Sales and Marketing Management
FEBRUARY 9, 2023
Five steps that give you a consistent and scientific method to assess sales candidates and hire applicants who have crucial work-related qualities like your company’s superstar sales reps. The post A Scientific 5-Step Method to Hire Superstar Sales Reps appeared first on Sales & Marketing Management.
Tenbound
FEBRUARY 7, 2023
“We get paid for bringing value to the marketplace. It takes time,… but we get paid for the value, not the time” Jim Rohn You spent the whole day prospecting. You called everyone on your list and left countless voice messages. You sent carefully crafted, bespoke emails to each person, full of personalized insights and content. You hit the Like button on your top prospect’s posts.
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Nutshell
FEBRUARY 9, 2023
Driving sales is the endgame for any business. All your marketing, all your product and service development—it all leads to sales, which is where the revenue is earned. But when you make a sale, it doesn’t happen all at once—it’s a process. Even once a prospect expresses an avid interest in your company, you still have to make a sales pitch. And even once you’ve made your pitch, there’s no guarantee that your leads will buy immediately.
The Center for Sales Strategy
FEBRUARY 9, 2023
In the world of sales, a prospect being unqualified or a salesperson being unqualified can be uniquely connected. Whether you're a veteran salesperson or new to the field of sales, we often miss the signs of why we were unable to connect and close a potential client. This article breaks down five key steps to recognize an unqualified prospect and an unqualified salesperson.
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.
SalesProInsider
FEBRUARY 8, 2023
What’s your mindset around follow-up efforts for reconnecting with prospects who have stopped responding? What about those who haven’t followed through on the actions that they said they would? Do you get into a mindset of negativity? Do you feel frustrated that you must keep chasing them? Annoyed that you’re the one who’s constantly following up and checking in with them when they’re not doing what they said they would?
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Understanding the Sales Force
FEBRUARY 7, 2023
For those of you who are familiar with my series of articles about Bob - the worst salesperson ever - you can catch up by enjoying, laughing, and making fun of him here. 12 of the articles that show up on that page are about Bob! Today, I reviewed the worst OMG evaluation of a sales manager that I have ever seen. It was literally the worst because he was in the 1 percentile, meaning that 99% of all sales managers are stronger than he is.
Gong.io
FEBRUARY 9, 2023
Salesforce brought once-in-a-generation improvements to sales teams. But it didn’t solve one major problem: getting quality data into Salesforce. Want sales forecast accuracy? Efficient team selling? You need rigorous pipeline data. (You already know it’s true, but here’s a Gartner study just in case.) Your growth — and ability to predict that growth — hinges on getting real-time numbers via Salesforce call logging.
The Center for Sales Strategy
FEBRUARY 7, 2023
As a sales manager, you play a crucial role in driving results and maximizing the potential of your team. But managing a team is no easy task - it requires a balance of setting clear goals, providing ongoing training and support, and effectively communicating with your team. If you're looking to up your game and take your team to the next level, here are five proven strategies to help you succeed.
Sales and Marketing Management
FEBRUARY 7, 2023
Highlights from research that analyzed 100 skills and behaviors across 13 different categories to find the attributes shared by top sales performers. The post 5 Capabilities Sellers Must Have to Be Top Performers 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
FEBRUARY 10, 2023
Recently, I shared 5 key things that have helped us grow and serve others in the last 30 years, hoping they will be helpful to others on their journey. Now, I'm taking a deeper dive into the 5 key takeaways with a more detailed on each. Here's #4: Relationships.
SBI Growth
FEBRUARY 8, 2023
Over the past decade, tech company valuations have dramatically increased with topline growth rates as the driver. Subscription technology and SaaS companies have been the beneficiaries of revenue multiples that have grown to almost inexplicable levels. Even with perceptively questionable behaviors, they have been doing what works. Why change behaviors that are being rewarded with positive reinforcement?
Zoominfo
FEBRUARY 7, 2023
When developing a sales strategy, many leaders aren’t sure where to begin. There are various stakeholders, priorities, markets, and channels to align, and the right mix for your business may not always be clear. Whether you’re starting from scratch or looking to revamp an existing sales strategy, creating campaigns based solely on instincts or assumptions is no longer acceptable.
Sales and Marketing Management
FEBRUARY 6, 2023
To make the most out of your hires and increase sales without breaking your budget, here are five tips for sales leaders. The post 5 Top Priorities for Sales Leaders in 2023 to Boost Team Productivity appeared first on Sales & Marketing Management.
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Content frustrations are all too real and it’s time to tackle them head on. Let’s start with marketing. How many times do you use limited resources to create content sellers ignore, while outdated, off-brand materials and messaging continue to be shared? And sellers - how many selling hours do you spend hunting for just the right content, and if you find it, tailoring to specific buyer’s needs becomes your next challenge.
Force Management
FEBRUARY 9, 2023
I have been very fortunate to be a part of some great teams in my life. My freshman year in college I played football for the Defending National Champions of I-AA (now D-I), Boise State University. I transferred my sophomore year to Bowling Green State University in Ohio and played for one of the greatest teams in BGSU history. During the 1985 season we were ranked 20th in the nation ahead of some of the powerhouse schools like Texas and Georgia!
