August, 2022

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Are You Focused On Achieving Outstanding Results?

Steven Rosen

The Focused Sales Leadership framework consists of 3 pillars: Leadership, Culture and Focus. Sales leaders must build winning teams and develop a performance culture to achieve outstanding results. Yet, many sales leaders are working 50-60 hours a week and still not getting the desired results.

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It’s Not Time Management, It’s Self-Management

Anthony Cole Training

There is no such thing as “time management.” Here is my take on the myth. It’s a very practical analysis that leads me to my strong conviction. time management Sales Activities self management

Analysis 227
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Book Notes: The Sales Manager Survival Guide

Sales 2.0

A classic issue in sales forces is promoting one of the top performing sales reps to the manager of a sales team, then having them fail in this new role.

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Lessons From the NFL to Close More Business

Mr. Inside Sales

Are you ready for some football? The first preseason games are in the books, and coaches are watching game film and teaching players how to improve every week. I read a piece by Peter King from SI.com about his conversation with Ellis Hobbs—former cornerback with the New England Patriots.

Closing 238
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Contact vs. Company Intent Signal Data

Intent signal data comes in two types: either companies or individuals signaling interest in products like yours. Which kind of data delivers more advantages to B2B marketers? It depends. Get this infographic to learn about the advantages of intent-based leads and how you can most effectively use both types of data.

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Prepare For Economic Change: Use Your SKO To Invest In Your Salespeople

Force Management

Your sales kickoff is a crucial tool for maximizing your sales team's potential. As the economy shifts, leaders are looking to increase efficiency in critical areas to hit their revenue goals. Sales Leadership Sales Kickoff Economic Change

Maximizer 107

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Why We Buy Ourselves First

Bernadette McClelland

When we say that we buy on emotions and back it up with logic how does that actually play out?

Margin 329
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Sales Training Topics to Drive Results

RAIN Group

If you’re responsible for designing or implementing sales training for your organization, you know the effectiveness of training varies greatly.

Training 101
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5 Steps for Value Creation in the Annual Planning Process

SBI Growth

SBI research and Growth Forum discussions indicate that CEOs and their leadership teams tend to hedge their bets during uncertain times. But we have seen from high-performing companies that they take a focused approach to value creation.

Research 156
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Lead Quantity vs Lead Quality: Which is more important?

MarketJoy

For decades, companies have struggled to strike a balance between lead quality and lead quantity. While more leads on paper may look good to a marketing professional, the quality of leads is what a sales team is looking for.

Leads 82
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Intent Signal Data 101

Intent signal data helps B2B marketers engage with buyers sooner in the sales cycle. But there are many confusing terms used to describe intent data. Read this infographic to better understand three common areas of confusion.

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Which is Worse - The Boston Red Sox or Your Sales Team?

Understanding the Sales Force

I wrote the best-seller, Baseline Selling , so it should come as no surprise that I'm a die-hard Boston Red Sox fan. I'll be at Fenway Park for a game this week and I had some thoughts about how the Red Sox compare to many of the sales teams that get evaluated by Objective Management Group (OMG).

Groups 261
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Does Sales Compensation Have to Be So Complicated?

Sales and Marketing Management

Mark Shopmeyer, co-founder and co-CEO of sales commission software startup CaptivateIQ, says sales compensation plans don't have to be the headache they are for many companies. The post Does Sales Compensation Have to Be So Complicated? appeared first on Sales & Marketing Management.

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Successful Salespeople Understand that the Small Stuff Does Matter

Anthony Cole Training

I will have to agree to disagree with Richard Carlson, Author of Don’t Sweat the Small Stuff. My view is that the little and or small things do matter and often they matter a great deal. great sales people sales greatness

Training 227
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Book notes: No Forms. No Spam. No Cold Calls.

Sales 2.0

I’ve been reviewing some key books in sales and marketing to refresh my knowledge of some of the fundamentals to building world-class “revenue engines”. I’m sharing my summaries here. The second book I’m covering is No Forms. No Spam. No Cold Calls , by Latané Conant.

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Guide to Leveraging Account Intelligence for Enterprise Sales Success

Use the infographic below to help you plan and sell more strategically and efficiently by leveraging sales and account intelligence; gaining a steep advantage over the competition.

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FOUR!! Lessons My First Game of Golf In Years Taught Me and What It Can Teach You, Too

Bernadette McClelland

Ahhhh… Golf! “It It took me seventeen years to get three thousand hits in baseball. It took one afternoon on the golf course.”. I totally resonated with the last few words famously quoted by former Baseball Hall of Famer, Hank Aaron.

