January, 2022

Message to Management: Sales Trends in 2022

No More Cold Calling

There are predictions, and then there’s reality. I’ve never liked predictions. I’m not an economist and I’m not a fortune teller. Yet, we’re asked to make predictions all the time.

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Debunking the Myths of Artificial Intelligence: A Sales Rep’s Guide

Sales and Marketing Management

Bots are not set to take over the human element of B2B sales. When you unveil AI for what it truly is, it should be a thing to love. The post Debunking the Myths of Artificial Intelligence: A Sales Rep’s Guide appeared first on Sales & Marketing Management. News Featured

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One Quick Secret to Getting Your Emails Opened and Read

Mr. Inside Sales

How many emails do you get every day at work? Fifty? A hundred? And how about after the weekend? Let’s face it: your prospecting emails can be lost in the sea of unread emails. And if it’s from someone the prospect doesn’t know? That just makes it even harder to get your email read….

Five Questions with Smart Selling Tools’ Founder, Nancy Nardin

SBI Growth

The salestech landscape continues to explode, with more than 1200 solutions currently available for growth leaders to purchase.

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The Next Level of Sales Enablement: Sales Content Management

Speaker: Deniz Olcay, Senior Director of Product Marketing, and Jake Miller, Senior Product Marketing Manager

In this value-packed webinar, Deniz Olcay and Jake Miller will unravel and debunk the top three SCM myths and explain how to get the most from your SCM solution.

10 Prospect Rules That Salespeople Must Learn to Break

Understanding the Sales Force

This is not an article about COVID but I will begin by asking which COVID policy you believe is the most stupid. My vote is for the mask requirement in restaurants because the premise is so moronic.

More Trending

Research-Backed Benefits of Diversity on Sales Teams

No More Cold Calling

The research is clear: Diversity drives sales. It’s true. Diverse sales teams can make more meaningful connections with your increasingly diverse customer base.

How Do You Know If Your Sales Enablement Is Working?

Sales and Marketing Management

Sales enablement has become a must-have revenue growth lever for companies around the world. The key is to have an enablement plan that’s aligned with your company’s top growth priorities. The post How Do You Know If Your Sales Enablement Is Working?

QUESTION: How do you want 2022 to start in order for it to end the way you want it to end?

Bernadette McClelland

For you, your sales team, your franchisees or your members? Watch this clip and reach out if you want to expand the conversation and your possibilities for a profitable and courage filled 2022. SalesLeadership #Mindset #Associations #Franchise #Corporate. Be Bold, Brave and Brilliant.

Four Questions to Predict Your A-Player Retention

SBI Growth

The “war for talent” dominated headlines and SBI client conversations across 2021, with attrition rates ranging from 25-60%, and leadership teams scrambling to both backfill open roles and future-hire sufficient headcount to achieve growth goals. type-article

6 Steps to Optimize Your Media Buys

When making media decisions, marketers need to get — and show — results for everything they do. See the 6 steps you can take right now to start optimizing media planning and pacing with a data-driven approach. Get the guide now!

Has Buying Changed and Has B2B Selling Adapted?

Understanding the Sales Force

My articles begin with analogies so we'll start by asking, has baseball changed? Dave Kurlan Consultative Selling sales process closing crm inbound buyer journey outbound

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The Pull of Resistive Inertia: One of the Biggest Sales Challenges

Anthony Cole Training

One of the biggest sales challenges to overcome is a prospect who becomes indifferent when they decide that doing nothing is the easiest thing to do. How do you challenge the decision and not the prospect to help them overcome their choice to maintain the status quo?

Close More Deals With This Strategy

Engage Selling

If you want to close more deals faster, it’s important to make your buyer part of the solution. Confused about what this means, exactly? Let me explain.

When to Hire That First Sales Rep

Sales and Marketing Management

When should a startup hire its first sales rep? Fortunately, there are some clear indications as to when the right time hits. The post When to Hire That First Sales Rep appeared first on Sales & Marketing Management. News Featured

Intent Signal Data 101

Intent signal data helps B2B marketers engage with buyers sooner in the sales cycle. But there are many confusing terms used to describe intent data. Read this infographic to better understand three common areas of confusion.

5 Reasons Sales Enablement is Critical for 2022

SBI

By Filip Witkowski, Crescendo. 5 Reasons Sales Enablement is Critical for 2022. Over the past few years, we are witnessing a rapid digitalization of all sales processes.

