Wed.Jan 12, 2022

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

How Digital Contracts Improve the B2B Buyer Experience

Sales and Marketing Management

Many B2B sales cycles are painfully long as it is. Digital contracting streamlines the entire contract lifecycle, from generation to negotiation to fulfillment, and beyond. The post How Digital Contracts Improve the B2B Buyer Experience appeared first on Sales & Marketing Management.

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Top 10 sales methodologies for complex B2B sales

Membrain

Implementing the right sales methodology for your complex B2B team can provide a major boost to sales effectiveness. But choosing the right methodology training company can be a challenge. Sales Methodology

Talking Leadership with Maryann Balbo and Fran Mallace, Cox Media

The Center for Sales Strategy

We hear this question more than ever, " What makes a good leader? ". In the first 2022 episode of Improving Sales Performance, Stephanie Downs joins Matt Sunshine and guests Maryann Balbo and Fran Mallace of Cox Media.

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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.

Guru + Slack + Salesforce: Supercharge Your Digital HQ

Guru

What comes to mind when you think about a company’s headquarters? You may think about a glass-and-concrete tower, or an office complex in the suburbs. Chances are you’re not doing most of your work in these environments, if you’ve even been in an office at all in the past two years.

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Second Nature Launches AI-Powered Interactive Sales Coaching Solution with $12.5M Investment

Smart Selling Tools

Second Nature Launches AI-Powered Interactive Sales Coaching Solution with $12.5M Investment. Zoom among the companies successfully using the immersive AI simulations to impact sales. Tel Aviv, Israel, January 12, 2021.

Motivational Sales Training to Get You Pumped Up

Marc Wayshak

Are you genuinely excited about selling right now? Selling can sometimes lose its luster when the right motivation hasn’t kicked in…. Whether you’re brand-new to sales or you’ve been selling for decades, getting inspired about sales is key to success.

How (and Why) to Write a Meeting Summary

Selling Power

In this post, we'll explore the key components of a meeting summary and how to leverage it as a tool in the sales process. Selling Skills

Customize Your Value Proposition

Selling Energy

Approaching your prospect with a strong value proposition is vital to your sales success.

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!

Sales Talk for CEOs: The 3 Stages of Business Growth with Orrin Broberg (S2:E1)

Alice Heiman

The Greek philosopher Heraclitus once said, “The only constant is change.” If you’ve been a CEO for any amount of time, you know how true this is. Your business will morph and change throughout the years, and it’s important that you, as CEO, embrace that.

Sales Process Example – Electric Signs

Adaptive Business Services

It’s a well repeated phrase in selling … . “If you consistently follow the sales process, you will sell more stuff!” ” This is dependent on whether or not your process is sound. Bad sales process = bad results.

Remote Selling Viewpoints:

Smart Selling Tools

Remote Selling has become an important focus for every sales organization. Digital sales technologies, by default, are what enables remote selling.

Social Media Marketing: Magic Solution to Your Marketing Challenges?

SocialSellinator

The fact that you're reading this article indicates that either you are interested in learning more about how B2B companies use social media for marketing or you are an experienced B2B marketer who is considering incorporating social media into your current marketing strategy.

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!

This is why you shouldn’t assume sales managers know how to coach

Awarathon

We know that sales coaching is an essential part of sales management. Studies show that highly-successful teams spend more time on coaching. But more often than not, managers don’t know how to coach well.

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From Reshuffling to Retention, These Trends Will Define B2B Sales in 2022

Crunchbase

This article is part of the Crunchbase Community Contributor Series. The author is an expert in their field and a Crunchbase user. We are honored to feature and promote their contribution on the Crunchbase blog.

Systems to Scale from $0 to a $1B Valuation with Chase Harmer by Ned Arick

ClozeLoop

ClozeLoop's B2B Sales blog keeps you up to date with the latest in sales management, sales techniques, and sales enablement. View our amazing post "Systems to Scale from $0 to a $1B Valuation with Chase Harmer" by Ned Arick

The Algorithm Conundrum

Partners in Excellence

Everything in marketing and sales is about “the algorithm.” ” Each of us is a critical part of algorithm’s–actually we are probably critical parts of hundreds to thousands of algorithms, since each is optimized for different purposes.

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.

5 New Year’s Resolutions for Sales Leaders—and How to Achieve them

Allego

Whether you call them New Year’s resolutions or goals, many of us are setting action items to help us improve in 2022. Scrolling through LinkedIn recently, I saw several sales leaders sharing their goals. One common theme: They want to empower their sales teams to succeed.

What Is A Sales Script? And Three Winning Sales Script Examples

Gong.io

Sales scripts — the elusive and oft-discussed topic on every sales team’s agenda (or should be). Sure, some Sales teams seem to be more script-driven than others, but have you ever considered exactly what makes up a sales script ? Or how you could use a sales script to boost your conversion rates? .

THE MEREO VALUE SELLING PRICE STRATEGY DURING INFLATION

Mereo

In 2022, a tough sell to buyers is on the horizon: numerous price hikes in response to inflation. While a small bump in inflation typically affords companies a legitimate opportunity to adjust its price strategy for a changing marketplace — our economy currently faces a steep slope.

Settling…….

Partners in Excellence

Our jobs, as sales and marketing professionals, is to drive change. We can only do our jobs when our customers decide their current state is unacceptable. They need to address new opportunities, they need to solve problems, they need to rethink and do things differently. Often, customers incite themselves to change. Perhaps it’s problems, perhaps competitive threat, perhaps it’s being opportunistic. Sometimes there is a visionary leader that provokes that change.

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.

Revenue vs. Profit: The Difference & Why It Matters

Hubspot

Revenue and profit are two of the most prominent, crucial metrics every business needs to track if it wants to understand its performance, forecast effectively, and spend wisely — among a host of other key functions and activities.

The Future of Retail 2030: Radical customization as table stakes

Anaplan

There are no anonymous shoppers. Retailers able to bridge gaps between touchpoints will be better positioned to outperform competitors. Combining omnichannel activation and radical customization, retailers need to win over the new, very connected consumer.

Where to Find Quality Live Streaming Devices?

Sales Pop!

Reports indicate that live streaming first officially entered the scene in 1993. It quickly gain popularity but didn’t truly become mainstream until several years later. Now, of course, it has largely become the norm.

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The Art of Catching Rabbits: Why Individualized Learning is so Important

Lessonly

I learned at a young age that everyone has a different learning path. Things that come naturally to me might not come that way to others. And in a lot of areas, I required a different learning style to fully grasp concepts that my friends and classmates caught onto quickly.

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.