February, 2020

Incentives and Rewards: A Closer Look

Sales and Marketing Management

Author: Tim Houlihan In my conversation with Jana Gallus from UCLA’s Anderson School of Management, we examined the ways that precision impacts the effectiveness of rewards. Her research points to important aspects of how rewards, the signals they send and their efficacy are affected by precision. In short, more precision is better for rewards used with incentives, while less precision is better for rewards used with recognition.

How to Spot Burnout in Your Salespeople (and What to Do About It)

Hubspot Sales

A successful career in sales is not for the faint of heart. According to a Bridge Group study , the annual turnover rate for sales professionals is 34.7%.

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Build a prospecting team

Sales 2.0

The biggest challenge facing most sales people and small business owners is getting meetings with prospective clients. Cold prospecting techniques get harder-and-harder every day.

Why Your Talent Pipeline Is the Key to Making Your Number

Sales Benchmark Index

Anyone that has ever led a sales organization of any size has probably experienced the feeling of realizing you are not going to make your number. As a sales leader, this is your primary objective; it is what drives any.

How to Drive Revenue Through Retention Marketing & Sales Enablement

Speaker: Ruth Stevens, President of eMarketing Strategy

In a pandemic, it’s more important than ever to focus on retaining and expanding current customers. So, how can sales and marketing support the retention effort? Join Ruth Stevens as she dives into this fast-paced session and reviews the 7 key strategies for current customer marketing, to enable sales and expand customer value.

To Check-in, or Not To, That Is The Question

The Pipeline

By Tibor Shanto. To Check-in, or not to, that is the question: Whether ’tis nobler in the mind to suffer. The silence of unmanaged fortunes and opportunities, Or to take arms against a sea of pundits.

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How To Sell More Products To Existing Customers

MTD Sales Training

Who would you rather talk to? A new person who you haven’t met before, or a close friend? Who do you trust more? A salesperson you’ve never seen trying to sell you something you’ve never bought, or someone you’ve known for some time and with whom you have great rapport. Who would you rather sell to?

A Picture Is Worth a Thousand Words, and So Is One Great Customer Reference

Sales and Marketing Management

Author: Toby Murdock Seeking peer recommendations before making a purchase or signing an agreement is nothing new – it’s been part of commerce since the beginning.

How to stop failing at account management

Membrain

The words we use affect the way we think. Positive, uplifting words can induce a positive, uplifting mood and an optimistic approach to tasks. Negative, depressing words can have the opposite effect. Sales Management Sales Terminology

How to Master Sales Communication: Verbal Presentations

Connect2Sell

In last week’s CONNECT2Sell blog post, we got an overview of why communication skills are so crucial to sales success. In fact, out of all the soft skills required for selling, communication skills may be the most important of all.

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The Best Sales Forecasting Models for Weathering Your Goals

Every sales forecasting model has a different strength and predictability method. It’s recommended to test out which one is best for your team. This way, you’ll be able to further enhance – and optimize – your newly-developed pipeline. Your future sales forecast? Sunny skies (and success) are just ahead!

Is Sales Adding A Premium To Intrinsic Revenue Growth?

The Pipeline

By Tibor Shanto. Last week I saw a piece on LinkedIn, that questioned the accuracy of predictions about the future of B2B sales and selling made in the past decade. The piece pointed to a prediction by Forrester around 2015 about the size and nature of B2B sales in 2020.

Are Your Marketing Campaigns Agile Enough?

Sales Benchmark Index

Many CEOs often ask us while planning for 2020, “what’s the secret marketing sauce? What’s worked for your other clients when it comes to the marketing mix? What isn’t working?” ” And as most CMOs can agree, there’s no such thing.

Three Powerful Sales Closing Questions

MTD Sales Training

You had a great sales interaction: Both you and the prospect were calm and comfortable. You developed some rapport and the prospect showed some positive buying signals during the meeting.

Increase Your 2020 Sales With These 9 Sales Productivity Tools

Anthony Cole Training

It's a new year and we have some new content to share with you here at Anthony Cole Training Group. If you're looking to increase sales this year and beyond, then you're in the right place!

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Want to Crush Your Competition? Read How to Build an AI-Powered Selling Roadmap

“If sales reps have the right AI tools and adoption, we see sellers easily closing 3 times as many sales each month.” Hear from 5 experts on steps you can take to reduce non-selling time and use conversational & sentiment analysis to transform how you sell.

Developing Master Sales Coaches

Steven Rosen

Developing Master Sales Coaches. Do you have a team of master sales coaches? Are your sales managers ready to crush it in 2020 or will it be another frustrating, mediocre 12-months?

Listening Tops the List of Must-Have Communication Skills for Success in Selling

Connect2Sell

Listening well improves business results, including sales. Consider these findings: A study of 267 leading U.S. businesses found that upgrading team members’ communication effectiveness is associated with a 30% improvement in the organization’s market value.

