Anthony Cole Training

JANUARY 25, 2024

The dream of every dedicated sales leader and the key to achieving sales team excellence is understanding what drives and inspires their people to perform at their highest potential. What are the competencies and behaviors of those leaders who seem so talented at helping others achieve their very best? We rely on the pioneer and #1 sales management evaluation by Objective Management Group to help understand exactly what it takes to ‘motivate’ a sales team.

Motivation 273

Motivation Exact Groups Objections 273

SBI Growth

JANUARY 11, 2024

We’ve all heard stories of how generative AI has been amazing for so many people out there, with some companies using the technology to create significant gains in productivity. But chances are that you may not be able to picture what complete integration of generative AI across sales processes looks like.

Sales Process 317

Sales Process Sales Company Strategy 317

Sales and Marketing Management

JANUARY 16, 2024

Product-led sales no longer works in an era of self-educated buying teams. Julie Thomas discusses the new era of value selling. The post Selling Is Not About Your Product or Service appeared first on Sales & Marketing Management.

Education 257

Education Marketing Sales 257

Understanding the Sales Force

JANUARY 22, 2024

Have you ever been on the road, lost in thought, just driving down the highway (oh-oh, already sounds like a country song), when you realized you blew past your exit about thirty miles ago? One minute ago everything was perfect and then, all of a sudden, reality sets in and you’ve traveled an hour out of your way. That exact same thing happens to salespeople on their sales calls.

Closing 212

Closing Proposal Discount Decision Maker 212

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Kronlage and April Wiita from Working Solutions are here to explore the power of innovative automation to revolutionize outdated call review processes!

Call Monitoring

Mr. Inside Sales

JANUARY 6, 2024

Happy New Year! Overwhelmed by all your “to-do” goals? If so, then take a tip from Brian Tracy and do this: Make a list of your top ten goals for the year. Think about what’s most important to you in the different areas of your life and write down ten things. Next, prioritize that list so that the most important goal is number one. Then: throw away the other nine goals and make a commitment to making that number one goal a reality in the next twelve months.

Face-to-face 223

Face-to-face Gatekeeper Decision Maker Licensing 223

Force Management

JANUARY 25, 2024

A sales training initiative is a big investment - one you want to ensure provides a long-term return. The key to ensuring a return on the investment is increasing the breadth and depth of your engagement, ensuring long-term adoption and extending training to all customer-facing professionals, not just the direct sales team. Today’s top enablement teams are expanding their efforts to a wider set of roles to ensure new strategies permeate into the daily sales motion.

Lead Gen 113

Lead Gen Face-to-face Direct Sales Team Channels 113

Anthony Cole Training

JANUARY 5, 2024

Bank ATMs (Automatic Teller Machines) have been around for a while.According to Investopedia, Barclays Bank of London in 1967 was the first to have an ATM in use. I remember using my first ATM – Jeanie Machine – in Cincinnati in 1979. But the ‘ATMs’ I’m referring to have been around, well a long, long, long time.

Banking 251

Banking Sales Coaching Motivation Training 251

The Center for Sales Strategy

JANUARY 4, 2024

Are you tired of struggling to close deals and wondering why your sales process is not bringing in the results you desire? It's time to align your sales process to the buyer's journey. By understanding the stages your customers or clients go through before making a purchase, you can effectively tailor your sales approach to meet their needs and expectations.

Sales Process 132

Sales Process Buyer Sales Meeting 132

SBI Growth

JANUARY 28, 2024

If you have ever run a sales meeting, you know that most salespeople aren’t thrilled to attend and prefer to spend time selling. However, with the right approach, sales meetings are an excellent opportunity to transform your team into high-performers fueled by a shared vision of success. Let’s look at what you can do as a sales manager to create an environment where your team actively participates, embraces new ideas, and emerges with a renewed sense of purpose.

Sales Meeting 287

Sales Meeting Meeting Motivation How To 287

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.

