January, 2024

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Achieving Sales Team Excellence – the Motivation Competency

Anthony Cole Training

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.

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4 Tips to Effectively Implement GenAI Across Sales Processes

SBI Growth

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.

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Selling Is Not About Your Product or Service

Sales and Marketing Management

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
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How Driving Down the Highway Will Help You Close More Sales

Understanding the Sales Force

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
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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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Overwhelmed With Your Goals? Do This!

Mr. Inside Sales

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.

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The Key to Accelerating Your Sales Initiative

Force Management

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
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Are Your Salespeople ATMs?

Anthony Cole Training

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
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Aligning Your Sales Process to the Buyer's Journey

The Center for Sales Strategy

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.

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How to Plan Engaging Sales Meetings that Motivate Your Team

SBI Growth

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.

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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 Handle, “We’re Already Working with Someone.”

Mr. Inside Sales

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.

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Turning Vision into Action

Steven Rosen

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

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How Our Veterinarian Can Help Improve Your Win Rate

Understanding the Sales Force

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
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Strong Sales Performance Management Begins with Setting Standards

Anthony Cole Training

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.

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The New GTM Playbook: 18 Ways to Future-Proof Your Sales Team

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.

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Is Email the Best Way to Engage With an Audience?

Smooth Sale

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.

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[Testing] Where do you invest when business slows down? (Clone)

SBI Growth

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

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Start the Year Strong: Resolutions for Each Member of Your Revenue Team

Force Management

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
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We Make Selling Far More Difficult Than Necessary!

Partners in Excellence

Confession time. I’m terribly lazy. I want to accomplish a lot, but I want to do it with minimal effort. As I look at selling, today, it requires far too much effort—far more than I’m willing to do. After all, we have to send 1000s of emails a day, we have to make 100s of calls, we have to spend hours doing outreach in LinkedIn and other channels.

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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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Sales Talk for CEOs: Using My Time: Drink Your Coffee While it’s Hot! (S5Ep18)

Alice Heiman

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 134
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Managing a Salesperson Who Consistently Misses Their Goals

The Center for Sales Strategy

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 128
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Are You Caught In the Circle of Life?

Smooth Sale

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 119
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How to get ready for the upcoming changes to email authentication requirements

Nutshell

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
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Redefining the CDP: 8 Data-Driven Designs for Successful Customer Journeys

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

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How to Align Multiple Functions Around Your Sales Negotiation Strategy

Force Management

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.

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The Growth Opportunities Are Stunning, Why Aren’t We Capturing Them?

Partners in Excellence

My friend, Matt Heinz, posted a fascinating article which reminded me of some market analysis I’d forgotten. It’s from Gartner analysis, now about 3-4 years old, but still relevant. Summarized, at any point in time, as we look at B2B companies (To help us understand it, let’s imagine the total market size is 1000 companies): At any point in time, 3-4% of companies in an industry are actively engaged in a buying effort.

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Jan. Metaphor Minute: Shake Up Your Brain

Anne Miller

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.

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Where is Your Talent? The Newest Trends and Tools to Find Top Talent

The Center for Sales Strategy

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 125
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Connect, Care, Convert: Secrets to Establishing Trust with Niche Markets and Turning Them Into Clients

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?

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Six Effective Ways To Ignite Personal Motivation For Growth

Smooth Sale

Photo by Geralt via Pixabay Six Effective Ways To Ignite Personal Motivation For Growth Attract the Right Job or Clientele: Personal must-dos and career projects can be overwhelming, requiring us to motivate ourselves to complete what is on the agenda. Accordingly, the motivation to do the necessary quickly dwindles for many, and success is a far-off to become an unachievable dream.

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How to get ready for the upcoming changes to email authentication requirements

Nutshell

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
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Effective Ways to Improve Sales Planning and Add Value for Your Team

Force Management

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.