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Has Sales Lost Its Sense Of Humor?

The Pipeline

By Tibor Shanto. No joke, I think people in sales and the industries around it, need to lighten up a bit. I know sales is a high-stake endeavour, but it gets that much more difficult if you forget to laugh.

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How CMOs Can Increase Revenue by 40% by Leveraging Customer Experience

Sales Benchmark Index

Historically, discussions about “the customer experience” have been code for “let’s talk about some quick wins to improve our renewal rates before the end of the next quarter.” ” But more recently, CX has joined product, marketing, and sales as another.

The Revenue Leader's Guide to Prospecting

Speaker: Christopher Ryan, Founder and CEO of Fusion Marketing Partners

Sales & Marketing departments that work together guarantee higher acquisition, better nurturing, and more effective sales. Join Christopher Ryan for this insightful webinar, presenting the wide funnel lead nurturing model. Don't miss out on this opportunity to get your teams working together and your revenue performance optimized.

Dust off some CRM records

Sales 2.0

This post is about an interesting place you can look for “suspects” when you are prospecting. This is a place that is super-obvious, but as with many real world things, often not utilized: your company’s own CRM/old contact lists. I’ve seen the scenario umpteen times.

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3 Things That Will Increase Sales in 2020 and Beyond

Anthony Cole Training

The most successful salespeople are always challenging and adapting their personal sales process to be more effective. However, they don’t challenge the notion of the importance of making prospecting their "A" priority every week.

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Make Your Content Impossible to Ignore

Sales and Marketing Management

Author: Carmen Simon People act on what they remember, not what they forget. The latest scientific research places memory at the heart of decision-making.

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Don't Forget Non-Verbals When Working on Your Sales Communication Skills

Connect2Sell

Imagine your body has a straight vertical line running from the top of your head to the tips of your toes. We’ll call this your midline. soft skills for sales professionals Sales Communication Skills

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The 5 Keys to Sales Emails That Set More Meetings

Speaker: Marc Wayshak, Sales Strategist, Best-Selling Author & Founder, Sales Insights Lab

So many reps' email efforts could be yielding more meetings--simply by using a better strategy. Watch the webinar with Marc Wayshak, Sales Strategist and Best-Selling Author, to get lots of great strategies on how to set up meetings via email! <

Not Too Early To Consider Spring Cleaning

The Pipeline

By Tibor Shanto. I see many salespeople march through the first quarter, heads down working their plan. As we all know, Q1 is pivotal; as it goes, usually, the others will follow. Precisely why I think we should be much more hands-on with our pipeline in Q1.

How CEOs Are Evaluating Their GTM Strategy in Changing Market Environments

Sales Benchmark Index

It’s 2020, and you are just launching your annual go-to-market strategy. You are feeling good about your plan. You have solid teams around each initiative and feel confident that the timeframes are achievable. You made some big bets, and you.

How Companies Choose Sales Training Companies is Backwards

Understanding the Sales Force

Do you partake of dessert prior to eating your appetizer? Do you eat your dinner in the morning and have breakfast at night? Would you prefer to have the builder complete the finish work on your new house prior to framing it and installing the roof?

5 Keys to Successful Sales Coaching & Growth

Anthony Cole Training

In this blog post, we dive into the 5 Keys to Successful Sales Coaching & Growth and the idea that data can help you discover real-time information about your salespeople. This data allows everyone in your organization to make real-time decisions and real-time and intentional coaching decisions.

How You Can Triple Your Results With a More Personalized, Empathetic Approach

Speaker: Brian Carroll, CEO and Founder of markempa

Marketing and sales feel pretty tricky right now. What worked before now feels out of touch, but have you made plans for how you'll continue to move forward? You've likely tried everything: expert recommendations, best practices, the latest tools, and automation. But your results are falling short. Here's the thing: All the automation tools, best practices, data analytics won't help get better results now until you master empathizing with your customers. In this webinar, you'll learn how to go beyond rational-logic based sales/marketing and adjust your sales enablement strategy to better understand how buyers feel so that you can connect and help them on their journey.

5 trends in gaining more customer insight

Sales and Marketing Management

Author: Umberto Milletti All trends point to 2020 being more focused on the B2B customer, with data and insights as the key to understanding their needs. Marketing and sales have switched to account-based everything, which crystallizes focus on the customer.

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Who is listening to YOU and why should they?

Bernadette McClelland

I shared a link on Facebook of a casual family get together where the entire family sung one of my all-time favourites “One More Day” from the epic Les Mis. Twice I watched it and twice I felt goosebumps.

A Winning Sales Strategy Starts with Your Customer, Not with Digital

No More Cold Calling

Put people before technology in your prospecting. Digital isn’t a sales strategy, hope is not a strategy, referrals are not a strategy, marketing is not a strategy. Sales strategy isn’t yours or mine. It’s your company’s strategy for attracting customers. Not much has changed over the years.