July, 2022

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The Sales Metrics That Every Manager Should Be Tracking

Sales and Marketing Management

Sales trainer Amy Franko shares highlights from a webinar she presented recently for SMM Connect on the most important metrics for sales managers to monitor. She talks about how she goes to market and how companies can be smarter buyers of sales training.

Buyer 312
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Sales prospecting made easier

Sales 2.0

I don’t understand why it is acceptable for a process like cold calling (now often started via email) to work one in a hundred times–or in email efforts one in a thousand times. I used to work for a major semiconductor manufacturer.

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3 Practical Ideas To Get Back On The Horse

Bernadette McClelland

I’ve been off the grid pretty much for the majority of the past twelve months. Oh, sure I’ve posted articles and posts here and there and curated and commented on my colleagues posts, but something else has been at play.

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Are You a Great Sales Leader?

Steven Rosen

Are You a Great Sales Leader? Sales leaders are running so fast that they don’t have a chance to breathe, and they certainly don’t have time to self-evaluate. Many sales leaders find themselves: Feeling overwhelmed, overly stressed, or frustrated because of the pace of change.

Energy 261
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Contact vs. Company Intent Signal Data

Intent signal data comes in two types: either companies or individuals signaling interest in products like yours. Which kind of data delivers more advantages to B2B marketers? It depends. Get this infographic to learn about the advantages of intent-based leads and how you can most effectively use both types of data.

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Will the C-Suite See You?

Anthony Cole Training

While there are many differences between elite salespeople and average salespeople, two of the more important distinctions are the ability to sell value (they can sell at a slight premium on price) and the ability to reach the top levels of the prospect’s decision-making team (typically the C-Suite).

Training 247

More Trending

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Eliminating Data Sprawl

Sales and Marketing Management

Data should empower your sales teams, not hold them back – and there’s more valuable customer data than ever at your fingertips. The post Eliminating Data Sprawl appeared first on Sales & Marketing Management. News Featured

Data 301
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Darn. It’s Here Again

No More Cold Calling

Times are tough, but a sales success mindset will help you survive this economic downturn. Darn, it’s here again. We’re on the precipice of another recession, which has happened five times since the turn of the 20th century. It’s almost embarrassing we got into such a mess.

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What Was The REAL Story That Connected Total Strangers?

Bernadette McClelland

What was the last story that connected you with a stranger? How do you know you connected? I love the meaning that Donna Pisacano Brown gave to connection. She wrote, . Human connection is an energy exchange between people who are paying attention to each other.

Chemicals 329
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The Key to Great Mid-Year Reviews

Steven Rosen

What Great Sales Managers Do? Many sales managers will be sitting down with their sales people over the next month or so to do mid-year reviews to gauge progress on objectives, business plans, and development plans.

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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.

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10 Tips to Building Confidence in Sales

Anthony Cole Training

Selling is a “slight edge business.” By that, we mean that the line that separates high performers from mediocre performers is usually a very small difference. There is very little you can control in selling. You can’t make prospects take your call. You can’t make prospects agree to meet with you.

Training 244
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The Many Different Selling Roles and How They Differ - Part 1

Understanding the Sales Force

When you think about cars, you know there are coupes, sedans, crossovers, SUVs, and sports cars. You also know there are luxury cars, mid-range cars and economy cars.

Funnel 224
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Establishing a Solid Brand Identity Staves Off a Collapse in a Crisis

Sales and Marketing Management

Marketers' most valuable work with crisis management will happen long before anything goes sideways. The post Establishing a Solid Brand Identity Staves Off a Collapse in a Crisis appeared first on Sales & Marketing Management. News Featured

Marketing 300
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Don't Create Confusion, Create Value: 2022 CEO MacroView

SBI Growth

SBI has released its 2022 CEO MacroView Report titled “Don’t Create Confusion, Create Value.” The report contains an analysis of results from a survey of 150 CEOs as they face economic uncertainty, talent challenges, and shifting demand.

Survey 170
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Guide to Leveraging Account Intelligence for Enterprise Sales Success

Use the infographic below to help you plan and sell more strategically and efficiently by leveraging sales and account intelligence; gaining a steep advantage over the competition.

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Why A Quality Weed Strategy Will Guarantee Ultra-High Sales Results Every Time

Bernadette McClelland

I’m not a big on-line shopper ?? so when I do get something ‘parcel-like’ delivered, it’s exciting ??. But a couple of weeks ago, what initially would have excited me, ended up impressing me so much more.

Guarantee 311
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My Favorite Closing Line

Mr. Inside Sales

I was giving a training today and emphasizing the importance of directing the sale, assuming the deal, and leading the prospect through the close. As I did, I reminded the team of closers of my very favorite closing phrase, and one that has literally made me millions of dollars in my career.

