Sat.Jul 30, 2022 - Fri.Aug 05, 2022

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6 Post-Sales Strategies to Keep Your Business Running Strong

Selling Energy

Winning the sale is only half of the battle. The next steps you take determine the ultimate success of your business.

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Is it Selling or Giving?

Anthony Cole Training

We work with many community banks and while the commercial side of the bank usually has some “sales chops”, we often hear from leadership that retail bankers are less comfortable with “selling.” Or they may even avoid that word altogether. We like how the book Go-Givers Sell More positions the process of selling: Your influence is determined by how abundantly you place other people's interests first.

Banking 259
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The World of Sales and How Things are Changing

MarketJoy

The world of sales has changed a lot in the last 20 years. From the time when people wanted others to do or buy something, sales techniques were developed and people started to have jobs and careers in sales. Historians have found coins from around 7,000 years ago. This means that we stopped bartering and started exchanging goods and services for money at around that time.

Hiring 98
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Why We Buy Ourselves First

Bernadette McClelland

When we say that we buy on emotions and back it up with logic how does that actually play out? I mean, I go to the supermarket and buy the usual stuff – toilet paper, toothpaste, milk, vegetables and maybe the odd chocolate bar (that I make my husband and I share because that way there’s less calories!) but outside the chocolate, where do emotions come into what I buy?

Margin 397
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Sales & Marketing Alignment: How to Synergize for Success

Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker

Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships. While many B2B organizations continue to struggle with aligning their marketing and sales teams, they can take practical steps to unify both teams and simplify their overall approach.

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Are You Focused On Achieving Outstanding Results?

Steven Rosen

The Focused Sales Leadership framework consists of 3 pillars: Leadership, Culture and Focus. Sales leaders must build winning teams and develop a performance culture to achieve outstanding results. Yet, many sales leaders are working 50-60 hours a week and still not getting the desired results. Are you stuck in an endless sea of emails, texts, voice messages, meetings, and many other distractions?

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The Secret to Account Churn is Not Dedicated Account Managers

Understanding the Sales Force

I do my own weeding and that "hobby" takes up a lot of my free time. Weeding is like playing the arcade game wack-a-mole where you pull the weed, use a weed wacker, or poison the weed on Monday and two more weeds appear in its place on Tuesday. If you think about territory sales or sales into a specific vertical, reps should be calling on the same customers and prospects all the time.

Churn 296
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Are CEOs ignoring signs of slipping demand heading into 2023?

SBI Growth

In SBI’s recent survey of 150 CEOs, there was evidence that CEOs taking decisive action on growth planning will outpace those choosing a “wait-and-see” approach as we head into economic headwinds. One of the uncertainties CEOs are facing in 2023 is a potential shift in demand. Only 18% of CEOs surveyed anticipate slowing demand, but is this low percentage of admission indicative of a repeat of 2020, where CEOs were reticent to admit to a slowing shift?

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Mid-Year Business Reviews

Steven Rosen

Midyear business review – time to get your team focused on crushing it! Welcome the focus sales leadership framework. The framework is based on three fundamental principles of effective leadership, focusing on leadership and culture. Today I want to talk to you about an important step you can take this week to improve your team’s performance in the second half of the year.

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How to Rebrand ‘Bossware’ at Your Company

Sales and Marketing Management

Using software to monitor workers has effects that company executives should address to ensure a healthy work environment, increase productivity and reduce employee turnover. The post How to Rebrand ‘Bossware’ at Your Company appeared first on Sales & Marketing Management.

Company 177
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Streamlining Salesforce for Maximum Impact: A People-Focused Pocket Guide

Step inside the world of Salesforce consulting, stripped of fluff and jargon. Our guide provides a detailed exploration of five key success criteria, complete with actionable steps for immediate implementation. Elevate your Salesforce investment with insights on goal setting, system design, core object utilization, user adoption, and crafting a system tailored to your needs.

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Not The Top 20 Attributes of Successful Salespeople

Understanding the Sales Force

Several OMG's Partners reached out to me asking if I had seen the email that was circulating about the Top 20 Attributes of Successful Salespeople. "I have," was my response and, "Look for a blistering review on Monday.". The article was 100% junk science and to use the word science would be a disservice to the word junk.

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My Favorite Closing Line

Mr. Inside Sales

I was giving a training today and emphasizing the importance of directing the sale, assuming the deal, and leading the prospect through the close. As I did, I reminded the team of closers of my very favorite closing phrase, and one that has literally made me millions of dollars in my career. When you get to the reason to place the order now, or purchase your product or service, what’s important is not to ask if they agree, or if they have the budget, or anything like that.

Closing 156
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Focused Sales Leadership Framework Intro

Steven Rosen

Focused Sales Leadership Framework . Hello Sales Leaders! Steven Rosen, sales leadership coach. You have experienced more change in the last two years than many have in the previous ten years. I know you could benefit from a framework to help you. UPGRADE YOUR SKILLS. BUILD A WINNING TEAM. AND DEVELOP A PERFORMANCE CULTURE. I am so excited to share the Focused Sales Leadership framework.

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How to Improve B2B Sales with Field Report Data

Sales and Marketing Management

In B2B sales and marketing, field data can help increase conversions and reveal what customers and clients respond to. The post How to Improve B2B Sales with Field Report Data appeared first on Sales & Marketing Management.

Report 177
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How to Improve Email Deliverability and Optimize Each Send

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.

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Recession Planning: Should You Cut Your Marketing Budget?

Zoominfo

It’s official: We’ve moved past “unprecedented times” and the “new normal” and have entered the “ Everything-is-Weird Economy ”. Over the past couple of years, it has seemingly been one extreme after another — record-high unemployment followed by record job growth followed by record voluntary job changes. Record-high consumer spending followed by record-high inflation.

