April, 2022

3 Musts for Successful Sales Training Workshops

Anthony Cole Training

Sales training workshops are often critical cultural touchpoints, allowing salespeople and sales leaders to come together. Here are three musts to ensure that your next sales training workshop is as effective as it can be. sales training workshops sales action plan

Hiring Top Performers Post-COVID Recovery

Steven Rosen

Hiring Top Performers Post-COVID Recovery . Hiring top performers has always been the lifeblood of any sales organization. COVID has changed sales forever.

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To Convey More Value to Buyers, Ask The Right Questions

Sales and Marketing Management

Helping buyers perceive the value that your company, product or service offers them is one of the most significant things you can do to ensure a positive buying decision.

Buyer 290

4 Suggestions to Improve Forecast Accuracy

SBI Growth

Q1 is over and a strong indication of how the remainder of 2022 will unfold.

The 5 Stages of Account-Based Marketing — and How to Win Them All

Successfully complete the five stages of ABM: define, identify, engage, convert, and connect. We’ll show you how to create a unified system with your sales team to help them land more qualified opportunities and connect with prospects like never before.

Best Thing to Do After You Write a Deal?

Mr. Inside Sales

Writing a deal (making a sale), is an exhilarating thing, and there are many ways to celebrate. Some companies have a deal board where you can write down your latest sale so the other team members can see it.

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3 Keys to Motivation and Continued Sales Success

Anthony Cole Training

Research shows that money is NOT the primary motivator for success in sales, ESPECIALLY with today's younger generations. Here are 3 Keys to help sales managers and top producers bust the myth that “enough is enough” to continue to see great sales success. sales succes successful selling

Part 2: Coaching Your Team Post-Covid Recovery

Steven Rosen

Part 2: Coaching Your Team Post-Covid Recovery. In the pre-COVID days, sales managers would ride along with a sales rep for the day.

How to Align Your Email Messaging With Sales Conversations

Sales and Marketing Management

Aligning your marketing and sales teams is crucial, as companies with aligned teams are 67% more efficient at closing deals and achieve up to 38% higher win rates in sales. The post How to Align Your Email Messaging With Sales Conversations appeared first on Sales & Marketing Management.

3 Ways SalesTech with Artificial Intelligence Improves Forecast Accuracy

SBI Growth

Even with improved systems and increased investments in SalesTech, data is often exported into spreadsheets for Sales Ops or Sales Leaders to perform additional analysis—applying their own judgment to probabilities and timing.

The Definitive Guide to the Top 4 Sales Enablement Metrics

See what metrics matter to increase productivity and revenue and your organization. This guide will help you stay data-driven while avoiding data overload.

“How to Avoid: ‘Will He Know What This Call is About?’”

Mr. Inside Sales

How many times have you been stopped by the gatekeeper asking you: “Will he/she know what this call is about?”. Have you spoken to him/her before?”. Is he/she expecting your call?”. Frustrating, isn’t it?

The Philosophy of a Pitching Coach Will Improve Your Sales Team

Understanding the Sales Force

I find ideas and material for this Blog everywhere, especially when I'm not looking for them. Yesterday I received a daily email from a Paul Reddick, a baseball coach who was drumming up some business for his baseball institute. It resonated - not for its baseball coaching - but as sales coaching.

Houston, We Have a Problem (How to Avoid Selling on Price)

Anthony Cole Training

In all moments of selling, there are many things that can go wrong. And when something goes wrong, it is in fact time to say “Houston, we have a problem.” But who is the “we” that caused the problem? sales challenges value-based selling

Leading Your Team Post-COVID Recovery

Steven Rosen

Leading Your Team Post-COVID Recovery. In the last two years, COVID has significantly impacted every aspect of our lives. With the advent of vaccines and drugs to fight COVID, there is optimism that the worst is behind us.

Leads 156

Delivering a More Human Marketing Experience

It’s essential to reach customers and create human connections, especially in a world where in person meetings aren’t always possible. Download this eBook to learn why an integrated sending platform takes your marketing strategy to the next level.

6 Steps to Launching Your Customer Health Dashboard

Sales and Marketing Management

Customer health dashboards are one of the critical keys to durable revenue growth. However, creating an effective customer health score and supporting dashboard is not a one-time project. The post 6 Steps to Launching Your Customer Health Dashboard appeared first on Sales & Marketing Management.

