Sat.Sep 10, 2022 - Fri.Sep 16, 2022

10 Sales Attributes That Don't Differentiate Top Salespeople from Bottom Salespeople

Understanding the Sales Force

Here in the US, this Sunday marked the first Sunday of NFL Football. It's the same (as always) but different (new games). In their season debut, my New England Patriots did their best impression of my Boston Red Sox and lost 20-7. Close game.

The 5 Secrets of Motivating Your Sales Team

Mr. Inside Sales

Having trouble motivating your team? You’re not alone. Every member of your team has different skill levels, interest levels, and different ways of learning.

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When to Start Prospecting for 2023?

No More Cold Calling

It’s time to start your sales prep for 2023. Try these tactics. There’s an old adage in sales: “If you’re on time, you’re late.” If you’ve just started prospecting for 2023, you’re already late. There’s only a few months left to go, and your pipeline won’t fill itself.

Sales Quotas: The Harm of the Annual Start-Over

Sales and Marketing Management

Starting every sales rep over each year at zero penalizes top performers and rewards bottom performers. It’s important to find ways to reward top performers and maximize inspiration for your team.

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6 Proven B2B Marketing Strategies and How to Use Them

Bold tactics. Innovative ideas. Thriving revenue growth. Behind every great B2B marketing campaign is an amazing story. Learn the strategies behind six winning B2B marketing campaigns — directly from the marketers that made them. Read the stories now!

The Ultimate Business Compliment to Improve Your Sales Performance

The Center for Sales Strategy

Practicing effective communication and showing appreciation can strengthen client relationships. You need to have good relationships with clients to help your business grow and succeed.

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The Sales Cycle: A Complete Breakdown

Gong.io

What rules your sales team – order or chaos? Do your reps follow a consistent and repeatable process that makes it easy to predict quarterly sales? Or are they flying by the seat of their pants, following their own playbooks, and sending your metrics all over the place?

How can anyone sell value without values?

Membrain

I recently participated in a webinar with LeveragePoint on the subject of “establishing a value-centric culture in your B2B sales organisation”. It’s a topic I care deeply about, and I’ve included a link to both the recording and the deck at the bottom of this article. Sales Management

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Customers And Sellers, Conflicting Systems

Partners in Excellence

I’ve been writing a series on the importance of systems thinking in buying and selling. A fundamental issue we have to understand is “What happens when two independent systems intersect and have to work together?”

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Report: The Top 7 Reasons Salespeople Lose Deals in 2022 (& How to Fix It)

Sales Hacker

In these challenging economic times, business as usual has been anything but – and like many sectors, B2B sales is in the midst of transition. A recent survey of B2B sales professionals commissioned by my company, Lusha, sheds light on the extent to which this critical industry is in a state of flux.

Best Practices for Pay Transparency Around Your Sales Reps

Speaker: Grayson Morris, CEO, Performio & Lisa Wallace, Co-Founder, Assemble

It's no secret that employees are leaving their jobs for greener pastures. Many are frustrated with their compensation and indicate this as a major driver of attrition. Learn how pay transparency around quota-bearing roles can help you retain and motivate your reps in this webinar!

The Power of Open-Ended Questions in Sales & Sales Management

Anthony Cole Training

Conversation is much more pleasant than interrogation. This is important for an effective coach to remember because after two or three questions, a salesperson is going to feel like they are being attacked. This is also true for prospects.

Book notes: Success is in your Sphere?

Sales 2.0

I agree with Zvi Band the author of the book Success is in your Sphere that “relationships are our most important asset”. From everything I’ve seen, if you want to outperform in sales in the long run, you need to build your own network of people that know, like and trust you.

B2B Resiliency In Times of Economic Uncertainty

Sales and Marketing Management

To make it through times of economic uncertainty, you need to be smarter about your go-to-market strategy. Here are the three main areas to focus on. The post B2B Resiliency In Times of Economic Uncertainty appeared first on Sales & Marketing Management.

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The Price is Too High—Best Technique to Use

Mr. Inside Sales

Quick tip this week. I worked with a client years ago, and he had a one-line rebuttal to the price is too high objection. Whenever a prospect told him that, he simply asked: “And besides price, what else is holding you back?”. That’s it. Simple. Direct. And powerful.

The Truth About Sales Agility: Separating Fact From Fiction

Speaker: Michelle Vazzana

In this rich, research-based session, Dr. Michelle Vazzana will explain both the powerful research findings on high-performing agile sellers and sales managers, and the interim steps organizations can take to ultimately transform their salesforce.