Sales

Mr. Inside Sales

JANUARY 19, 2024

I don’t know why sales reps still have trouble handing this typical blow off. They know it’s coming; they get it daily or weekly, yet many still struggle to handle it effectively. The way to not only handle it, but to overcome it is to be prepared in advance with a proven, scripted approach. Like this: “I’m sure you do, and that’s why I’m calling you today.

Face-to-face 273

Face-to-face How To Gatekeeper Decision Maker 273

Steven Rosen

JANUARY 15, 2024

Keith Rzucidlo , Vice President of Sales at Miller Electric, joins the Sales Leadership Awakening podcast to discuss how to turn visions into actions in sales leadership. Keith shares the importance of patience and reflection in driving behavior change and advises sales leaders on coaching and change management. “I think framing it up in a manner that would resonate with them was the critical piece.” – Keith Rzucidlo on implementing change and effective coaching across existing sales leade

Sales Leadership 268

Sales Leadership Coaching Resources Pivotal 268

Understanding the Sales Force

JANUARY 9, 2024

Back in August, I wrote an article about Dinger’s torn ACL and how the Veterinarian went about her sales process to strongly recommend (sell us) the most expensive surgery. She also set expectations by telling us that when a dog tears one ACL, it’s not uncommon for them to tear the other ACL. When Dinger was fully recovered from his surgery, and on the very first day he was allowed to chase a ball, he tore the other ACL while he was returning the ball to me.

Proposal 193

Proposal Call-back Account Conversion 193

Anthony Cole Training

JANUARY 12, 2024

The sales performance management activities that we are performing today are creating the results we are achieving today. Many or few, consistent or irregular, planned or impromptu, the sales performance management activities that we, as sales managers, use to motivate, train and hold our sales team accountable are at least partly responsible for the success or lack of success of those we manage.

Motivation 282

Motivation Account Training Sales Management 282

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.

Sales Cycle

Smooth Sale

JANUARY 29, 2024

Image – CC0 License Attract the Right Job or Clientele: Is Email the Best Way to Engage With an Audience? Nowadays, it can be easier to market on social media than via email, and we may think that social media has a far better reach. However, email marketing can be a far more invaluable tool, raising the issue that it is always best to examine all perspectives upfront.

Top of Funnel 189

Top of Funnel Social Media Funnel Comparison 189

SBI Growth

JANUARY 7, 2024

Discover unique research resources that aid you and your team in implementing innovative strategies to reach your growth objectives, optimize commercial productivity, boost sales, and foster organizational growth

Objections 227

Objections Resources Research Strategy 227

Force Management

JANUARY 16, 2024

There’s no doubt that the way sales organizations and their customers interact has shifted in the past few years. From a new remote-first approach to rapid digital technology advancement, the customer journey is new and requires active participation from more than just your sales team. The companies that succeed in 2024 will be those who adopt a cross-functional revenue mindset , equipping every customer-facing role to articulate and negotiate on the value of their solution.

Revenue 149

Revenue Face-to-face Negotiation Company 149

Partners in Excellence

JANUARY 18, 2024

It’s SKO season, yesterday I was leading a discussion with a great sales team. One of the sellers asked a question about dealing with customer questions and queries about the products, particularly deeply technical questions. As we spoke, it struck me how we revel in these questions. Customers asking us about the product capabilities, drilling deeply into what the products and solutions do.

Customer 138

Customer Revelation Buying Cycle Lead Rank 138

Advertisement

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.

Sales

Understanding the Sales Force

JANUARY 31, 2024

Earlier this week, I was interviewed by John Radkins, for his Sales Machine Blog, and he asked me to explain sales process for those who don’t want to be restricted by sales process. I’ll repeat the explanation here because it is a perfect analogy for people who don’t like the implication of a sales process, and it comes from a different perspective than I’ve previously shared.

Sales Process 182

Sales Process Decision Maker Sports Construction 182

Alice Heiman

JANUARY 16, 2024

This week Alice shares her reflections after having time to think during the holidays. In this podcast she considers how CEOs should use their time to do what is most important to them and that are things only they can do. She talks about how CEOs need to stay in their genius zone and find others to do the rest. It’s tempting to continue doing so many things, just because you can, when someone else could do them better and leave you to do what you do best.

