Steven Rosen
DECEMBER 5, 2022
The Key to Unlocking Performance . Even if you have exceeded your sales numbers this year, chances are your sales team is still not performing at peak levels. Coaching is the number one sales management activity that drives sales performance. However, most sales managers struggle to become highly effective coaches and fail to spend enough time coaching their salespeople.
Sales and Marketing Management
DECEMBER 26, 2022
Updating the sales compensation program might improve sales productivity but getting companion programs right is just as important or maybe more so. The post Sales Compensation Does Not Stand Alone appeared first on Sales & Marketing Management.
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Score More Sales
DECEMBER 27, 2022
I am fortunate to know best-selling author and “Father of Contact Marketing” Stu Heinecke. I met him when he was writing his first book, “How to Get a Meeting with Anyone” as I was asked to and was able to share one of my own strategies for getting my foot in a prospect’s door.
The Center for Sales Strategy
DECEMBER 14, 2022
We call ourselves account executives and consultants, but do we behave like consultants? Or do we act more like salespeople who are just there to close a deal and cash a commission check? When I started working straight out of college, I sold advertising for a local radio station. I was 22 years old, so my real-world business experience was limited.
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.
No More Cold Calling
DECEMBER 6, 2022
These 14 words have lost all meaning to me. It has been said that cursing shows a lack of vocabulary. Maybe so, but I find buzzwords to be even more uncreative and obnoxious. Sales buzzwords are as abundant as bees in summer, and they’re so overused that they’ve lost all their sting. This buzzword definition from Merriam-Webster cracked me up: “An important-sounding usually technical word or phrase often of little meaning used chiefly to impress laymen.”.
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The Sales Readiness Blog
DECEMBER 19, 2022
Providing regular, constructive feedback to sales representatives on their performance is an important part of their development, and long-term success, and an essential part of your role as a sales manager. Performance-related feedback is inextricably linked to sales coaching, but can also be given “in the moment” and informally.
Membrain
DECEMBER 7, 2022
Challenging economic times are, well, challenging. For sales teams, they can be brutal.
Understanding the Sales Force
DECEMBER 12, 2022
Each week we can read multiple lists of the top new movies and TV shows to stream at home. Lists of the Top SUV's, Sedans, and Coupes are also prevalent right now. And of course, as we move ever closer to the holidays, there are lists aplenty on the Top Gadgets, Luxury Items, Gifts for Her, Gifts for Him and Gifts for Kids to peruse. But it's also the time of year when I publish my list of the Top 10 Sales and Sales Leadership Articles of the year.
Sales and Marketing Management
DECEMBER 5, 2022
A sales rep can’t make every sale, but the reality is there’s more going on than just selling a product or service. The post 5 Relationship Building Tips for Improving Sales Performance appeared first on Sales & Marketing Management.
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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.
Anthony Cole Training
DECEMBER 1, 2022
Are you following the Ten Commandments of Sales Success? Find out by watching our new series with Chief Growth Officer Mark Trinkle. Today, Mark will discuss Commandment #8: Thou Shalt Always Remember to Add Value.
No More Cold Calling
DECEMBER 27, 2022
Why I won an award for prospecting. I got a job offer on December 28 and had two in-person meetings on the afternoon of December 24. This was many years ago, but I learned an important lesson: Even though it seems like the business world shuts down for most of December, it can actually be the best month for new business or even for a new job. “Always be prospecting” is my motto.
Smooth Sale
DECEMBER 27, 2022
Photo by John Hain via Pixabay. Attract the Right Job Or Clientele: Are You An Empathetic Leader? Upon reading the first sentence in an email sent by a gentleman, I know it had me bursting into laughter! His message states that a recent study conducted by the University of Cambridge reveals that women have superior empathy over men. The laughter was about my question, Why Now?
The Center for Sales Strategy
DECEMBER 7, 2022
If you are like me, the idea of your sales team working remotely was beyond your imagination. Every once in a while, you might hear a rumor about a salesperson that worked from home a couple of days of the week, but they were more like myths than reality. Oh, sure, they are "working from home," and I saw "Big Foot" run across my backyard. However, with the pandemic, the world changed seemingly overnight.
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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
Understanding the Sales Force
DECEMBER 20, 2022
The lessons from my annual Nutcracker post have not changed at all in 12 years but my perspective changes. This year three new thoughts come to mind.
