October, 2022

Are You a Gold Medal Sales Manager?

Sales and Marketing Management

It’s been said that people will run really fast for two reasons: to win a gold medal and to get away from a German Shepherd. Only one of these reasons, however, generates sustained success. Can you guess which one? The post Are You a Gold Medal Sales Manager?

Bold Leaders Required to Succeed

Steven Rosen

BOLD leaders not only develop new strategies and tactics, but they act on making them happen without hesitation

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3 Ways to Improve Your Attitude

Mr. Inside Sales

One of the most important things I learned early on in my sales career is that attitudes are contagious.

New Data: Is Sales Compensation Aligned With Changing Motivational Needs?

Understanding the Sales Force

My MacBook Pro is running Monterey version 12.6 and it has been charging to only 80%.

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.

Ten Truths That Will Increase Your Sales Effectiveness

George Brontén

I want to share with you the ten principles on which we developed our platform. These are also available as a download in my Sales Effectiveness Manifesto

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More Trending

3 Ways To Make Your Recession Contingency Plans Evergreen

SBI Growth

According to SBI CEO Mike Hoffman, “leaders understand that completely abandoning recession contingencies is the wrong call. Instead, they're adapting the plans to reflect the uncertain market.”

Sales Talk for CEOs: A Founder-Led Sales Organization with Usman Sheikh (S3:E11)

Alice Heiman

So many founders make it their goal to get out of the sales role as they scale. “I I can hardly wait until we can afford a VP sales to take over” is a common founder refrain. While his role has evolved, getting out of sales entirely is the last thing that Usman Sheikh plans to do.

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Why Do Sellers Leave Winning to Chance? [Q3 Referral Selling Insights]

No More Cold Calling

Your sales strategies are annoying your prospects. Sales leaders, it’s time to put a stop to this madness. Your over-dependence on technology to drive sales has gone too far. It isn’t filling your pipeline, it’s just filling people’s inboxes. And annoying prospects is not a winning strategy.

5 Practical Ways to Align Sales and Marketing in B2B

Sales and Marketing Management

Considering there is 90% probability of misalignment of sales and marketing in your organization, it’s time to implement best practices that are proven to produce better results and happier practitioners on both sides of the aisle.

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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!

The Similarity Between Cashless Bail and Free Passes for Salespeople

Understanding the Sales Force

If you aren't aware of the crime taking place in most of America's big cities, you have either been living in a cave or experiencing willful ignorance.

The Price Objection—Again!

Mr. Inside Sales

If you’re ever challenged with the objection, “Your price is pretty high for that…” and you are tempted to see if you can lower your price to compete, what is the most important bit of information you need? Think about this….

Pre-Call Preparation: The 10 Commandments of Sales Success

Anthony Cole Training

Are your salespeople following the first commandment of sales success? Our new video series with Mark Trinkle introduces the 10 Commandments of Sales Success. Today we start with number one- Pre-Call Preparation. sales skills pre call sessions pre call preparation

How to Improve CEO Confidence in Marketing

SBI Growth

CEOs view marketing as an expendable black box, es pecially during challenging times. Lack of clear visibility into how marketing drives revenue casts doubt on the CMO’s ability to support the CEO’s commercial productivity agenda.

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.

Why I Won’t Be Celebrating Women in Sales Month

No More Cold Calling

Recruiting more saleswomen should be a year-round priority. Finally, an article about HOW to attract more women in sales. No platitudes, no history, just the facts … and a challenge. Quit Celebrating ‘Women in Sales Month ’” is true brilliance from my colleague, Lauren Bailey. Love the title?

Unlocking the True Potential of Digital Selling

Sales and Marketing Management

Here is the right approach to increase revenue by optimizing the experience of the digital buyer (first) while achieving more productivity with sellers. The post Unlocking the True Potential of Digital Selling appeared first on Sales & Marketing Management. News Featured

The Bob Chronicles - The Difference Between Selling Skills and Effectiveness

Understanding the Sales Force

Back in the 90's, after years of Chiropractic, I learned to crack my own back and neck. You never know when you will need to relieve stiffness and/or pain. Actually you do know.

Call Back Sooner Than You Think You Should

Mr. Inside Sales

I don’t know why sales reps always default to: “I’ll call you again in a month…” Or 60 days or 90 days, etc. Why would you want to miss all the sales this prospect will place in the meantime? The smart thing to do is ask a prospect what their buying schedule is.

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.

Why Sales Coaching Matters

Anthony Cole Training

It is an important distinction in sales – understanding the salesperson who can sell versus the one who will sell. A recent post by Dave Kurlan, on the Difference Between Selling Skills and Effectiveness does a great job of illustrating that difference.

Annual Revenue Plan Execution for Value Creation

SBI Growth

For the last few weeks, SBI has shared a framework for focused annual revenue planning, with near and long-term value creation planning being top-of-mind for CEOs. A focused growth strategy benefits the commercial ecosystem tremendously.

Don’t Brake While Going Uphill - What Sales Teams Should Do To Prepare For Tough Times

George Brontén

Here’s why you should think twice before you lay off salespeople, cut sales training, and lower investments in sales strategy, process, and technology

Negotiators Don’t Fail to Prepare, They Fail to Cover All Bases

Sales and Marketing Management

Too often, negotiation preparations tend to be one-sided. Here are three considerations that should be made before any negotiation begins. The post Negotiators Don’t Fail to Prepare, They Fail to Cover All Bases appeared first on Sales & Marketing Management. News Featured

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!

How to Hire the Right Salespeople Using This Jeep vs. Infinity Analogy

Understanding the Sales Force

Before I purchased my first Jaguar, my dream car was the Infinity Q45. In the early 90's, I couldn't wait to get that car and when winter came, I couldn't wait to get rid of it.

Sales Jobs Are Changing: How to Keep Up and Keep Talent

Harry Danz

Are you struggling to retain sales talent? That's because sales jobs are changing! Click here to learn about how to keep up with sales talent

6 Steps to Start the Sale

Anthony Cole Training

The start of any undertaking is the most important step. When it comes to building the confident and trusting relationship associated with a strong seller / buyer relationship, the start is especially important.

How to Become a Must-Have Solution for Customers in Any Economy

Force Management

This blog is part of our Mission Critical Success Series, where we dive into the strategies leaders are using to execute on mission critical sales objectives during times of economic change. Each week, we will cover a different essential area of sales effectiveness.

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!

5 Secrets to Selection

The Center for Sales Strategy

Candidates are in and out of the job market quickly, particularly those with superstar talent. If you’ve adopted a “we’re always hiring” mentality to help you build and fill your talent bank, you’re likely conducting interviews more frequently.

Halloween Scares: Conquering the Five Biggest Fears of Salespeople

Sales and Marketing Management

Losing the big deal; being buried in administrative tasks; falling short of quota. Here are five common fears of salespeople and how to conquer them. The post Halloween Scares: Conquering the Five Biggest Fears of Salespeople appeared first on Sales & Marketing Management. News Featured

5 Virtual Selling Myths…True or False?

Julie Hanson

5 Virtual Selling Myths…True or False? There’s a lot of advice floating around about virtual selling and how to best connect with prospective buyers on camera. Some of it is helpful. Most of it is well meaning.

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