March, 2023

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Stop Jumping Through Hoops to Get a Sale

Mr. Inside Sales

So many sales reps are anxious when they speak with a prospect. It seems they are afraid and think things like: “Will they like my product or service?” “Am I speaking with the right person?” “Do they have the budget or is my solution too much for them?” And on and on… As such, many reps don’t ask the “tough” questions, like: “What kind of budget do you have set aside for this?

Sales 263
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Unleashing Generative AI: Shifting from Sales Pitch to Sales Discovery

Sales and Marketing Management

The transition from building seller proficiency on sales pitch to building seller proficiency on sales discovery is just the first step into the brave new world of smarter, more effective AI-powered sales solutions. The post Unleashing Generative AI: Shifting from Sales Pitch to Sales Discovery appeared first on Sales & Marketing Management.

Sales 394
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Selling Value Without Selling: Part 1

Anthony Cole Training

Selling value as a strategy for selling is not effective. So, what should you do instead? Watch part 1 of our my new 3-part series, Selling Value Without Selling to find out.

Strategy 242
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Top 10 Keys to Determining and Improving Your Ideal Win Rate

Understanding the Sales Force

What kind of car should you drive? Answering that question with anything other than, "It depends," is irresponsible because there are so many variables. Choosing a car depends on budget, family size, how much stuff you load into your car, the length of your drives, the logo/ego influence, fit and function, ergonomics, appearance, perceived value, reliability, cost to drive it (gas/electric/mileage), and so much more.

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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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Five Ways for Sales Leaders to Stay Inspired

Steven Rosen

5 Ways to Stay Inspired Paul Smith is the Sales Director of a leading technology company. He has been in the industry for the last ten years and has been a star in various sales and marketing roles. His recent promotion finds him managing managers. His leadership style has always been one of pace-setting and leading by example. Having just gone through a sales force downsizing, Paul has adopted an inspirational leadership style.

Sales 227

More Trending

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How to Drive Cost Optimization of Your Sales Organization

Force Management

As the external economic environment continues to shift, many organizations are looking for ways to optimize costs and make their sales force more efficient. One focus area has emerged as a key differentiator for those organizations who have been able to do more with less, accelerate revenue, and exceed their objectives during this economic time: alignment.

Sales 121
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You're Looking for Sales Productivity in the Wrong Place

RAIN Group

One of the first things sellers learn is to keep it simple. Yet when it comes to a particularly hot topic in our industry, sales leaders do anything but. Rather than apply the K-I-S-S principle to sales productivity, many leaders instead turn to technology, tracking, and top-down governance.

Sales 108
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Is the Clash Between Your Sales and Finance Teams Killing Your Revenue Growth?

Sales and Marketing Management

Mending the fractured sales/finance relationship needs to be a priority at the top level. It needs to start from the top down. The post Is the Clash Between Your Sales and Finance Teams Killing Your Revenue Growth? appeared first on Sales & Marketing Management.

Revenue 379
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How We Burned The Boats and Lived To Tell The Story

Bernadette McClelland

How We Burned The Boats and Lived To Tell The Story TODAY is the day ONE YEAR AGO EXACTLY we flew out of Australia with 6 suitcases, 2 carry-ons and 2 backpacks and our head, heart and gut saying ‘do it’! To live in the United States of America as residents, not just tourists on extended visas. And during those 12 months, we have been asked these 7 questions many times over: 'How did you just up and move?

Up-Sell 395
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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 Philosophy of the Red Sox and Gallop Will Lead to Increased Revenue

Understanding the Sales Force

Today, I read two articles that had some quotable copy which we can translate to sales. The first article is about baseball and I'll translate what it says after the quote I pulled out.

Revenue 256
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March Madness and the Search for Pipeline Predictability

Anthony Cole Training

Today's topic: March Madness, the ongoing search for bracket and sales pipeline predictability. The March Madness tournament can be somewhat predictable, but upsets are expected. In the world of sales forecasting, you have the same problem!

