Sales and Marketing Management
APRIL 16, 2021
In a virtual sales world, B2B marketers can position salespeople as industry experts in order to foster a more efficient sales process and build the brand’s image. The post Content Marketing Can Enhance Your Salespeople’s Personal Brands appeared first on Sales & Marketing Management.
Understanding the Sales Force
APRIL 16, 2021
Long article for the weekend. In December I took delivery on my all-time favorite new car and I've been driving my Genesis GV80 for four months now. You probably saw video of Tiger Woods' destroyed GV80 and there was nothing the car could have done to stop him because he probably disabled the driver assist features and he may have been disabled as well.
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Mr. Inside Sales
APRIL 16, 2021
A boss says, “Go!”. A leader says, “Let’s Go!”. This quote sums up my management philosophy: A leader isn’t afraid of jumping into the trenches and showing their team exactly how to succeed in their job. In sales, this means leading by example. When I became a sales manager, I was already the top producer in the office (and this is how many managers are promoted), and it was easy and natural for me to jump on the phone and take over a call.
Allego
APRIL 16, 2021
Welcome to The Adapter’s Advantage : Breakthrough Moments that Lead to Success. In episode 23, sales strategist Colleen Francis shares how the pandemic has changed the B2B buyer experience and why teams must adapt and transform their sales strategies to sell more effectively, more profitably, and more productively in all environments. “Salespeople have to be more multidimensional now.
Advertiser: ZoomInfo
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.
The Center for Sales Strategy
APRIL 16, 2021
- MOTIVATION -. "What you focus on is what you get.". -Bob Burg. - AROUND THE WEB -. > Debunking Myths About Selling Virtually – Selling Power. Historically, change can be difficult, especially after people devised and developed systems that work. That's why many sales professionals were skeptical of selling virtually. As one of the oldest professions, selling has always been about meeting people, locking eyes, and shaking hands.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Sell Integrity
APRIL 16, 2021
Building a customer-centric culture is more challenging than you might initially think. But every organization has the ability to build a strong customer-centric culture- and it doesn’t have to be complex. The business environment is never static. The economy inevitably goes through boom and bust cycles. Disruptors, emerging trends and unexpected events — like a pandemic, for example — can throw a wrench in your carefully thought-out strategy.
Partners in Excellence
APRIL 16, 2021
Preface: It’s always dangerous to preface an article with a warning. This is a long article. In some ways, I’m writing it to help clarify my own thinking. We are seeing a profound shift in buying, with customers preferring digital engagement channels to sales engagement. I am beginning to explore what this means for our overall engagement strategies, moving from a sales led, digitally supported to a digitally led, sales supported process.
Pipeliner
APRIL 16, 2021
Selling in a Knowledge-Economy. The world of selling went through a profound structural change in the 1980s. For the 200 years prior, we ran businesses in the industrial economy. But things changed in the last 20 years of the 20th century. We went from learning how to manage people’s hands, to learning how to manage people’s minds. The problem is that the MBA programs and on-the-job training for managers were still rooted in an industrial economy method of learning, so we were trying to use 20th
Partners in Excellence
APRIL 16, 2021
Yesterday, I was in a fascinating discussion and I made a huge mistake. I responded, too quickly, to what the other person said. Inadvertently, it created huge tension in the discussion and was off-putting to the person I was talking to. While I was well intended, my sloppy response, created a bit of a set back. Fortunately, through the patience of the person I was speaking with, we were able to get our conversation back on track.
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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.
Atlatl Software
APRIL 16, 2021
There are some brands whose name is synonymous with a category, who could never advertise, change their product, or actively connect with consumers, and they would still make money. Those brands are few and far between, elusive to even some of the biggest brands in the world, who while long time dominant players, still face competition and a need to remain relevant.
Vendor Neutral
APRIL 16, 2021
Business decision-making today relies on data. Read here to learn how to successfully approach data and implement it into your sales strategy. What Is a Data-Driven Sales Strategy? 5 Ways to Successfully Integrate Data into Your Decision-Making. Making business decisions can be stressful. The stakes are often high, and choosing the wrong course of action can have a real and significant effect on customer acquisition, customer retention, and overall bottom line.
BrainShark
APRIL 16, 2021
Get two or more sales enablement professionals in a room, and soon the talk will turn to metrics – specifically, how to measure the success and impact of their programs. Sales organizations aren’t lacking data. In fact, the total amount can be overwhelming for sales leaders.
Apptivo
APRIL 16, 2021
When talking about CRM solutions, it comes out as a strategic tool that is crucial for any business. It helps in understanding their customers and empowering their relationship with them. But, if an organization wants to make the most out of their CRM Software , it is needed that their CRM can integrate with their complete technology stack. So, here comes the need for CRM integrations.
