Thu.Apr 01, 2021

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The Art of Silence in Sales

Anthony Cole Training

Most salespeople are afraid of silence because they perceive it to be awkward or a sign that the prospect has mentally checked out. But that's simply not the case! It is critical that you let silence do some of the heavy lifting during your prospecting conversations.

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3 Steps for Maintaining a Positive Culture in a Remote World

Sales and Marketing Management

What transpired as a necessity in the middle of a chaotic environment is finding its footing and is here to stay. We’re talking about hybrid work environments, and they are coming back bigger and better than ever. According to a recent study by PwC, 83% of employees claim remote work environments have been a success. Employees appreciate the flexibility offered by a blend of on-site and at-home work, and they value companies that allow them this flexibility.

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Performance Management

Partners in Excellence

As leaders, our jobs are to maximize the performance of each individual and the organization. But, too often, we don’t take the time to really understand performance and what drives good/bad performance. Instead, we manage by the numbers or dashboards. If the numbers aren’t measuring up, we take action. It may be going to people saying things to the effect of, “You aren’t making your numbers, do more!

Hiring 114
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Why 2021 Requires a New Type of Sales Manager

Sales and Marketing Management

COVID-19 turned the world of sales upside down. Millions of reps now sell from their homes and sales leaders are in search of new ways to motivate their teams. One thing is clear to all of us: the pandemic made existing sales productivity challenges more pronounced and created new ones. As leaders, we need to find ways to shift our operating philosophy for this new age of sales.

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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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Rethinking BDRs?

Partners in Excellence

I recently read a post from Dave Kurlan entitled, “Why I Believe We Should Blow Up The Business Development Role… ” He makes the argument that we put our most inexperienced sales people into one of the toughest roles in selling–inciting interests, identifying new opportunities, and prospecting. A lot of what Dave says makes sense.

Hiring 104

More Trending

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Improving Sales Performance | Executive Leadership Tips for Building a Successful Sales Culture

The Center for Sales Strategy

What are some common obstacles that stand in the way of a successful sales culture? And how should sales organizations use social media to help drive revenue? These questions and more were answered in Episode 17 of the Improving Sales Performance series. In case you missed the Live broadcast, here’s a breakdown of Elissa Nauful’s, Digital Media, Marketing and Social Advisor, insights for executive leaders who want to build a successful sales culture.

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5 Keys to Better Performance Reviews

Sales and Marketing Management

If your one-on-one reviews leave employees rolling their eyes?—?managers often are the last ones to discover this?—?here are five tips from HR service provider Primehr to make performance reviews more meaningful for everyone involved. Continuous feedback. Don’t wait until annual or semiannual review time to offer feedback. Provide suggestions and guidance throughout the year.

Marketing 120
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Cold Calling is Back, Baby!

Predictable Revenue

Kevin Gilman has one thing to say: cold calling will always be one of the most effective ways to book a meeting. The post Cold Calling is Back, Baby! appeared first on Predictable Revenue.

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Make a return to the office easier for everyone

Sales and Marketing Management

While some companies have announced long-term or even permanent remote work policies, others are eager to bring teams together in the office when it is safe and when employees feel comfortable doing so. In a recent article for MIT Sloan Management Review, Liz Fosslien and Mollie West Duffy, coauthors of the book “No Hard Feelings: The Secret Power of Embracing Emotions at Work,” offered these steps leaders can take to make employees feel supported and safe ahead of an eventual return to the work

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How to Stay Competitive in the Evolving State of Martech

Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr

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Overcoming the Challenges of Virtual Recruiting

Allego

“It’s not, ‘I can’t do this. I can’t do this.’ It’s, how can I do that? How can I make this work?”. Sales recruiter Jay Webb is talking specifically about his own early career experience venturing into recruiting, but this line of thinking is exemplified more broadly in the successful candidates he finds and places for a living. As the founder and president of the j.

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Incentive Travel Experiences Are Too Treasured to Abandon

Sales and Marketing Management

How desperate are people to travel again after a year in lockdown? The post Incentive Travel Experiences Are Too Treasured to Abandon appeared first on Sales & Marketing Management.

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RevOps Will Fix Your Pipeline and Your Love Problems

Sales Hacker

“What is RevOps?”. Ask 10 people and you’ll get 13.5 different answers. We’ve heard from some of our community members that they feel like Revenue Operations has been severely misunderstood. They’re sick and tired of it, frankly. Sick. And. Tired. Because we’re Sales Hacker (and it’s literally our job), we decided to take matters into our own hands: we talked to the experts.

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How Managers Can Make Work More Meaningful

Sales and Marketing Management

Employees are motivated when their work has relevance. Business adviser and author Lisa Lai offers these tips for how managers can make work more meaningful for those on their team: Share context and provide relevance.?To motivate your employees, start by sharing context about the work you’re asking them to do. What are we doing as […]. The post How Managers Can Make Work More Meaningful appeared first on Sales & Marketing Management.

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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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Sustainability & Corporate Social Responsibility (video)

Pipeliner

We hear a lot about sustainability and corporate social responsibility nowadays, but how much do we actually know about these topics? In this Expert Insight Interview, Ioannis Ioannou discusses sustainability and corporate social responsibility in more detail. Ioannis Ioannou is a professor, advisor, influencer, and global keynote speaker on sustainability leadership and corporate social responsibility.

Video 94
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Worker engagement rollercoasters through the pandemic

Sales and Marketing Management

Following a turbulent 2020, U.S. employee engagement increased to 39% in January, up from 36% late last year, according to a Gallup study. Gallup has long studied the topics of job satisfac­tion and engagement. Its latest report states, “While engagement growth has been slow and steady in the past decade, the disruptions of 2020 brought never-before-seen fluctuations in workplace cultures.”.

