Sat.Feb 04, 2023 - Fri.Feb 10, 2023

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A Scientific 5-Step Method to Hire Superstar Sales Reps

Sales and Marketing Management

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.

Hiring 296
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The Real Reason Nobody is Returning Your Calls

Tenbound

“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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7 sales follow-up strategies you can try

Nutshell

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.

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Was the Prospect Unqualified? Or Was the Salesperson Unqualified?

The Center for Sales Strategy

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.

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How B2B Buying Has Changed – And How Sales Teams Must Adapt

A dramatic shift has occurred in the B2B landscape. Buying has transformed radically in the last half-decade, causing growth rates to plummet, customer acquisition costs to skyrocket, and churn rates to surge. For SaaS companies relying on traditional sales strategies to grow revenue, these trends will only become worse, as they now falter in the face of modern purchasing paradigms.

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How to Feel Better about Prospect Follow-Up

SalesProInsider

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?

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More Trending

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This is What Would Happen if Bob Got Promoted to Sales Manager

Understanding the Sales Force

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.

Promotion 296
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Salesforce call logging: Steps to (easily) track sales calls

Gong.io

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.

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5 Proven Strategies for Boosting Your Team's Sales and Unlocking Their Full Potential

The Center for Sales Strategy

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.

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5 Capabilities Sellers Must Have to Be Top Performers

Sales and Marketing Management

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.

Research 350
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How to Stay Competitive in the Evolving State of Martech

Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr

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#4: Relationships | Tony's 5 Key Takeaways from 30 Years in Business

Anthony Cole Training

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.

Banking 156
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The Ends No Longer Justify The Means For Public Technology Companies

SBI Growth

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?

Company 156
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Sales Strategy 101: The Ultimate Guide

Zoominfo

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.

Strategy 130
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5 Top Priorities for Sales Leaders in 2023 to Boost Team Productivity

Sales and Marketing Management

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.

Hiring 296
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Supercharge Your Sales: 5 Steps to Effortless Selling

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.

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The Team, The Team, The Team

Force Management

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!

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Strategies To Gain An Unfair Advantage

Alice Heiman

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?

Strategy 136
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How AI Can Aid Your Prospecting

Zoominfo

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.

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Leveraging the Buyer Journey to Improve Your Marketing Strategy

Sales and Marketing Management

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.

Buyer 156
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Retail Tech: Empower Associates, Optimize CX, and Boost Productivity

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.

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Can Customers Be JOLTed Past Their Fear of Making a Mistake?

Membrain

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.

Customer 131
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Is Outbound Dying?

Partners in Excellence

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?

Outbound 124
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Top 4 Sales Technology Trends to Watch in 2023

Allego

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.

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GO VIRTUAL: Unlock Backdoor Access to 10X Growth Conference 2023

Grant Cardone

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.

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Connect, Care, Convert: Secrets to Establishing Trust with Niche Markets and Turning Them Into Clients

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?

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The Art and Science of Complex Sales Podcast

Membrain

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.

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What Great SDR Follow-Up Looks Like

Predictable Revenue

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.

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I Hate Sales: How to Excel When Selling Isn't Your Forte

Hubspot Sales

“I hate sales.” If you find yourself saying this every morning before work, you’re not alone. Salespeople rate their job satisfaction as 2.5 out of 5 stars on average, according to data from Career Explorer. That puts sales in the bottom 5% of careers. Yikes. This isn’t a complete surprise, however — while sales reps are often paid well, the work isn’t easy.

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“Just The Facts, Ma’am…”

Partners in Excellence

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

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ABM Evolution: How Top Marketers Are Using Account-Based Strategies

In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.

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The Keys to Leading a Multi-Generational Sales Team

Sales Gravy

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.

Lead Rank 106
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How to Coach Your Team to Better Qualify Sales Opportunities

The Sales Readiness Blog

Salespeople often spend too much time on opportunities that aren't qualified. So what can you do to help them better qualify those opportunities to win more deals and be more successfu l?

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Showpad Wins Five G2 Best Software Awards

Showpad

February is the month of love and we’re certainly feeling it here at Showpad. For the third year in a row, Showpad mad e G2’s Best Software Lists — al l thanks to the hundreds of amazing reviews we’ve received from our customers. We are excited to announce that Showpad has been ranked in the Top 50 in 5 categories out of 100,000+ vendors. So, to our loyal customers, we mean it when we say: We never could have done it without you.