Janek Performance Group
OCTOBER 18, 2021
In football, winning the fourth quarter is pivotal. Of course, the first three quarters count, but in many ways, they are setup for the final fifteen minutes. With time running down, teams with leads may play it safe and engineer long, slow drives that eat clock. While teams that are behind need to score fast, they too must be mindful of time or risk giving up a last-second, game-winning field goal.
Sales and Marketing Management
OCTOBER 18, 2021
Michael Scott got some things right as he bumbled through sales management. His sales team could have reached new heights with technology like sales gamification. The post Bumping Up Sales at Dunder Mifflin appeared first on Sales & Marketing Management.
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Gong.io
OCTOBER 19, 2021
Have mercy, it’s your everything. For a long time, sales leaders thought that the way to give sales teams a leg up was to help them target the right buyers in the right ways. Tons of software came along to do that quite effectively in recent years. And yes, it’s been helpful. But if you thought that gifted reps and some targeted marketing would get your team to the top, pull up a chair.
Understanding the Sales Force
OCTOBER 18, 2021
We were driving on the highway when the dashboard indicated low pressure in the left rear tire. That can't be good! As we exited the highway eight miles later, the tire was flat and we were able to drive another mile to a safe location and call roadside assistance. Until that moment, I wasn't aware that the car did not have a spare tire but was equipped with a tire inflation repair kit instead.
Speaker: James Kahler, COO of Full Course
Ever wondered where to splurge and where to safely conserve when it comes to operating and growing your restaurant? 🤔 Join James Kahler, COO of Full Course and industry visionary, in this new webinar where he'll talk all about best practices to invest in your restaurant's success! Whether you're a new business or an established restaurant, a seasoned pro or a rookie, you'll learn the keys to sustainable success in this competitive industry.
The Pipeline
OCTOBER 19, 2021
By Tibor Shanto. I’ll start by reminding people that most of the things salespeople do, they were led to do by their manager. So, they, managers, are to blame, they are also the ones to lead a change to make things better. While results are the final measure, there are many indicators along the way. The power of these indicators is they allow you to act now, impacting your current opportunities, not strictly future ones.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Zoominfo
OCTOBER 20, 2021
Most organizations know how to recruit active candidates. But when active candidates aren’t the right fit, how do you search beyond those already in the job market? Passive candidates with job security and a strong track record are traditionally more challenging to recruit. However, things are changing in the post-pandemic economy. According to CNBC , one in four workers is considering quitting their job.
John Barrows
OCTOBER 22, 2021
Thank you for 1 million downloads of Make It Happen Mondays Podcast! We are incredibly grateful for your listenership and couldn’t be more proud of this milestone. Let’s countdown the top 5 episodes of all time! Episode #2: This week we’re pleased to have an award winning sales rep on the podcast. You may remember back at Dreamforce, Chili Piper threw a competition judged by John Barrows and other sales leaders.
The Pipeline
OCTOBER 18, 2021
Subscribe today , and take the Breakfast on the go! Christian Maurer , a Sales Leadership Methodologist , had 2.5 careers during his professional life. Holding an Engineer’s Diploma from the Swiss Federal Institute of Technology (equal to an MS in Engineering), he started out with a corporate career with telecom equipment manufacturers where he held positions such as: Product Manager, Business Manager, Director of Corporate Strategic Planning and COO of a joint venture start-up company.
Predictable Revenue
OCTOBER 18, 2021
The goal of a cold call is attention + interest, not selling. That means we have to ask the question: How do I get this person to want to speak with me? The post Cold Calling in 2021 appeared first on Predictable Revenue.
Advertiser: ZoomInfo
In this eBook, we’ll run through real-world examples that show how RevOps teams can benefit from modern solutions for the access, management, and activation of their GTM data. Whether you need to improve lead response times, boost adoption of core tools, improve lead qualification, or target and automate your GTM motions, you’ll find examples of how revenue teams are solving some of the toughest problems in modern business.
Zoominfo
OCTOBER 22, 2021
The business world is full of terms that sound similar but carry different meanings — the kind of terms that newcomers (and those who should know better) are prone to trip on. You can add “business development vs. sales” to that long list. Sales is, well, sales: bringing your product to your target market. Business development can concern anything your company does to expand its market reach.
Nimble - Sales
OCTOBER 19, 2021
Here at Nimble, we pride ourselves on putting the R for Relationships back into CRM (Customer Relationship Management). We aim to help individuals and teams build and nurture the relationships they need to achieve their life goals. Nimble is the CRM built for the whole company, not just sales and marketing teams. We’re excited to […]. The post Nimble’s New Workflows Help Teams Ditch Spreadsheets and Collaborate Company-Wide appeared first on Nimble Blog.
Membrain
OCTOBER 20, 2021
In the US, there’s a long-standing tradition of grabbing coffee with someone when you want to get to know them better, learn more about them, or share information in a warm and friendly setting. In Britain, there’s a similar social tradition called taking tea. In Sweden, we have fika. And here at Membrain, we’d like to have fika with you.
Predictable Revenue
OCTOBER 21, 2021
If you're disregarding or underutilizing the social and emotional aspects of sales, your customers might be switching out to the competitors. We asked Dan Balcauski, the founder of Product Tranquility and a SaaS packaging and pricing expert, what companies and salespeople should be doing instead. The post Jobs-To-Be-Done Theory: Understand Your Customers Better appeared first on Predictable Revenue.
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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.
