped in with us, snuck under the closet door and disappeared. When I first spotted the toad, I thought it was a tiny piece of mulch and didn’t give it a second thought. When it disappeared into the closet, I thought about it a lot! Eventually, I found it and reintroduced it to the great outdoors.

Coaching 203
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CEOs Discuss: Marketing as a Key Revenue Driver

SBI Growth

Marketing is an integral part of any successful go-to-market model, yet they are typically the most misunderstood, with many relegating them to the role of cost-center. What roles do they play in a B2B environment, and how can leaders transform marketing into a key revenue driver for their organization?

Revenue 177
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How to Improve Email Deliverability and Optimize Each Send

Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.

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Spearfishing vs shotgun

Sales 2.0

I was asked a great question during a recent conversation with a founder: When should you take a spearfishing approach to finding new customers and when should you use a shotgun? It depends on what you’re hunting. Large vs small How important is a particular company to you? What is the payoff for landing this account? When thinking of this payoff I recommend thinking of lifetime value (in terms of profit ideally not just revenue.

Account 195

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7 Winning Strategies to Shorten Your B2B Sales Cycle

Sales and Marketing Management

From identifying potential leads, to successfully sealing the deal, here's a comprehensive guide to winning tactics that make your sales cycle less complex. The post 7 Winning Strategies to Shorten Your B2B Sales Cycle appeared first on Sales & Marketing Management.

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(2:42) “Essential Steps for Mastering Difficult Conversations”

Steven Rosen

In this 2:42 video, Steven Rosen and Colleen Stanley delve into the vital role of preparation in mastering difficult conversations with sales representatives. They stress the importance of sales managers dedicating time to pre-call planning, ensuring productive discussions. Additionally, they emphasize fostering a supportive environment where sales representatives feel heard and valued, enhancing team cohesion and performance.

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Report: Four Steps to Revive Commercial Productivity

SBI Growth

Buyers today face a lack of consistency: from rapidly shifting priorities to uncertain regulatory environments, every step in the purchasing journey is plagued with second-guessing and hesitation. The main issue for commercial teams? Reset buying, where just as everyone in the buyer decision team gets agreement, changes happen and reset the progress that sellers have made thus far.

Report 177
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Unleashing Creativity with Resin: A Sticky Business

Smooth Sale

Photo by Analogicus via Pixabay Attract the Right Job Or Clientele: Unleashing Creativity with Resin: A Sticky Business Have you stared at a resin block and wondered, “Now what?” Well, you aren’t alone. Resin art can be an endless source of creative stimulation. From immortalizing nature’s splendor to crafting custom jewelry designs, resin provides an excellent medium to channel creativity.

Chemicals 113
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Brick & Mortar Retail Relevance: How to Stay Ahead of the Curve

Speaker: Jay Black, Senior Account Executive

Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an

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“Woe Are We,” And Other Hand Wringing Experiences

Partners in Excellence

Every quarter there is the inevitable rush to close deals, to hit our numbers. Yet there are so many challenges and barriers. The global economy/turmoil and continued layoffs/reductions, and shuffling of priorities–both within our customers, markets, and within our own organizations. The simultaneous promise/threat of AI, “Will it help me be more efficient or will it make me unnecessary?

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Creating a Culture of Continuous Improvement Through AI and Communication

Sales and Marketing Management

AI-driven project management tools can be used to enhance your operations and embrace a culture of continuous improvement. The post Creating a Culture of Continuous Improvement Through AI and Communication appeared first on Sales & Marketing Management.

Tools 156
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A Leader’s Guide to Having Difficult Conversations

Steven Rosen

In this episode of the Sales Leadership Awakening Podcast, host Steven Rosen and Colleen Stanley delve into mastering difficult conversations, stressing preparation and agreement on the next steps. They highlight vital emotional intelligence skills essential for navigating these dialogues effectively. Practical strategies for delivering constructive feedback and fostering growth are shared, emphasizing the importance of stating intentions and fostering psychological safety.

