Wed.Dec 01, 2021

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.

Can You Find The Perfect Sales Candidates for Your Sales Team?

Understanding the Sales Force

Have you tried recruiting salespeople lately? It's a lot like it was in 2019, pre-pandemic, only different. From time to time, I help clients recruit for key roles.

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Avoid These Mistakes When Asking for Referrals

Sales and Marketing Management

Getting qualified sales leads is the fastest way to sales success, but these common mistakes in pursuit of referrals can be career-ending. The post Avoid These Mistakes When Asking for Referrals appeared first on Sales & Marketing Management.

How to smell the difference between BS and a lie

Membrain

BS stinks, and everybody knows it. When you’re just trying to get a straight answer and you know you’re being sold a “bill of goods,” it can be frustrating. Editor's Pick

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.

Uplead Competitor – Lead411 vs. Uplead

Lead411

Uplead Competitor – Lead411 vs. Uplead. Uplead Competitor Lead411 – an in-depth side-by-side comparison. Reputable data providers are hard to find these days.

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How to Build a High Performing Sales Team

The Center for Sales Strategy

It's more important than ever to engage with your sales team. Sales teams that are not engaged are much more likely to underperform, experience low budget attainment, and unwanted turnover. Data shows that less than 30% of today's workforce is truly engaged.

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!

How to Be An Effective Servant Leader to Your Sales Team

Janek Performance Group

For many, “servant leadership” seems like another amusing oxymoron, a figure of speech that joins contradictory terms like “jumbo shrimp,” “serious fun,” and “awfully good.” However, like most oxymorons, the juxtaposition of opposites can provide a clearer image or express a deeper meaning.

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It’s Not What You Sell, It’s How You Sell That Matters

Sales Gravy

It's How You Sell That Matters Most On this episode of the Sales Gravy Podcast, Jeb Blount Jr. and Larry Levine, author of Selling From the Heart, discuss why how you sell is often more important than what you sell.

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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!

Our Latest Podcasts: Prepare for a Record-Setting Year

Force Management

Each of our November episodes share ways sales leaders, managers and reps can prepare for a successful new quarter or year. Each episode digs deep into tactics your salespeople can use to plan for aggressive growth goals, reduce competitive losses, and minimize margin cuts.

"Who Do You Work For?”

Partners in Excellence

My friend Rene Voorhorst and I were having one of our periodic conversations. He’s been leading his team through a remarkable journey. We were talking about an initiative focused on deepening the strategic insights and value with their major customers. He relayed a story from one of his people.

Sales Talk for CEOs: Aligning Your Go-to-Market Team with Pouyan Salehi (S1:E18)

Alice Heiman

Product. Sales. Marketing. Customer Success. If you want to grow your business, your entire go-to-market team has to be in perfect alignment. Providing a seamless experience makes such a huge difference to customers, but it’s often hard to achieve.

Are We Numbed By Work?

Partners in Excellence

I watched a fascinating short film, “Work, I Think It Numbs You, Somehow.” ” It got me reflecting on much of what I see when working with executives and sales people. Add onto that, all the we read about the Great Resignation.

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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!

5 [Must-Know!] Sales Presentation Techniques that Close Deals

Marc Wayshak

Have you ever been presenting to a prospect when you start to notice that they’re losing interest ? Maybe they’re looking around, or checking their phone? When this happens, it’s because you’ve followed a presentation approach that’s led you down a bad path.

Are You Curious?

Partners in Excellence

Curiosity is the single skill that transforms everything we do. Sadly, too few talk about curiosity–in fact we seem to be incurious. Imagine just about any job in sales, marketing, customer experience (or any job) and how the curious approach those roles.

Always Have a Reason to Be in Front of the Customer

Adaptive Business Services

Successful selling has always been tied directly to the ability to create, maintain, and build relationships with customers. These relationships will be tied to two variables …. The frequency of the interaction. The quality of the interaction. Therefore, the formula is pretty simple.

Everyone Has A Customer

Partners in Excellence

We struggle to be “customer focused.” ” Somehow, our priorities and goals have precedence over understanding and helping our customers. At the same time, we know the most effective/efficient path to achieving our goals is through our customers, creating great value with them.

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.

4 Best Practices for Better Targeting

criteria for success

Why is better targeting important? We often see that companies start to grow by getting whatever business they can. They stretch themselves outside their areas of expertise to fund growth. Depending on how far they go, this isn’t always a big deal.

The Customer Focused Sales Process

Partners in Excellence

We’ve long known (whether we use it or not) about the “sales process.” ” Virtually every organization has some variant of a sales process with stages we move through and, possibly, critical activities we should be executing within each stage.

WEBINAR: Morgan J. Ingram hosts “Alternative Prospecting Tactics to Help You Book More Meetings” SPONSORED BY SENDOSO

JBarrows

The post WEBINAR: Morgan J. Ingram hosts “Alternative Prospecting Tactics to Help You Book More Meetings” SPONSORED BY SENDOSO appeared first on JB Sales

Are We Accomplishing Enough In Customer Meetings?

Partners in Excellence

Ideally, we are spending as much time as possible, working with our customers to help move them through their buying process. At the same time, customers are engaging sales people for only a small time in their buying process.

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.

WEBINAR: Morgan J. Ingram hosts “How Top Sales Reps Run Their Sales Discovery Calls” [Registration Available Soon!]

JBarrows

The post WEBINAR: Morgan J. Ingram hosts “How Top Sales Reps Run Their Sales Discovery Calls” [Registration Available Soon!] appeared first on JB Sales

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Buzzword Bingo, Sales Edition

Partners in Excellence

Some years ago, partly to overcome the boredom of PowerPoint pitches, Buzzword Bingo was developed. Whether at a conference listening to speakers wax on about how fantastic their technology and companies were, investor meetings, sales pitches, people played this game.

Ideas for Your Small Business Marketing Strategy

Smooth Sale

Image from Pixabay. Attract The Right Job Or Clientele: Note: Our collaborative Blog offers ‘Ideas for Your Small Business Marketing Strategy.’. If you have a small business and want to grow and succeed, you will need a fully comprehensive marketing strategy.

On Giving Thanks

Partners in Excellence

In the US, we have this custom of reserving one day each year of giving Thanks. It’s a time to get together with family and friends, over indulge in eating and watching football (The American version). And we do take moments to reflect and give thanks.

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.

3 Tips from the Storytelling Circle

Selling Energy

When most people think of a PowerPoint presentation, the first word that likely comes to mind is “boring.” This is unfortunate, and it absolutely does not have to be the case.

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Is The Future Of Selling PLG?

Partners in Excellence

I read a lot of commentary from “experts” about PLG–Product Led Growth. Apparently, much of the “future of sales,” will be driven by PLG initiatives. I get why sales people revel in this. It leaves all the heavy lifting of “buying” to the customer.

What is a Sales Rep Scorecard and How is it Different from Business Intelligence? The users and use cases for each

BrainShark

In this article, we’ll look at the differences between business intelligence dashboards and sales rep scorecards, who they’re made for, and ways to use them at your organization.

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