Steven Rosen

JANUARY 16, 2023

Sales leaders have had to adapt to virtual selling, work from home, supply chain issues, passing on price increases and sales rep turnover. A BOLD sales leadership style is characterized by taking calculated risks, being confident and courageous and making bold decisions to drive sales and business growth. The time to BE BOLD is now!

Leads 317

Leads Marketing Qualified Lead Face-to-face Sales Leadership 317

No More Cold Calling

DECEMBER 21, 2023

You’d better have some innovative strategies, because the same-old doesn’t cut it. I’m introducing a Referral Selling System to ensure companies build a referral culture, source only qualified leads, get meetings with their prime prospects, and close business quickly. What will you do differently in 2024? You’re savvy.

Referrals 156

Referrals Social Media Cold Calling Sales Qualified Lead 156

Smooth Sale

APRIL 15, 2024

Invest in search engine optimization (SEO) : Implementing SEO techniques can help your website rank higher in search engine results, driving organic traffic to your site. Happy and loyal customers become repeat buyers and serve as brand advocates, spreading positive word-of-mouth and driving new business.

Small Business 119

Small Business Small Business Advertising Advertising 119

Zoominfo

OCTOBER 28, 2020

In 2020, businesses have broadened partnership ideas and grabbed onto sparks of innovation that may not have been needed before the pandemic. Innovation proves important during COVID-19. Market volatility and increased innovation appear to drive additional funding to the space. Source: ZoomInfo.

Loyalty 178

Loyalty Hubspot Hotels ROI 178

Partners in Excellence

JUNE 1, 2022

Innovation is the practical implementation of ideas that result in the introduction of new goods or services or improvements in offering goods or services. I’ll focus on Innovation and Improvement. Personally, except for the very first barter between Adam and Eve, I don’t believe there has been invention in Selling.

Hiring 124

Hiring Maximizer Face-to-face Sales Methodology 124

Zoominfo

JANUARY 23, 2021

Sales account management, like sales, is selling. While both focus on selling, the ‘roles’ are different. Sales account management, however, focuses on building long-term relationships with key customers for up-selling and cross-selling purposes. Read more about Product Expansion through Cross-Selling and Upselling.

Account 238

Account Lead Rank Ideal Customer Profile Decision Maker 238

Janek Performance Group

MARCH 6, 2024

Once dominated by a homogeneous group, the selling profession is recognizing the value of diversity and inclusion (D&I). This includes how these cultivate innovation, expand market reach, enhance customer relationships, and, ultimately, drive organizational success. For ethnic diversity, this number jumps to 36 percent.

Hiring 62

Hiring Demographics Lead Rank Lead Scoring 62

Partners in Excellence

OCTOBER 12, 2023

Their primary charter is keeping the customer happy, driving renewals, finding ways to expand, and cross sell. We have to continue to help our customers think differently, to innovate, to find new ways of doing things or to address new opportunities. To be fair, this is not just a selling issue.

Retention 123

Retention Maximizer Account Up-Sell 123

Steven Rosen

JANUARY 15, 2024

He deeply understands the importance of balancing rational thinking with emotional connection to drive success. He also highlights the power of patient success stories and emotional arguments in selling any product. Leaders must appeal to both aspects, recognizing diverse wiring in individuals.

Video 156

Video Data Intent Influencer 156

Highspot

APRIL 4, 2024

This requires a commitment to innovation. Highspot Discover, our Spring Product Launch webcast, focuses on driving adaptability through Highspot’s roadmap for innovation. As your team’s strategies evolve to enable the impossible and meet your goals, so should the technology you use to achieve them.

Scale 40

Scale Coaching Sales Enablement Resources 40

Partners in Excellence

JULY 6, 2023

This impression is reinforced by the imitative behaviors we constantly see in selling, focused on doing more of what we know doesn’t work, but doing it because that’s what everyone does. Given that history, why would anyone ever pair the words, “sales” and “innovation?” We sell change!

Microsoft 85

Microsoft Face-to-face Quota Sales 85

Alice Heiman

FEBRUARY 13, 2024

Harris shared her riveting journey of steering the company through the COVID-19 pandemic and moving from 100% in-person training to 100% online training basically overnight, revealing not only the challenges faced but also the exact strategies she implemented to drive rapid growth and adapt to a rapidly changing business landscape.

Demand Generation Agencies 75

Demand Generation Agencies Hiring Demand Generation Targets Demand Generation 75

BuzzBoard

JANUARY 12, 2024

As we have stepped into 2024, the landscape of AI is poised for even greater advancements, propelling us into an era where innovation intersects with human potential. Where a voice assistant not only answers questions, but engages in a more natural conversation? How do we ensure this technology values humanity over profit? Connect the dots?

