April, 2023

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3 Steps to Ensure Sales Structure is Aligned with Strategy

Sales and Marketing Management

When organizational design changes are required, CSOs must identify which structure aligns best with their goals while recognizing the tradeoffs that are likely to occur. Here are three steps to follow to identify and select the best design to match your needs. The post 3 Steps to Ensure Sales Structure is Aligned with Strategy appeared first on Sales & Marketing Management.

Sales 309
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How Can We Make Our Reps More Coachable?

Score More Sales

We know how important it is for sellers to be coachable. Coachability, after all, is one of the keys to identifying top performing sales professionals.

Sales 294
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Why Data Matters When Recruiting People that Will Sell

Anthony Cole Training

Let’s talk about why data matters when recruiting people that WILL sell versus CAN sell. There is a big difference.

Data 249
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The Powerful Similarity Between Bad Baseball Teams and Most Sales Teams

Understanding the Sales Force

As we do each Friday in March and April, my wife and I drove to upstate New York to watch our son's college baseball games. But this article isn't only about normal, it's also about the abnormal in both baseball and sales.

Sales 214
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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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GTM Plays: How to Win the Race for Sales Productivity

Zoominfo

Although it may sound counterintuitive, multiple periods of economic uncertainty have revealed a striking pattern: the biggest winners in business are those who keep investing in growth. And regardless of how the current economic headwinds play out, Bain & Company partner Jordan Lee says this era’s winners will be the companies that focus their go-to-market strategies around highly efficient, data-driven plays.

Sales 130

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Top Reasons Salespeople Don't Close The Deal

The Center for Sales Strategy

For any sales manager, it's incredibly frustrating when their salespeople don’t seem to be able to close the deal. A successful sale often depends on the product and customer knowledge of the salesperson, but what happens when the hard work isn’t translating into results? Let’s take a look at some of the top reasons why your team may not be closing deals - from common hurdles like difficulty establishing credibility and understanding client needs to more nuanced issues like forgoing preparation

Closing 96
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How Effective Is Your Sales Training Program? Check the Data

Allego

Congratulations! You launched your new sales training program ! You have personalized training, peer-to-peer learning , training reinforcement, and a sales content library filled with just-in-time learning that sellers can access when they need an immediate answer. It was a huge project, and now you are done. Well, not quite. Now, you need to make sure the sales training program is working.

Training 114
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Will AI Really Help You Sell?

Membrain

It’s almost the only thing people want to talk about these past few months: Artificial intelligence. ChatGPT and its many children and siblings have set the internet and our industry ablaze with speculation about what it means for us.

Industry 116
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AI Rising: Should Sales Leaders be Updating Their Resumes?

Sales and Marketing Management

The accelerated adoption of AI-powered sales solutions will undoubtedly whittle down the human element required for sales funnel management. But how far can this go? The post AI Rising: Should Sales Leaders be Updating Their Resumes? appeared first on Sales & Marketing Management.

Sales 314
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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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Coaches Benefit from Tryouts, Sales Managers Fail Using Gut Instinct

Understanding the Sales Force

Our son's college baseball season is winding down and we think they'll make the playoffs for the second straight year. As I think back to high-school baseball, a couple of things came to mind that have a lot to do with sales development. Mike attended two high schools. His first high school baseball coach saw his potential, calling him up to play on the varsity team when he was still in the 8th grade.

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Second Quick Fix to Get Your VMs Returned

Mr. Inside Sales

To follow up on the blog post from two weeks ago (about the one quick fix to get your VMs returned ), here is the second quick fix: Stop trying to trick your prospect! Everyone knows that a partial message like: “Hey _, this is Mike. Call me back as soon as you can…” just reeks of a tricky salesperson calling. I ALWAYS delete these messages the moment I hear them.

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Coaching Championship Sales Teams: Pat Summitt Says it All!

Anthony Cole Training

There are five pillars that make up a strong Sales Managed Environment which in turn will help you build a consistent, championship-quality sales team.

Sales 218
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Achieving Revenue Growth with Optimized Account Segmentation

SBI Growth

Account Segmentation can arguably be viewed as the single most important practice your organization can execute to unify the team around your growth strategy. Your customers are the heart of your business. And how you segment them impacts every part of the customer journey, from marketing to prospecting, sales, customer success, and beyond. Many commercial leaders claim to understand and execute account segmentation.

Segment 177
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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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The 8 best CRMs for marketing

Nutshell

Table of Contents What is CRM? What is a CRM system in marketing? Why CRM is important for marketing Essential CRM Features for Marketing Teams Eight Best CRMs for Marketing Nutshell Zoho Hubspot SugarCRM Agile ActiveCampaign Greenrope Aritic Calculate the Costs of a CRM for Your Marketing Team Choosing the best CRM for your marketing campaigns Effective marketing is about more than just attracting one-time customers.

