May, 2021

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8 Sales Lessons from Michael Scott

Chorus.ai

You can learn a lot from success, but you can learn even more from failure. No one embodies this truth like Michael Scott—the king of paper merchantry, the greatest manager Dunder Mifflin ever saw (or so he’d like to have you think). “The Office” is one of the most beloved television comedies of the past 30 years, and its heroically bumbling hero Michael Scott, played by Steve Carell, is one of the most beloved sitcom characters in the same period.

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Leadership Development in the New Millennium

Steven Rosen

Sales Leadership Development in the New Millennium. Leading-edge sales organizations understand the value of investing in leadership development. They believe that strong sales managers are the key to driving sales rep performance. The STAR Sales Manager Survey set out to gauge the development priorities of sales organizations. We wanted to better understand what skills were important and the level of support companies provide their sales managers in terms of skill development.

Survey 358
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3 Ways to Propel Sales Growth During a Crisis

Sales and Marketing Management

Sales teams that flourished rather than famished in the COVID year have these key differentiators. The post 3 Ways to Propel Sales Growth During a Crisis appeared first on Sales & Marketing Management.

Sales 367
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Empathy Needs To Be More Than A Feeling

The Pipeline

By Tibor Shanto. No one should doubt or question the power of empathy in life, and as a result in sales. But saying you are empathetic is a long way from practicing empathy. Many of the proponents of the concept in sales, stay very much at the concept level. But you know that we are about execution, everything else is just talk. And there is a lot of talk, and little associated action when it come to empathy in sales.

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5 Inspiring B2B Marketing Campaigns to Take Yours to the Next Level

Your next big B2B marketing idea starts here. Get inspired with these five successful B2B marketing campaigns. Ready to generate more leads, interest, and revenue with your B2B marketing? In this comprehensive eBook, you’ll get: In-depth studies of five successful B2B marketing campaigns spanning a wide range of industries Key takeaways and lessons from each story to implement in your own strategy Resources to help your own B2B marketing thrive By submitting this form, you agree to have your con

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Three High-Impact Benefits of Email Marketing

Zoominfo

Email is the OG digital marketing tool. While it might seem basic and a little bit boring, email is actually the most advanced medium of communication between marketers and their ideal customers. It’s ubiquitous, low cost, reliable, and provides high-impact benefits. Customers have become highly accustomed to using email when communicating with a brand, and email performance is a critical factor in the success of digital marketing campaigns.

More Trending

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8 Steps to Effectively Close More Business

Anthony Cole Training

We recorded a video on Laying the Foundations for the 8 Steps to More Effective Closing to close more business more quickly with higher margins. And we talked about the foundation. Today we are going to get into the actual 8 Steps of Becoming an Extraordinary Closer.

Closing 250
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Four Principles for Hiring Sales STARS!

Steven Rosen

Hiring Sales Stars . Whether you are starting a new sales force or hiring a new rep to fill a vacancy, the four principles of the STAR Process will help you select top sales performers. As the head of sales it doesn’t matter if you are involved directly in the process, what matters, is that you have in place a top-notch sales selection system. Without a clear process, your sales managers will each adopt their own approach and ultimately achieve sub-optimal results.

Hiring 386
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3 Properties and a Report: A Smarketing Love Story

Sales and Marketing Management

If you’re looking to use the HubSpot CRM for sales and marketing (smarketing), this story is for you. The post 3 Properties and a Report: A Smarketing Love Story appeared first on Sales & Marketing Management.

Report 317
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There Is No Need To Lie

The Pipeline

By Tibor Shanto. There has always been an uneasy dance involving selling and buying when it comes to trust and honesty. While it is natural to be guarded or cagey when you first meet someone new, but this goes a bit further, by both sides. While both sides expect embellishments and the most positive spins, many take it too far and over complicate things.

