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 5 Stages of Account-Based Marketing — and How to Win Them All

Successfully complete the five stages of ABM: define, identify, engage, convert, and connect. We’ll show you how to create a unified system with your sales team to help them land more qualified opportunities and connect with prospects like never before.

Three Keys to Banking Sales Training

Anthony Cole Training

With the past couple of years working remotely, many of your bankers’ skills are rusty and they may not be using the tech tools they should be. During these times, they must be better than ever before at reaching out and communicating effectively and consistently.

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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.

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

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

The Definitive Guide to the Top 4 Sales Enablement Metrics

See what metrics matter to increase productivity and revenue and your organization. This guide will help you stay data-driven while avoiding data overload.

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?

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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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.

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?

Delivering a More Human Marketing Experience

It’s essential to reach customers and create human connections, especially in a world where in person meetings aren’t always possible. Download this eBook to learn why an integrated sending platform takes your marketing strategy to the next level.

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.

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

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 Investing in Forgettable Learning Events

Learning isn’t an event, it’s a process. One-time training events deliver low retention and poor results. Providing continuous learning with an online presence boosts sales rep readiness and shortens sales cycles. Learn best practices to upgrade learning and improve ROI.

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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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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Creating Your Roadmap for Sales Success: Staging Your Sales Process – Episode 2

SalesProInsider

“Staging” is a term used in many endeavors, from getting a house ready to sell to producing a play. It’s typically the last step before something goes live. So, what does that have to do with your selling efforts? A lot!

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.

Organic Growth Strategy: How to Leverage Market Collateral Around Social Media

Speaker: Akilah Murrell, Sr. Director of Channel Marketing at Channel Maven

Join Akilah Murrell, Senior Director of Channel Marketing at Channel Maven, for this how-to session on engaging your buyer base through social media.

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

Leveraging Sales Coaching to Motivate Your Sales Team

Janek Performance Group

If you’re new to the role of sales manager, you might not realize the power of providing coaching and skill development to your sales team. Many times, if an employee is repeatedly not meeting their quota, it’s tempting to just move on and find a replacement.

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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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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The Ultimate Guide to Executive Recruiting

Sourcing the right executive candidates and filling key managerial roles in an organization can be difficult, even in the best of times. Download this eBook to level up your discovery process, talent sourcing, and strategies for reaching your best-fit candidates.

Four Things Sales Leaders Can Do to Prepare for a Great 2022

Sandler Training

2022 will be a pivotal year for sales leaders. Here are four best practices we are currently sharing with our clients as they transition into 2022. The post Four Things Sales Leaders Can Do to Prepare for a Great 2022 appeared first on Sandler Training.

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.

7 Steps to Improve Your Outbound Sales

Anthony Cole Training

To improve your outbound selling success, you must have a process that you strictly follow and regularly improve upon, be a continual learner, and focus on building relationships.