June, 2024

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How to Motivate Your Sales Team

Anthony Cole Training

Most sales managers say that one of their greatest challenges is their ability to motivate and set goals for their salespeople. If a sales manager can figure out what makes their people “tick,” they can better help them hit their goal numbers. Sales motivation seems like hard work because salespeople often value different things. There are, however, several steps a sales manager can take to establish a motivating environment.

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Best Way to Open a Closing Call

Mr. Inside Sales

Want the best way to open your closing presentations? Some reps have an entire presentation planned in advance, and then they launch into it, only latter getting to questions and comments. I used to do it that way, until I found that if I got to initial questions or comments (and yes, even objections!) first, I could save myself A LOT of time and energy.

Closing 255
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3 Keys to Increase Customer Acquisition & Deposit Growth

Anthony Cole Training

Working with community banks across the country, we understand that now is an important time to have the right people in the right place, asking the right questions, to address the flow of deposits. In this high interest rate environment, consumers are moving excess amounts from checking accounts to higher yielding CDs and alternative products. This presents problems and opportunities for every bank.

Banking 249
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Four Great Uses for Generative AI in Complex Sales

Membrain

A couple of weeks ago, I wrote about what AI is and what it’s not. This area of technology is constantly evolving and still fairly fresh, but it’s been out long enough, and there’s a body of research emerging such that we can begin to understand and implement it in ways that are practical and appropriate beyond the initial flush of excitement.

Research 145
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The Trends You Need to Succeed This Holiday Season

October Prime Day is usually an early sign of how consumer spending trends ahead of the holidays. This one was no exception. Our October Prime Day Report breaks down what’s working: the products flying off the shelves, the categories winning big, big brands, and the search terms defining demand. All brought to you via Similarweb’s Shopper Intelligence platform.

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Is Your Sales Team Operating at Just Half Their Potential?

SBI Growth

Based on SBI’s observations, most Sales teams operate at just half of their potential—and yours could be one of them. Data from our Q1 2024 CEO Survey found a significant gap in the percentage of CEOs who deemed talent factors critical to their value creation goals compared to their level of confidence in the ability of their commercial talent to deliver on those goals.

Survey 194

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Accelerating Sales with AI: Transforming the Sales Process

SBI Growth

In addition to uncertain economic conditions, the rise in the number of stakeholders and the complexity of buying decisions have introduced new challenges and friction for sales professionals. According to SBI’s recent research report, " Revive Commercial Productivity by Easing Buying Friction, " overcoming this buyer friction requires sellers to demonstrate their organization’s ability to understand and evolve with buyers as their conditions change.

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Assumptive Questions: The Quick Way to Improve Your Selling Skills

Mr. Inside Sales

If you would like to instantly improve your selling skills—and so your open and close rate—you can do so by taking just a few minutes to complete the following exercise (don’t worry, it’s easy and fun!). What you’ll do is make a list of all the common closed ended questions you ask, and then turn them into assumptive questions instead! I’ll get you started: For the Gatekeeper: Closed ended: “Is _ available?

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Sales Data Insights: Understanding Pull-Through Rate

Anthony Cole Training

In our business, one of the greatest sales challenges that most companies face is how to properly gain insight from the data. Some companies chase a bunch of data without any regard for the story that the data tells. Others struggle when they launch sales coaching without any data at all. One “must-have” sales data insight that all companies should understand is the “pull-through rate.

Data 217
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Incentivize Your Sales Reps to Pursue Higher Quality Deals

SBI Growth

Most companies fail to realize that they could be generating an uplift of two to five percent from every sales rep just by adjusting their compensation plan to focus on incentivizing the right behaviors , which—spoiler alert—many companies do not.

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AI Strategies for Sales Managers: How to Cut Down on Tedious Admin Work

What if you could help your sellers stop wasting 72% of their day on non-selling activities and focus on bringing in revenue? Incorporating AI in your enablement workflows can help you cut down on busy work, get projects done faster, and let your team (and you!) focus on making a bigger impact. We put together this guide to show you how to use AI to cut time and costs for projects, including collateral creation, development of training videos, and automating tedious processes.

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Leveraging Leadership Skills and Collaboration to Drive Marketing Success

Sales and Marketing Management

Leveraging your leadership skills effectively can empower your B2B marketing team and help you connect with prospective clients The post Leveraging Leadership Skills and Collaboration to Drive Marketing Success appeared first on Sales & Marketing Management.

