Understanding the Sales Force

MARCH 7, 2023

What kind of car should you drive? Answering that question with anything other than, "It depends," is irresponsible because there are so many variables. Choosing a car depends on budget, family size, how much stuff you load into your car, the length of your drives, the logo/ego influence, fit and function, ergonomics, appearance, perceived value, reliability, cost to drive it (gas/electric/mileage), and so much more.

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Sales and Marketing Management

MARCH 8, 2023

These KPIs provide valuable insights that can increase customer satisfaction and sales, regardless of size. The post Maximizing Sales by Monitoring These Key Performance Indicators appeared first on Sales & Marketing Management.

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Force Management

MARCH 9, 2023

Today's sales environment is highly competitive. Rising economic headwinds mean that many buyers are adopting more complex purchasing processes, and sales organizations are looking for any way to preserve vital margins. As a sales leader, you don't want your sellers resorting to discounting to close deals in this environment.

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The Sales Readiness Blog

MARCH 8, 2023

Accurate sales forecasting is essential for business success. But it can be difficult to get it right due to certain missteps. Here are three of the most common errors that lead to incorrect forecasting and how to avoid them.

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Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.

Follow-up

Shari Levitin

MARCH 9, 2023

My Uncle Jerry used to say, “Everything you need to know about life can be learned from watching baseball.” I’m not a sports nut, so I don’t know if this is true, but I do believe in a similar philosophy: everything you need to know in life can be learned from immersing yourself in nature. At least, that’s the case for me. Our trip to the South African Bush was a bucket list trip that had been postponed for three years due to COVID, but it was well worth the wait.

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RAIN Group

MARCH 8, 2023

Sales leaders with a finger on the pulse of B2B sales know that marked change is underway. Some changes have been spurred by the global pandemic, with others hastened by the uncertainty of the economy. For their new report, Future of B2B Sales: The Big Reframe , authors at McKinsey & Company spoke to more than 50 heads of sales across a range of industries and geographies to better understand the shift in the B2B sales environment.

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The Center for Sales Strategy

MARCH 7, 2023

One of your most important jobs as a leader is to mentor and coach, but it can be one of the most difficult parts of your job if you have an underperforming seller on your team. It’s easy to think things like “they’re not working hard enough,” “they aren’t motivated,” or maybe even “it’s time to throw in the towel.” Before you take drastic measures and place the blame on your underperformer, here are five questions to ask yourself.

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Hubspot Sales

MARCH 8, 2023

So you know you want to enter sales, you've chosen a field with a wide range of career avenues and niches. But locking in on a role you can secure and grow in can be tough. The demand for certain sales roles rises and falls as time passes. We wanted to provide you with a list of some of the most hireable sales jobs for 2023 and beyond — so you can choose the best job for you.

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Sales and Marketing Management

MARCH 8, 2023

In this podcast episode, we dive deeper into an article Amy wrote for a Sales & Marketing Management entitled “How to Create a Sales Enablement Center of Excellence.” The post Amy Franko on Creating a Sales Enablement Center of Excellence appeared first on Sales & Marketing Management.

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Speaker: Jay Black, Senior Account Executive

Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an

Retail

Anthony Cole Training

MARCH 10, 2023

Selling value as a strategy for selling is not effective. So, what should you do instead? Watch part 1 of our my new 3-part series, Selling Value Without Selling to find out.

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Strategy Banking Training Sales Management 238

SBI Growth

MARCH 8, 2023

Growth leaders understand that the key to a successful sales team is having well-trained and motivated employees who work together with purpose. But what if you could have more than that? What if you could pinpoint exactly where your team's strengths, weaknesses, and areas that need improvement lie? That's where talent assessments come in. By regularly assessing your sales team through surveys, interviews, or other evaluation methods, you can gain valuable insights into how your team operates an

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Zoominfo

MARCH 9, 2023

The job market has been undergoing a major reset for the past three years. Before the pandemic, the talent acquisition process was largely commoditized, with too many companies treating people more like inventory than talent. That dynamic, like so much else, was turned on its head in 2020. While labor market signals remain mixed, employees still have a strong say in demanding better work-life balance, more flexibility, and competitive benefits from their employers.

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Sales and Marketing Management

MARCH 9, 2023

Most strategies are about growing the business. But about one-quarter of companies do not grow at all and, even before the pandemic, only one in eight achieved more than 10% revenue growth annually, according to data from S&P Global regulatory filings as compiled and analyzed by McKinsey. One reason is a failure to connect C-Suite […] The post Linking Growth and the Frontline appeared first on Sales & Marketing Management.

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Advertiser: ZoomInfo

One of the biggest challenges for any B2B marketer is understanding your prospects’ next move — who is most likely to buy and when. Without these insights, marketing campaigns can feel more like guesswork, with high investment and little return. We’re here to tell you there’s a better way. By tracking buyers’ digital footprints and online activity, such as website visits, product reviews, and spikes in content consumption, you can engage prospects with a message that really resonates.

