Sat.Dec 11, 2021 - Fri.Dec 17, 2021

6 Reasons Accountability is Missing in a Sales Team

Sales Manager Now

Most salespeople are fine with being accountable. However, a sales manager might see it differently. It seems the team does not hold themselves accountable or meet expectations. There are reasons for that.

Stop Freezing Out Leads: Tips to Warm Up Your Cold Calls

Sales and Marketing Management

As consumer privacy regulations get tighter, sales and marketing teams will have to work together more closely to warm up cold calls and build resilient and valuable customer relationships. The post Stop Freezing Out Leads: Tips to Warm Up Your Cold Calls appeared first on Sales & Marketing Management.

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How Can Sales Coaching Improve Business Results?

Predictable Revenue

Sales coaching is focused training that maximizes your team’s potential. What if each member of your sales team improved by just 5% after receiving some coaching? It can help you unlock a substantial amount of revenue. The post How Can Sales Coaching Improve Business Results?

My Most Popular Sales Article of the Last Ten Years

Understanding the Sales Force

This is my annual nutcracker post. I first wrote the article in 2011 and people loved the analogy between the Nutcracker and a sales call. I make minor modifications to the article each year as current trends, best practices, and recent data dictate.

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.

Four Activities of Top-Performing Banks

Anthony Cole Training

According to the Objective Management Group, there are four critical things that separate high-performing banks from others in the industry in terms of their sales and revenue growth. Sales Process sales skills assessment

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Mediafly Announces Definitive Agreement to Acquire InsightSquared

SBI

Mediafly Announces Definitive Agreement to Acquire InsightSquared; Creates the Most Complete Enablement and Intelligence Platform for B2B Revenue Teams. Mediafly & InsightSquared join forces to help revenue teams improve forecast accuracy, enhance buyer engagement and increase revenue production.

What are Priority Issue Profiles - and why do you need them?

Membrain

Many of you will be familiar with the idea of having an Ideal Customer Profile - and if you’re not, you should be.

3 Tips for Showing Gratitude in Sales

Sales Hacker

Showing gratitude isn’t just a nice thing to do – it also makes an impact. . According to a study by Harvard, “expressing gratitude helps people feel positive emotions, relish good experiences, improve their health, deal with adversity, and build strong relationships.” .

Making Business Connections Through Gifting in the New Year

Sales and Marketing Management

How companies connect with their customers in the new year will reflect the changes and shifts of the last two years. Companies that have paid attention to their clients' habits and reactions and that get more personal in their messaging as a result will perform better than competitors that do not. The post Making Business Connections Through Gifting in the New Year appeared first on Sales & Marketing Management.

5 Essential Virtual Selling Practices Every Company Must Have by 2023

Speaker: Erika Bzdel - Vice President of Sales and Craig Simons - Director of Marketing

Join us on Sept. 13 at 9:30 am PT as Erika Bzdel, VP of Sales, and Craig Simons, Director of Marketing, discuss the virtual selling practices that every company should adopt, and how to succeed at selling in a hybrid world.

Why Team Selling Works | Sales Strategies

Engage Selling

Why does team selling work? A client recently reported interesting results to me. They are a manufacturer and they sell through distributors. They have a core sales team of experts that are assigned to all of these distributors.

Selling Is A Lot Like Fishing

Janek Performance Group

Selling is often compared to many activities. But the longer I’m in sales, I’ve come to realize that selling is a lot like fishing. It takes the right equipment, a solid plan, and the right bait.

7 Key Takeaways From Gartner’s First-Ever Market Guide For Revenue Intelligence Platforms

Aviso

Gartner, the leading analyst firm, in November, released its first-ever “Market Guide for Revenue Intelligence Platforms”.

Do You Know What Makes Reps Happy or Frustrated?

Sales and Marketing Management

To have success hiring and holding on to top sales talent, it’s imperative that companies understand what matters most to sales professionals. The post Do You Know What Makes Reps Happy or Frustrated? appeared first on Sales & Marketing Management. Special Report

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.

The most popular Membrain blog posts from 2021

Membrain

Almost since the inception of our company, Membrain has posted to our blog consistently every week. Usually, I post something of my own as well as a guest post by an industry leader. Every year, a few posts seem to hit a chord and get passed around and talked about more than others

Mindset And Positive Framing: How It Impacts Your Sales

Janek Performance Group

You’ve probably heard of mindset but have you heard of framing? It’s the idea that the way you think about and interpret events in your life has a huge impact on how you feel and behave, even if the event itself doesn’t change.