Alice Heiman
FEBRUARY 7, 2023
Almost every company I know is struggling to bring new business in at the pace required. Why? Well, that is an interesting question but I think by now most of us know that our methods are outdated and simply don’t work. The better questions are how do we keep new business flowing in? What should be done instead of what we continue to do that doesn’t work?
Zoominfo
FEBRUARY 6, 2023
If you work in tech — and even if you don’t, really — you’ve heard the buzz about a new robotic assistant called ChatGPT. Created by OpenAI, the free artificial intelligence (AI) content tool is capable of having human-like conversations, answering complicated questions like “what is quantum physics,” and passing parts of licensing exams for lawyers and doctors , along with the final exam for a prestigious MBA program.
Sales and Marketing Management
FEBRUARY 8, 2023
By optimizing each step of the customer’s purchase journey, businesses can maximize ROI in their marketing efforts while delighting customers along the way. The post Leveraging the Buyer Journey to Improve Your Marketing Strategy 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
Membrain
FEBRUARY 8, 2023
I recently finished reading the latest book out of Ted McKenna and Matthew Dixon (one of the authors of The Challenger Sale and The Challenger Customer ), The JOLT Effect. It provides a useful lens through which to think about, and overcome, buyer resistance to making a decision.
Allego
FEBRUARY 7, 2023
Sales technology has come a long way in recent years and has become an integral part of most organizations. During that time, however, sales teams have amassed a large number of tools, and that’s created some problems. Having a lot of sales tools creates confusion , makes tool management complicated, reduces sellers’ productivity, and can be expensive.
Partners in Excellence
FEBRUARY 7, 2023
I’m breaking into a nervous sweat just writing the title to this post. As a person who thinks prospecting is so vital, and properly done, so powerful, I am in a quandary writing this post. How do we incite customers to change when they don’t recognize they may need to change? How do we drive sufficient levels of demand to achieve our goals?
Grant Cardone
FEBRUARY 6, 2023
Discover how to get VIRTUAL TICKETS to the biggest and baddest business conference in the world. Discover how to get VIRTUAL TICKETS to the biggest and baddest business conference in the world. The post GO VIRTUAL: Unlock Backdoor Access to 10X Growth Conference 2023 appeared first on GCTV. The post GO VIRTUAL: Unlock Backdoor Access to 10X Growth Conference 2023 appeared first on Grant Cardone - 10X Your Business and Life.
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.
Membrain
FEBRUARY 5, 2023
In the latest episode of the Art and Science of Complex Sales podcast, Paul Fuller sits down with Warwick Brown for a deep discussion about key account management.
The Center for Sales Strategy
FEBRUARY 8, 2023
This season on Improving Sales Performance , we’re analyzing the findings from our latest Media Sales Report. With data collected from surveys conducted in Q4 of last year, the responses from sales managers and salespeople alike will help us chart a solid path forward through the media sales landscape. In each episode, Matt will be joined by a rolling roster of outstanding experts from our team at The Center for Sales Strategy.
Predictable Revenue
FEBRUARY 10, 2023
Michael Tuso joins the Predictable Revenue podcast to discuss what great sales development follow-up looks like and tips for better SDR prospecting. The post What Great SDR Follow-Up Looks Like appeared first on Predictable Revenue.
Marc Wayshak
FEBRUARY 6, 2023
Ever find yourself in a selling situation where it seemed like everything was on track —and then, for one reason or another, it just didn’t hold together ? I’ve come up with a list of top quick sales tips to help with those exact kinds of situations. In this video, I’m going to show you 21 must-know sales tips to close those deals. Check it out: CATEGORY 1: MINDSETS 1.
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?
Hubspot Sales
FEBRUARY 8, 2023
If you're looking to level up your sales team’s performance, turn to artificial intelligence. Although only 37% of all sales organizations currently use AI in sales processes, more than half of high-performing sales organizations leverage AI. That doesn’t mean fully automating your sales jobs. Instead, AI tools can help your team save time and put more energy toward selling.
Partners in Excellence
FEBRUARY 6, 2023
If you search the streaming services, you can find a classic 1950’s Police TV Series entitled “Dragnet.” It was a big show in the 1950s, the leading protagonist was Sergeant Joe Friday, played by Jack Webb. Sergeant Joe Friday was a very straight laced detective famous for his investigative technique. In virtually every episode, he drove witness recollections with the phrase, “Just the fact, Ma’am.” Sergeant Friday wasn’t interested in any of the periphe
Sales Gravy
FEBRUARY 8, 2023
On this episode of the Sales Gravy podcast, Jeb Blount (People Follow You) sits down with Leigh Cantrell and Rob Matura who are Regional Vice Presidents at Cigna to discuss the keys to leading multi-generational sales teams. It's a fascinating conversation in which you'll learn about the challenges and rewards of building sales teams from diverse age groups.
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