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5 Sins of Sales Leadership

Sales Manager Now

Our best intentions don’t always lead to our best leadership practices but they can blind us from what’s not working. Here are 5 sales leadership sins you want to avoid. 1. Doubting or not believing in your sales people. The first… The post 5 Sins of Sales Leadership appeared first on Sales Manager Now.

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How the Pandemic Year Changed Employee Recognition

Sales and Marketing Management

Like everything else in the pandemic year, workplace recognition and managing teams for improved performance have been disrupted. In a virtual world, it’s harder to gauge team members’ needs, celebrate successes and make employees feel valued. The post How the Pandemic Year Changed Employee Recognition appeared first on Sales & Marketing Management.

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Drive GTM Efficiency with Tech Stack Consolidation

Consolidating your tech stack is an effective cost-saving measure that drives GTM efficiency and adds value to your enterprise. With a cohesive, integrated tech stack, your revenue teams can deliver an excellent customer experience that sets you up to win faster than your competitors.

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Should Sales Leaders Make Sales Calls?

Carew International

How Top-Management Involvement Impacts the Sales Process. One of the most interesting and conflicting circumstances sales managers, leaders and executives find themselves in is whether to get involved in the sales process with one of their sales professional’s customers. The impact could literally make or break the deal. Some corporate leaders may have grown up through the sales ranks and feel extremely comfortable interacting with customers on a sales call.

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Putting Differentiated Value in B2B Value Calculators

Mereo

A value calculator seems like a selling organization’s dream come true: a tool that can actually demonstrate your solution’s real worth to a buyer. This is more than a flashy trick; this can motivate your buyers to act. Recently, an emerging ERP software company realized this potential — and Mereo value engineering experts helped fulfill it in a uniquely rewarding way.

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Going International in Times of Crisis: Good Move, or Too Risky for Established Companies?

Sales Hacker

If you’re an OEM or selling physical products, this one’s for you (sorry, SaaS folks). A global crisis can feel like a smart time to pull in and close down anything not central to a business’ operations. But that might mean overlooking a golden opportunity. As the world is starting to reopen, there is likely room for your products in new markets, if you understand the complexities and risks.

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How Much Eye Contact Should You Be Making on a Video Sales Call

Julie Hanson

Maintain eye contact 2/3 of the time , experts have always said. But that figure is based on in-person communication. But on video, that percentage should be closer to the 80-85% mark! Why Do You Need More Eye Contact on Video? When in-person – whether that be your office, a shared conference room, even a local coffee shop – you are sharing an environment with your customer.

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2 Retail Sectors That Are Completely Changing the Game: FMCG & Q-Commerce

Speaker: Joe Heather, Deliverect GM (UK&I) & Noah Hayes, Deliverect GM (US&CA)

Fast-Moving Consumer Goods (FMCG) and Quick Commerce (Q-commerce) are two vibrant sectors that have undergone significant transformations with the advancements in digital technology. With growing internet penetration and the proliferation of smartphones, consumers' purchasing habits have unsurprisingly evolved. They now demand quick, convenient, and seamless shopping experiences, which both FMCG and Q-commerce sectors strive to provide.

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One Year Later: Retail Leaders Reflect on Lessons & Learnings From COVID-19

Repsly

The COVID-19 pandemic brought unprecedented challenges and obstacles throughout the 2020 calendar year, forcing many companies to re-examine how they work and operate from the top-down. For many CPG brands and their field teams this, unfortunately, meant reducing headcount, following strict protocols and guidelines, and embracing uncertainty in a time of tumultuous change.

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25 expert sales coaching tips and techniques to amplify close rates

Close

Here are 25 of the best sales coaching tips and techniques for managers to live by. These techniques will help you build a better strategy, onboard faster, coach low-performers and all-stars, and set goals that your team can reach.

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?? Sustainability & Corporate Social Responsibility

Pipeliner

When we hear about sustainability and corporate social responsibility, we usually think of green initiatives. However, these principles go much further. Thus, today’s guest in the Expert Insight Interview is Ioannis Ioannou, and he discusses sustainability leadership and corporate social responsibility. Visit us on Apple Podcast You can also find SalesPOP!

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Why it’s time for CMOs to take sales enablement seriously

Showpad

There have never been more ways for marketers to reach an audience, but cutting through the noise is only getting more difficult. Buyers are bombarded with marketing messages every day, and have become experts at tuning out anything that isn’t tailored to their needs. Now chief marketing officers can add dramatic changes to workplace routines to their list of worries, with remote work jeopardizing the efficiency and productivity of marketing teams.

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The New GTM Playbook: 18 Ways to Future-Proof Your Sales Team

Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.

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Critical Factors to Uncover in Your B2B Sales Process

Force Management: The Seller's Command Center

If you are selling in complex B2B sales, you know there are critical factors in every opportunity that could influence whether or not you’re able to close the deal. Improve your ability to control the sale. Make sure you're uncovering key information in your sales conversations through effective discovery and a value-based sales conversation. It may sound basic, but consistently uncovering the right information from your prospects requires discipline.

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7 Tried and True Ways to Improve Your Sales Skills

Selling Energy

No matter where you are in your career, one of the biggest mistakes you can make is resting on your laurels. There is always room for improvement, or at least reminders to keep your momentum and maintain good habits.

Sales 52
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How to Achieve Customer Service Excellence with Sugar Serve

SugarCRM

Customer behavior is becoming more complex. As a result, companies need to learn how to meet their customer’s expectations. Today, customers look for flawless experiences in their interactions with brands. The answer to all these expectations is easy-to-use and effective customer service software. . Customer service is an essential part of customer experience (CX), and businesses should invest in software that is solely dedicated to providing exceptional service.