Sales and Marketing Management
DECEMBER 7, 2022
The marketing landscape has evolved, presenting both large enterprises, startups and sole proprietors ways to capture market share without incurring significant costs. Here are three surefire marketing strategies that can help withstand today’s recessionary environment. The post Slow and Steady Creates a Recession-Proof Marketing Strategy appeared first on Sales & Marketing Management.
Anthony Cole Training
DECEMBER 8, 2022
Are thou always remembering to follow the Rules of Engagement? Learn why it's important by watching our new series with Chief Growth Officer Mark Trinkle. Today, Mark will discuss Commandment #9 of the 10 Commandments of Sales Success.
Membrain
DECEMBER 25, 2022
I’ve been fascinated to read about the experiments people are doing with CHATGPT. It’s a fascinating tool, offering some potentially fascinating potential. At the same time, as so many others have discussed, using CHATGPT is a double edged sword; there are some very powerful applications, at the same time there is a huge potential for misapplication and misinformation.
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.
Alice Heiman
DECEMBER 20, 2022
Years of trust can evaporate in a matter of moments if you forget this simple rule. Dmitri Leichik learned the hard way that customers are not buying your product, they are buying your commitment to their success. The moment they perceive a transactional motive, you’ve lost. Utilizing a founder led sales model, Twistellar has grown globally and still relies on Dmitri’s long term relationship strategy that in many cases takes years to mature from conversation to trust to a project.
Predictable Revenue
DECEMBER 22, 2022
Jenell Riesner joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss applying B2C Black Friday tactics to the sales development world. The post Stealing B2C Black Friday tactics in the sales development world appeared first on Predictable Revenue.
Tenbound
DECEMBER 8, 2022
Are you looking for tech tools that will help you build your Pipeline & Revenue? This Buyer’s Guide will help you navigate the market. Did you know that today’s sales professionals only spend a third of their time actually selling? More often than not, they end up getting bogged down in cumbersome manual processes, like curating and following up with leads, instead of adding value to the company.
Sales and Marketing Management
DECEMBER 12, 2022
These three steps will help you harness your CRM’s customer data, level up your future planning strategies, and turn events into your organization’s superpower. The post 3 Steps for Using Your CRM to Unlock Your Events’ Full Potential appeared first on Sales & Marketing Management.
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?
Anthony Cole Training
DECEMBER 29, 2022
In an economic environment that is like the one we are in heading into 2023, your growth strategy may not be so much about sales growth, but rather more about holding on to what you have!
Membrain
DECEMBER 28, 2022
As companies are looking forward into the new year, one thing we can all agree on is that nobody really knows exactly what’s going to happen. According to Forbes Magazine , the world is not officially in a recession, but some economic indicators suggest we’re headed that direction.
Alice Heiman
DECEMBER 13, 2022
Anthony Iannarino has some bad news for sales leaders who are depending on 20 year old sales models. They just don’t work anymore. “Tell me about your problems and let me tell you about my solution” won’t even get you a second meeting.”. Alvin Toffler, who wrote The Future Shock, said that the future is going to be dominated by people who can learn, unlearn and then learn again.
RAIN Group
DECEMBER 2, 2022
Client loyalty can make or break a company. Loyalty is tied to buyer satisfaction and their experience buying from you—but it’s tough to earn. Fred Reichheld, author of? The Loyalty Effect and creator of the Net Promoter System, found that most corporations lose 50% of their customers every 5 years, 50% of employees in 4 years, and 50% of investors in less than one year.
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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.
Force Management
DECEMBER 8, 2022
It's been another year full of unexpected challenges, big wins and learning opportunities. Now is a time to congratulate yourself on this year's journey and gear up for more growth. As we look forward to 2023, we're taking a look back on some of the most powerful lessons we've shared this year.
Sales and Marketing Management
DECEMBER 14, 2022
Sales reps receive a good deal of customer complaints. They need to need to learn how best to respond without becoming overwhelmed, while using complaints as opportunities to deepen customer relationships. The post Qualities That Characterize a Customer-Complaint-Handling Superstar appeared first on Sales & Marketing Management.
Anthony Cole Training
DECEMBER 15, 2022
Has thou been answering the un-asked question? Find out why you should never, ever answer the un-asked question in the final commandment of the 10 Commandments of Sales Success.
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