Marketing 296
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E-Commerce Tips for Branding and Business Growth

Smooth Sale

Photo by Geralt via Pixabay Attract the Right Job or Clientele: E-Commerce Tips for Branding and Business Growth For firms hoping to succeed in 2024, being ahead of the curve will be essential as the e-commerce landscape changes. Firms must implement creative approaches that adapt to their customers’ constantly shifting tastes to maintain their competitive edge and gain market share.

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How to Write Effective AI Prompts for B2B Sales

Force Management

Whether you’re a sales leader, manager, or seller, we’ve all been hearing a lot about the potential of AI for sales. You may already be incorporating some AI-powered tools in your sales stack. Like any new technology, generative AI tools require a learning curve to be most effective. Generative AI tools like ChatGPT, Microsoft Copilot, Google Gemini or Claude in particular can give very different quality outputs depending on the input they’re given.

Microsoft 132
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Best Way to Spend the Fourth of July

Mr. Inside Sales

Happy Fourth of July! If you’re looking forward to an extended holiday and want to know the best way to spend it, then I’ve got a suggestion: Why not spend some of it learning and getting better at your craft of sales? Why not come back to the office after the holiday better than you left it? Better than the other sales reps competing with you? Years ago, I made a commitment to be one of the best reps in my company, to make more money than I ever had before, and to make my job easier and enjoy i

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Buyer’s Guide: 5 Tough Questions To Ask a Salesforce Managed Services Provider

This guide is for leaders who recognize the importance of Salesforce but would rather trust a team of external experts to do the heavy lifting. Choosing the right managed services provider is a significant decision that impacts your business's efficiency and success. In this 10-minute read, you'll find 5 essential questions to ask any potential provider.

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Why Your Salespeople are Not Selling as Expected

Anthony Cole Training

Some of your salespeople are selling as expected… and some of them are not. If we buy into the theories of Italian economist, Pareto, then we buy into the concept that 80% of the effects come from 20% of the causes. This application of Pareto Principle can help to answer the question: Why Are Your Sales People Not Selling as Expected?

Sales 217
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How to Ease Buying Friction and Capture More Commercial Wins

SBI Growth

For commercial leaders looking to make 2024 their benchmark year, winning over buyers seems increasingly difficult. They’re not alone in thinking so: most CEOs we spoke to agree that external buyer factors are the biggest challenges to commercial productivity. They cite unpredictable changes that occur in the buying process, threatening to reset all buying progress.

How To 177
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5 Best Practices for Building a Cybersecure Sales Force

Sales and Marketing Management

Sales data is among the most important to secure from cyber attacks. Sales managers and their team members have important roles in safeguarding businesses and stakeholder relationships. The post 5 Best Practices for Building a Cybersecure Sales Force appeared first on Sales & Marketing Management.

Data 295
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Take Time to Be Your Best Self

Go for No!

I’m writing at my local coffee shop, and a salesman came in to talk to the manager about buying some of their locally made artisanal cheese… He agreed and the guy immediately dove into his pitch and was talking fast and rushing and he could see he was losing the manager’s attention quickly… Then, something incredible happened: The salesman took a step back and paused for a long time… 3 seconds… 8 seconds… Then he said… “You know… I got

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Beyond the Basics: How to Develop and Retain a Top-Performing Sales Team

Speaker: Brendan Sweeney, VP of Sales at Allego

Maximizing sales rep performance is no easy task. 📈 Traditional sales training methods focus heavily on the first few weeks in the sales role. Companies dedicate time, resources, and budget to onboarding new hires, only for them to forget what was learned in those first few weeks, lose motivation, and struggle to come to grips with their role.

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How to Sell a Sales Initiative to Your Board

Force Management

For revenue team leaders, no objective looms larger or more urgent than meeting aggressive revenue goals and satisfying the growth imperative. Recent studies show that the average tenure of CROs in SaaS startups lasts between 1.5 and 1.9 years. For commercial CROs, the average tenure jumps to two years, but the point remains: if you want to make a splash, there isn't time to spare.

How To 128
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Relationship Selling

Partners in Excellence

Relationships are important in selling, in business, and life. But what does that mean, at least for selling? The old stereotypes and some that were prevalent when I started selling include that backslapping sales person, with the latest jokes, who focused on becoming a “buddy.” They were the one’s that not only sent their customers birthday cards or took them out for drinks, but they also sent their customers’ kids birthday cards.

