June, 2023

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What It Takes to Succeed as a Sales Manager

Sales and Marketing Management

The best sales managers have a specific plan for what they are going to do to get top performance out of their teams. Here's a closer look. The post What It Takes to Succeed as a Sales Manager appeared first on Sales & Marketing Management.

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Resistant Salespeople Can Prevent Consistent, Strong Sales Results

Understanding the Sales Force

Even though this article begins as a baseball article, in the fourth paragraph it quickly morphs into a sales article. As my regular readers know, my son is a baseball player - a rising college senior (as of the summer of 2023) - and I still coach him in the batting cage when he's home for the summer. I started coaching him when he was old enough to hold a wiffle bat.

Hiring 304
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How Your Sales Coaching and Method Have a Direct Impact on Your Results

Anthony Cole Training

Every organization has sales coaching and a sales method. What many companies either don’t know or unsure of is this: What direct impact does our sales coaching and sales method have on improving sales?

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Stop Neglecting Your Most Valuable Sales Channel [Q2 Referral Selling Insights]

No More Cold Calling

Here’s what you might have missed from No More Cold Calling this quarter. I celebrated a milestone this month. It’s been 27 years since I founded No More Cold Calling. For nearly three decades, my sole focus has been helping growing companies leverage referrals to drive revenue. Is it working? I’m still not satisfied with the results. Sales teams continue to face more and more pressure to ramp up.

Referrals 177
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The Trends You Need to Succeed This Holiday Season

October Prime Day is usually an early sign of how consumer spending trends ahead of the holidays. This one was no exception. Our October Prime Day Report breaks down what’s working: the products flying off the shelves, the categories winning big, big brands, and the search terms defining demand. All brought to you via Similarweb’s Shopper Intelligence platform.

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Being of Service Beats Trying to Sell Someone

Mr. Inside Sales

Thanks to everyone for the positive feedback on my new upcoming book: The Owner’s Manual to Life: In case you missed that day in school when they handed it out. Several readers wanted a sample, so here is Quote #68 (out of 100): Quote #68 “Seek ways to be of service.” One concept that always changes my interactions with people is when I shift from an attitude of “What’s in it for me?

More Trending

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Use Music to Understand the 12 Criteria Prospects Use to Buy from Salespeople

Understanding the Sales Force

Yesterday, while watching our son play in a summer collegiate baseball game, I missed a step and tumbled all the way down the bleachers. Isn't that a great analogy for what happens when you miss, or skip a crucial step in the sales process? More than half of all salespeople are missing and skipping important milestones in the sales process each and every day and their egos get more bruised from failing to close those opportunities than my body got bruised from my not so thrilling adventure to th

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17 Key Revenue Enablement Stats Coming Out of S3

Allego

“It was the best of times, it was the worst of times, …” —Charles Dickens, A Tale of Two Cities Looking at what is happening in sales these days, one can’t help but feel a mix of excitement and concern. Excitement because three trends have reignited energy into sellers, said Yuchun Lee, Allego CEO and co-founder, during the company’s S3 event. Generative AI, digital selling , and team selling have created an electric buzz not felt since social media was invented.

Revenue 118
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Leading Sales Teams Through a Challenging Economy

Force Management

Changing course to weather the economic storm is a little like other initiatives that require leader visibility. To pivot successfully, you’ll need to rally the troops and build buy-in around the shifted approach. But unlike a launch, your plan for steering the ship through choppy waters comes with added background noise. Tightened budgets, longer sales cycles, and “not right now”. the realities of today’s market can take a toll on morale.

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5 Recruitment Strategies to Acquire Top Talent

Sales and Marketing Management

Optimized recruitment is about more than just finding available workers. Here are five strategies that make it easier. The post 5 Recruitment Strategies to Acquire Top Talent appeared first on Sales & Marketing Management.

Strategy 348
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AI Strategies for Sales Managers: How to Cut Down on Tedious Admin Work

What if you could help your sellers stop wasting 72% of their day on non-selling activities and focus on bringing in revenue? Incorporating AI in your enablement workflows can help you cut down on busy work, get projects done faster, and let your team (and you!) focus on making a bigger impact. We put together this guide to show you how to use AI to cut time and costs for projects, including collateral creation, development of training videos, and automating tedious processes.

