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 300
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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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How to Improve Email Deliverability and Optimize Each Send

Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.

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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.

Leads 105
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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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Brick & Mortar Retail Relevance: How to Stay Ahead of the Curve

Speaker: Jay Black, Senior Account Executive

Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an

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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 225
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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.

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ABM Success Recipe: Mastering the Crawl, Walk, Run Approach

Shifting to an account-based marketing (ABM) strategy can be both exciting and challenging. Well-implemented ABM motions build engagement with high-value accounts and drive impactful campaigns that resonate with your audience. But where do you begin, and how do you progress from crawling to running? Watch now as Demand Gen experts delve into the essentials of each stage of the ABM process.

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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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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 194
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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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Supercharge Your Sales: 5 Steps to Effortless Selling

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.

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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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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 144
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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.

Leads 133
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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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Gone in 8 Seconds: Overcoming Buyers’ Shrinking Attention Spans

Speaker: Jake Miller, Senior Product Marketing Manager, Allego

Buyers are savvier, buying teams are larger, and new research shows that buyers' attention spans have dropped to just 8 seconds. This means that the old approach of blasting buyers with email-heavy, generic communications no longer works. Instead, buyers need to be surrounded with relevant communications and personalized, self-service content throughout their journey.

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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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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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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

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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 142
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How to Leverage Intent Data for Better Outcomes

Speaker: Susan Spencer, Principal of Spencer Communications

Intent signal data can go a long way toward shortening sales cycles and closing more deals. The challenge is deciding which is the best type of intent data to help your company meet its sales and marketing goals. In this webinar, Susan Spencer, fractional CMO and principal of Spencer Communications, will unpack the differences between contact-level and company-level intent signals.

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Preserve Margin with Budget-Conscious Buyers through Value Negotiation

Force Management

We’ve talked a lot in blogs and other content about the importance of negotiating early and often. Negotiation isn’t an event that happens with procurement at the end of a deal, but a process of establishing and validating the value of your solution throughout the life of a deal. How does that process change in today’s environment, where buyers are hyper-focused on cost and sales teams are struggling with reduced pipeline?

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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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Balancing Traditional Selling vs. The Modern Sales Approach

Vengreso

There are many misconceptions about modern selling. Some sales leaders immediately disregard the principles, claiming it is just another buzzword. Others are caught in the constant grind of achieving quota and cannot fathom trying to implement a new sales plan. And while there are others who understand the benefits of a modern sales approach, they are unable to secure executive buy-in, and therefore struggle to enforce the techniques with their team.