Marc Wayshak
MARCH 22, 2023
Over the past couple of years, there has been a seismic shift to inside sales. Salespeople who used to sell out in the real world, face-to-face with prospects, began selling inside, never having to leave the office in order to close deals. While there are more salespeople now heading back out to sell in the real world, many still don’t have to leave the office in order to close deals.
Force Management
MARCH 23, 2023
Sometimes change comes in the form of a tidal wave: immediate, dramatic, and undeniable. More often, change happens slowly and steadily: hard to perceive until we’ve drifted so far from the shore that we can’t see where we started. Whether you’re trying to minimize “drift” that’s occurred within your sales organization over time or respond to the immediate impact of the turbulent economic environment, ensure you’re focusing on crucial aspects that enable your team to succeed.
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The Sales Readiness Blog
MARCH 22, 2023
Hiring and onboarding new sales hires can be extremely challenging especially for sales managers who lead, manage, and coach an existing sales team. Focus on these five factors to increase your odds of success with new sales hires.
Sales and Marketing Management
MARCH 20, 2023
The transition from building seller proficiency on sales pitch to building seller proficiency on sales discovery is just the first step into the brave new world of smarter, more effective AI-powered sales solutions. The post Unleashing Generative AI: Shifting from Sales Pitch to Sales Discovery appeared first on Sales & Marketing Management.
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.
The Center for Sales Strategy
MARCH 22, 2023
Many organizations rely on sophisticated sales tools to automate sales activities, manage sales pipelines, communicate better with leads, close more deals, and improve their sales team’s performance. That said, some businesses still struggle with adopting software for sales. The reasons vary, but most of the time, it’s due to a disconnect between their AE’s and these innovative sales technologies.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Alice Heiman
MARCH 21, 2023
How do you balance growth with quality service delivery? With no background in sales, Kevin Warner, Co-founder, and CEO, originally decided to hire someone who knew sales and put his focus on delivery. He realized quickly it wasn’t working and took the lead sales role. Once sales picked up, he built a sales team and grew exponentially but he watched the quality of service delivery suffer, and client churn increased.
The Spiff Blog
MARCH 21, 2023
One of the coolest experiences I had at Harvard Business School was stumbling across a dusty plaque that hung on the wall of one my classrooms–Aldrich 108. The plaque had an image that read: “In this room in 1978, Dan Bricklin conceived of the first spreadsheet program. VisiCalc, original ‘killer app’ of the information age, forever changed how people use computers in business.” The image below is one of Dan’s earliest sketches of VisiCalc, the first ever spreadsheet.
Selling Energy
MARCH 21, 2023
The following is a story I tell frequently in the context of our energy-focused professional sales trainings. If you’ve never heard the story, enjoy. And if you have, feel free to pass it along to any staff or colleagues who might benefit from being reminded that “CFO” does not stand for “Chief Fluorescent Officer.” When I was a very young man selling efficiency solutions for the first time, I got very lucky and managed to land an appointment with the CFO of a Fortune 500 company.
Sales and Marketing Management
MARCH 22, 2023
Showcase support from top sellers The post 3 Ways to Increase Sales Reps’ Use of Marketing’s Content appeared first on Sales & Marketing Management.
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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.
Anthony Cole Training
MARCH 24, 2023
In part 1, I gave you a sample of how the ‘selling value’ discussions sounds. Here it is again. Prospect : W hy should I do business with you or your bank / company?
Membrain
MARCH 22, 2023
I often talk about the importance of developing a sales system that is consistent , scalable , and continually improved. But I haven’t really addressed the question of what happens when it’s NOT sustainable. The cost of not being sustainable is high, and, unfortunately, the vast majority of sales systems are not.
Allego
MARCH 21, 2023
I don’t know about you, but I hate wasting time. Whether it’s doing errands, making dinner, or writing this blog post, I try to be as efficient as possible. I need to save time to fit more in my day. But it’s even more important to be efficient when you’re a seller. Your quota depends on it. The problem in many cases is the content management system you’re using.
Sales and Marketing Management
MARCH 22, 2023
For 11 out of 12 straight months, Jonathan Bragg finished in the top 10% of the more than 400 sales agents working in a call center for HomeServe USA Corp., a home-repair service company. His secret, he told The Wall Street Journal, is that he listens to people. “I don’t just say stuff and read […] The post The New Sales Conversation: How AI is changing the way we sell 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
RAIN Group
MARCH 22, 2023
One of the first things sellers learn is to keep it simple. Yet when it comes to a particularly hot topic in our industry, sales leaders do anything but. Rather than apply the K-I-S-S principle to sales productivity, many leaders instead turn to technology, tracking, and top-down governance.