Marketing 171
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The Link Between Sales Funnels and Digital Spend ROI

Sales and Marketing Management

Crushing it with your sales funnels starts with having clean, integrated data that you can use immediately. The post The Link Between Sales Funnels and Digital Spend ROI appeared first on Sales & Marketing Management.

Funnel 296
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Dumb And Dumber…….

Partners in Excellence

I’ve been noticing a torrent of “hints and prompts” from the ChatGPT guru’s looking at email personalization, specifically around business personas. These experts are providing insights around how to personalize outreaches through ChatGPT prompts. As I read through these expert insights, the movie “Dumb and Dumber” kept going through my mind.

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The Simplest Way to Qualify

Mr. Inside Sales

Problem: Salespeople talk too much when they finally get a prospect on the phone. They pitch features and benefits instead of asking questions and qualifying. They talk over their prospects and generally learn very little about what it takes to close a sale. Result? They may get some leads out and set up some “demos or presentations,” but because they didn’t discover whether a prospect was truly a buyer and in the market at that time, their close rate is a disappointing 2 sales out of 10 full pr

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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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Accountability – The 14-Letter Dirty Word for Many Sales Organizations

Anthony Cole Training

Accountability in an organization is kind of like the old country song by Joe Diffie: Prop Me Up Beside the Jukebox (If I Die).

Account 221
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Latest Podcasts: Leading Through Challenges

Force Management

As leaders, we serve as guides for our teams through challenging times. In the current economic landscape, when the challenges are unpredictable, it helps to have guides of our own. Last month on the Revenue Builders Podcast, we talked to multiple leaders who have guided teams successfully through crises. They spoke to the power of gratitude, communication, culture, and humility.

Leads 116
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MUST-KNOW Money Advice on the Come Up

Grant Cardone

I learned many lessons on the come-up that eventually helped me reach financial freedom for myself and my family. But here’s a secret no one will tell you… You DON’T have to learn them the hard way. In fact, I’m going to share 15 principles to create wealth, so you can get started NOW! There […] The post MUST-KNOW Money Advice on the Come Up appeared first on GCTV.

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Staying Motivated in Sales

Sales and Marketing Management

The vice president of sales at CRM provider Pipedrive discusses keeping sales teams motivated, why deals stall and organizing customer data. The post Staying Motivated in Sales appeared first on Sales & Marketing Management.

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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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What If You Only Have 100 Potential Customers?

Partners in Excellence

Let’s try a thought experiment. I’ll start with a bit of background. When I look at a lot of the “expert” advice in my social feeds, the emphasis is on how we reach and engage more and more customers. This is critical, at least in the thinking of these experts, because those customers we are trying to engage aren’t responding in the numbers we need.

Customer 133
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How Mission-Driven Companies Benefit From Founder-Led Sales

Alice Heiman

It’s not surprising that Bronwyn Spira, after trying many different sales strategies, landed back on the founder-led model. In mission-driven companies, founders often deliver the most compelling pitch. She then set about recruiting a sales and marketing team to support the sales process across the entire customer journey. Stick with us to the end where Bronwyn leaves us with her three growth tips for every CEO.

Sales 118
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5 Behaviors Great Sales Managers Exhibit to Drive Consistent Sales Results

Anthony Cole Training

Improve your sales management skills by implementing these 5 behaviors to help your sales team drive consistent results.

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3 Ways to Motivate Your Sellers During Economic Challenges

Force Management

Economic challenges can take a huge toll on workforce morale. Your sales force is likely encountering obstacles they haven’t faced before, and it’s possible that’s affecting their ability to win.

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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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5 Steps for Better Sales Content Management

Allego

Samantha had been working tirelessly to close a deal with a promising customer. As she was about to send a crucial report to the prospect, she realized she couldn’t find it anywhere. Frantically, she searched through the company’s sales content library, her computer files, and her email inbox, but to no avail. The report seemed to have disappeared into thin air.

Sales 118
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With Buyers’ and Sellers’ Roles Upended, B2B Sales and Marketing Alignment Is Critical

Sales and Marketing Management

With prospects now driving their own problem-solving journeys, sellers must design their entire go-to-market strategies around enabling and facilitating the buyer-led process. The post With Buyers’ and Sellers’ Roles Upended, B2B Sales and Marketing Alignment Is Critical appeared first on Sales & Marketing Management.

Buyer 290
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A Differentiating Skill: Depth Of Thinking

Partners in Excellence

What really differentiates sellers in helping customers in complex B2B buying processes? Is it the products they represent? Possibly a little, but in reality, when the customer develops a short list of alternatives, any of the solutions can meet their needs. Is it the price of the solution? When there is no other basis of differentiation, price will always win.

Buyer 131