Anthony Cole Training
APRIL 28, 2022
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.
Steven Rosen
APRIL 18, 2022
Hiring Top Performers Post-COVID Recovery . Hiring top performers has always been the lifeblood of any sales organization. COVID has changed sales forever. The 3 most important questions that we need to address when making hiring decisions for a sales position are: Can the candidate effectively sell virtually? Is the candidate agile enough to adapt based on the customer’s needs?
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Sales and Marketing Management
APRIL 4, 2022
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. In fact, your ability to convey meaningful value is what keeps potential clients engaged and motivated throughout the process and thus more likely to say yes. […]. The post To Convey More Value to Buyers, Ask The Right Questions appeared first on Sales & Marketing Management.
SBI Growth
APRIL 6, 2022
Q1 is over and a strong indication of how the remainder of 2022 will unfold. Sales bookings are the starting point for predictable and sustained revenue performance, thus, having a consistent forecasting and pipeline process allows executives to adequately drive business objectives aligned to revenue growth targets.
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.
Understanding the Sales Force
APRIL 20, 2022
How quickly can you determine why a salesperson is failing? Dinger loves to play catch with his ball. He has seven of them but loves his white ball the most. When we're out playing catch and I point to a ball and say, "there it is" or "right there" or "get it" he just can't seem to find it! Dinger has good listening skills but his ability to see the obvious isn't very good.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Anthony Cole Training
APRIL 21, 2022
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.
Steven Rosen
APRIL 4, 2022
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. They would observe calls, ask questions to help the sales rep evaluate what worked well and didn’t work, and have the rep come up with ways they would commit to improving their selling skills. The most significant impact of COVID on salespeople was the shift from face-to-face to virtual sales calls.
Sales and Marketing Management
APRIL 27, 2022
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.
SBI Growth
APRIL 27, 2022
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 reality is that no one knows which opportunities will close or when—that’s why it’s called a forecast. With inaccurate predictions, forecast accuracy is frequently cited as a top concern for Sales Leaders, CEOs, and the Board.
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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.
Understanding the Sales Force
APRIL 4, 2022
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. Here's what it said: If your coach is talking about any of the pitching flaws that you see listed above….
Go for No!
APRIL 28, 2022
No one wants to look desperate. We all know that salespeople desperate to make a sale, do not attract people. If anything, through gut-level instinct, it turns them off. The reality is that one of two situations exist. One, you really aren’t desperate. Great! So, don’t act in a way that looks desperate like: Don’t beg. (“If you could please, please buy just this once, I would owe you.”).
Anthony Cole Training
APRIL 14, 2022
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?
Membrain
APRIL 13, 2022
In the sales profession, the main focus is how to win more customers. Sometimes, it’s about how to better serve customers and build trusting relationships. Even less often, it’s about how we can serve employees and create a better environment for them to work in.
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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 and Marketing Management
APRIL 18, 2022
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.
SBI Growth
APRIL 13, 2022
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. As CEOs evolve into commercial visionaries, executive teams are regularly reviewing out-of-quarter pipeline; involving their counterparts in Marketing, Product, Business Development, and Pricing to proactively get a foothold on weak areas and holistically solve for potential challenges.
Force Management
APRIL 6, 2022
The past few years led to drastic shifts in hiring and recruitment process, impacting organizations of all sizes and in all industries. More recently, it has been imperative that organizations have a strategic approach in order to hire and retain top performers. Ensure you’re hiring the right talent for growth and at the same time creating an environment that supports your people’s success.
Partners in Excellence
APRIL 18, 2022
Are you order, seller, or buyer centric? Sadly, too many are focused only on the order. In this world, the ideal thing is the customer has educated themselves, is knowledgeable, may have a few final questions and issues (price is always the key one), and the customer makes a buying decision. We do everything we can to position our products favorably, but the reality is the customer has probably made up their mind.
Speaker: Andrew Regan, Managing Partner at BlueSeed Retail Ltd.
Did you know that 70% of new retail technology fails to deliver expected benefits and can often decrease customer value, service, and experience? With that in mind, how can we empower our store associates to leverage new technology to optimize the customer experience and boost productivity? This exclusive webinar with Andrew Regan will dive into strategies to empower retail associates for success with new technology.
Julie Hanson
APRIL 19, 2022
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. As the number of videos sent out by sellers has exploded, prospects have become more ruthless about what videos they choose to watch. So “how do you record a prospect video that gets watched?
Membrain
APRIL 10, 2022
At the peak of my Solution Selling business, in the mid-90s, I was speaking to one of our clients. He was the VP of Sales of an enterprise B2B salesforce of 200 reps, and he was frustrated. He was selling highly complex software as a service application to chemical, drug, and oil companies.
Sales and Marketing Management
APRIL 11, 2022
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.
Shari Levitin
APRIL 21, 2022
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, I didn’t start that young!) To build trust with customers virtually, we need to leverage online tools to augment the subtle physical and psychological cues our mind uses to build trust.
Speaker: Lynnette Khalfani-Cox, The Money Coach®
Niche markets represent a huge opportunity for the financial services industry in America. From college students and women to communities of color and low-to-moderate-income households, niche populations have specialized financial needs – but they often underutilize many valuable financial products and services. How can you better connect with these consumers?
SocialSellinator
APRIL 17, 2022
Why You Should Run Ads on Search Engines. If you're not running ads on search engines, you're missing out on a huge opportunity to reach new customers. Search engine advertising is one of the most effective ways to reach potential customers who are actively looking for what you have to offer. And when it comes to search engine advertising, Microsoft Ads (formerly known as Bing Ads) is a great option.
RAIN Group
APRIL 22, 2022
Sellers who win consistently plan to win from the start. They're methodical in their approach to opportunities. They carefully map their sales process to the buyer's, set goals for every meeting, and do an exceptional job of communicating value.
SalesProInsider
APRIL 21, 2022
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. This may be a surprise as many people insist that they make decisions based on facts. Yet the reality is that this factor leading the way is subconscious for most people.
Membrain
APRIL 3, 2022
When one loves to explore data and has access to a huge database of salespeople over 685,000 strong, what happens? Well, for me, I can’t help myself. I frequently analyze elements from that database. Recently, I went mining for insights on consultative selling.
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Today’s customers are hungry for human connections, but how do you break through the digital noise? How do you connect on a more personal level? A strategic ABM gifting campaign can help. You can target accounts and prospects by sending gifts or direct mail. It will help you stand out from the crowd and increase your chances to connect. Download Sendoso’s complimentary eBook to learn: Effective ways to level up your gifting strategy for the enterprise customers.
Sales and Marketing Management
APRIL 28, 2022
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.". The post The Behaviors and Skills Sales Leaders Care Most About appeared first on Sales & Marketing Management.
Force Management
APRIL 28, 2022
The Revenue Builders Podcast, hosted by John McMahon and John Kaplan, has quickly become part of the weekly routine for business leaders in all stages of their careers. McMahon, Kaplan and their guests get real, digging into timely topics with some of the most successful business leaders in all company disciplines (i.e., Sales, Finance, Product, Engineering, Customer Success, Executive Leadership, etc.).
Predictable Revenue
APRIL 26, 2022
Pontus Noren joins the Predictable Revenue podcast to discuss how the outbound sales journey maps to raising investment for your company. The post Increase Revenue by Selling to Investors appeared first on Predictable Revenue.
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