March, 2024

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Homicide Detective Makes Best Case for Sales Process

Understanding the Sales Force

Although this is an article about sales process, the first two paragraphs have more to do with religion than sales. To fully understand this powerful analogy, you’ll want to read the next three paragraphs and allow me to make my case. It will be worth it! My wife thought I would enjoy a book she found at the airport bookstore and I agreed that it looked compelling.

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5 Reasons Sales Managers Are Reluctant to Coach Prospecting

Steven Rosen

In the highly competitive SaaS world, prospecting is often seen as the most challenging task—a test dreaded by many and mastered by few. Indeed, 40% of salespeople cite it as the most challenging part of the sales process, more daunting than either closing or qualifying. Despite this, it is the critical first step in a journey where every interaction has the potential to bloom into a significant deal.

Coaching 334
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Likes Galore, Sales Zero?

Sales and Marketing Management

Social media likes offer a surface-level view of engagement that doesn’t necessarily translate to real business value. Aim higher. The post Likes Galore, Sales Zero? appeared first on Sales & Marketing Management.

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Why Companies Struggle with Hiring Salespeople Who Will Sell

Anthony Cole Training

Putting the best people in the right seats is the biggest problem identified by most business execs, especially as it applies to critical sales roles. In today’s high tech, fast-moving economy, finding the right people who can and will sell for your company is a keystone for success. What can your firm do differently to attain better results and attract top talent?

Hiring 264
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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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Leaders: Here’s Why Your Sellers Are Underperforming

SBI Growth

CEOs want to retain the playmakers and managers that have proven themselves in the past. But for many companies, their talent may now be holding them back. It goes beyond tech augmentations and enablement, it is the fundamental hiring framework that is flawed. How has sales evolved from the past, and what should leaders look for when finding new talent?

Hiring 317

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How to Keep Your Sales Kickoff Energy from Fizzling

Sales and Marketing Management

In this episode, we talk with two leaders of incentive program providers about the science behind keeping the energy and enthusiasm generated by sales kickoffs going throughout the year. The post How to Keep Your Sales Kickoff Energy from Fizzling appeared first on Sales & Marketing Management.

Energy 296
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Why Hiring a Fractional Sales Manager Can Drive Sales Results

Anthony Cole Training

Running a company is very different than managing a sales team, so you need someone skilled in the specific strengths of coaching and motivating your sales team. Companies have choices and often it makes sense to hunt, interview, hire and pay for a full-time sales manager, but this is a position very difficult to fill. It will take time, money, lots of effort and then onboarding to your systems, people and culture.

Hiring 274
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How to Respond to Common Sales Objections

Anthony Cole Training

Sales objections typically arise in several key areas during the sales process. The first is when you’re trying to secure someone’s time during prospecting, attempting to schedule a meeting on their calendar and obtain a few minutes of their attention. The second occurs when you are delivering a presentation and seeking a commitment or decision.

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Five Essential Steps to Building an Effective Sales Playbook

SBI Growth

For many commercial leaders, helping sellers to be more effective poses significant challenges. Despite innovative methods constantly being introduced into the sales process, commercial leaders often find their sellers relying on ineffective approaches that aren’t tailored for today’s buyers. Then, how do you scale up any improvements made across the sales organization?

Hiring 194
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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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(4:39 Video) “The Power of Face-to-Face Sales: Building Trust and Rapport”

Steven Rosen

In this 4:39 video , Hosts Colleen Stanley and Steven Rosen discuss the importance of in-person interactions for building rapport, trust, and empathy. They highlight the biological aspect of human connection and the release of bonding hormones during face-to-face meetings. By getting off Zoom and meeting clients in person, salespeople can read the room better and strengthen relationships.

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3 Interviewing Mistakes to Avoid!