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Improve Your Email Prospecting with the HERO Framework

SBI Growth

Prospecting has evolved as automation has made creating, sending, and tracking multi-email sequences to prospects easy. Unfortunately, while sales enablement technology has dramatically increased the volume of prospecting emails you can send, it hasn't improved their effectiveness. Here is how you can increase your email prospecting odds using the HERO framework.

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ABM Success Recipe: Mastering the Crawl, Walk, Run Approach

Shifting to an account-based marketing (ABM) strategy can be both exciting and challenging. Well-implemented ABM motions build engagement with high-value accounts and drive impactful campaigns that resonate with your audience. But where do you begin, and how do you progress from crawling to running? Watch now as Demand Gen experts delve into the essentials of each stage of the ABM process.

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Navigating the Waters of Medical Specialization: A Unique Perspective

Smooth Sale

Photo by analogicus Attract the Right Job Or Clientele: Navigating the Waters of Medical Specialization: A Unique Perspective Career specialization requires a touch of creative thinking and providing a unique flavor to attract clientele. Taking the path less traveled is wise when you have the courage and stamina to prove you can overcome all obstacles.

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Build Sales Credibility By Doing The Right Research

SalesFuel

Sellers who want to succeed must build sales credibility to stand out. Why? Only 24% of U.S. adults think salespeople are credible, according to SalesFuel’s The State of Credibility in America study. “Before salespeople can be thought of as 'trusted advisors,' they first must have a high level of sales credibility.” What is sales credibility? SalesFuel explains that to be considered credible, buyers must know what they're talking about.

Research 109
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Remote Recruitment: Navigating the New Normal

The Center for Sales Strategy

In the “old days” (5 years ago), hiring a new employee meant meeting them in person, shaking their hand, and conducting a live interview. Today, that’s not always possible. For many, remote and hybrid models are becoming the norm, which means leaders must adapt their recruitment strategies to meet the unique challenges and opportunities these environments present.

Meeting 99
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How Food Delivery Fees Wrecked Our Wallets

Grant Cardone

Apps like Uber Eats and DoorDash might’ve sold us on their convenience, but food delivery fees have made the entire process… More of a problem than a solution. Is food delivery even worth it with inflated fees? How Food Delivery Fees Got Out Of Hand In the old days, it used to be just a […] The post How Food Delivery Fees Wrecked Our Wallets appeared first on GCTV.

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Supercharge Your Sales: 5 Steps to Effortless Selling

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.

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Six Effective Sales Prospecting Strategies to Get Around Resistance

SBI Growth

If you sell for a living, hearing “no” is a part of your career. This is particularly true in prospecting, where prospects offer all types of resistance. However, this resistance typically doesn’t indicate that the prospect is interested in your solution. With these six effective sales prospecting tactics, you can manage common forms of prospecting resistance and book more appointments.

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Building Relationships with Your Event Staff Increases Growth

Smooth Sale

Photo by 12019 via Pixabay Attract the Right Job Or Clientele: Building Relationships with Your Event Staff Increases Growth Hosting a live event means working with a lot of different people. Don’t feel alarmed, as working with your event staff may not be as intimidating as you think! If you ensure you are familiar with your staff, any big event should go as planned.

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How to Negotiate Pricing With Today’s B2B Buyers

SalesFuel

It’s common for sellers to have to negotiate pricing. SalesFuel’s research shows one-third of sellers say their price being “too high” is the top objection they hear from buyers. Price objections have long been a challenge. But selling to today’s cost-conscious buyers requires a more focused approach. In today’s environment, sellers are more informed than they’ve been in the past.

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Beyond Orientation: Strategies for Continuous Support in the Early Days

The Center for Sales Strategy

Congratulations! You’ve just made an amazing new hire with talent, experience, and skills who aligns well with you, your team, and your organizational culture. With all that in place, it’s safe to assume that all will be smooth sailing toward a future of success, right? Unfortunately, things don’t always turn out as we assume. Nearly a third of new employees leave within 90 days of getting hired.

