Anthony Cole Training
JULY 29, 2021
The best cold calling strategies involve doing the work necessary to warm your cold calls up. In this blog, we discuss the top 5 cold calling sales tips that you can implement into your sales process today.
Sales and Marketing Management
JULY 26, 2021
Remote work went mainstream in 2020, and the forced experiment showed us that working from home doesn’t have to derail productivity. In fact, a 2020 survey from FlexJobs shows that 51% of respondents said they feel more productive in their home office than at a traditional workplace. Because of distancing requirements, employee sentiment and the efficiency gains associated with well-managed remote work, I expect less than half of companies to shift entirely back to the office in 2021.
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No More Cold Calling
JULY 29, 2021
This broken link is to blame for sales teams’ biggest closing mistakes. “My salespeople can’t close.” This is the frustrated lament I hear regularly from sales leaders. But not closing sales is never the real problem. It’s just a symptom. The problem is that sales reps neglect important activities during earlier stages of the sales process. Unless you address the broken links in your prospecting system, your sales reps will continue to struggle with closing the deal.
The Pipeline
JULY 27, 2021
By Tibor Shanto. A week or so back, I posted about the “ summer lull ,” suggesting it could be more myth than fact. Some enterprising salespeople asked what they should do during this period? Well, it is a great time to do all those things you tell me you want to do but never have time for. Every time I suggest salespeople practice the basics, they tell me they have not time, well now is the time, summer.
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.
Mr. Inside Sales
JULY 30, 2021
Note to my readers: Because of my heavy client load, I am reducing my blog articles to bi-weekly starting today. Your next blog will arrive on Tuesday, August 17 th. Ever feel stalled during a close? Wouldn’t it be convenient to have a list of 5 questions you could use to get your prospect talking, to get them to open up about how they’re feeling and what you might need to concentrate on?
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Zoominfo
JULY 30, 2021
Data decays over time—phone numbers change, companies shift locations, or people move jobs. Data changes, and stale data is expensive. It is estimated that, on average, organizations lose $15 million each year due to bad data. What’s even worse, teams spend close to 50% of their time cleaning and prepping data—time that could be better spent creating value by solving real business problems.
A Sales Guy
JULY 26, 2021
We have a saying here ASG, Complete flexibility, ruthless accountability. The idea is we want people to feel they have the freedom to achieve their goals the way they best see fit and with as much autonomy as possible, with the understanding that with that freedom comes the responsibility of meeting goals and expectations. The environment we’ve created to do that is called R.O.P.E.
Allego
JULY 29, 2021
Change is a part of everyone’s daily life. But for those of us who work in sales, our ability to adapt to change means the difference between success or failure. Frank Cespedes has seen—and adapted to—his share of change. He teaches at Harvard Business School and for twelve years was the managing partner at the Center for Executive Development. He is also affiliated with private equity and venture capital firms and sits on the boards of several leading companies and startups.
Sales and Marketing Management
JULY 27, 2021
There's increasing uncertainty in the B2B digital marketing world caused by privacy rules butting up against a desire to personalize messages in attempt to stand apart from competitors. In this 22-minute podcast, Dun & Bradstreet VP of Product Marketing Deniz Olcay discusses how to get your sales and marketing tech stack ready for a cookieless world.
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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
JULY 28, 2021
It’s well-known at this point that salespeople are busy. Research has even shown that they spend just over a third of their time actually selling. Many of the administrative and other non-revenue generating activities such as scheduling meeting follow-ups, taking meeting notes, and entering post-meeting information into their CRMs takes up a significant amount of time ?
Force Management
JULY 26, 2021
This blog contains content from our Ultimate Sales Kickoff Resource Guide. Check out all of our sales kickoff resources, best practices and tools here. Sales Kickoffs are meant to get the sales team motivated towards a common goal for the upcoming year. Whether it be increased revenue, a new product launch, a shift in your pricing model, it’s important to think through what specifically you want your sales team to achieve this year.
Membrain
JULY 28, 2021
Increasing average deal size can be a great way to grow revenue. Larger deals can provide higher profits with lower cost of delivery. They may require less total sales team involvement per dollar. And they can help to even out peaks and valleys in your sales trends.
Sales and Marketing Management
JULY 26, 2021
Cold calling in today's uncertain business climate should not be a priority. Instead, lean on your existing network for introductions. The post Why Client Introductions Are a Sales Lead Strategy for These Times appeared first on Sales & Marketing Management.
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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
JULY 27, 2021
The US economy is finally coming up for air. States that imposed lockdowns for the COVID-19 pandemic started lifting restrictions on businesses and public spaces in May 2021, and many major cities have reopened. However, as the New York Times observes, “it’s a weird moment for the US economy.”. With people getting vaccines, spending more money, and returning to offices, the job market is going through a period of unprecedented adjustment.
Force Management
JULY 27, 2021
One of the key ways sales leaders can improve sales performance is by helping their managers coach their teams. Ensure your managers are spending the right amount of time coaching the right people all while taking into account their skills and level of motivation. A Skill/Will matrix can help your front-line sales managers account for differences on their team and coach individuals to success.
