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.

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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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Your Ultimate Guide to the Trends Shaping Marketing Data

In Salesforce’s latest Marketing Intelligence Report, hear from 2,500+ global marketers on how they are leading with their data, from business growth to data privacy and more. In this report, you’ll learn: How marketers define their roles in the digital-first era. How marketers are adapting to a privacy-focused data ecosystem. The role of data in marketing-led growth and customer experiences.

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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.

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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.

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Buyer Enablement: The Key to B2B Sales Success

Are your B2B salespeople ready to champion your product through a complex buying process? In today’s business landscape, buying decisions are extremely complicated, with more stakeholders and huge quantities of data and information they each bring to the table. To win big, B2B channel partner sales reps need to be able to navigate the buying process with information and tools at their fingertips that provide solutions and champion your products.

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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.

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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?

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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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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.

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The 5 Stages of Account-Based Marketing — and How to Win Them All

The benefits of account-based marketing are clear: internal alignment, shorter sales cycles, and higher conversion rates. But none of this is possible without the most important element of a successful ABM program: good data. In this eBook, we’ll walk you through leveraging strong data and go-to-market tools to unlock the five stages of ABM: define, identify, engage, convert, and connect.

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21 [MUST-KNOW] Quick Sales Tips (Close Those Deals!)

Marc Wayshak

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.

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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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What are the different types of CRM software and which should you use?

Nutshell

A customer relationship management (CRM) platform is an essential tool for any business. You need to keep track of your customers, and for that, you have to gather tons of data. So, where do you store that data? The obvious answer is a platform designed specifically for that purpose—a CRM. But there are quite a lot of CRMs out there. Not only can it be challenging to figure out which CRM you should choose, but you may not even be sure which type of CRM you want.

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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.

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The #1 Reason Why Sales Coaching is Critical to Your 2022 Sales Success

Speaker: Tim Hughes, Co-Founder and CEO of Digital Leadership Associates

In this era of social media, traditional ways of selling are not as effective as they used to be. As prospects become more proficient on social media, many organizations struggle to keep up, not knowing how to navigate the new digital landscape. With most of the world’s population active on social media, it is imperative that teams improve their sales strategies by investing in sales coaching & training.

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Media Sales Report - Sales Process with Alina McComas and Michael Mayer

The Center for Sales Strategy

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.

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Updates to My Nimble CRM Training Offering

Adaptive Business Services

The week between Christmas and New Years was spent closing a chapter of my professional life with the passing of one business to its new owner. Now it was time to turn my attention toward 2023. Over the past couple of years, my Nimble CRM training and implementation consulting services have seen substantial growth. I have developed a program that has worked well, and has been well received, by my clients.

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What are SQLS (sales-qualified leads)?

Nutshell

What are SQLs? SQLs are leads that are ready to move to your sales team. When you bake sugar cookies, it’s important to wait until the right time to move from one step to the next. Before you can bake the cookies, for instance, you have to chill the dough in the refrigerator. If you move them to the oven too early, the dough won’t be firm enough, and it won’t hold its shape.

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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.

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Stop Investing in Forgettable Learning Events

Online product sales training: Are you ready? If you’re trying to train all your sales reps while minimizing costs, an online training platform can help you do more with less. In today’s competitive business environment, the only way to win is with a salesforce that’s fully onboarded and equipped with deep product knowledge, use cases, best practices and objection handling.

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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?

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Selling Innovation in a Slow Economy

Janek Performance Group

“We have a game-changing, disruptive technology, but the economic environment is slowing down our sales,” said a CEO recently. Selling disruptive technology has an image problem. Selling disruption would get more respect if it was not called disruptive. There needs to be more than technological innovation to ensure sales success. This article explores the challenges of selling disruptive solutions and how sales leaders can improve their results, even in an economic slowdown.

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What is lead close rate and why does it matter?

Nutshell

The strongest marketing and sales campaigns are data-driven. What does that mean? It means your marketing and sales are at their peak when you base them on valuable metrics like click-through rate (CTR) and lead close rate. Different metrics are useful for different things, but they all reveal something about your marketing. One metric you might use is lead close rate.

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Emulate Rappers: Use Metaphors As Visual Punches

Anne Miller

I met Nathan Fraser, professional copy-writer, when I was a guest on the Copywriters Podcas t discussing the power of metaphors with David Garfinkel. Nathan, who had a past life in rap, co-hosted that event and, afterwards, shared an interesting fact about how rappers use metaphors in their music in much the same way readers of this newsletter use them: to influence, sell, or persuade others to achieve a desired result.

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12 Plays to Kickstart Your Recruitment Process

Good people are the foundation of any organization. That means placing the right people in the right roles can be the difference between your business growing or stagnating — and the competition is getting fierce. According to Harvard Business Review, the COVID-19 pandemic exacerbated seismic shifts that were already rocking the talent market. With remote work making white-collar jobs more flexible and talent more mobile, a rebound in hiring meant the race for quality candidates had become even

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5 Way to Determine Fit When Hiring

The Center for Sales Strategy

If you use a validated talent assessment as part of your hiring process, it’s tempting to move forward with a hire if they’re assessment quickly says “recommended.” But recommended doesn’t mean “recommended for hire.” Recommended means “recommended to move forward in the interview process.” The Growth Formula specifies that (Talent + Fit) x Investment = Growth.

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Advice for My Twenty-Year-Old Self

Janek Performance Group

We often wish we could have done things differently, especially regarding our sales careers. I am frequently asked, “What advice would you give someone just starting out in their career?” There are moments I wish I could go back and change, but since I can’t, I thought I would share the advice I would give my twenty-year-old self. Having the right direction at the right time can make all the difference in a sales career.

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CRM vs. ERP: What’s the Difference?

Nutshell

If you’re struggling to streamline data and day-to-day business activities, customer relationship management (CRM) software and enterprise resource planning (ERP) platforms can help. But what’s the difference between CRMs and ERP software? Do you need both? In this blog post, we’ll compare CRM and ERP software and look at what each tool can do for you.

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