Trends 104

Trends Lead Rank Government Consumer 104

Partners in Excellence

APRIL 5, 2024

For the past month, I’ve been publishing stories on “Why I’m So Interested In Selling.” Some have had long careers in selling, some are relatively new. Competitiveness and Achievement : The drive to compete and win is a powerful motivator for many in sales.

Analysis 112

Analysis Motivation Education Influencer 112

Alice Heiman

APRIL 2, 2024

On “Sales Talk for CEOs,” Alice Heiman was joined by Mark Fershteyn of Recapped, whose journey from sales struggles to CEO offers a roadmap for innovation in sales strategies. Innovate Through Adaptability: Embrace change and focus on the science behind sales to develop processes that drive success.

Scale 62

Scale Strategy Hiring Pivotal 62

Allego

FEBRUARY 15, 2024

Watch Now 3 Areas Where AI Helps Sales Teams There are three specific areas where embracing AI in sales can have the most significant impact, driving efficiency, productivity, and overall success. Innovative AI technology enables learning experiences tailored to individual sellers to enhance skill development and drive behavior change.

B2B 71

B2B Coaching B2C Tools 71

Partners in Excellence

JUNE 28, 2022

Innovation is critical for all of us. It enables us to… well, innovate. Innovation underlies change. A lot is written about innovation. Much of it focuses on disruptive innovation. Disruptive innovation probably overlaps, significantly, with invention. But there is a huge gray area in innovation.

Field Sales 82

Field Sales Retail Industry Segment 82

Allego

FEBRUARY 13, 2024

Below, we delve into the “3 Pillars of Modern Revenue Enablement,” which stand as the bedrock of this innovative approach, enabling organizations to foster better communication, collaboration, and efficiency across their GTM teams. All of which cause misalignment, miscommunication, missed opportunities, and missed goals.

Revenue 62

Revenue B2B Scale Buyer 62

criteria for success

MARCH 14, 2022

Sojka is the Distinguished Teaching Professor of Marketing and Professional Selling at the Lindner College of Business at the University of Cincinnati, and she’s won multiple awards and honors for excellence in teaching over the years. Driving Innovation. How to Foster a Culture of Innovation Within Your Team. With […]

Social Media 98

Social Media Twitter eBook Negotiation 98

Zoominfo

JULY 26, 2023

What we’re seeing in the market is companies running with smaller teams and supplying them with more accurate and highly personalized datasets, to drive more revenue,” says Millie Beetham, director of ZI Labs & GTM innovation at ZoomInfo. Teams can focus on their highest ROI task — selling.

Ideal Customer Profile 130

Ideal Customer Profile Data Scale Marketing 130

Zoominfo

JANUARY 23, 2021

Sales account management, like sales, is selling. While both focus on selling, the ‘roles’ are different. Sales account management, however, focuses on building long-term relationships with key customers for up-selling and cross-selling purposes. For instance, who will drive results? Let’s do a quick overview.

Account 130

Account Lead Rank Ideal Customer Profile Decision Maker 130

Allego

JANUARY 10, 2023

Mark, author, speaker, trainer and advisor, helped financial service companies build their businesses and improve their selling practices as founder of Insight Development Group, Inc., In the process, they redefined sales enablement and disrupted an entire market. The founding team realized that traditional sales training was broken.

Unica 118

Unica Sales Enablement Vendor Lead Rank 118

Zoominfo

FEBRUARY 15, 2023

ZoomInfo helps sales development teams do more than just drive additional revenue – we help them make better use of their time and do more with less. Faster, More Effective Prospecting As any sales leader can attest, selling in today’s market might be tougher than it has ever been.

Survey 130

Survey Prospecting Customer Face-to-face 130

criteria for success

AUGUST 2, 2021

Sojka is the Distinguished Teaching Professor of Marketing and Professional Selling at the Lindner College of Business at the University of Cincinnati, and she’s won multiple awards and honors for excellence in teaching over the years. Driving Innovation. How to Foster a Culture of Innovation Within Your Team.

Social Media 98

Social Media Twitter eBook LinkedIn 98

BuzzBoard

JANUARY 8, 2024

This blog post aims to explore the nuances of hyper-personalization for customer engagement, shedding light on innovative strategies powered by generative AI. Strategies that don’t just enhance engagement but forge lasting relationships, nurture brand loyalty, and propel businesses toward sustained success.