Is Your Company’s Messaging Music to My Ears?

Alice Heiman

If you know me (and if not, I hope you’ll get to!), you know how much I love supporting female founders. They are not always easy to find, and there are still far too few, but the ones I have talked to are so inspirational.? . What I love about Kate Bradley Chernis ,?

Eight Sales Books to Kick Off a Year of Growth in 2022

Sales and Marketing Management

These books can help sales managers and reps build their skills without having to schedule another meeting on their calendar. The post Eight Sales Books to Kick Off a Year of Growth in 2022 appeared first on Sales & Marketing Management.

Roadblocks to Delivering a Competitive Buying Experience

Why are buyer-facing teams struggling and what can be done about it? Bigtincan teamed up with Heinz Marketing in a recent research study to discover the roadblocks revenue-generating teams encounter in preparing buyer-facing teams for today’s market. Click here to learn what you can do today to prepare!

Creating Your Roadmap for Sales Success Episode 1: The What and Why of Your Sales Process

SalesProInsider

With today’s powerful GPS software, most of us no longer get to experience the thrill of trying to find a path to get where we’re going, whether it be by foot or vehicle. Nope, instead powerful GPS navigation takes out that second guessing and efficiently moves us from Point A to Point B.

Sales Success is Paid For In Advance With Prospecting

Sales Gravy

“God, when I cross the truth, give me the awareness to receive it the consciousness to recognize it the presence to personalize it the patience to preserve it and the courage to live it.” ? Matthew McConaughey, Greenlights The number one reason for failure in sales is an empty pipeline.

Strategies World-Class Sales Teams Discuss at Sales Kickoffs

Revegy

As we move into the new year, most sales teams are likely setting the stage for 2022 with sales kickoff (SKO) meetings. Topics that top sales organizations will be covering this year include sales strategies, methodologies, predictable forecasting, and more.

How to Combat the Great Resignation and Attract Top Talent

Sales and Marketing Management

A recruitment and staffing veteran shares five ways to hire and keep top talent during a time when that is proving more challenging than ever before. The post How to Combat the Great Resignation and Attract Top Talent appeared first on Sales & Marketing Management. Special Report

Connecting the Consultative Experience

Many B2B businesses have come to believe that there is an asymmetric relationship between the company and its buyers. But what research has discovered is that many of today’s B2B buyers are NOT empowered and they have little interest in being so. Download the eBook to find out why.

8 Virtual Sales Techniques Your Team Should Be Mastering

Crunchbase

This article is part of the Crunchbase Community Contributor Series. The author is an expert in their field and a Crunchbase user. We are honored to feature and promote their contribution on the Crunchbase blog.

Video 87

The Top Five Sales Lessons of 2021

ValueSelling

If the B2B sales cycle is a marathon, Q4 is the final half-mile. It’s a time of triumph, defeat and resiliency — and when you’re in the middle of this race, it’s difficult to find time to reflect. And we’re still there. Newsletter sales training #VoV sales coaching

Episode 11: Desperate Q4 Emails

Sales Hacker

Write sales emails like a pro! Kristina and Will will look at common email mistakes (using real examples) and rewrite them so that you can learn what to do differently.

4 Shifts In Sales Compensation

Sales and Marketing Management

From team-based sales to varying prospect conversations based on the data available and the unique customer needs, selling is constantly experiencing significant shifts. Blindly applying a "what worked last year will work this year" approach to compensation is a trap that needs to be avoided. The post 4 Shifts In Sales Compensation appeared first on Sales & Marketing Management. Special Report

The Definitive Guide to the Top 4 Sales Enablement Metrics

See what metrics matter to increase productivity and revenue and your organization. This guide will help you stay data-driven while avoiding data overload.

Apollo Competitor – Lead411 vs. Apollo

Lead411

Apollo Competitor – Lead411 vs. Apollo. Apollo Competitor Lead411 – an in-depth side-by-side comparison. Sales and marketing processes are complex, and having a reputable data provider shouldn’t be.

Avoid These Three Sales Performance Stumbles

Highspot

Often, success is a culmination of multiple elements working together flawlessly. Think about a car, which has a variety of parts that each serve a critical function.

Why You Have to Level Up Your Sales Employee Experience During The Great Resignation

Allego

You’ve heard of The Great Resignation. With more open positions and options to work where and when they like, employees are leaving companies in record numbers. In August 4.3 million Americans quit their jobs.

Survey 117