Quota 341
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How to Stay Competitive in the Evolving State of Martech

Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr

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Welcome, Gen A: The Age of Automation for Sales and Marketing is Here

Zoominfo

Imagine if, 30 years from now, business leaders are still scratching their heads about how to use artificial intelligence. It’s nearly impossible to believe that will be true. Yet a similar phenomenon has already happened with another technology: sales and marketing automation. . Back in 1989, when hair metal music played on MTV and a lone protester famously stood in front of a tank in Tiananmen Square, the Harvard Business Review published an article that explored how automation was ready to bo

Marketing 252
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The CEO’s Guide to Navigating Commercial Complexity

SBI Growth

Being a CEO during a large Go-to-Market transformation is difficult, and with multiple acquisitions, this adds further complexity, such as: High Customer Acquisition Costs Low Employee Morale Inaccurate Fact Base And more. On today’s show, Steve Smith, CEO of Zayo, joins us to discuss how.

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Podcast 199: Galit Ventura-Rozen On The Psychology Of Sales

John Barrows

Our guest this week is Galit Ventura-Rozen, Co-Founder of Everyday Woman, real estate broker, and sales success expert. In this episode, Galit shares her experiences on the path to entrepreneurship. Investing in yourself can be frightening; Galit and John talk about the mentality and mindset needed to overcome our fears and take the steps towards what we want.

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Can Quiet Sellers Gap Sell?

A Sales Guy

As Gap Selling has crossed the milestone of 50,000 copies sold , we are highlighting some of our favorite books to compliment your Gap Selling journey. Our 3rd book recommendation? Quiet!! To start…you may be wondering why the heck would I put Quiet and anything “Keenan” in the same discussion? These two words have probably never been shelved together, until now.

Energy 170
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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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Don’t Get Locked In Email Marketing Jail

Sales and Marketing Management

Email marketing campaigns that get sucked in by a spam filter or blocked completely never have a chance to convert to sales. The post Don’t Get Locked In Email Marketing Jail appeared first on Sales & Marketing Management.

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Winning With Multi-Track Selling

The Pipeline

By Tibor Shanto. It’s not news that the buy side has more stakeholders involved , representing the varied interests of a modern enterprise. Depending on who you follow, the number of stakeholders in a B2B decision continues to grow, over 10 by some accounts. This requires the ability to juggle a number of things all at once; more specifically communicating value to all.

Hiring 305
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Intent Data is a superpower. Here’s why.

Zoominfo

In a world inundated with data and the solutions that promise you the ability to achieve a competitive edge , we’re often left thinking: “How?”. Just how do businesses with access to so much rich information actually, truly use it to their very individual advantage? Selling points and promises aside, without fully understanding their prospects (i.e. the particular pain points of each prospect at different parts of the funnel), companies can amass all the data in the world without actually using

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What Is Your Development Plan For Your People?

Partners in Excellence

My friend, Tibor Shanto , and I were talking this morning. He asked me a fascinating question, “Why don’t managers have a development plan or roadmap for developing the capabilities and performance of their people?” The question caused me to pause and reflect. Very few managers sit down with their people and develop a plan to help them learn, grow, and contribute at higher levels.

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2 Retail Sectors That Are Completely Changing the Game: FMCG & Q-Commerce

Speaker: Joe Heather, Deliverect GM (UK&I) & Noah Hayes, Deliverect GM (US&CA)

Fast-Moving Consumer Goods (FMCG) and Quick Commerce (Q-commerce) are two vibrant sectors that have undergone significant transformations with the advancements in digital technology. With growing internet penetration and the proliferation of smartphones, consumers' purchasing habits have unsurprisingly evolved. They now demand quick, convenient, and seamless shopping experiences, which both FMCG and Q-commerce sectors strive to provide.

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Podcast 197: Tim Clarke On Loss, Grief, And Moving Forward

John Barrows

Our guest this week is Tim Clarke, Senior Director, Product Marketing – Sales Cloud at Salesforce and Co-Founder of UNCrushed, a platform and community for mental health awareness. Success isn’t always about tactics and dollars. Sometimes success is about carrying on even though our world seems to be closing in around us. In this episode, Tim and John talk about their experiences with loss and grief and how they’ve been able to pick themselves up and move forward.

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Why I believe we should blow up the BDR role in sales

Membrain

Did you ever notice how most supermarkets place the least capable cashiers in the Express Lane? Drives me nuts! The Market's perspective: Small orders will be easier for them to handle. My perspective: Let's go!!! They call it Express for a reason!

