SBI Growth

NOVEMBER 20, 2024

Take a quick look at the forecasted end-of-year close dates in your CRM system. What dates do most of your sales team’s opportunities show? Do you see a lot of December 31 st close dates? Chances are your sellers don’t understand how high performers close business and enjoy a more stress-free holiday. Whether it’s a more basic deal qualification tool like BANT , or a bit more sophisticated as with MEDDPICC, sellers are mistakenly taught to chase deal-close clarity in a sequence.

Closing 177

Closing Forecasting CRM System 177

Anthony Cole Training

NOVEMBER 7, 2024

Sales leaders must be both effective managers and great coaches by arming their salespeople with the skills to be successful and managing their strengths. This week, we identify the final 5 keys to success in leading a sales team.

Marketing Qualified Lead 334

Marketing Qualified Lead Leads Coaching Sales 334

Understanding the Sales Force

NOVEMBER 1, 2024

In Central Massachusetts, the 2024 Foliage season was dramatically different from a year ago when the leaves turned late in the fall, without much color, and they didn’t drop until the second half of November. Long Foliage Cycle. This year, much like when I was growing up, the leaves turned in mid-October and had mostly fallen from the trees by the end of October.

Sales Cycle 358

Sales Cycle Decision Maker Government Up-Sell 358

Understanding the Sales Force

NOVEMBER 10, 2024

The title of today’s article might be confusing, but it’s true. Phil told me so. But before I share what he said, I have some anecdotal evidence that supports the claim that I’m an imposter. Here are ten reasons why I could be an imposter: I stand tall but I’m actually just 5′ 6″ I’m a white collar professional yet I never wear a jacket or tie I have helped B2B sales teams for nearly 40 years but prior to that I sold only B2C I invented and perfected

Hiring 348

Hiring Cold Calling Call-back B2C 348

Speaker: Jesse Hunter and Brynn Chadwick

Today’s buyers expect more than generic outreach–they want relevant, personalized interactions that address their specific needs. For sales teams managing hundreds or thousands of prospects, however, delivering this level of personalization without automation is nearly impossible. The key is integrating AI in a way that enhances customer engagement rather than making it feel robotic.

Sales

Sales and Marketing Management

NOVEMBER 20, 2024

By viewing emotions as signals, you gain the power to respond instead of react. This shift can transform your experience in sales, turning each emotional signal into an opportunity for growth and improvement. The post Reframing Stress and Emotions as Signals, Not Threats appeared first on Sales & Marketing Management.

Opportunity 293

Opportunity Marketing Sales 293

Anthony Cole Training

NOVEMBER 14, 2024

There are few responsibilities in life more important than being a coach, whether for a sports team, teaching mastery of a musical instrument, or serving as a sales coach. Consider the impact a coach has on their students: helping them uncover problems, discover opportunities, enhance their approach, improve their skills, and achieve success. This also makes coaching one of the toughest roles, as those responsible for it often juggle numerous other tasks daily, including operational, administrat

Sales Coaching 330

Sales Coaching Coaching Sports Motivation 330

Sales Hacker Training

NOVEMBER 22, 2024

Hello and welcome to The GTM Newsletter by GTMnow – read by 50,000+ revenue professionals weekly to stay up-to-date and scale their companies and careers. GTMnow is the media brand of GTMfund – sharing go-to-market advice from the top 1% of revenue operators including the 350 executives behind the fund, news, and our viewpoints from working with hundreds of portfolio companies.

Sales Enablement 111

Sales Enablement Scale Hiring Sales Operations 111

No More Cold Calling

NOVEMBER 22, 2024

Stop chasing suspects. Focus on winning prospects. Ben confided in me about the four types of people in his database: suspects, prospects, clients, and the dead. Really? Curious, I asked Ben to clarify the difference between suspects and prospects. Suspects, he explained, were just names pulled from a list his company had purchased. And boy, were those supposed “leads” frustrating.

Sales Qualified Lead 314

Sales Qualified Lead Prospecting Cold Calling Referrals 314

Partners in Excellence

NOVEMBER 18, 2024

We’ve all seen the data. Customer would prefer a rep-free buying experience! And when they do have to involve sellers, they want to minimize seller engagement, often not engaging sellers until the final 20% of their buying process. While there as been a certain amount of hand wringing and “how to we fix this” in the selling community, and with me and many of my peers, I can imagine the majority of sellers quietly cheering!!!