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Three Immutable Truths About How Your Salespeople Should Respond to Rate Reduction Requests

Anthony Cole Training

How should you coach your salespeople on how to respond to rate reduction requests from clients? Share this article or the information you've learned from it with them. These three immutable truths will help guide them to the best response.

Coaching 217
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5 Life Quotes You Will Enjoy

Mr. Inside Sales

Do you enjoy inspirational, motivational, and wisdom-packed quotes? They always seem to make the day brighter for me. I’ve collected and shared quotes with clients, friends, and family members for years. In fact, this was the motivation behind my latest book: The Owner’s Manual to Life. Some of these quotes include: “We either make ourselves miserable, or we make ourselves strong.

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How to Easily Motivate and Incentivize Sales Pipeline Building

Understanding the Sales Force

Last week, I wrote about how the criteria you use to choose your all-time favorite songs is essentially the same as the criteria your prospects use to choose between you and a competitor. Today, I am continuing the music analogy, but this time, as it relates to motivational tools.

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How to Prevent a Submarine from Sinking

No More Cold Calling

Can you solve your sales problems before they happen? It was a weekly meeting of sales team leaders. Our goal was to identify urgent problems and decide how to fix them. We all had different points of view about lead generation , and conversations often got heated. Everyone was concerned with how the proposed solutions would impact themselves and their teams.

Insurance 177
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Buyer’s Guide: 5 Tough Questions To Ask a Salesforce Managed Services Provider

This guide is for leaders who recognize the importance of Salesforce but would rather trust a team of external experts to do the heavy lifting. Choosing the right managed services provider is a significant decision that impacts your business's efficiency and success. In this 10-minute read, you'll find 5 essential questions to ask any potential provider.

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The ‘3C’ Commercial Talent Challenge of 2023

SBI Growth

Our research has identified three emerging challenges facing sales organizations and their talent pool right now: capability, capacity and commitment. The good news? There are proven ways to overcome them all.

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5 Reasons Companies Should Prioritize Marketing Efforts During a Recession

Sales and Marketing Management

Recessions present unique opportunities to maintain and improve your business and brand to give you an advantage once the economy bounces back. The post 5 Reasons Companies Should Prioritize Marketing Efforts During a Recession appeared first on Sales & Marketing Management.

Company 296
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Identifying Sales Coaching Needs: An Analysis EVERY Company Should Execute

Anthony Cole Training

Regardless of the current state of affairs, GREAT organizations go through a constant assessment of where they are. They look at lagging metrics, leading metrics, and success metrics. They consider that data to help them identify the answer to these three questions.

Analysis 188
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How to Develop a Successful Go-to-Market Strategy

Zoominfo

It’s the day of a new product launch. You’ve got butterflies, your team is excited, and you know your customers are going to be impressed. In order to make the launch a success, it’s crucial that you set clear goals, plan future steps, and earn a competitive advantage. Traditional marketing plans lay out these steps, but to really move the needle, you’ll need to dig a little deeper.

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Beyond the Basics: How to Develop and Retain a Top-Performing Sales Team

Speaker: Brendan Sweeney, VP of Sales at Allego

Maximizing sales rep performance is no easy task. 📈 Traditional sales training methods focus heavily on the first few weeks in the sales role. Companies dedicate time, resources, and budget to onboarding new hires, only for them to forget what was learned in those first few weeks, lose motivation, and struggle to come to grips with their role.

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Resistant Salespeople Can Prevent Consistent, Strong Sales Results

Understanding the Sales Force

Even though this article begins as a baseball article, in the fourth paragraph it quickly morphs into a sales article. As my regular readers know, my son is a baseball player – a rising college senior (as of the summer of 2023) – and I still coach him in the batting cage when he’s home for the summer. I started coaching him when he was old enough to hold a wiffle bat.

Hiring 156
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Tech Startup Ideas to Kickstart Your Entrepreneurship

Smooth Sale

Photo by ColiN00B Attract the Right Job Or Clientele : Tech Startup Ideas to Kickstart Your Entrepreneurship Emma Joyce provides our guest blog, Tech startup ideas to kickstart your entrepreneurship. Emma is a writer who likes to share her experience with fellow enthusiasts. When she’s not writing, she is reading about new trends in the business world and learning how to implement them into her work and writing.