Customer 104

Customer Loyalty Small Business Small Business 104

Pipeliner

NOVEMBER 5, 2023

Fostering innovation, and the role of technology in the modern business landscape. He believes that we have reached a point where technology and innovation are essential for progress, and digital transformation is a natural progression on this exponential path. It is a tool designed to solve business problems and deliver value.

Video 64

Video System Social Selling Data 64

criteria for success

AUGUST 9, 2021

The challenges and joys of selling creative or intangible work. CFS Resource Recommendations: Check out our eBook on Driving Innovation: How to Foster a Culture of Innovation Within Your Team. CFS Resource Recommendations: Check out our eBook on Driving Innovation: How to Foster a Culture of Innovation Within Your Team.

Social Media 98

Social Media Twitter eBook Consumer 98

Highspot

NOVEMBER 7, 2022

Of the 33 evaluation criteria, Highspot received the highest possible scores in 23 criteria including: customer care model, buyer engagement, overall integration breadth and depth, sales manager dashboards, product vision, partner ecosystem, solution architecture and innovation roadmap.

Lead Rank 95

Lead Rank Lead Scoring Report Research 95

Partners in Excellence

FEBRUARY 9, 2024

Case 1, Individual contributors: For all but the most transactional selling processes, it takes time to ramp, build a pipeline, and achieving success. Then, we have the buying/selling cycle. In complex B2B, we’ve traditionally seen, 9-18 months selling cycles. It’s been plummeting for years. It’s unsustainable!

Churn 109

Churn Ideal Customer Profile Loyalty Pipeline 109

criteria for success

NOVEMBER 8, 2022

My guest today is the author of 5 best-selling books, including her latest Selling From Your Comfort Zone: The Power of Alignment Marketing. Driving Innovation. How to Foster a Culture of Innovation Within Your Team. Welcome back, Let's Talk Sales listeners! This week's guest is Stacey Hall. Follow us on Twitter!

Social Media 98

Social Media Twitter Networking LinkedIn 98

Highspot

OCTOBER 31, 2023

By embracing innovation and aligning your enablement programs with business initiatives, you can embody what good looks like and achieve your organization’s goals. Here are five tips to go beyond what good looks like in enablement so you can drive world-class programs that empower your reps to win more deals.

Scale 72

Scale Sales Enablement Buyer Coaching 72

Vengreso

NOVEMBER 3, 2022

Subscribe to Modern Selling on the app of your choice! Because despite all of the sales technologies, improved sales methodologies, advanced sales training – there still seems to be a disconnect between how modern sellers sell and how modern buyers buy. What is the sales innovation paradox? That is the Sales Paradox.

Top of Funnel 116

Top of Funnel Quota Trends B2C 116

Partners in Excellence

OCTOBER 4, 2023

Imagine what we could do, without impact to the cost of selling, if we started being more effective in how we manage each deal? That would double our revenue and attainment at virtually zero incremental cost of selling! We are already working with those customers, we are investing time and resource in “selling” to them.

Opportunity 109

Opportunity Scale Revelation Quota 109

Vengreso

JUNE 6, 2023

In this Modern Selling Podcast episode will examine best approaches needed to become a 1% earner. He is the creator of the Top 1% Academy, where he trains on how to sell to buyers, whether they be CEOs, business owners, or entrepreneurs, and how to be in the top 1% of sales earners doing so. Practice active listening techniques.

Hiring 90

Hiring Strategy Referrals Sales Qualified Lead 90

Pipeliner

JANUARY 10, 2024

The Resilient Road to Innovation: My Conversation with Nelson Nigel of Kidmoto Technology We had the pleasure to speak with some of the most innovative and resilient minds in the business world. Positive feedback and reviews have been instrumental in driving Kidmoto’s growth.

Video 59

Video Face-to-face Transportation Travel 59

Crunchbase

MARCH 1, 2023

They’re taking the reins at their companies and driving explosive growth. In celebration of Women’s History Month this year, we’re thrilled to highlight sales directors, account executives and other women who embody what it means to be a leader, innovator and changemaker. In this role, she advises and accelerates go-to-market and U.S.

Hiring 130

Hiring Lead Rank Lead Scoring Enterprise 130

Janek Performance Group

NOVEMBER 15, 2023

I’m passionate about selling. This constructive challenge strategy is designed to test their competitive drive upfront and how they respond to challenges. One thing that stands out is that they dare to innovate and take calculated risks. These essential attributes form the bedrock upon which innovative thinking flourishes.

Coaching 62

Coaching Hiring Strategy Construction 62