Learning and Development Lessons from the Pandemic

The Center for Sales Strategy

The pandemic has brought about numerous changes in the way we work and interact within our organizations, and it has also affected the way we develop, deliver, and assess employee training.

Bob Chronicles Part 6 - When Salespeople Suddenly Make Things Your Problem

Understanding the Sales Force

Both AT&T and Verizon have delayed activating their 5G networks near airports because it might cause interference with airplane guidance systems on certain planes, like Boeing 777s. Forgive my cynicism, but how long have the airlines known about that?

Stop Whining and Start Winning Deals in Regulation

Anthony Cole Training

One of the biggest challenges in sales is outplaying your competition, especially if that competition currently has the business. Qualifying skills sales challenges biggest challenges in sales

New Ways to Reach, Influence, and Close More Deals with Intent Data

Speaker: Ardath Albee, B2B Marketing Strategist and CEO of Marketing Interactions

Acting on intent data when applied to buyer context can be a game-changer for gaining attention by increasing relevance, which drives purposeful engagement toward purchase. But all intent data is not the same. In this webinar, learn the difference between interest and intent, and the best ways to use the right data.

Professional Character: Define it for Today’s Buyer

Engage Selling

Are you being intentional in how you define your professional character?

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Content Marketing is More Than Just Leads, It’s Connections

Sales and Marketing Management

Content marketing helps make connections with key members within your industry. Here are four ways to shift from a conversion-focused strategy to connections. The post Content Marketing is More Than Just Leads, It’s Connections appeared first on Sales & Marketing Management. News Featured

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Our Latest Podcasts: Sales Tips for a Record-breaking Quarter

Force Management

If your New Year's resolution is to find small ways, every day, to provide value to your salespeople then you've come to the right place. Our December episodes focused on key sales skills and topics that lead to better numbers and faster close rates.

So You’ve Hired Some “Green” Salespeople. Now What?

The Center for Sales Strategy

All sales managers know that it’s important to have a full staff of salespeople in order to hit your goals. But you know how risky and ineffective it is simply to hire anyone who can fog a mirror. It’s essential to hire only the right people.

6 Proven B2B Marketing Strategies and How to Use Them

Bold tactics. Innovative ideas. Thriving revenue growth. Behind every great B2B marketing campaign is an amazing story. Learn the strategies behind six winning B2B marketing campaigns — directly from the marketers that made them. Read the stories now!

Sales Prospecting Tools that Will ROCK Your World

Vengreso

With digital selling taking over traditional sales methodologies, there has never been a more exciting time to be in sales. Leveraging technology, social selling, and sales prospecting tools has ushered in a new era for anyone wishing to pursue a career as a sales rep.

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Selling Value vs Price

Anthony Cole Training

One of the top challenges we discuss with sales managers and leaders is how to get their salespeople to start selling value and stop caving on price. value based sales process value-based selling business value selling

Top 10 sales methodologies for complex B2B sales

Membrain

Implementing the right sales methodology for your complex B2B team can provide a major boost to sales effectiveness. But choosing the right methodology training company can be a challenge. Sales Methodology

Stumbling on Your SEO Efforts? Try Some Video Magic.

Sales and Marketing Management

Video can become one of your most important marketing tools. Here are some best practices to consider as you start producing and showcasing a repository of one-of-a-kind videos to enhance your SEO strategy. The post Stumbling on Your SEO Efforts? Try Some Video Magic.

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Your Ultimate Guide to the Trends Shaping Marketing Data

In Salesforce’s latest Marketing Intelligence Report, hear from 2,500+ global marketers on how they are leading with their data, from business growth to customer satisfaction, data privacy, and more. Get the report now!

Product-Led Growth: Enabling Sales to Scale Your Success

Force Management

Product-led growth (PLG) is leading many B2B companies to drive rapid revenue success. While PLG solutions can propel organizations forward efficiently, this approach also brings specific and complex challenges of its own.

How to Update Your Sales Process for 2022

The Center for Sales Strategy

In his book The Goal —author and business management guru Eli Goldratt—focuses on a concept called the theory of constraints. This theory states organizations have constraints (or bottlenecks) that negatively impact performance.

Developing Sales Goals for the New Year

Janek Performance Group

With a new year, many people set resolutions. These often list things they can do to better themselves, such as joining a gym, reading more books, eating vegetables. While these are all great for self-improvement, they are typically not geared toward elevating professional performance.