December, 2022

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The Key to Unlocking the Performance of Your Team

Steven Rosen

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.

Coaching 170
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Sales Compensation Does Not Stand Alone

Sales and Marketing Management

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. News Featured

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How to Grow Your Business Like a Weed

Score More Sales

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. Reviews

How To 248
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Four Actions to Avoid During a Recession

SBI Growth

The media, public markets, and even the U.S. Federal Reserve have created a tidal wave of uncertainty. Yet despite their “confidence”, prognosticators and market analysts can’t say much with confidence about its timing, severity, or relative impact across industries.

Media 156
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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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5 Ways Salespeople Can Improve Their Business Acumen

The Center for Sales Strategy

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.

Strategy 114

More Trending

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Selling is Solving

Alice Heiman

After eight years of trial and error, Daveed feels he has finally figured out the sales model for, Valens Global. He heard about the rainmaker sales model from a very successful law firm.

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Feedback on Sales Rep Performance Can Be Hard - Here's How to Improve

Sales Readiness Group

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.

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How to Pump Up Your Sales Team for Rocky Times

Membrain

Challenging economic times are, well, challenging. For sales teams, they can be brutal. CEO Advice

How To 92
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Missed Your Sales Number? Partner with Marketing for Quick Wins

SBI Growth

If you have been following SBI’s Missed Your Number series, we’ve made recommendations on immediate actions sales leaders can take to get back on your growth track. In market-leading organizations, Sales teams are supported through a strategic cross-functional interlock with the marketing team.

Marketing 156
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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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3 Steps for Using Your CRM to Unlock Your Events’ Full Potential

Sales and Marketing Management

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. News Feature

CRM 263
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Sales Commandment #8: Thou Shalt Always Remember to Add Value

Anthony Cole Training

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. Prospecting sales skills Sales Activities

Training 244
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The Top 10 Sales and Sales Leadership Articles of 2022

Understanding the Sales Force

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.

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A Christmas Gift for You

Mr. Inside Sales

Happy Holidays everyone! While you’re all on the final push to make your year-end numbers (or December quotas), and while you’re all getting ready for the holidays—getting gifts for family members and arranging travel and holiday parties, etc.—I

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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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Prospecting Doesn’t Stop in December [Q4 Referral Selling Insights]

No More Cold Calling

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.

Referrals 156
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Take These Actions to Enable Commercial Excellence

SBI Growth

In SBI engagements across the board, a sample list of Commercial Go-to-Market challenges we’ve heard include: type-article org-sales topic-Growth Execution

Marketing 156
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Slow and Steady Creates a Recession-Proof Marketing Strategy

Sales and Marketing Management

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.

Strategy 263
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Sales Commandment #9: Thou Shalt Always Remember to Follow the Rules of Engagement

Anthony Cole Training

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. Prospecting sales skills Sales Activities

Training 238
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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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The Latest Perspective on My Most Popular Article on Selling

Understanding the Sales Force

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. Dave Kurlan Consultative Selling sales training Sales Coaching sales lessons sales tips Nutcracker

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3 Secrets to Reaching Your Financial Goals in 2023

Mr. Inside Sales

Now that December is here, it’s time to get clear on exactly what you’re going to accomplish in 2023. When it comes to setting and reaching your goal, use this simple and proven 3 step process that virtually assures success.

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Use this simple rule to win more deals

Alice Heiman

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.

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The Tenbound Sales Tech Buyer Guide

Tenbound

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?

Buyer 104
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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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5 Relationship Building Tips for Improving Sales Performance

Sales and Marketing Management

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. News Featured

Marketing 263
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Coaching for Success – Great Sales Growth Results Require Great Coaching

Anthony Cole Training

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!

Coaching 217
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The Connection Between Road Signs, Sales Data, Consultative Selling and Sales Recruiting

Understanding the Sales Force

You're driving down the highway and you approach a road sign which says Chicago (South), Green Bay (North). Smart people know that taking the appropriate exit puts you on the road TO one of those cities and that you are NOT IN one of those cities. Morons think they have arrived.

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3 Unique Ways Sales Managers are Leading Hybrid Sales Teams

The Center for Sales Strategy

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.

Strategy 102
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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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Leading Growth: How to modernize your sales team

Alice Heiman

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.”.

Leads 105
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Our Most Popular Resources for Sales Leaders in 2022

Force Management

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.

Resources 100
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Qualities That Characterize a Customer-Complaint-Handling Superstar

Sales and Marketing Management

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.

Marketing 249