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7 Tips for Differentiating in the Selling Process

RAIN Group

Differentiation often starts with marketing, but it truly comes alive in the selling process. Even if your company’s products and services are superior to all others, this means nothing if you can’t convey that to your buyers. Differentiating in sales is more than a good pitch—you need to differentiate in the right areas, adapt to your buyer’s needs, and build value.

Buyer 140
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Do You Want to Kill the Pain, or Solve the Problem?

Membrain

Most of us know that in order to stay healthy, we need exercise, good nutrition, rest, and to take our vitamins. But very often, we get busy with life and forget these essentials. Before long, we start to suffer for it. At that point, we all know we should slow down and address the problem - but more often, we seek a pill to kill the pain so we can keep going.

Exercises 130
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Stay True to Your Core Values to Make More Sales

Sales and Marketing Management

Authentic passion is the emotionally compelling aspect of sales. It must be present in our interactions with our prospects if we want them to feel how much we care about them. The post Stay True to Your Core Values to Make More Sales appeared first on Sales & Marketing Management.

Sales 177
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Brick & Mortar Retail Relevance: How to Stay Ahead of the Curve

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

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The Dos and Don’ts of Building a Global Sales Strategy

Zoominfo

Creating a global sales strategy is one of the most important and challenging exercises for a business. Having a clear plan will determine where you and your team focus their time — and time is the most valuable investment you can put into your business. However, it’s not a simple rinse-and-repeat process across different countries, where culture and resources will differ as much as the local cuisine.

Hiring 130
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Changing economy? Help Your Salespeople Prioritize the Right Opportunities Faster

Force Management

Given the current economic downturn, your salespeople may be more inclined to invest time in an unqualified deal or skip important steps in the sales process to keep pipelines moving. If the current economic landscape is amplifying the pressure your sales team is feeling to hit revenue targets, address this challenge head on and have a direct conversation with your team now.

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On Driving Performance

Partners in Excellence

As leaders, a key element of our job is to maximize the performance of each person on our team. We do this through hiring the right people, training, giving them tools/processes/programs/systems to help them perform, providing the right support, eliminating barriers to their performance, and constantly coaching/developing them. We set performance goals, we measure their attainment against that performance.

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How to Make Every Conversation a Coaching Conversation Using One Question by Keith Rosen

Membrain

The biggest complaint I hear from managers is they don’t have time to coach, especially when they’re spending most of their time helping their team close more sales, resolve problems and handle customer issues. During these time-sensitive situations, compounded with the pressure to drive results, they feel they must be direct and tell people what they have to do, right?

Coaching 125
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ABM Success Recipe: Mastering the Crawl, Walk, Run Approach

Shifting to an account-based marketing (ABM) strategy can be both exciting and challenging. Well-implemented ABM motions build engagement with high-value accounts and drive impactful campaigns that resonate with your audience. But where do you begin, and how do you progress from crawling to running? Watch now as Demand Gen experts delve into the essentials of each stage of the ABM process.

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How to Sell in a Recession: 3 Tips Based on Experience

Zoominfo

As interest rates rise by 75 basis points for the first time in almost 30 years, experienced sales reps and newcomers alike are facing the prospect of selling during a recession. Sales is tough enough as it is, and prolonged economic uncertainties make the job even harder. Budgets are reduced or eliminated. Companies evaluate prospective new technologies with greater scrutiny or postpone such investments entirely.

Hiring 130
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Top Ways to Get Authentic Feedback from Employees

The Center for Sales Strategy

Continuous improvement is dependent on feedback, and in most situations, we feel confident in the feedback we are giving and receiving. However, sometimes people will tell you what they think you want to hear, and the feedback is not very useful or effective. In order to garner authentic feedback from your employees, and return the favor, the stage needs to be set for open two-way communication.

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Ash Brokerage Taps the Power of Video to Transform Sales

Allego

When you and your competitors all sell the same thing, you need a way to differentiate yourself. Your salespeople must do and say things that set them apart from others in the pack—in a good way, of course. For Ash Brokerage, that differentiator is video powered by Allego. When the pandemic hit in 2020, the financial services firm realized how powerful video is for maintaining relationships with advisors and buyers.

Video 118
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The War Between Sales and Marketing – & How Revenue Alignment Can Help

Tenbound

It’s no secret that marketing and sales have been wrestling to be on the same page for a long time. Recently, Linkedin released research that showed that up to 90 percent of sales and marketing professionals believe that they don’t have alignment. With many working parts working concurrently to generate business success, solutions for consistent low revenue can be hard to address.

Revenue 105
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1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

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.

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30 Key Interview Questions and Answers for Sales Operations Role

Hubspot Sales

A sales operator works to enable your salespeople to focus on selling. Therefore, hiring the right person for the role is crucial, as such a hire will handle ‘backend’ stuff like lead management, data analysis, process optimization, and even sales strategy. Several organizations realize the importance of this role. However, they have difficulty finding the right people to hire.

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Sales Process: Looking at Your Own Buyer’s Journey

The Center for Sales Strategy

If you’re in sales, you spend a lot of your time asking other people to buy what you sell. What about the last time you purchased something? Coffee on the way to work, an app on your phone, or maybe a new home appliance? Why did you buy it now , instead of lat er? I find my tipping point is often based on my experience during the purchase process.

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Keeping Score: How to Use Sales Enablement Intelligence to Prove ROI

Allego

Is your sales team operating at its best? How do you know? What if you could find out exactly how to kick productivity up to a new level? You can with sales enablement intelligence—a data-driven approach to learning, coaching, and content to maximize revenue per rep. Why is sales enablement intelligence important? That’s a little like asking why it’s important to keep score during a basketball game.

Lead Rank 118