November, 2022

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Can a New Sales Manager Be a Difference Maker?

Understanding the Sales Force

For the longest time, my local Panera in Westboro Massachusetts was awful. Like phone company awful. And cable company awful. The problem was chronic. The half and half was always empty. The supplies of cup insulators and trays were nowhere to be found. The wait at the drive-through was intolerable.

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Need Help Finding Good Inside Sales Reps?

Mr. Inside Sales

Finding and hiring good inside sales reps has always been a challenge, and it’s gotten even tougher since the pandemic. The entire work landscape has changed, and working remotely has made it harder on both companies and individual producers.

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Five Mistakes to Avoid at SKO

SBI Growth

Every year, thousands of companies spend millions of dollars on sales kickoff (SKO) events and concentrate on talking at the group rather than activating the growth plan. If you're reading this, you're likely one of them.

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Missed Your Number? Target Your Customer Base

SBI Growth

Economic uncertainty has been a mainstay in recent years. Couple that with the average tenure of a CRO at just 19 months, and it’s no wonder why many fail to gain any traction with their goals or achieve quota targets in any forecast period while in the role.

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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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The 4 Buyer Mindsets: Who Will Buy and Who Won’t

Sales and Marketing Management

There are two buying modes and two non-buying modes. Once you know which of the four mindsets your buyers are in, you can sell more effectively. The post The 4 Buyer Mindsets: Who Will Buy and Who Won’t appeared first on Sales & Marketing Management. Featured News

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Sales Commandment #7: The Art & Science of Asking Questions

Anthony Cole Training

Thou shalt always remember to ask questions and listen. This commandment is critical if you truly want to be a great salesperson. This video is a part of our new series with Mark Trinkle: The 10 Commandments of Sales Success. Watch Commandment #7 now!

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Founder-Led Sales Startup: Tips and Tricks After 8 Years of Selling with Karen Frame

Alice Heiman

My guest today on this episode of Sales Talk For CEOs is Karen Frame whose company Makeena, is on a mission to help people live healthier lives on a cleaner planet. She talks about the advantages of having a founder-led sales organization.

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3 Behaviors That Can Impact Your Sales Numbers This Quarter

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.

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5 Ways to Optimize your SaaS Sales Team in a Downturn

Tenbound

During a market downturn, selling may be difficult, and setting up calls even harder. Not only are companies getting ready to operate with a lean staff, but there seems to be budget freezes from your buyers. People start ghosting.

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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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5 Goal-Setting Sins to Avoid

Sales and Marketing Management

There are numerous goal-setting sins, but we focus on five and speak with three experts about why these mistakes can have such a negative impact. The post 5 Goal-Setting Sins to Avoid appeared first on Sales & Marketing Management. Sales & Marketing Podcasts

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The Dance Between Strategy and Strategy Execution

Steven Rosen

Strategy and Strategy Execution. Many companies are going through their annual planning process. As the business unit head, you and your team have spent hundreds of hours building your marketing plans , analyzing trends, developing key tactics and building and revising slide decks.

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Sales Commandment #5: Presenting to Get a Decision

Anthony Cole Training

Thou shout never present without making sure your prospect is committed to making a decision. Are you certain you're getting the decision-maker to a point of clarity? This video is a part of our new series with Mark Trinkle: The 10 Commandments of Sales Success. Watch Commandment #5 now!

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When Professional Vulnerability Can Be A Watershed Moment

Bernadette McClelland

It’s time to let the cat out of the bag or as my husband would say, release the genie out of the bottle… I am like so many of you out there – I want to make an impact and I’m ready for another professional growth spurt.

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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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"Spirited" Has So Much in Common with Most Salespeople

Understanding the Sales Force

Last week we watched Spirited, the new Apple TV Plus take on the old Charles Dickens novel, A Christmas Story. In this lighthearted film, Will Ferrell is the Ghost of Christmas Present and Ryan Reynolds is the 2022 version of Scrooge.

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3 Ways CEOs are Preparing for Budget Constraints in 2023

SBI Growth

SBI’s last CEO growth advisory board meeting of 2022 was held last month, and the conversation followed two big themes - recession and talent.

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How To Empower Your Company With Superhero Leadership

Sales and Marketing Management

Ben Lytle knows superhero leadership. The post How To Empower Your Company With Superhero Leadership appeared first on Sales & Marketing Management. Special Report

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Ten Responses to “We’re All Set.”

Mr. Inside Sales

Tired of getting blown off with the objection: “We’re all set,” when prospecting? Or maybe you get one of these variations of the “We are all set” objection like: “We are okay with our present system.”. We’ve already got a company that handles that.”. We’re fine for right now.”.

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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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Sales Commandment #6: Thou Shalt Always Tailor Your Message for Resonance

Anthony Cole Training

Thou shout always tailor your message for resonance! Does your prospect have a problem that they have to fix? And are you speaking their love language? This video is a part of our new series with Mark Trinkle: The 10 Commandments of Sales Success. Watch Commandment #6 now!

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NEWSFLASH: Buyer-Centric Sales Is NOT New

No More Cold Calling

I was ready to scream! When I read about how sales has evolved to be buyer-centric and relationship-driven, I was ready to scream. Good salespeople have always approached sales this way. Buyer-centric sales is NOT a new strategy. But it has become an increasingly rare one.

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New Data: Will Salespeople Hit Quota When Sales Managers Coach and Sell?

Understanding the Sales Force

I was reviewing stats from the 2022 World Series between the World-Champion Houston Astros and the National League Champion Philadelphia Phillies. The Phillies might have had a two-man wrecking crew in Kyle Schwarber and Bryce Harper but it wasn't nearly enough.

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Three Actions to Prioritize Highest Potential Accounts

SBI Growth

A deep understanding of your customer's ability to spend and over what period is a quick growth lever to pull. Especially when making allocation decisions against your current market opportunities. But how do you identify which accounts will yield the best opportunities in the short term?

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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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Critical Collaboration: How Creative Teams Support Marketing Campaign Strategy

Sales and Marketing Management

Designers bring a different perspective to digital marketing strategies because they are trained to use visual design to communicate stories effectively. Their expertise can help elevate projects, as well as fill some of the gaps in how marketers may approach content creation by default.

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Have a Question? I Have the Answer!

Mr. Inside Sales

Now that the holidays are right around the corner, here is a gift for you: How would you like to have a sales coach who could help you double and even triple your sales—and your income.

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Sales Commandment #3: Getting Introductions

Anthony Cole Training

Get out of the cold-calling business! Share this video with your people who might struggle with getting introductions. This video is a part of our new series with Mark Trinkle: The 10 Commandments of Sales Success. Today we dive into Commandment #3!

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Latest Podcasts: Four Perspectives on Leadership

Force Management

Business leaders in all stages of their career can benefit from self-reflection and improvement. That's why Revenue Builders hosts John McMahon and John Kaplan get real with leaders from all backgrounds and with many different paths to success.

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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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The Wall Street Journal Shares News About What it Takes to Succeed in Sales

Understanding the Sales Force

Brad Bolino emailed me a link from a recent Wall Street Journal article titled, " Millennials are Changing What it Means to be Successful in Sales.".

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Accelerate Growth by Establishing a Deal Review Desk

SBI Growth

Pipeline Management is a critical exercise with which many organizations struggle. High-growth companies with consistent and disciplined pipeline management outperform their competition by 1.5x.

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Understanding Social Media SEO To Grow Your B2B Business

Sales and Marketing Management

Social media for business use is not just about building brand awareness and increasing sales. You also want to create pieces of content that will draw other brands to you and support your SEO efforts.