Advertiser: ZoomInfo
Even in today’s data-driven sales world, cold calling remains a fact of life for many go-to-market professionals. Fortunately, today’s sales leaders have a crucial advantage over their predecessors: market intelligence and outreach platforms that can warm up virtually any introduction.
LeadIQ B2B Sales Prospecting
APRIL 16, 2021
If you haven’t been keeping up with the buzz, we’ve gathered 64 of LinkedIn’s best and brightest in sales to go head-to-head for the 1st Annual Sales Madness Tournament.
Sandler Training
APRIL 16, 2021
Mike Montague interviews Beth Weissenberger on How to Succeed at Personal Integrity. The post How to Succeed with Personal Integrity [PODCAST] appeared first on Sandler Training.
The Accidental Negotiator
APRIL 16, 2021
Find a way to negotiate without bias when you can defend yourself Image Credit: Paul L Dineen. When we enter into a negotiation, we never know who will be sitting across the table from us. Will they be a negotiator who is just starting out or a skilled professional who has done this countless times before? In any negotiation that you participate in, you will undoubtedly find yourself on the defensive at certain points in time.
Selling Energy
APRIL 16, 2021
Here are some additional tips for active listening. Realize that restating what the speaker has said indicates you've heard them. But what if they say something negative? Do you want to repeat that verbatim? I don't think so. You want to put a positive spin on what they’re saying , so while you let them know that you heard it, you should also let them know it might not be a completely negative thing.
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In this guide, discover 8 use cases for how a customer data platform can tackle common challenges faced by marketing, commerce, service, and sales teams. With helpful diagrams and simple explanations in each use case, see how Salesforce’s CDP, Data Cloud for Marketing, powers personalized, real-time experiences across marketing, with capabilities that include: Optimizing ad spend Powering dynamic website content Increasing upselling and cross-selling Resolving service cases with marketing data B
Sales Evangelist
APRIL 16, 2021
Join us in today’s episode as Doug C. Brown and Donald Kelly talk about the best practices for finding hot B2B prospects on LinkedIn. What are salespeople doing wrong on LinkedIn? Doug Brown often sees a lot of people on LinkedIn who are making prospecting a complex process. The other mistake is that they’re not clear on their target audience. Sometimes, it’s not the sales reps fault because they’re trained to prospect in a certain way.
Lessonly
APRIL 16, 2021
As a self-diagnosed extrovert, I will admit, I was nervous to start a new job in the middle of a global pandemic and onboard remotely. Working from home? Online training? No lunch with buddies from the office? . How is this going to work? With the remote world still seemingly very new, I’m sure that many people out there are in a similar boat mentally that I was 2 months ago.
Sales Evangelist
APRIL 16, 2021
Join us in today’s episode as Doug C. Brown and Donald Kelly talk about the best practices for finding hot B2B prospects on LinkedIn. What are salespeople doing wrong on LinkedIn? Doug Brown often sees a lot of people on LinkedIn who are making prospecting a complex process. The other mistake is that they’re not clear on their target audience. Sometimes, it’s not the sales reps fault because they’re trained to prospect in a certain way.
Apptivo
APRIL 16, 2021
In the time of the pandemic, everything has become a priority for business owners and managers. They want their business to handle all the changes and challenges the pandemic had brought upon them. But, in this scenario, it remains confusing for everyone on the business trends we may expect to see after the pandemic. It is a curious expectation on how would the behavior of customers and employees change with time because of the pandemic.
Advertiser: ZoomInfo
Longer sales cycles. Larger buying committees. Slow-moving compliance reviews. Every go-to-market team knows the frustrations that come from a drawn-out sales process. How can you speed it up? By building a modern GTM motion that uses data, automation, and proven best practices to unlock insights, engage customers, and win faster.
Sales Evangelist
APRIL 16, 2021
Join us in today’s episode as Doug C. Brown and Donald Kelly talk about the best practices for finding hot B2B prospects on LinkedIn. What are salespeople doing wrong on LinkedIn? Doug Brown often sees a lot of people on LinkedIn who are making prospecting a complex process. The other mistake is that they’re not clear on their target audience. Sometimes, it’s not the sales reps fault because they’re trained to prospect in a certain way.
Showpad
APRIL 16, 2021
What does sales readiness mean? While the term is hard to define, responding to this question isn’t an impossible puzzle or a riddle that it’s impossible to answer. While “sales enablement” is a pretty widely recognized term in the business world — describing processes and techniques as well as technology platforms like Showpad — “sales readiness” is a bit more complicated to explain.
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