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. Online orders were never ready at or even close to the time they provided for pickup.

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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.

Buyer 348
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5 Reasons Sales Teams Underperform Like My Old Wiper Blades

Understanding the Sales Force

My windshield wipers were no longer getting the job done. They were underperforming (leaving streaks and smudges), not clearing water from the windshield (failing to meet expectations) and I couldn't see the road properly when it was raining. It presented a threat to our safety and an upgrade was required. I ordered Bosch Icon replacement blades, rated #1 by the NY Times, and after 30 minutes of unintentionally trying to put them on backwards, I finally got them installed.

Meeting 295
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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!

Video 278
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The New GTM Playbook: 18 Ways to Future-Proof Your Sales Team

Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.

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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. Founder and #CEO Karen Frame @gomakeena knows the importance of a founder-led #sales organization, hear her tips and tricks on this episode of Sales Talk for CEOs.

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More Trending

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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. Deals will start to take longer to close and meetings will be harder to book. Yet, there are ways to still generate revenue and keep your sales org going.

Buyer 124
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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.

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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. The team responds and builds a bottom-up forecast and a tactical business plan.

Strategy 380
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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. This Scrooge is a funny, selfish, materialistic, song and dance man, who is irredeemable. Can Will Farrell's character redeem Ryan Reynolds' character?

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Supercharge Your Sales: 5 Steps to Effortless Selling

Sales teams often lose precious time hunting for updated sales materials, while marketing struggles to keep these assets accessible and current. It's not just about managing; it's about seamlessly finding, presenting, and sharing critical sales content. All of this takes place within an intuitive, unified platform. Dive into Showell's groundbreaking content management realm.

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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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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. CEOs in attendance are fielding questions about cost-cutting measures, and most are shifting operating expenses from compensation and Customer Success into Sales and Product. CEOs in attendance also agreed that pricing increases were not to be feared.

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How to Turn Happy Customers Into Advocates

Predictable Revenue

There’s no better feeling than positive feedback for your business. When a customer leaves a great review or emails to tell you how much they love the product, it’s a great morale boost for the entire team–but does that happiness actually translate into more sales? The post How to Turn Happy Customers Into Advocates appeared first on Predictable Revenue.

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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. The post Critical Collaboration: How Creative Teams Support Marketing Campaign Strategy appeared first on Sales & Marketing Management.

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Redefining the CDP: 8 Data-Driven Designs for Successful Customer Journeys

In this guide, discover 8 use cases for how a customer data platform can tackle common challenges faced by marketing, commerce, service, and sales teams. With helpful diagrams and simple explanations in each use case, see how Salesforce’s CDP, Data Cloud for Marketing, powers personalized, real-time experiences across marketing, with capabilities that include: Optimizing ad spend Powering dynamic website content Increasing upselling and cross-selling Resolving service cases with marketing data B

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The 6 Essential B2B Sales Funnel Stages

RAIN Group

Interesting tidbit: the concept of a sales funnel dates back to Chicago meatpackers in the late nineteenth century. Even then, the Armours, Swifts, and Morrises of the world were tinkering with the best strategies for selling their products to other businesses. In many ways, the fundamental challenges of selling remain the same for the modern B2B sales funnel.

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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. Over the entire 6-game series, the Astros' batting average was 43% higher (good), their pitchers' ERA (earned runs allowed per 9 Innings Pitched) was 26% lower (good) and WHIP (walks and hits per inning pitched) was 19% lower (good), the

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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!

Video 223
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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? Do you have the right account teams assigned to high-potential accounts to maximize value?

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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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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. This month, the podcast welcomed four guests with wisdom only experience can make. Tune in as they describe their journeys, sharing lessons they've learned about life, people and themselves - and how each has made them a better leader.

Revenue 124
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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. The post Understanding Social Media SEO To Grow Your B2B Business appeared first on Sales & Marketing Management.

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Hear how Matt Fok grew his company leveraging existing customers

Alice Heiman

Matt Fok came up with his idea for eZ-Xpo, before the pandemic. He thought, what if you could continue the dialogue started at conferences virtually? Since his company was already selling an eLearning platform, he simply went to his existing customers to validate the idea. And then the pandemic hit. His founder-led sales approach paid off as he uncovered more and better ways to address the market need.

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B2B Buyers: from Fear of Missing Out to Fear of Messing Up

Membrain

As Matt Dixon (of Challenger Sale and Challenger Customer fame) points out in his latest book “The Jolt Effect”, B2B salespeople have been preconditioned by most of the established sales methodologies to focus on cultivating their customer’s fear of missing out (FOMO).

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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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How to Add Personality to Your Prospecting to Attract Ideal Customers

Predictable Revenue

Josh Garrison joins the Predictable Revenue podcast to discuss the hard skills needed to succeed at SDR Management and how to thrive in a sales management role. The post How to Add Personality to Your Prospecting to Attract Ideal Customers appeared first on Predictable Revenue.

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When The Going Gets Tough

Partners in Excellence

For the past several years, news gets tougher and tougher. First the pandemic, we and our customers had to discover new ways of working, engaging and moving forward. “Virtual” became the watchword for how things got done–whether it involved internal collaboration, partners, or customer engagement. Just as we started to learn how to manage in the pandemic, we start seeing supply chain challenges.

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How to Approach Setting Realistic Sales Goals in 2023

The Center for Sales Strategy

Setting meaningful as well as realistic goals is a skill that all sales leaders know is crucial. When looking at sales goals, let’s clarify that they need to be both meaningful, with a focus on hard, not vanity, metrics. They also must be realistic to your industry, region, market, team, and organizational capacity. One of the best ways for sales leaders to set realistic goals is first to look back.

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Zoom Into The Future of 3d Virtual Meetings

Sales and Marketing Management

You arrive for your meeting, and the customer ushers you in. You have a longstanding relationship with the customer’s company, and you wanted to give them an update on your newest products. You pull up a chair and fall into your usual routine, catching up on the latest developments in your personal and professional lives, […]. The post Zoom Into The Future of 3d Virtual Meetings appeared first on Sales & Marketing Management.

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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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Sales Talk for CEOs: Building A Revenue Team in 2022 with Arman Eshraghi

Alice Heiman

Arman Eshraghi can teach us something about building sales teams from scratch. He is, after all, on his fourth startup Qrvey. So, what has he learned from one startup to the next? What has he changed and what stayed the same? One constant that remains true for Arman, if you, as CEO and Founder can’t sell your product, bringing in a sales team won’t solve the problem.

Revenue 123
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“Customers Only Spend 5% Of Their Time With Sellers!”

Membrain

I read a post from a “thought leader.” If focused on how profoundly selling is changing—Wow, I’ve never heard that before. It focused on buyers spending less time with sales people, quoting a Gartner survey, suggesting they get their information from other sources.

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Hard Skills Needed to Succeed at SDR Management

Predictable Revenue

Josh Garrison joins the Predictable Revenue podcast to discuss the hard skills needed to succeed at SDR Management and how to thrive in a sales management role. The post Hard Skills Needed to Succeed at SDR Management appeared first on Predictable Revenue.

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