Zoominfo
OCTOBER 21, 2021
Every business needs to fill its sales funnel with qualified leads, convert those leads into customers, and retain paying customers for the long term. The best sales funnel is one that works for your business and your sales team — all the sales funnel diagrams in the world and definitions of the KPIs that make a funnel work won’t matter if they’re not customized to fit your sales goals.
Alice Heiman
OCTOBER 21, 2021
On this episode of the Sales Talk for CEOs Podcast, Maria Nordstrom, CEO of Basketball New South Wales and Director of FIBA Women’s Basketball World Cup, joins me for some valuable insights into three mindsets she feels every CEO must instill in their teams: authenticity, unity in purpose, and accountability. Valuable insights from CEO @MariaNordstrom3 of @BasketballNSW on three mindsets every CEO must instill in their teams.
Membrain
OCTOBER 17, 2021
We struggle to get in front of customers, to find opportunities, to nurture them through the buying cycle, and, ultimately, to win. Yet, the majority of those complex buying opportunities end in “No Decision Made.”.
Engage Selling
OCTOBER 22, 2021
I recently had a conversation with a really smart sales VP who said, “I need my team to remember that our job is to provoke our customers. It’s to make people think. It’s to bring them new ideas that they … Read More » The post Keeping the Prospect Engaged | Sales Strategies first appeared on The Sales Leader.
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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
Zoominfo
OCTOBER 20, 2021
Hiring people for senior management positions is one of the toughest tasks for a recruiter. Sourcing the right executive candidates and filling key managerial roles in an organization can be difficult even in the best of times. Add to that the changing work culture in response to the COVID-19 pandemic and finding the right execs becomes an even harder task.
RAIN Group
OCTOBER 20, 2021
Once upon a time, there was a notion that social media was unnecessary for selling; it was a novelty and not a staple. At the time, some believed that enterprise-level decision makers couldn’t be reached on social platforms. Now, however, social media is a necessity to establish credibility with potential buyers.
John Barrows
OCTOBER 21, 2021
The post WEBINAR: Morgan J. Ingram hosts “EMEA Sales Teams: Learn What’s Working and What Isn’t in the US” appeared first on JB Sales.
Partners in Excellence
OCTOBER 20, 2021
There’s a lot of talk about the Great Resignation. Partly, a result of the changes in work resulting from pandemic, partly things that have been building in people’s attitudes toward work since years before the pandemic. We’ve seen the precursors to the Great Resignation for some time. Sharply declining employee engagement and satisfaction, systemic reductions in performance, higher levels of voluntary attrition and sharply lowering tenures.
Speaker: Ryan Bryers, SVP of Global Engineering
In a rapidly evolving industry, the shift from traditional on-premise systems to cloud-based solutions has become crucial for retail success. While many businesses still rely on store-level infrastructure, it's time to embrace the unlimited potential of the cloud! With technology giants like Google, AWS, and Azure leading the charge, the true value of the cloud extends far beyond cost savings.
Zoominfo
OCTOBER 20, 2021
As coronavirus continues to plague the nation, the strength, durability, and spirit of each and every professional community continues to be tested. As a response, companies large and small have stepped up for their employees. While many companies have taken simple preventative measures like sanitizing the workspace, implementing a work-from-home strategy , or updating their sick leave policy, others have found creative ways to boost morale.
Janek Performance Group
OCTOBER 22, 2021
How much would you be willing to spend on technology to have a weaker relationship with your customers? Not a penny, I would assume. But companies are allowing technology to interfere with their customer relationships every day. For example, how often have you seen an email formatted like this, “Hello John, I was doing some research and thought of you…” If you were on the receiving end of this email in which the personalized greeting was clearly amiss, it is annoying but if you
Guru
OCTOBER 19, 2021
Creating an accessible, equitable, and highly user-friendly application has always been a top priority for Guru. We believe that our tool has the power to give everyone access to the critical information they need to succeed in their jobs—inclusive of users of all cognitive and physical abilities.
Gong.io
OCTOBER 20, 2021
COLD EMAIL. an unsolicited e-mail that is sent to a receiver without prior contact; the email equivalent of cold calling. Wikipedia nails it; however, the Urban Dictionary definition is (unfortunately) sometimes more accurate. But just blasting out cold email after cold email without a plan, without direction, without heeding our advice (based on data), would be silly … no matter what Oprah says: Fortunately, I have some good news: Cold emails still work.
Advertiser: ZoomInfo
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.
Zoominfo
OCTOBER 19, 2021
There have been many eye-opening moments for ZoomInfo founder and CEO Henry Schuck during the company’s 14-year journey from startup to public company. Schuck has bootstrapped a data business, built a go-to-market team, gone through an IPO, and acquired other companies. On a recent episode of the Business Breakdowns podcast , Schuck talked about lessons from ZoomInfo’s mergers and acquisitions, discussed how data influences today’s sales teams, and offered advice to aspiring business builders.
Janek Performance Group
OCTOBER 19, 2021
Has the Great Resignation caused you to re-think your sales team hiring practices? If so, you are not alone. In the last 18 months, millions of employees have voluntarily quit their jobs for other opportunities. And the sales department is not immune to this phenomenon. According to the U.S. Bureau of Labor Statistics*, 4 million Americans left their jobs in July 2021.
Partners in Excellence
OCTOBER 22, 2021
For decades, there’s the image of the “customer is always right.” Sales people have been deferential to the customer, not wanting to seem disagreeable or contentious. Somehow, there’s a feeling that if we disagree with the customer, we become “unlikeable,” scaring the customer away. We’ve invested millions in techniques for handling customer objections and disagreements.
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