Customer 126

Customer Outbound Revelation Discount 126

Advertisement

Are you struggling with slow quoting cycles, complex product configurations, and disconnected data in your manufacturing/distribution business? This article will help. Learn how industrial companies are revolutionizing sales processes with an integrated platform that includes quoting, inventory, and service, providing real-time data and offline access for field teams.

Sales Process

Allego

NOVEMBER 19, 2024

A well-planned sales kickoff meeting can be the launchpad for a high-performance year. But here’s the truth: 85% of companies fail to make their sales kickoff events as impactful as they could be, research from Opus Agency revealed. They’re often overloaded with information, lacking in engagement, or miss the mark on aligning teams with strategic goals.

Meeting 62

Meeting Energy Motivation Follow-up 62

Pipeliner

NOVEMBER 24, 2024

In a recent episode of the expert interview series hosted by John Golden, listeners were treated to a wealth of knowledge from Wes Schaefer , a business fixer, author, speaker, and Air Force veteran. The conversation delved into the evolution of sales strategies in response to changing buyer behavior, particularly in the wake of the COVID-19 pandemic and the rise of artificial intelligence.

Video 116

Video Strategy Top of Funnel Direct Mail 116

Hubspot Sales

NOVEMBER 22, 2024

Before starting my career in marketing, I worked in business development. I had some of the best times and work experiences during those years. But, oof, I don‘t need to tell you how challenging life in sales can be. For every exhilarating win — yay, you closed a deal — there’s an all too humbling loss. Boo, you were ghosted by a prospect you thought for sure would convert.

Lead Generation 72

Lead Generation Lead Rank Ideal Customer Profile Lead Scoring 72

eGrabber

NOVEMBER 6, 2024

In today’s competitive landscape, healthcare staffing agencies face immense pressure to get new clients and fill positions efficiently. The demand for healthcare professionals continues to rise, but so does the competition. For recruiters, sales teams, and business development managers in this industry, the key to staying ahead lies in leveraging advanced tools to streamline lead generation for healthcare staffing agencies.

Lead Generation 52

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 52

Advertiser: ZoomInfo

Modern go-to-market teams know it takes more than one email to break through the noise. Multiple touchpoints means more ways to get your pitch right — and, potentially, more ways to be wrong. The good news? Once you know how to write compelling, one-off emails to entice prospective customers, you can easily do the same across a short sequence of emails.

How To

Sales Gravy

NOVEMBER 7, 2024

In this episode of The Sales Gravy Podcast, Jeb Blount sits down with Andy Matheou from RHM Staffing to dive deep into the challenges and triumphs of selling in the staffing industry. Andy shares his journey from individual contributor to a leadership role, offering invaluable insights on hustle, resilience, and the unique demands of staffing sales.

Cold Calling 102

Cold Calling Decision Maker Face-to-face Competition 102

Nutshell

NOVEMBER 26, 2024

Affiliate marketing has been a powerful strategy for businesses for years, growing in popularity among marketers and business owners. This approach allows third-party publishers to promote your products or services by including links to your website in their content. When users click these links and purchase, affiliates earn a commission, while you benefit from new leads and customers.

Commission 117

Commission How To Promotion Campaigns 117

Allego

NOVEMBER 14, 2024

Sales teams today can’t afford to waste time on outdated tools. Yet, many still rely on learning management system (LMS) software designed for basic, classroom-style training. These platforms are fine for formal courses, but they miss the mark for fast-paced, real-world sales needs. Reps need something better—a system that helps them learn, practice, and access content in real-time.

Sales Enablement 62

Sales Enablement Software Software System 62

Pipeliner

NOVEMBER 13, 2024

In today’s fast-paced business world, sales and marketing teams need to align to drive revenue. To improve customer satisfaction, and build a competitive edge. However, these two interdependent departments often operate in silos, which leads to misunderstandings, inefficiency, and missed opportunities. This article examines the importance of aligning sales and marketing , the challenges that hinder this alignment, and strategies to foster a more collaborative, effective partnership.