Pipeline 238
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Three Quick Tips to Increase Your Voicemail Callbacks

Mr. Inside Sales

Tired of leaving tons of voicemails and not hearing back from anyone? Incorporate these proven techniques and give yourself the best chance of hearing back from prospects: #1: Use the “I need a little help, please…” technique. Everyone wants to be helpful, and by leading with this statement, you’ll at least peak someone’s interest, and get them to listen a little bit longer. #2: Next, make sure and let them know you’ll be brief when they call you back.

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Celebrating the Women on the 2023 Quarters

No More Cold Calling

Learn more about the five remarkable women being honored by the U.S. Mint this year. Have you heard of Bessie Coleman, Edith Kanaka’ole, Eleanor Roosevelt, Jovita Idár, and Maria Tallchief? You probably know one or two, as I did. The others are less famous but just as fascinating. These women’s stories are all very different, but they have a couple things in common: During their lifetimes, they were all fiercely determined to stand up for equality and overcome discrimination and injustice.

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6 Proven B2B Marketing Strategies and How to Use Them

What happens when strong partnerships, cross-channel strategies, and compelling content come together in a B2B marketing campaign? Happier customers. Higher revenue. A healthier bottom line. Get an in-depth look into six successful B2B marketing campaigns across a wide range of industries. You'll learn: Tips for inspiring your own strategy. How to make the most of every campaign.

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5 Reasons Why the Customer Success Team Should Be Marketing’s New Bestie

Sales and Marketing Management

Customer Success teams hold priceless information for marketing. And marketing can amplify the work of the Customer Success team. In the era of doing more with less, this is a collaboration that will yield real results. The post 5 Reasons Why the Customer Success Team Should Be Marketing’s New Bestie appeared first on Sales & Marketing Management.

Customer 377
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7 Traits We Can Adopt From Our Irish Friends

Bernadette McClelland

7 Traits We Can Adopt From Our Irish Friends IRISH BY NAME: IRISH BY NATURE There is something very romantic about the Irish. Beside the Atlantic Ocean, between Ballyvaughan and Doolin, north of the Cliffs of Moher and south of Galway Bay, is a little village called Fanore Beg. And the ‘house on the hill’ in this charming village by the sea, albeit now renovated, is the same family home from where three siblings set sail many years ago.

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Snowstorm & Weather Apps Explain Why 75% of Sales Forecasts are Wrong

Understanding the Sales Force

As a Nor'Easter barreled across Central Massachusetts today, a few interesting storm-related happenings were analogous to some sales-related occurrences.

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Selling Value Without Selling: Part 2

Anthony Cole Training

What your salespeople must ‘have’ to be successful at uncovering value. From a sales strategy and process perspective, positioning value not only requires a great VALUE PROPOSITION but also supporting Will to Sell, Sales DNA, and Sales Competencies. Using data from just one of our dozens of community bank clients, this is what we found out about top 25% of the team vs the bottom 25% of the team.

Banking 219
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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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5 Ways to Break Down Data Silos in Your Business

Zoominfo

Having good data is no guarantee that a business will make good decisions. But being saddled with low-quality data at the most critical points of strategic decision-making is a recipe for failure — and a lot of lost money. How much? Industry experts at Gartner estimate that poor data quality costs businesses about $13 million a year. And here’s the hard truth: Even businesses with high-quality data can still lose ground if that critical information is stuck in silos.

Data 130
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Let’s Hear It for the Boys During Women’s History Month 2023 [Q1 Referral Selling Insights]

No More Cold Calling

Let’s celebrate our men during Women’s History Month 2023. As we wrap up Women’s History Month 2023, I’d like to give a shout-out to the men in our lives. To the husbands, fathers, brothers, sons, and mentors who celebrate women year-round. We have always needed and respected our male allies—those of you who encourage and support women and set the stage for our success.

Referrals 156
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Amy Franko on Creating a Sales Enablement Center of Excellence

Sales and Marketing Management

In this podcast episode, we dive deeper into an article Amy wrote for a Sales & Marketing Management entitled “How to Create a Sales Enablement Center of Excellence.” The post Amy Franko on Creating a Sales Enablement Center of Excellence appeared first on Sales & Marketing Management.