Lead Rank 147
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There Are No Handicaps in Sales

Membrain

I love to play golf. What’s fun with golf is that it’s a difficult sport, both technically and mentally, and when you’re doing it, you really get into the flow. You can’t be thinking about anything other than your next shot.

Sports 145
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How B2B Brands Are Using Their Unique Selling Proposition to Boost Marketing Campaigns

Sales and Marketing Management

In a crowded and competitive B2B sales environment, it's not enough to offer great products or services. Your unique selling proposition makes your company more distinctive, memorable and appealing to the target audience. The post How B2B Brands Are Using Their Unique Selling Proposition to Boost Marketing Campaigns appeared first on Sales & Marketing Management.

Campaigns 227
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How to Optimize Call Monitoring: Automate QA and Elevate Customer Experience

Speaker: Laura Noonan, Chief Revenue Officer at CallFinder + Angie Kronlage, Director of Program Success at Working Solutions + April Wiita, Vice President of Program Success at Working Solutions

Are you still manually reviewing calls? 🤔 It's time for a change! The traditional method of manual call monitoring is no longer cutting it in today's fast-paced call center environment. Industry experts Angie Kronlage and April Wiita from Working Solutions are here to explore the power of innovative automation to revolutionize outdated call review processes!

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8 Training Tips for Effective Banking Sales Training

Anthony Cole Training

There is no greater benefit than hearing from a client how they are implementing a sales development program in their bank and their culture. We recently had the benefit of 45 minutes of input from one of our valued banking clients and learned how they are building their team of successful, relationship building bankers.

Banking 156
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Latest Podcasts: Leading for Growth

Force Management

This month, the Revenue Builders Podcast featured six guests who are experienced in driving efficiency and creating repeatable success that fuels growth. Their conversations ranged from strategies for increasing deal size within the sales process, to creating a culture of accountability and improvement within your team. We even shared a special episode featuring three guests who offered unique perspectives from outside investors on what drives growth across their portfolios.

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How AI Helps With Sales Prospecting

Hubspot Sales

85% of salespeople using AI/automation agree it makes their prospecting efforts more effective. As prospecting is an extremely critical step in the sales process , adopting AI to help with your processes is worth considering. Read on to learn more about using AI for sales prospecting and specific use cases for generative AI. AI for Sales Prospecting Salespeople that responded to our recent AI survey said they use AI/automation in prospecting for: Lead scoring and qualifying leads Writing prospec

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Nutshell Announces Audit Log

Nutshell

Having oversight into your team’s actions in Nutshell is crucial for tracing how your company data is handled. The solution to uncovering your team’s actions is Audit Log, Nutshell’s newest feature. Audit Log is available to admins on Nutshell Enterprise plans and allows you to see the actions users in your business have taken with your company’s CRM data, including logins, bulk edits, and exports.

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Secrets of a Successful Sale: Optimizing Your Checkout Process

Speaker: David Nisbet, Everett Zufelt, and Michaela Weber

Once upon a time, in the vast realm of online commerce, there lived a humble checkout button overlooked by many. Yet, within its humble click lay the power to transform a mere visitor into a loyal customer. 🧐 💡 Getting checkout right can mark the difference between a successful sale and an abandoned cart, yet many businesses fail to make payments a part of their commerce strategy even when it has a direct impact on revenue.

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How to Get Sales Onboarding Right

Membrain

Sales onboarding is an important part of building and growing a sales team. Successful onboarding improves retention, increases the pace at which new employees begin producing revenue, and ensures a seamless experience for your prospects and customers.

How To 143
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Making the Business Case for Incentive Travel

Sales and Marketing Management

Creating one-of-a-kind experiences for groups creates long-lasting motivation and loyalty, but selling these programs to the C-suite takes careful planning. The post Making the Business Case for Incentive Travel appeared first on Sales & Marketing Management.

Travel 156
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Understanding the Seasonal Nature of Sales: Challenges and Opportunities

The Center for Sales Strategy

As a sales manager, you've realized that the sales world is not a constant, static environment. It's a dynamic, ever-changing landscape influenced by various factors, including the seasons. Understanding the seasonal nature of sales is crucial for any business to thrive and adapt to the challenges and opportunities that arise throughout the year. In this blog, we will explore the challenges faced by sales managers in relation to seasonal fluctuations, as well as the opportunities that can be lev