Mr. Inside Sales

Have you ever interviewed for a job you really want, thought your interview went well, and then didn’t get called back for it? I’ve helped sales managers and business owners interview hundreds of potential sales reps over the years, and I’ve identified 3 top mistakes that virtually eliminate sales candidates on the spot! Study these 3 interviewing mistakes and make sure YOU don’t make them the next time you’re trying to land your next sales position.

Hiring 240
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The Impact of Web Hosting on User Experience

Sales and Marketing Management

Who you choose to host your website can have drastic effects on your marketing efforts and in turn, your sales. The post The Impact of Web Hosting on User Experience appeared first on Sales & Marketing Management.

Marketing 295
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New Data: Top Salespeople are 7562% Better at Winning RFPs

Understanding the Sales Force

Lately, when I talk with people, the most popular topics for discussion are Politics, March Madness, and the movies and TV shows they are streaming. Personally, I substitute Baseball for the middle topic because college baseball is in full swing and we’ve been traveling to watch our son, a college senior, play college baseball. But lately, when I talk with the Kurlan & Associates team, the topic is consistently about salespeople who push back when our sales training and coaching is sp

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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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Achieving Sales Team Excellence – The Will to Manage

Anthony Cole Training

It's difficult to choose what the toughest part of any sales manager’s job is and it can vary by company, industry or geography. Undoubtedly, it will be about people – finding the right salespeople, hiring and onboarding, coaching them on important deals and for skill development. And don’t forget about holding them accountable to the goals established and their activity to achieve those.

Hiring 267
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Here’s What a Successful Talent Initiative Looks Like

SBI Growth

If you have been following our podcast and latest blogs, you would have heard many of our experts talk about how talent initiatives are the quickest way to drive growth. This is a particularly good strategy to turn to in situations where a company needs fast returns and cannot afford to wait for longer-term strategies to take effect—for example, with companies that need to manage EBITDA or in companies that are struggling to meet the growth objectives set by their private equity owners.

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Leading Transformation in a Fast-Paced World

Steven Rosen

Ryan Thomas , the sales VP of Elastic, Americas, shares his insights on effective leadership, team motivation, and driving business growth. He emphasizes the importance of inspiring and motivating teams, aligning individual success with the company’s vision, and making data-driven decisions. Ryan also discusses the challenges of leading sales teams in a complex and fast-paced industry and provides valuable advice for sales leaders.

Leads 227
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Stop Selling: How Business Conversations Improve Value Across the Buyer Journey

Force Management

If you’re leading an organization that’s selling a solution, whether in an established market or a new vertical, you’re competing for your buyers’ attention. The competition is high – we are all faced with hundreds of sales messages each day. Successful sales organizations know how to consistently rise above the noise and command greater market share.

Lead Rank 153
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Retail Tech: Empower Associates, Optimize CX, and Boost Productivity

Speaker: Andrew Regan, Managing Partner at BlueSeed Retail Ltd.

Did you know that 70% of new retail technology fails to deliver expected benefits and can often decrease customer value, service, and experience? With that in mind, how can we empower our store associates to leverage new technology to optimize the customer experience and boost productivity? This exclusive webinar with Andrew Regan will dive into strategies to empower retail associates for success with new technology.

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Driving Leads and Sales Through Private Engagements

Sales and Marketing Management

Offsite events are not a "build and they will come" endeavor. Here are five ways to make your in-person event more enticing and successful. The post Driving Leads and Sales Through Private Engagements appeared first on Sales & Marketing Management.

Leads 295
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Why Are Media Sales Managers Lacking Superstars? With Beth Sunshine

The Center for Sales Strategy

In this episode, we’re once again consulting the latest Media Sales Report by The Center for Sales Strategy. Today, we’re asking the question, “Why are so many media sales managers lacking superstar talent?” Joining Matt to answer that question and more is the amazing Beth Sunshine, SVP/Talent Services here at CSS and the head of Up Your Culture, a division of CSS focusing on company culture and employee engagement.