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Welcome email templates for nurturing new customers

Nutshell

Table of Contents 3 tips for effectively crafting any welcome email Prioritize your subject line Personalize whenever possible Proofread your message See the Templates Discount code Personalized video Free trial (Most Viewed Template) Brand promise Storytelling Community-focused incentive Hybrid Confirmation / Welcome From a Real Human “Welcome to Your Trial” Product-Focused Free Gift “Thanks for Subscribing” Reminder Email Onboarding When a prospect makes the decision to become your c

Customer 154
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New Ways to Reach, Influence, and Close More Deals with Intent Data

Speaker: Ardath Albee, B2B Marketing Strategist and CEO of Marketing Interactions

Most buyers today spend approximately two-thirds of their journey digitally and anonymously before contacting vendors directly. Intent data can help B2B marketers reach active buyers earlier, influence their journey, and close more deals. However, not all intent data is created equal. Perceiving interest as intent will lead you down a rabbit hole with no program performance.

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Branding in Service of Social Selling: A Unified Brand Image for All

SocialSellinator

Social media is an integral part of our lives, so it’s only natural that brands are using it to their advantage. Using social media to promote your business is one of the most effective ways to extend your reach, and form meaningful relationships with prospects and customers.

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Selling Value Without Selling, Part 3: THE SOLUTION!

Anthony Cole Training

In part 1, I gave you a sample of how the ‘selling value’ discussions sounds. Here it is again. Prospect : W hy should I do business with you or your bank / company?

Banking 219
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Drawn-Out Sales Cycles: What to Do When Selling Stalls

Zoominfo

As budgets remain tight and layoffs loom, more care and consideration is put into every purchasing decision. This often leads to larger buying committees, more avenues for approval, and elongated buying cycles. Vendr, a SaaS buying platform, recently found that sales cycles for software have settled at about 46 days, a 40% increase since 2020. Those longer buying cycles can cascade throughout the economy, causing stress on sales teams and making revenue more difficult to forecast.

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Basic Principles Endure….

Partners in Excellence

The only constant is change—-everything about selling has changed and will continue to change. How we engage our customers, our processes, methodologies, tools, systems, programs continue to change. Technologies accelerate the rate of change, also providing us insights and capabilities we have never imagined. And, in the coming years, we will see technologies like AI and others that will provide new capabilities.

Call-back 133
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Reinforcement: The Key to B2B Sales Rep Training

Will your B2B sales rep training program result in long-lasting sales performance improvement? Or will it all be forgotten within days? If you’re investing in a B2B sales training initiative, give your program the best chance of success by implementing a reinforcement program designed to improve retention and keep the momentum of your training message going until your reps have the opportunity to really apply it.

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Optimizing the Entire Revenue Lifecycle to Drive Net Revenue Retention

Sales and Marketing Management

Revenue growth is about retaining the customers you have and exercising rigorous efficiency in how you generate new business. An optimized revenue lifecycle considers the entire customer experience, increasing net revenue retention by improving that experience. The post Optimizing the Entire Revenue Lifecycle to Drive Net Revenue Retention appeared first on Sales & Marketing Management.

Revenue 311
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The Crunchbase 2023 Influential Women in Sales List

Crunchbase

The Crunchbase 2023 Influential Women in Sales List is a submission-based list. Full methodology details are available at the end of this article. They’re taking the reins at their companies and driving explosive growth. They’re launching sales podcasts, YouTube channels and startups of their own. They’re creating safe spaces to empower female professionals and championing diversity in sales, both inside and outside their organizations.

Sales 130
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Building and Implementing Scalable Processes

Alice Heiman

Most CEOs have a hard time running one successful company. Veronica Buitron runs two! Her secrets boil down to simple, hard won lessons. First, you need a process for everything to be successful and to scale. Second, you need to trust and empower your teams. Every CEO can learn from her episode. How does she do it all? Run two companies and raise her kids, @vrbuitron answers that on #SalesTalkForCEOs #Sales #CEOs #B2B #GirlsWhoCode #womenintech #womenshistorymonth Click to tweet Watch the podcas

Scale 122