Intent Data

Membrain

MARCH 5, 2023

In the latest episode of the Art and Science of Complex Sales podcast, Paul Fuller sits down with Mark Hunter , aka ‘The Sales Hunter’- the author of the best-selling books, High Profit Selling,​ High Profit Prospecting, and A Mind for Sales.

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Tenbound

MARCH 9, 2023

According to author Jeb Blount, Fanatical Prospecting is what defines a superstar salesperson. He’s an introduction to how it wins over common sales tactics. Buy the book here. The most common reason for failure in sales is an empty sales pipeline. This, in turn, is most often a result of being unable to prospect on a consistently regular basis.

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Allego

MARCH 7, 2023

Product marketers play a critical role in any company’s success. They’re conduits of information and the connective tissue between product developers, the marketing team, and the sales force. They monitor go-to-market programs, develop product strategies , research competitors, keep analysts informed, document the buying process, craft sales collateral, train sales on how to sell products, and much more.

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Sales and Marketing Management

MARCH 7, 2023

Optimizing your content with key words is not enough to rank higher on search engine results pages. Here's how to leverage SEO strategies to generate more leads. The post Leveraging SEO For B2B Lead Generation appeared first on Sales & Marketing Management.

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How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.

Intent Data

Membrain

MARCH 8, 2023

Ever since reading Jobs to Be Done: Theory to Practice by Anthony Ulwick, we’ve been applying many of its principles internally at Membrain. We are learning as we go, but one thing that stands out for me is how valuable this framework can be in helping prospects and customers shift the way THEY think about how they are engaging with your offerings.

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Partners in Excellence

MARCH 6, 2023

We get the Discovery process wrong–period, full stop. Most of the time we actually fail to do discovery. Look at your inbox, I suspect 95% of the prospecting mails you have say, “Organizations like yours have this problem–we solve it. Our product has these capabilities… ” They end it by asking to schedule a meeting or demo.

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The Center for Sales Strategy

MARCH 6, 2023

Pipeline tracking is essential for any sales team that wants to stay on top of their customer relationships and close more deals. It helps to ensure your sales process is as efficient, effective, and streamlined as possible. By tracking every step of your sales process, from lead generation to customer onboarding, you can ensure nothing falls through the cracks.

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Sales and Marketing Management

MARCH 6, 2023

Customers have more impact on brand image than ever before. Using a referral program will bring customers into the loop of helping you grow your business. The post How to Close More Deals With a Robust Referral Program appeared first on Sales & Marketing Management.

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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

Campaigns

Sales Hacker

MARCH 9, 2023

*Editor’s Note: This article first appeared on Inc.com by Bubba Page and is being republished with permission. The original article can be viewed here. I’m sure you get these emails. People asking to pick our brain, see their demo, provide feedback on their product, and the list goes on. Being a natural connector in the space, I’m constantly getting the ask, “can you provide and intro to X for me.

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The Sales Readiness Blog

MARCH 7, 2023

Recently, our CEO Ray Makela sat down virtually with industry insider Ken Taylor , CEO of Training Industry, for an in-depth conversation about the current state of sales training and what learners need going forward. Here are three key takeaways from their discussion.

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Partners in Excellence

MARCH 7, 2023

I don’t think anyone would disagree with the statement, “Sales people need to be subject matter experts.” The real issue is in what? Many would argue that sellers have to be experts in the products they sell. I get it, I’m not sure if I disagree, but when there are so many alternative ways for customers to understand products, one wonders, “Is this the most important area of expertise?

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Nimble - Sales

MARCH 9, 2023

Are you a Microsoft reseller looking to up your practice and differentiate yourself from other resellers? Look no further than this webinar to learn how to “Grow Your Microsoft Reseller Practice in 2023 and Beyond with Nimble CRM”, hosted by Nimble CEO Jon Ferrara and Nikhil Fernades! Nikhil is the IT Product Manager – Business […] The post Nimble Webinar Replay: Grow Your Microsoft Reseller Practice in 2023 and Beyond with Nimble CRM appeared first on Nimble Blog.

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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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Corporate Visions

MARCH 8, 2023

Data shows that your sellers don’t know why your buyers did or didn’t choose you more than half the time. Learn more about getting customer feedback efficiently and at scale.

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Close

MARCH 8, 2023

Management by objectives, or MBO, is a strategy that can help sales managers improve rep engagement, increase transparency, and ultimately lead their sales team to success.

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Hubspot Sales

MARCH 7, 2023

As businesses continue to shift their strategies to create a more streamlined, efficient customer journey, it's going to become vital for every business to invest time, energy, and resources into a Revenue Operations team, otherwise known as RevOps. A RevOps team can help align your sales, marketing, and customer success departments and keep each department accountable for driving revenue growth for your business, while identifying potential areas of friction in your business at-large.

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