Media 133
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Achieving Sales Team Excellence with a Coaching Culture

Anthony Cole Training

Most sales managers spend less than 10% of their time on coaching, and only one third of managers actually coach their people on a weekly basis. Yet, the Coaching Competency is the most critical part of a sales manager's responsibilities; it is also the most difficult skill set to learn and master. There are many reasons for this, but among them are: the managers themselves were not coached or they had a bad experience with coaching; they were elevated to a team lead or manager position based on

Coaching 254
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Navigating the New Sales Landscape: Strategies for Accelerating Your Sales Cycle

SBI Growth

In today's dynamic commercial environment, accelerating the sales cycle is not just a goal but a necessity for thriving in a competitive market. The landscape has evolved, with buying behaviors becoming increasingly conservative and consensus requirements reaching new heights. The challenge? Many sellers find themselves poorly equipped to navigate these changes effectively.

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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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The Definitive Guide to Client Onboarding and Positive Customer Experiences

Nutshell

Regardless of your business type or industry, a well-thought-out and structured client onboarding process is the secret to long-term customer retention. It’s where the rubber meets the road, and the initial relationship you’ve built with your customer before their purchase is put to the test. You may think that your welcome and monthly check-in emails are enough to keep your clients satisfied.

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Preventing Slipped Deals at the End-of-Quarter

Force Management

When one deal slips, that’s a deal problem. Nobody likes a missed opportunity, though sales professionals accept that some slippage comes with the territory. But when slipped deals are a consistent end-of-quarter occurrence, that’s an organizational problem with serious negative consequences. Companies that can’t rely on forecasts feel ripple effects across the organization, impacting manufacturing, delivery, operations, and finance.

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Managing Marketing Organizations In a Tough Economy

Sales and Marketing Management

Two marketing veterans share their insights into how CMOs should be managing through an uncertain economic climate. The post Managing Marketing Organizations In a Tough Economy appeared first on Sales & Marketing Management.

Marketing 293
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Empower Your Desire to Succeed with Small Business Growth

Smooth Sale

Photo by Geralt via Pixabay Attract the Right Job Or Clientele: Empower Your Desire to Succeed with Small Business Growth Typically, as a relatively new business venture begins to pick up steam, excitement reigns! But the thought of sitting back to watch the money roll is unrealistic. Truthfully, small business growth brings a collection of unique headaches.

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Strategic ABM Gifting: A CMO’s Silver Bullet to Engage the Enterprise

Today’s customers are hungry for human connections, but how do you break through the digital noise? How do you connect on a more personal level? A strategic ABM gifting campaign can help. You can target accounts and prospects by sending gifts or direct mail. It will help you stand out from the crowd and increase your chances to connect. Download Sendoso’s complimentary eBook to learn: Effective ways to level up your gifting strategy for the enterprise customers.

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What Buyers Need From Sellers

Partners in Excellence

Just as selling has evolved, buying has evolved–but differently. Too often, there is an alignment challenge between what buyers need and what sellers do. We seem to be on diverging paths, and this creates problems for both buyers and sellers. What don’t buyers need from sellers? While it’s always dangerous to make generalizations because there are always exceptions, but with that as a disclaimer, let’s focus on what buyers don’t need from sellers.

Buyer 132
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Nurturing a Positive Sales Leader-Salesperson Dynamic

The Center for Sales Strategy

Think for a minute about the very best leader you ever had. Then, think about the worst. Likely, you have definite feelings on both. How did you feel when you moved on from the job with that very best leader? You probably had second thoughts and wondered if you could have made that position work for you despite changing circumstances. What about that worst manager?

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The 7 Secrets to Mastering Cold Calling

Marc Wayshak

In the world of outreach, there’s a prevailing notion that cold calling is obsolete. However, that couldn’t be further from the truth. Cold calling remains a powerful tool for securing high-quality appointments. While prospects are inundated with emails, LinkedIn messages, and social media outreach, their phones often remain relatively quiet.