May, 2022

Stop Spinning Your Wheels: Selling Techniques for Fast Closes

The Center for Sales Strategy

Stop spinning your wheels on lousy prospects! Slow kills deals. Every seller knows (and loves) the feeling of a textbook sales process that goes from identify to closed-won, quickly.

Fatal Sales Leadership Practices That Will Ruin You

The Center for Sales Strategy

Did you know that there are 397,900 sales managers in the United States? It's expected that this number will jump by 7% each year, which is the average amount of growth in the U.S. for a profession. As a manager, you need to ensure that your team is successful and happy.

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An ultimate guide to successful sales onboarding

Awarathon

Publish Date: 29th April 2022 Published By: Vishala Pechetti, Brand Marketing Associate Introduction A lack of an effective onboarding program is one of the causes of poor sales performance and high turnover among new sales hires.

Are you ready to ‘receive’? more money?

Bernadette McClelland

When I was a sales rep in Corporate Australia, it was quite common to receive multi 5-figure commissions for selling certain solutions – and most often selling those deals involved a series of detailed stages: Your normal sales discovery calls. Demonstrations. Trials. Workflow blue-printing.

Energy 364

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

Today’s customers are hungry for human connections, and marketers want to deliver. But how do you break through the digital noise? Download Sendoso’s new eBook to discover new ways to engage the enterprise buyer with strategic ABM gifting.

Experiential Sales: The Strategy of the Future That’s Here Today

Sales and Marketing Management

As B2B customers keep raising their expectations for custom-tailored interactions with brands and vendors, it’s time for sales teams to develop experiential customer acquisition programs that increase engagement and conversion.

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One Difference Between Top Sales Reps and You

Mr. Inside Sales

Each time I work with a new company, the first thing I ask for are recordings of both their top two or three sales reps, and then recordings of everyone else. And each time I do, I immediately identify one thing that the top reps are doing that the other reps aren’t.

5 Steps to Grow Sales by 33% in 12 Months

Understanding the Sales Force

I'm a baseball guy and a die hard Boston Red Sox fan but I can't bear to watch them right now. They are playing the worst baseball since I was 10 years old so that's going back 55 years! It's not hard to understand why they are so bad because the data tells the story.

Data 228

Data Driven Sales: Proven Concepts, Proven Results (Full Article)

Anthony Cole Training

If you and your organization don't have a data-driven sales approach and process, you could be missing out on some key information that would help increase sales success. data driven sales data driven sales approach

Data 206

What is your Relationship With Fear?

Bernadette McClelland

Fear is an inevitable companion.

Travel 311

Demystifying Intent Data to Drive Demand in B2B

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.

How to Create a Connection Between Your Brand and Your B2B Customer

Sales and Marketing Management

Appealing to the human being at the other end of a B2B marketing campaign will drive transformational and sustainable growth. It will make B2B marketing more human, more compelling, and more effective.

B2B 301

Sales Power Tip - Homeostasis

Score More Sales

The full title for this post should be, "You Gotta Knock them Off Their Homeostasis". This was a tip I learned from my favorite manager of my 21 sales managers over my selling career - a former IBM top sales rep and leader who would say this so.

Turnover Happens

SBI Growth

One of the biggest challenges any sales organization encounters is the turnover of a quota bearing sales rep. In a Q1 2022 study by SBI , seller attrition rates hovered around ~27%, on average, where 15% to 20% was the historical range.

Quota 181

Top 12 Sales Blogs of 2022 That Make You Think and Sell More

Understanding the Sales Force

I conducted a Google search for the Top Sales Blogs and it showed 616,000 results. I can work with that! I started browsing page by page and I found approximately 50 different lists of top sales blogs on the first 6 pages.

Google 190

Why Gifting is the Secret to Successful ABM Campaigns

The digital landscape is getting crowded, and marketers are looking for new ways to reach their prospects. Download Sendoso’s guide to learn the key ingredients of successful ABM campaigns, and how to deliver brand affinity with proven ROI through gifting.