5 Actions to Create an Accurate Pipeline Management Program

SBI Growth

Pipeline Management is a critical exercise with which many organizations struggle. But those high-growth companies with consistent and disciplined pipeline management outperform their competition by 1.5x.

Didn’t Get That Job? Is That a Bad Thing?

Mr. Inside Sales

Sometimes, when something doesn’t turn out the way we want, it turns out to be a good thing… This happened to me early on in my consulting career, when I started working from my office in my home: One day my router stopped working and my internet went out.

Why are we satisfied with such poor win rates?

Membrain

We struggle to hit our goals, make our numbers. Every year, we see decreases in % of sales people making their goals. At the same time, our solution to try to make our numbers is driving increases in volumes and velocity. Sales Management

Stop Investing in Forgettable Learning Events

Learning isn’t an event, it’s a process. One-time training events deliver low retention and poor results. Providing continuous learning with an online presence boosts sales rep readiness and shortens sales cycles. Learn best practices to upgrade learning and improve ROI.

8 Steps for Your Effective Sales Action Plan

Anthony Cole Training

Remember this; “You do not decide your future. You decide your habits, and your habits decide your future” - F.M. Alexander. sales action plan

How to Build Trust in Virtual Sales and Why It’s Harder

Shari Levitin

When I first started selling over the telephone, I couldn’t figure out why it was more difficult to build trust and rapport with my customers over the phone than in person. After all, they could hear the sincerity of my voice, and I made my offering about them. (Ok, Ok, I didn’t start that young!)

8 Tips To Help End Sales Slumps

Sales and Marketing Management

Sales slumps happen. it's important for managers to know how to help their reps get out of a slump as soon as possible. The post 8 Tips To Help End Sales Slumps appeared first on Sales & Marketing Management. News Featured

How CEOs Can Win the War for Talent

SBI Growth

John Wilson, founding CEO of Wilson HCG, a global talent solutions leader, has a coveted front row seat for The Great Resignation and shifting commercial talent needs.

Trends 156

Organic Growth Strategy: How to Leverage Market Collateral Around Social Media

Speaker: Akilah Murrell, Sr. Director of Channel Marketing at Channel Maven

Join Akilah Murrell, Senior Director of Channel Marketing at Channel Maven, for this how-to session on engaging your buyer base through social media.

Happy With Who We’re Using

Mr. Inside Sales

This blog post is for those of you who haven’t purchased and read any of my book of scripts yet (what are you thinking? ). For those of you who are prospecting, this objection, “We’re happy with who we’re using,” is something you most likely encounter often. The question is: what do you say to it?

Get Rid of Your Sacred Cows Now [Q1 Referral Selling Insights]

No More Cold Calling

Your sales processes need an overhaul. Now is the time to do it. There’s an old story about a young girl whose mother always cut the ends off of a ham before putting it in the roasting pan. One day the little girl asked her mother why she did this.

How to Record a Prospect Video That Gets Watched

Julie Hanson

Video can be a powerful sales outreach tool — but only if the prospect watches it. A great headline can get your video opened, but a lackluster delivery or execution will get you quickly deleted.

Video 106

Why Your Clients Think with Their Feelings and What to Do About It

SalesProInsider

What factor do you think is most important when your prospects make decisions—emotions or facts? Well, the research is clear. When all considerations are similar, not equal but similar, emotions win out as the most important criteria for making a decision.

The Ultimate Guide to Executive Recruiting

Sourcing the right executive candidates and filling key managerial roles in an organization can be difficult, even in the best of times. Download this eBook to level up your discovery process, talent sourcing, and strategies for reaching your best-fit candidates.

The Behaviors and Skills Sales Leaders Care Most About

Sales and Marketing Management

In this podcast, we talk with Julie Thomas, president and CEO of ValueSelling Associates, which recently published an eBook on a study they completed called "The Behaviors and Skills Sales Leaders Care Most About - and How to Measure Them.".

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Driving Sales Success with Passion

Alice Heiman

Simon Sinek once said, “ If you hire people just because they can do a job, they’ll work for your money. But if you hire people who believe what you believe, they’ll work for you with blood and sweat and tears.

ACT 104

“How are you today?” Use it or Ditch it?

Mr. Inside Sales

How do you open your calls? Do you ask, “How are you today?” or do you use a different opening? There was a time when I was against using the worn-out opening of, “How are you today?”