The Sales Readiness Blog
MARCH 20, 2023
Many sales managers debate which is better — hiring for industry experience or hiring the “best athlete” (someone with limited industry experience and exceptional selling skills).
The Center for Sales Strategy
MARCH 20, 2023
The digital revolution has changed how businesses operate, and the sales industry is no exception. In order to stay ahead of the competition, companies must deploy the latest sales tech stack to maximize their opportunities. A comprehensive guide to leveraging sales tech stack can help companies identify the most suitable technology for their business and unlock bigger opportunities.
Sales and Marketing Management
MARCH 23, 2023
More than 85 companies reported revenue performance, turnover rates and change in compensation costs, including incentive and total compensation increases, for Alexander Group's 2023 Sales Compensation Trends Survey. Here's what we learned. The post Pending Recession Dampens Wage Inflation Pressure on Sellers’ Pay 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.
Sales Hacker
MARCH 23, 2023
Sales is the transfer of conviction and inspiration: The person who is most certain during the interaction will win. Why? Because your prospect is uncertain. Which means your sales conversation will either inspire in them the certainty to say yes — or it will reinforce their uncertainty, and they will say no. As a seller, your success rests in your attitude: your complete conviction that your solution is the best in the world for your customer.
SalesHandy
MARCH 21, 2023
Sales email templates work as a great time-saving blessing when one has to send similar emails to multiple recipients who are in different stages of the sales funnel. Only 30% of emails get opened across all industries, making it important to write a compelling sales email that prompts a click. Every business in every industry drills down to one thing – Sales.
Pipeliner
MARCH 20, 2023
The Negative Effects of Prolonged Stress Stress aids in short-term problem-solving. Stress may affect your brain, body, and mind. Many people overlook or minimize stress and burnout warning signs. The company’s financial line can be affected by employees’ emotional and physical health. Companies can build loyalty and improve productivity by teaching everyone from top executives to people who work in manufacturing how to recognize and deal with stress.
Sales and Marketing Management
MARCH 22, 2023
Data driven, multi-channel contact centers elevate the customer experience The post Forget Call Centers, Contact Centers are the Future 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.
Sell Courses Online
MARCH 20, 2023
People are willing to pay for your expertise if you can help them accomplish meaningful goals like landing an … Top 12 Profitable Coaching Niches in 2023 (Ultimate Guide) Read More →
Close
MARCH 23, 2023
Customers nowadays prefer to go with businesses with great customer experience. This post covers how to use a customer journey map to create the best CX.
Product Management University
MARCH 23, 2023
If you’re a pre-sales solution consultant or sales engineer, falling into the trap of telling vs selling can happen before you even know it, even though your intentions are always on the mark to start the demo. Here’s how to avoid the trap. The Difference Between Telling and Selling Demos Telling Demos The telling demo is an overview of the product section by section, a demonstration of the features in each, and an explanation of how those features work and the benefits.
Sales and Marketing Management
MARCH 22, 2023
AI has been labeled a job killer as it replaces humans with robots for a wide range of work roles. Although thousands of jobs currently performed by humans will be handed over to tech tools that can handle them more efficiently and cheaper, experts predict that AI and the resulting “smart automation” will ultimately create […] The post AI Will Be Both a Job Killer and a Job Creator 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?
Pipeliner
MARCH 19, 2023
A few days ago, CX TODAY posted an article entitled “Salesforce Teases ‘The First Generative AI For CRM.’” Salesforce’s promotional video for this new functionality, posted with the article, begins with the line, “What if your CRM could sell for you?” Another CRM giant, Microsoft Dynamics, is also standing behind similar claims—that AI functionality can sell in place of sales reps.
The Center for Sales Strategy
MARCH 21, 2023
In sales, you need to understand the difference between an objection and an objective. Here are the four most common customer objections that a salesperson will encounter. Price Need Trust Time If a salesperson is being bombarded by these four questions throughout their initial meeting, then they most likely have more work to do. Simply put, the salesperson needs to spend more time preparing for the meeting, researching the client, and developing insightful questions to build trust and confidenc
Smooth Sale
MARCH 24, 2023
Image via Unsplash (CC0 License) Attract the Right Job Or Clientele: How To Develop Landing Pages That Actually Convert A landing page is a specific page on your website that sits all by itself. It’s not the homepage; it’s a page people end up on after clicking a link you provide. It could be an online advertisement, an email/text link, or anything else.
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