Harvest 125
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Be the Leader Who Stands Out for Encouraging Growth 

Smooth Sale

Photo by Aida Rojas via Pixabay Attract the Right Job or Clientele: Be the Leader Who Stands Out for Encouraging Growth Today, leadership is a popular topic, and as I read the articles and associated charts online, I became actively engaged. Why? The emphasis on ‘good leadership’ raises the question: Didn’t the people I reported to long ago have access to educational tools on similar topics?

Lead Rank 117
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How to Build a Sustainable and Resilient Business Model

SBI Growth

Amidst pressure from the board and an increasingly volatile market, many CEOs today make the mistake of pursuing growth at all costs when they should be building a resilient and sustainable go-to-market (GTM) model for their business instead. The key to success? Find the right balance between growth and profitability, then build up the talent to drive sustainable revenue streams.

How To 177
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How to Optimize Call Monitoring: Automate QA and Elevate Customer Experience

Speaker: Laura Noonan, Chief Revenue Officer at CallFinder + Angie Kronlage, Director of Program Success at Working Solutions + April Wiita, Vice President of Program Success at Working Solutions

Are you still manually reviewing calls? 🤔 It's time for a change! The traditional method of manual call monitoring is no longer cutting it in today's fast-paced call center environment. Industry experts Angie Kronlage and April Wiita from Working Solutions are here to explore the power of innovative automation to revolutionize outdated call review processes!

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Stretch Your Incentive Budget with Channel Partner Co-Sponsorship

Sales and Marketing Management

Co-sponsoring an incentive program with a channel partner not only distributes the financial load but also enhances the program’s impact. The post Stretch Your Incentive Budget with Channel Partner Co-Sponsorship appeared first on Sales & Marketing Management.

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Do These 4 Things EVERY Friday

The Center for Sales Strategy

In the world of sales, you are either a top performer or you're not! Yes, there are new salespeople and journeyman sellers, but the reality is that even these sales reps are going to be top performers or not. Top performers are driven, competitive, hard-working, positive, persuasive, and problem-solvers! They make the most of every day, every meeting, and every opportunity.

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Latest Podcasts: Scaling Sales Teams

Force Management

This month's Revenue Builders Podcast guests shared the kind of lessons you can only learn from experience. From startups to enterprise, these leaders have failed and iterated to find what works - and they joined John Kaplan and John McMahon to share the wealth. Dig in below for stories about founding and scaling startups, growing as a sales leader, hiring and implementing new product models, and establishing a winning sales discipline.

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Being Present

Partners in Excellence

This is one of those knee jerk reaction posts. Two things happened in the past few days. I attended a conference. I was sitting toward the back of the room, there were about 100 people arrayed around tables watching the speaker. The speaker was a noted expert in the subject area. People had paid a lot of money just to hear that speaker (over $1K). As I looked around the audience, few eyes were on the speaker.

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Secrets of a Successful Sale: Optimizing Your Checkout Process

Speaker: David Nisbet, Everett Zufelt, and Michaela Weber

Once upon a time, in the vast realm of online commerce, there lived a humble checkout button overlooked by many. Yet, within its humble click lay the power to transform a mere visitor into a loyal customer. 🧐 💡 Getting checkout right can mark the difference between a successful sale and an abandoned cart, yet many businesses fail to make payments a part of their commerce strategy even when it has a direct impact on revenue.

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How Can Students Begin their Ideal Careers In College?

Smooth Sale

image source Attract the Right Job Or Clientele: How Can Students Begin their Ideal Careers In College? Many students consider college a fantastic place to try entrepreneurial ideas while learning academic subjects. Due to the availability of big networks and the flexibility of college schedules, an extraordinary possibility exists to begin a business.

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How GTM Strategies are Changing with B2B Buying in 2024

SBI Growth

For commercial leaders looking to make the most of 2024, Q2 seems to be the perfect time to accelerate growth. However, based on our findings, many companies are also concerned about the changing state of B2B buying ­– buyers today are increasingly unfamiliar with their processes, slowing down deals and delaying decision-making. Commercial leaders need more than just positive demand to take the lead; they must make the right business decisions to ensure sustainable growth in 2024.

B2B 177
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Safeguarding Sales: Navigating the Security Landscape of Sales Automation

Sales and Marketing Management

Security and revenue intelligence are closely intertwined, and an effective security strategy is fundamental to the success of revenue generation. The post Safeguarding Sales: Navigating the Security Landscape of Sales Automation appeared first on Sales & Marketing Management.