Engage Selling
JULY 30, 2021
I recently watched a presentation that underscored the best practices of top performers. In particular, one topic they highlighted was morning routines and how top performers had a strict morning routine. For example, they wake up at 4am, work out, … Read More » The post Make Your Daily Routine Your Own | Sales Strategies first appeared on The Sales Leader.
Sales and Marketing Management
JULY 27, 2021
Dun & Bradstreet VP of Product Marketing Deniz Olcay discusses how to get your sales and marketing tech stack ready for a cookieless world. The post Are You Ready for a Cookieless Digital Marketing World? appeared first on Sales & Marketing Management.
Speaker: Andrew Regan, Managing Partner at BlueSeed Retail Ltd.
Did you know that 70% of new retail technology fails to deliver expected benefits and can often decrease customer value, service, and experience? With that in mind, how can we empower our store associates to leverage new technology to optimize the customer experience and boost productivity? This exclusive webinar with Andrew Regan will dive into strategies to empower retail associates for success with new technology.
Zoominfo
JULY 28, 2021
It’s well-known at this point that salespeople are busy. Research has even shown that they spend just over a third of their time actually selling. Many of the administrative and other non-revenue generating activities such as scheduling meeting follow-ups, taking meeting notes, and entering post-meeting information into their CRMs takes up a significant amount of time 一 time that could be spent prospecting , or better yet, selling.
Membrain
JULY 25, 2021
One of the most illuminating elements of Objective Management Group’s sales evaluation methodology is the way in which it explores and exposes each salesperson’s motivations, mindset and self-limiting beliefs - their “Sales DNA”.
Vendor Neutral
JULY 30, 2021
Enabling Revenue Operations. In A Hybrid Working And Selling Environment. August 26, 2021 1 PM EST 10 AM PST. REGISTER NOW. Enabling Revenue Operations. Revenue operations, or RevOps, is a relatively new organizational role. Getting it right can have a hugely positive impact on your bottom line, but with the sudden introduction of hybrid working and remote teams, there are significant challenges RevOps must overcome.
Sales and Marketing Management
JULY 30, 2021
While other platforms give your company a voice, LinkedIn lets you speak directly to your target audience. Here’s how to make the most of the platform. The post LinkedIn Should Be the Main Focus of Your Social Media Strategy appeared first on Sales & Marketing Management.
Advertiser: ZoomInfo
Even in today’s data-driven sales world, cold calling remains a fact of life for many go-to-market professionals. Fortunately, today’s sales leaders have a crucial advantage over their predecessors: market intelligence and outreach platforms that can warm up virtually any introduction.
Zoominfo
JULY 27, 2021
The US economy is finally coming up for air. States that imposed lockdowns for the COVID-19 pandemic started lifting restrictions on businesses and public spaces in May 2021, and many major cities have reopened. However, as the New York Times observes, “it’s a weird moment for the US economy.” With people getting vaccines, spending more money, and returning to offices, the job market is going through a period of unprecedented adjustment.
Allego
JULY 27, 2021
It’s a scenario more common than ever. A marketing manager has a tight deadline for a new campaign and is coordinating with her team as their launch date approaches. She needs to align her SEO lead in Palo Alto, her PR agency in New York, her content writer who works from home in Boston, and report her progress to her boss who’s always travelling to other offices.
Nimble - Sales
JULY 30, 2021
We have recently surveyed our customers to hear how they describe the biggest benefits of Nimble. We also wanted to hear it in their own words. It’s so easy to get too close to your product and start speaking in your internal language. The longer you are focused on the product, the bigger the issue. […]. The post Five Ways Nimble Customers Are Using Our Product appeared first on Nimble Blog.
Sales and Marketing Management
JULY 28, 2021
A/B tests on your website content can lead to small tweaks that make a big difference in your marketing success. Here's how to get started. The post How To Use A/B Testing on Your Website appeared first on Sales & Marketing Management.
Speaker: Lynnette Khalfani-Cox, The Money Coach®
Niche markets represent a huge opportunity for the financial services industry in America. From college students and women to communities of color and low-to-moderate-income households, niche populations have specialized financial needs – but they often underutilize many valuable financial products and services. How can you better connect with these consumers?
Zoominfo
JULY 30, 2021
Data decays over time—phone numbers change, companies shift locations, or people move jobs. Data changes, and stale data is expensive. It is estimated that, on average, organizations lose $15 million each year due to bad data. What’s even worse, teams spend close to 50% of their time cleaning and prepping data—time that could be better spent creating value by solving real business problems.
The Center for Sales Strategy
JULY 30, 2021
- MOTIVATION -. "Someone is sitting in the shade today because someone planted a tree a long time ago.”. - Warren Buffet. - AROUND THE WEB -. > Great Visionaries Use Decade Thinking To Achieve Great Success — And You Can Too – Forbes. Decade thinking can be a game-changer for your life and your business. A new decade just began. How much time did you give to pondering the decade ahead?
Chorus.ai
JULY 29, 2021
It’s well-known at this point that salespeople are busy. Research has even shown that they spend just over a third of their time actually selling. Many of the administrative and other non-revenue generating activities such as scheduling meeting follow-ups, taking meeting notes, and entering post-meeting information into their CRMs takes up a significant amount of time ?
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