Outbound 195
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Are Distractions Preventing You from Achieving Results?

Steven Rosen

Are Distractions Preventing You from Achieving Results? You are a good sales leader and have developed a performance sales culture. You are the key to driving the performance of your team. So, what is preventing you from achieving your goals of both you and your team earning a top bonus?

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The Secret to Account Churn is Not Dedicated Account Managers

Understanding the Sales Force

I do my own weeding and that "hobby" takes up a lot of my free time. Weeding is like playing the arcade game wack-a-mole where you pull the weed, use a weed wacker, or poison the weed on Monday and two more weeds appear in its place on Tuesday.

Churn 234
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One Trait That Top-Performing Sales Managers Share

Sales and Marketing Management

To achieve top sales performance, you don’t need a sales team dominated by business degrees from Harvard or resumes full of eye-popping company logos. Those attributes are all well and good, but they’re not requirements for top performance.

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Selling With Video – Your Guide to the Benefits of Video-Based Training

Speaker: Don Schmidt - WW Sales Enablement Director, Inside Sales MongoDB

The power of video is working for a growing roster of organizations, whether working with a live mentor or scaling programs with artificial intelligence. Take advantage of this exclusive webinar to learn how to use video coaching to your advantage!

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Is it Selling or Giving?

Anthony Cole Training

We work with many community banks and while the commercial side of the bank usually has some “sales chops”, we often hear from leadership that retail bankers are less comfortable with “selling.” Or they may even avoid that word altogether.

Banking 226
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Book notes: The Sales Acceleration Formula

Sales 2.0

I’ve been using the summer to review some of the classic books in sales and marketing and refresh some of the fundamentals to building world-class “revenue engines” described.

Hubspot 195
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6 Leadership Lessons for Incoming Growth CEOs

SBI Growth

As I prepared to step into the role of CEO at a transitioning company that was on the cusp of massive growth and facing economic turbulence, I reflected on conversations I’ve had with other CEOs.

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Don’t Make This Mistake When Prospecting

Mr. Inside Sales

I watched a sales rep making cold calls the other day. He was making one crucial error that was leading to him not getting very far with prospects. I want to share with you what this common prospecting error is and how to immediately fix it.

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7 Ways to Supercharge Your ABM Strategy with Real-Time Intent

Streaming real-time intent is a homerun for marketing and sales’ account-based marketing (ABM) strategies. With real-time buyer insights, you can be first-in-line to provide solutions and lead better, hyper-personalized conversations.

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How Closing a Tough Sale is Nearly Identical to Hitting a Home Run

Understanding the Sales Force

While you don't need to know a single thing about Baseball to read this, it is another article with a baseball analogy.

Closing 222
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Take Your Sales Team from Subpar to Superstar with These 5 Sales Coaching Tips

Sales and Marketing Management

A significant number of barriers stand in the way of effective sales coaching. Here's how to overcome them. The post Take Your Sales Team from Subpar to Superstar with These 5 Sales Coaching Tips appeared first on Sales & Marketing Management. News Featured

Coaching 295
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What Great Salespeople Do Not Do

Anthony Cole Training

I know you have heard it before. You know, the line that goes like this “if you keep doing what you have always done, you will keep getting what you have always gotten.”

Training 209
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Mid-Year Business Reviews

Steven Rosen

Midyear business review – time to get your team focused on crushing it! Welcome the focus sales leadership framework. The framework is based on three fundamental principles of effective leadership, focusing on leadership and culture.

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Content Creation & Curation: The Missing Link Between Sales & Marketing

Speaker: Pam Didner - B2B and Tech Marketing Consultant

Content plays a vital role in creating a symbiotic –– and successful –– relationship and alignment between your sales and marketing teams. Join Pam Didner to learn how to create and curate great content to support your sales and revenue goals!

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Independent Board Members Validate SBI’s 2023 CEO Growth Planning Survey Results

SBI Growth

Recently, through SBI’s Executive Growth Forum Program, the team hosted an invitation-only event for independent board members to better understand, from their respective lenses, how they view CEOs preparing for 2023.

Survey 156
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Free Resources to Help You Sell More

Mr. Inside Sales

If you are new to receiving these sales tips, or even if you have been subscribed for a while, I want to give you something that will help you sell more.

Resources 156
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Must Read - How a 15% Corporate Minimum Tax Will Impact Companies and Sales Teams

Understanding the Sales Force

You may have read that the latest legislation out of Washington DC provides $80 billion for the hiring, arming and training of close to 80,000 new IRS (Internal Revenue Service is the US Tax Agency) agents to nearly double the size of the agency. Did you catch the part about arming IRS agents?

Company 219