Closing 156
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What are Soft Skills in Sales?

Anthony Cole Training

It would be great if you could hand a new salesperson a manual, ask them to read it, take a knowledge test and they could successfully begin their job. Selling is a different animal and you will often hear the term “soft skills” in reference to training a salesperson. What are soft skills in sales?

Training 233
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You Can't Lose Customers or Salespeople - 2 Secrets to Their Retention

Understanding the Sales Force

As we wade deeper into recession, you will certainly agree that there are two things you must not lose: Customers/Clients. Good/Great Salespeople. I conducted a Google search for "why salespeople quit their jobs" and was surprised to find more than 6 million results for that query!

Retention 170
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Selling With Video – Your Guide to the Benefits of Video-Based Training

Speaker: Don Schmidt - WW Sales Enablement Director, Inside Sales MongoDB

The power of video is working for a growing roster of organizations, whether working with a live mentor or scaling programs with artificial intelligence. Take advantage of this exclusive webinar to learn how to use video coaching to your advantage!

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4 Reasons Why Direct Mail Isn’t Dead but your Marketing Strategy Is

Sales and Marketing Management

Here are four reasons why your direct mail campaign may have underperformed and how to repurpose that strategy and find success. The post 4 Reasons Why Direct Mail Isn’t Dead but your Marketing Strategy Is appeared first on Sales & Marketing Management. News Featured

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5 Step Annual Planning Process

SBI Growth

Although Annual Planning happens every year we find that many of our clients wait too long or are unsure of where to start the annual planning process.

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3 Ways to Hold Salespeople Accountable

The Center for Sales Strategy

Holding people accountable is tough. You have to be tough and sometimes even be a jerk, right? sales pipeline

Account 110
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Don’t Handle the Objection—Eliminate It!

Mr. Inside Sales

One of the best things about sales is that you already know what all the objections are. For every sale, there are only about five core objections: price, think about it, talk to someone else, etc., and then some outliers you get less frequently. But overall, you know what’s coming.

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7 Ways to Supercharge Your ABM Strategy with Real-Time Intent

Streaming real-time intent is a homerun for marketing and sales’ account-based marketing (ABM) strategies. With real-time buyer insights, you can be first-in-line to provide solutions and lead better, hyper-personalized conversations.

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How to Deal with Rejection in Sales

Anthony Cole Training

Back in the early seventies there was a group called The Main Ingredient. At the time, they had a hit song and the lyrics went something like this… “ So you’re heart broken, you’re sitting around moping, crying and crying. You even feel like dyin’.

Training 233
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Positivity in Sales: A Choice, Not a Feeling

Engage Selling

Positivity in sales is a choice, not a feeling. It doesn’t require much effort to feel worried about the state of the world these days. And if you’re already feeling … Read More. The post Positivity in Sales: A Choice, Not a Feeling first appeared on Colleen Francis - The Sales Leader.

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4 Ways Marketing Can Take the Lead During a Recession

Sales and Marketing Management

The pending recession presents a great opportunity for marketers to lead in their organizations, and be the revenue generators that CEOs have expected for some time. The post 4 Ways Marketing Can Take the Lead During a Recession appeared first on Sales & Marketing Management. Featured News

Leads 283
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Growth-Driven CEOs are Wisely Investing in Commercial Productivity in 2023

SBI Growth

In a recent survey SBI conducted of nearly 150 CEOs, we asked how they anticipate commercial spending in 2023 relative to 2022 with a positive shift, negative shift, or no shift.

Survey 156
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Content Creation & Curation: The Missing Link Between Sales & Marketing

Speaker: Pam Didner - B2B and Tech Marketing Consultant

Content plays a vital role in creating a symbiotic –– and successful –– relationship and alignment between your sales and marketing teams. Join Pam Didner to learn how to create and curate great content to support your sales and revenue goals!

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Factors That Influence — What Sellers Can Control

The Center for Sales Strategy

When it comes to sales, you might feel as if there are many factors that are outside of your control. To an extent this is true, but when it comes down to it – you actually wield more influence over the situation than you think.

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Work on One Thing a Week to Get Better

Mr. Inside Sales

It’s mid-July, and I’d like to ask you a question: How much better of a sales rep are you today than you were in January? Can you identify the areas you’ve improved in and measure their impact on your closing rates?

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The World of Work Has Changed. The Way We Manage Information Needs to Change, Too.

Guru

The world of work has changed. But the world of wikis, intranets, and knowledge bases hasn’t. And employees, leadership teams, and companies’ bottom lines are paying the price.