Leading a Sales Team: 10 Keys to Success- Part 1

Anthony Cole Training

In our sales management training, we have developed 10 keys and a framework of activities that provide a new or tenured sales leader with a roadmap they need to put in place to help lead their team to greater sales success. relationship selling Sales Management Training

Leads 204

One Unconventional Letter You Can’t Afford NOT To Write

Bernadette McClelland

I don’t believe in Goal Setting… I’m not saying SMART goals aren’t smart, but they are kind of ho-hum, don’t you think?

The Cure for Demo Anxiety

Sales and Marketing Management

It's real and it's not good. To truly solve for demo anxiety, teams must implement solutions for both their people and technology. The post The Cure for Demo Anxiety appeared first on Sales & Marketing Management. News Featured

Metrics—Which One is Most Important?

Mr. Inside Sales

Feeling a little overwhelmed by all the new sales tracking technology that seems to come out every month (almost every week)?

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.

The True Cost Components of Sales Talent Attrition

SBI Growth

Companies are experiencing pain from the Great Resignation, rising turnover, and teams seeking and paying heightened salaries for A-players.

The Recession is Here - How to Take Advantage and Prepare Your Sales Team

Understanding the Sales Force

You boarded your plane, got seated, the plane pulled away from the gate and you fell asleep. Later, a hard landing woke you and you wondered, "Are we already there?" Yes you are and you slept through the entire flight. The same thing is happening with the economy.

Effective Joint Sales Calls for Greater Sales Success

Anthony Cole Training

One of the critical components of sales success and sales coaching is the ability of the sales managers and their salespeople to run effective joint calls. There are four steps that will dramatically improve your sales team's ability to eventually conduct extraordinary sales calls on their own.

The Real Reasons Why We Need To Stop Thinking LESS IS MORE

Bernadette McClelland

Less is Less… It’s a mathematical fact! My husband, Tim and I recently moved from Australia to live in the USA (6 weeks ago to be exact) and the process was lessening … ??

Buyer Enablement: The Key to B2B Sales Success

B2B sales reps who are product champions can help simplify the buying process and win big. Learn how.

Empowering Sales Teams with SharePoint Dashboards

Sales and Marketing Management

Sales data is only useful it's well organized. Sales dashboards are utilized as tools that help the sales team leverage the most viable data while also staying ahead of the competition. The post Empowering Sales Teams with SharePoint Dashboards appeared first on Sales & Marketing Management.

Close More Sales with this Training Program

Mr. Inside Sales

Teamwork concept. People working with new startup project in modern loft. Life in office. The dog days of summer are quickly approaching…. Why not use them to upgrade your team’s selling skills so they can hit the third and fourth quarter hard?

How to Get the Most Out of Your Growth Spend

SBI Growth

SBI Chief Operating Officer and Forbes Business Council Member Mike Hoffman wrote a recent article for Forbes digital on how the C-suite can drive growth initiatives, translating strategy into execution.

Creating a Successful Sales Manager Coaching Program

Steven Rosen

Sales Manager Coaching. Effective sales manager coaching is one of the key levers that leading sales organizations utilize to achieve their revenue targets. Sales manager coaching is the #1 sales management activity that impacts performance.

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.

Leading a Sales Team: 10 Keys to Success (Part 2)

Anthony Cole Training

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. Sales Management Training

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How I Recently Unleashed My StorySelling Genius and How You Can Unleash Yours

Bernadette McClelland

I was listening to a CD a few years back that a friend loaned me – it was Anthony Robbins speaking on success, way before he brought me on to be is APAC coach. And I still remember to this day, the words that stuck with me.

How to Leverage Digital PR in 2022 to Benefit Your SEO Strategy

Sales and Marketing Management

Getting backlinks to your site from "reputable" websites is still a key way to improve organic search results. But Google's algorithms for identifying reputable websites is constantly in flux.