Strategy 106
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Gone in 8 Seconds: Overcoming Buyers’ Shrinking Attention Spans

Speaker: Jake Miller, Senior Product Marketing Manager, Allego

Buyers are savvier, buying teams are larger, and new research shows that buyers' attention spans have dropped to just 8 seconds. This means that the old approach of blasting buyers with email-heavy, generic communications no longer works. Instead, buyers need to be surrounded with relevant communications and personalized, self-service content throughout their journey.

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Krispy Kreme Coming To A Mcdonald’s Near You

Grant Cardone

McDonald’s is known for its incredibly recognizable menu: the quarterpounder with cheese, the Happy Meal, and now… An iconic glazed donut? Now, a deal between McDonald’s and Krispy Kreme means you can get a classic glazed with your McCafe coffee in the morning. But is this new partnership as tasty as it sounds? Mcdonald’s and […] The post Krispy Kreme Coming To A Mcdonald’s Near You appeared first on GCTV.

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Simplification…….

Partners in Excellence

It’s trite to say we live in worlds of growing complexity. The rates of change and disruption seem to be accelerating. Global competition, new technologies, new business models, new market opportunities both create challenge and opportunity. Workloads seem to sky rocket as do demands on our time. Distractions whether device based, app based or self inflicted consume our time.

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How to Thrive Working in a Tough Environment

Smooth Sale

Photo by Geralt via Pixabay Attract the Right Job Or Clientele: How to Thrive Working in a Tough Environment Many people realize that they need to take almost any job to earn a wage. Nobody likes working in a precarious, tough, or even dangerous environment. However, if you need to work in a toxic workplace or perform a particularly tough job, learning the skills for thriving in these environments can help in the job and in life.

How To 106
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A Guide to Running a Successful Discovery Meeting

Autoklose

Closing sales is a joint effort that takes time, particularly in the B2B industry. And while it’s the sales rep who actually seals the deal and receives all the accolades, the truth is that the successful outcome heavily depends on the early stages of the process. Understanding your potential customers’ pain points and identifying their needs will help you figure out how your product or service can best solve their problems.

Meeting 97
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5 Inspiring B2B Marketing Campaigns to Take Yours to the Next Level

Your next big B2B marketing idea starts here. Get inspired with these five successful B2B marketing campaigns. Ready to generate more leads, interest, and revenue with your B2B marketing? In this comprehensive eBook, you’ll get: In-depth studies of five successful B2B marketing campaigns spanning a wide range of industries Key takeaways and lessons from each story to implement in your own strategy Resources to help your own B2B marketing thrive By submitting this form, you agree to have your con

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Where You Lost The Sale, How to Win It Back: Jennica Dixon’s New Book Tells All

Membrain

Most complex sales are lost long before the sales team realizes it. That’s the contention of a new book by the father-daughter duo, Terry Slattery and Jennica Dixon of Slattery Sales. Wimp Junction , released in March, identifies the key places where most sales go wrong, and what sales teams can do to bring them back.

How To 84
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DoorDash Completes Your Food Delivery Via Drone

Grant Cardone

The future is often measured by how efficient the latest innovations make our lives. The latest version of this? Fast food delivery drones. DoorDash is testing out a pilot program of delivery drones in the U.S. for the first time. Will this new fleet of drones become the latest trend in food delivery? Your Food […] The post DoorDash Completes Your Food Delivery Via Drone appeared first on GCTV.

Trends 91
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Comment on The Power of Being Highly Sensitive: My Journey from Misfit to Leader by Rob Cameron

Sue Barrett

Thank you Sue. That explains it all in 5 minutes. You just explained the joy of “woke”. Inspiring. I will always cherish the day I pressed send to connect with you.

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