How High-performing CEOs Inventory Bets for Revenue Growth

SBI Growth

In SBI’s CEO growth planning survey, it’s not surprising to see that nearly two-thirds of CEOs admit to having developed contingency plans for their businesses given the current macroeconomic conditions.

Want to Be Better? It’s About Time…

SalesProInsider

What do you want to do differently? Do you want to: Create more outreach to new clients? Build better COI relationships? Update your CRM more regularly? Complete your follow up notes after meetings within 24 hours. Do you want to be a better advisor? A better parent, spouse, or friend?

3 Ways Financial Marketers are Using Data to Better Connect with Their Customers

Sales and Marketing Management

It’s not always obvious – even to banking and finance pros – how data can be used for consumer marketing in this unique space. Here are three examples of ways financial marketers are already using data to educate and illuminate customers.

How to Be Different From Your Competition

Engage Selling

????????????? How can you stand out and be different from your competition? Sitting in on sales team meetings is one of my favourite things to do. I love watching the … Read More. The post How to Be Different From Your Competition first appeared on Colleen Francis - The Sales Leader.

New Ways to Reach, Influence, and Close More Deals with Intent Data

Speaker: Ardath Albee, B2B Marketing Strategist and CEO of Marketing Interactions

Acting on intent data when applied to buyer context can be a game-changer for gaining attention by increasing relevance, which drives purposeful engagement toward purchase. But all intent data is not the same. In this webinar, learn the difference between interest and intent, and the best ways to use the right data.

Your SKO: How to Drive Long-Term Adoption & ROI

Force Management

With the season for sales kickoffs approaching, the current economy is likely a driving influence on your plan. Given the shifting market dynamics, ensure you use your SKO resources where it matters most, and equip your team to drive lasting results long after the SKO ends.

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Sales Leaders: How DISC Can Help in Your Hiring Process

Sandler Training

The DISC behavioral assessment helps us put together a thoughtful questioning strategy that can not only validate strengths and reveal weaknesses, but also identify a candidate’s level of self-awareness.

CSOs: How Inflation Can Undermine Sales Quotas

Sales and Marketing Management

Inflation can wreak havoc on many aspects of a carefully designed sales incentive program, but its direct and indirect effects are not necessarily obvious. To decide how to respond to inflation, CSOs must first understand how inflation can undermine quotas.

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Cold Calling Best Practices

Predictable Revenue

Explore the top 5 sale coaching models used by high-performing sales leaders to maximize your return on investment and help reps retain sales training knowledge. Curious about cold calling best practices?

Your Ultimate Guide to the Trends Shaping Marketing Data

In Salesforce’s latest Marketing Intelligence Report, hear from 2,500+ global marketers on how they are leading with their data, from business growth to customer satisfaction, data privacy, and more. Get the report now!

Proven Sales Process in a Softer Economy

The Center for Sales Strategy

Although face-to-face meetings are happening more often, being creative and using video to stay connected with customers as well as propose and close business with new prospects is still a trend that’s not slowing down.

Science of Selling: How to Hit a New Level of Sales Efficiency

Sales Hacker

More than 65% of B2B organizations rank sales productivity as a top challenge. Yet, today, GTM teams are expected to do more with less — meaning it’s harder than ever to build a quality pipeline.

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Gift Cards Are Tailor-Made for Today’s Remote Work Trends

Sales and Marketing Management

The COVID-19 pandemic turned “Zoom” into a verb and proved to be a boon for sales of everything from alcohol and pets to home improvement materials and streaming content services. It also boosted the use of gift cards in employer-sponsored incentive and recognition programs.

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Use the Right Yardsticks and Connect the Dots

Selling Energy

To be a truly successful sales professional, you must reframe the benefits of your product or service so they can be measured with yardsticks your customer is already using to measure their success.

The Essential Guide to the Buying Experience of the Future

The ultimate value proposition is an impactful buying experience that guides people to the best possible decision. But how do you prepare your sales teams to do that? Read "The Essential Guide to the Buying Experience of the Future" to find out how to empower your customer-facing teams and thrive in modern selling environments.

Would You Rather Grow by 14% This Year or 30%?

Membrain

If you could push a button and choose between 14% growth next year and 30% growth, which button would you push? Assuming that this sales growth is stable, manageable, and healthy, most sales leaders would push the 30% button. Case Study

Startup Sales 101: Identifying and Selling to Your Target Market

Sales Hacker

Founders, take note: Just having a great product or service to offer is not enough to make a sales team successful. You need to know exactly who is willing to pay for that product or service and the best ways to reach them.

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Turnkey Programs Meet Demands of the Times

Sales and Marketing Management

Just as gift cards surged in popularity when the pandemic sent a majority of workers to home offices, incentive points programs also found new audiences.