Marketing 158
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How Sales Teams Can Tap Into the Power of Asynchronous Communication

Sales and Marketing Management

Managers can improve the impact of in-person communications by supplementing them with asynchronous communication that can be viewed and shared wherever and whenever the salesperson needs it. The post How Sales Teams Can Tap Into the Power of Asynchronous Communication appeared first on Sales & Marketing Management.

Sales 294
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Resurrecting Cold Calling, Again

The Pipeline

By Tibor Shanto. Almost like clockwork, someone pronounces the death of cold calling. It is one of the most popular and repeated Zombie plotlines. The Modern Wave proves they have a better mouse trap, deems cold calling to be dead, only to have us return. They may relabel things, like outbound, but it always involves picking up the phone. Which if we’re honest, is the problem to begin with.

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Gone in 8 Seconds: Overcoming Buyers’ Shrinking Attention Spans

Speaker: Jake Miller, Senior Product Marketing Manager, Allego

Buyers are savvier, buying teams are larger, and new research shows that buyers' attention spans have dropped to just 8 seconds. This means that the old approach of blasting buyers with email-heavy, generic communications no longer works. Instead, buyers need to be surrounded with relevant communications and personalized, self-service content throughout their journey.

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The secrets to closing a multi-million dollar deal

Zoominfo

“The summary of it is that we prospected like heck, we did probably 50 to 100 demos, we struck out a lot, and every time we struck out we just kept going and going and going. We pulled out every resource we possibly could, and we didn’t let ‘no’ defeat us, because we knew it was a good opportunity.” — Andy Lyon. When Andy Lyon started at ZoomInfo, people called him “Andy Cub.

Closing 246
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Our Latest Podcasts: Coaching Lessons from Netflix

Force Management

This month's episodes packed an extra punch. With timely front-line sales tips and a guest appearance for ELAC Men's Basketball Coach, John Mosley Jr. (as seen on Netflix's Last Chance U: Basketball Series) — each episode has something for everyone in your organization. Here's a rundown of what each episode covers. Tune in and share with your sales reps, managers and other leaders in your organization.

Coaching 148
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Start With The Customer

Partners in Excellence

When we look at our Go To Customer strategies, we make them more complicated than we need to. Our demand gen, marketing, sales organizational design, sales processes, customer experience—all of it are generally designed around us. It’s an internal view, primarily focused on internal objectives and goals. We may be trying to hit certain spend/budget goals.

Customer 152
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How hostage negotiators win - and how you can too

Membrain

Kirk Kinell knows negotiation. For more than 20 years, he was a professional hostage negotiator, who went on to train other hostage negotiators and to build programs to improve the effectiveness of those negotiations.

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How to Leverage Intent Data for Better Outcomes

Speaker: Susan Spencer, Principal of Spencer Communications

Intent signal data can go a long way toward shortening sales cycles and closing more deals. The challenge is deciding which is the best type of intent data to help your company meet its sales and marketing goals. In this webinar, Susan Spencer, fractional CMO and principal of Spencer Communications, will unpack the differences between contact-level and company-level intent signals.

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Orchestrating a Humanized Account-Based Marketing Strategy

Sales and Marketing Management

Account-based marketing success requires marketers to grasp the who – the person or people behind the purchase decision. The post Orchestrating a Humanized Account-Based Marketing Strategy appeared first on Sales & Marketing Management.

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Why Your Next Best Step is AI-Assisted Sales

Allego

“The future is already here – it’s just not very evenly distributed.“ — Author William Gibson. What exactly is Artificial Intelligence (AI)? What is AI-assisted sales? When you hear these terms, do you think of R2D2? Blade Runner? Or even Tron? Many of us grew up thinking about AI this way—either helpful robots or an evil tool with the potential to run amok.

Scale 149
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Survey: How sales reps adapted to the pandemic

Zoominfo

“A wise man adapts himself to circumstances, as water shapes itself to the vessel that contains it.” (Chinese proverb). The pandemic changed the day-to-day processes of the B2B sales organization practically overnight when the world went 100% digital. A recent ZoomInfo survey of about 600 sales and marketing professionals found that most sales reps said they relied on in-person events for prospecting before 2020.

Survey 246