Buyer Persona 105

Buyer Persona Marketing Marketing Qualified Lead Lead Rank 105

Advertisement

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.

Trends

Hubspot Sales

NOVEMBER 27, 2024

Let’s be honest up front. Cold calling is nobody’s favorite part of sales. In fact, LinkedIn data reports that a healthy majority of sellers (63%) say it’s the worst part of the job — and it’s not hard to see why. The same research indicates just 2% of cold calls result in a booked meeting, and other literature suggests that dismal figure might actually be on the optimistic side.

Cold Calling 59

Cold Calling Training Lead Scoring Lead Rank 59

SalesFuel

NOVEMBER 25, 2024

Selling to executives can be difficult, but following proven sales tips can help. This level of sales requires a different approach and strategic thinking. Smart sellers know this. The usual sales tactics typically aren’t effective with the C‑Suite. And research supports this. RAIN Group’s Erica Schultz shares that executive buyers aren’t satisfied.

Hiring 59

Hiring Face-to-face ROI Case Study 59

Sales Gravy

NOVEMBER 14, 2024

In this lively episode of The Sales Gravy Podcast, Jeb Blount welcomes Patrick "Pops" Garrett, Founder & Chief Drinking Officer of DrinkCurious, to explore the unique intersection between bourbon tasting and sales engagement. Key Takeaways: – Virtual Tastings as Sales Hooks: Virtual bourbon tastings became an effective "hook" to attract attendees to sales demos, webinars, and client meetings, increasing engagement and helping to break through typical sales communication noise. – Engagement and W

Trade Show 97

Trade Show Advertising Advertising Webinar Metrics 97

Mindtickle

NOVEMBER 4, 2024

Nowadays, organizations invest in many strategies and tactics, hoping to boost the bottom line. But increasing the effectiveness and efficiency of your go-to-market team is the most surefire way of growing revenue. Sales execution is key to ensuring your teams can close more deals faster. But what is sales execution? And how can you leverage this strategy to drive greater revenue growth?

Ideal Customer Profile 52

Ideal Customer Profile Top of Funnel How To Face-to-face 52

Advertisement

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.

Sales Management

Allego

NOVEMBER 26, 2024

Picture this: You’re in the middle of a critical sales meeting. The buyer has done their homework, their team is asking tough questions, and the pressure is mounting. What separates the sales rep who walks away empty-handed from the one who closes the deal? The answer often comes down to one thing: negotiation skills. In today’s competitive market, negotiation isn’t just a skill—it’s a superpower.

Negotiation 62

Negotiation Hiring Handbook Case Study 62

Sales Hacker

NOVEMBER 15, 2024

Hello and welcome to The GTM Newsletter by GTMnow – read by 50,000+ revenue professionals weekly to stay up-to-date and scale their companies and careers. GTMnow is the media brand of GTMfund – sharing go-to-market advice from the top 1% of revenue operators including the 350 executives behind the fund, news, and our viewpoints from working with hundreds of portfolio companies.

Outsourcing Services 111

Outsourcing Services Scale Cold Calling Hiring 111

Alice Heiman

NOVEMBER 12, 2024

Watch below or on our YouTube channel Chapters [00:01] Introduction and Importance of Modern Sales Strategies [01:40] Understanding and Organizing Sales Opportunities [03:16] Differentiating Leads from Opportunities [04:47] Tracking and Managing Opportunities [06:13] The Funnel vs. The Pipeline [07:33] Analyzing Pipeline Health and Sales Quotas [09:02] The Significance of Periodic Reviews [10:51] Avoiding Common Pipeline Review Mistakes [12:24] Conducting Effective Funnel and Deal Reviews Social

Top of Funnel 62

Top of Funnel Funnel Pipeline Strategy 62

Pipeliner

NOVEMBER 8, 2024

The integration of artificial intelligence (AI) into business processes has been revolutionising industries across the world and inbound sales is no exception. In particular, the Philippines—a leader in outsourcing and customer service—has embraced AI technologies in its call centres, optimising efficiency while maintaining the crucial human touch. The combination of AI and human agents is transforming the inbound sales call centre landscape, creating new opportunities for businesses to engage c

Inbound 98

Inbound Outsourcing Services Customer Service Inbound Sales Team 98

Advertisement

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.

SalesForce