LinkedIn 133

LinkedIn Channels Sales Strategy 133

The Center for Sales Strategy

JANUARY 17, 2024

Managing a sales team can be challenging, especially when salespeople consistently miss their budget or sales targets. While it's natural for sales professionals to have their ups and downs, it's essential to address performance issues promptly and effectively to ensure the overall success of your team and organization. In this blog, we'll explore strategies and tips for managing salespeople who miss their budget, helping you turn underperformance into improved results.

Strategy 130

Strategy Sales Sales Leadership 130

Smooth Sale

JANUARY 30, 2024

Photo by Placidplace via Pixabay Attract the Right Job Or Clientele: Are You Caught In the Circle of Life? We work hard to advance our careers, but suddenly, feeling like we are back where we started can be very frustrating. The situation raises our blog question: Are you caught in the circle of life? No doubt, many people experience the situation, but how we handle it is the differentiator for success ahead.

Hiring 120

Hiring Motivation Retail Networking 120

Advertisement

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

Data

Force Management

JANUARY 18, 2024

Many companies mistake sales negotiation as a function conducted exclusively by sellers. We consider negotiation a team effort. In a complex B2B sales environment, it is rare for an individual seller to negotiate an entire deal on his/her own without the support, guidance and active participation from the rest of the organization. There are multiple functions and teams involved in negotiation alongside the sales team.

Negotiation 136

Negotiation Strategy How To B2B 136

Partners in Excellence

JANUARY 15, 2024

Our lives seem dominated by algorithms. Sign onto Amazon or any other shopping site, and we are pummeled with recommendations, all based on what we’ve bought and recent searches we may have made. Many of our news feeds present content based on that which we have read and consumed in the past. Facebook, LinkedIn and other social channels are (in)famous for feeding us content based both on our interaction with the content and their insight into activity on other sites.

Trends 134

Trends Channels Intent Maximizer 134

Understanding the Sales Force

JANUARY 27, 2024

We are only two weeks away from the 2024 Super Bowl and it got me thinking. You may have recently watched an NFL playoff game, or an NBA or NHL game and listened to the broadcasters breathlessly describe the way the last points were scored. You probably have the same stories showing up in your news feed as me. 300,000 illegals crossed the US southern border in December, wars in Ukraine and the Middle East, car-jacking, theft and violence in the major cities, and continuing inflation, especiall

Sports 182

Sports Analysis Outbound Examples 182

Nutshell

JANUARY 9, 2024

To help improve deliverability and protect against fraudulent uses of email like spam and phishing attempts, Google , Yahoo , and AOL recently announced updates to their email authentication requirements. These updates go into effect in February 2024—it’s important to make sure you’re ready so your emails continue making it to your audience’s inboxes.

How To 126

How To Google Guidelines Campaigns 126

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?

Marketing

The Center for Sales Strategy

JANUARY 3, 2024

Across markets and industries, one common hiring theme is consistency. It’s hard to find strong candidates. Big cities, rural communities, and everyone in between are struggling to find talented candidates or, sometimes, any candidates at all. We know the talent is out there. But where? Where can you find your next great seller?

Hiring 127

Hiring Trends Tools Industry 127

Anne Miller

JANUARY 7, 2024

When it comes to finding a good metaphor, many people begin with a concept and often turn to ChatGPT for the best metaphor that will communicate that concept. For example, you need a better way to position your service, or an answer to an objection, or a clever opening to a speech. But, suppose you have a different challenge. Suppose you need to come up with a brief, clear, NON-metaphorical way to explain a wordy technical issue.

Engineering 126

Engineering Up-Sell Follow-up Exact 126

Force Management

JANUARY 11, 2024

Many sales organizations struggle with building consistent, qualified pipeline because their sales teams are spending too much time “working around the opportunities.” The key to driving qualified pipeline is focusing your team on the territory, not the opportunities. When your sales team views their territory as their own business unit, they’re more accountable for the forecast and able to execute on next-level pipeline building.

Territories 136

Territories Forecasting Pipeline Account 136