Janek Performance Group
JANUARY 25, 2023
From product details to solution recommendations, sales reps present a lot. As a sales training company, we study, teach, and coach best practices for presentations. Typically, these involve one seller with one or two buyers. However, today, with so much uncertainty, budgets are tight, decision makers are plentiful, and competition is stiff. This complicates presentations and raises the stakes.
The Center for Sales Strategy
JANUARY 23, 2023
According to Fortune, 65% of US workers are looking for a new job. If you’re looking to fill a position, that sounds promising, right? But wait — LinkedIn found that 76% of managers admit attracting the right candidates is their greatest challenge. With so many workers looking for new jobs, why are managers still struggling to attract talent? The answer is recruitment.
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The Sales Readiness Blog
JANUARY 26, 2023
Congratulations! You have just been promoted from salesperson to sales manager, now what? For many sales organizations, promoting from the field to fill vacant sales manager roles is the standard operating procedure, and it’s easy to see why. Promoting a sales star into a management role is a quick way to fill a vacant position. Moreover, according to research by the Institute for Corporate Productivity, organizations with higher percentages of internally promoted managers have lower turnover ra
Sales and Marketing Management
JANUARY 25, 2023
Marketing-sales relationship building requires a sincere willingness from both sides to make it happen. The process never ends and probably won’t be easy. But keep pushing. When you get it right, you get a powerful go-to-market advantage. The post How Marketing and Sales Can be Winning Teammates appeared first on Sales & Marketing Management.
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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.
Adaptive Business Services
JANUARY 25, 2023
I always tell people the same story … when I am considering referring you to one of my good clients … the deciding factor is generally based on my observed behaviors of you during our interactions. My theory is that, how you act with me will be the same way that you will act with my clients. What else do I have to go on? This same axiom will apply to interviewing new people for a sales position or, for that matter, for any position in your company.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
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Nutshell
JANUARY 24, 2023
The post How I Learned to Stop Worrying and Love Meme Sales appeared first on Nutshell.
The Sales Readiness Blog
JANUARY 23, 2023
Are you being asked to do more with less? Today’s economic reality has companies everywhere looking carefully at budgets, especially regarding staffing. For many organizations, this means implementing hiring freezes or layoffs. Yet, these same organizations are asking their sales leaders to drive increased revenue despite the challenging headwinds. So how can you increase sales without adding headcount?
Membrain
JANUARY 25, 2023
There’s a long-standing myth that the most important thing salespeople need to do for any given opportunity is to reach “the decision maker.
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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.
Anthony Cole Training
JANUARY 26, 2023
This year, we're celebrating a huge milestone- 30 Years of Anthony Cole Training Group. In 1993, Linda and Tony Cole decided to start their own training and development company. In this video, Tony shares 5 things that have helped us grow and serve others in these 30 years.
Sales and Marketing Management
JANUARY 26, 2023
Today’s buying realities are substantially displacing this model of revenue acquisition. The emerging role of chief revenue officer will need to manage the three-dimensional view of buyers – marketing, selling and service – deploying the right resources at the right time. The post Dawn of the Chief Revenue Officer appeared first on Sales & Marketing Management.
Force Management
JANUARY 26, 2023
Achieving 100% forecast accuracy is a goal for any sales organization, but at times it can feel out of our hands. So many factors affect a successful forecast: external economic factors, problems within the buyer organization and the ability of sales teams to predict and execute their number. How do you improve forecast accuracy as a sales leader?
Marc Wayshak
JANUARY 26, 2023
Don’t you just hate it when the sale seems to be going well…but at the end, the close ultimately proves elusive ? It might seem like the end of the sale is the key moment to close the deal. But in reality, the earlier part of the sales conversation is what ultimately results in a closed deal—or not. In this video, I’m going to show you 11 keys to closing sales right now.
Advertiser: ZoomInfo
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.
Predictable Revenue
JANUARY 25, 2023
If you’re a salesperson, executive or anyone who uses both Salesforce.com and Gmail, here are some killer ways to set it up right. But you’ll need the Chrome browser for most of the plugins: CirrusInsight.com – use Salesforce.com right within Gmail! Rapportive – social media shortcuts + email verification for people you’re emailing Yesware – […] The post The Ultimate “Gmail + Salesforce.com” Setup appeared first on Predictable Revenue.
Sales and Marketing Management
JANUARY 24, 2023
Positive customer engagement can build long-lasting connections between customers and your brand. However, if you're not doing it right, customers will disengage, negatively affecting your overall revenue. The post Customer Engagement: The Key to Building Loyalty appeared first on Sales & Marketing Management.
Guru
JANUARY 26, 2023
Open and transparent communication is the backbone of employee motivation, productivity, and happiness. It’s important for employees to feel like their concerns are heard, their contribution is valued and that they have a safe space to work in.
Repsly
JANUARY 26, 2023
Welcome to our new “Ask the Product Expert series” featuring none other than our resident product expert, Katherine Fawcett, Product Director at Repsly. She's here to answer your burning questions about our new Workforce Management (WFM) solution, which is basically a magic tool that helps businesses manage large, flexible teams and coordinate a high volume of activities for diverse initiatives.
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.
Predictable Revenue
JANUARY 25, 2023
Last week I spoke at Hubspot’s 5000 person Inbound conference. I share a new set of ideas on Inbound Marketing: Slides you can click through (or download the full deck): Resources mentioned in the talk: A “Sell Ideas, Not Stuff Matrix” Thinking “10x” (design a high-priced offering) Coming on the blog soon: a post about why […] The post Slides: “Simple, Sane & Successful Inbound Marketing” appeared first on Predictable Revenue.
Sales and Marketing Management
JANUARY 23, 2023
Higher base pay fosters better performance and affective commitment. So why are companies stuck in the mindset that a low salary plus commission is the best way to drive sales performance? The post It’s Time to Update the Sales Agent’s Compensation appeared first on Sales & Marketing Management.
The Center for Sales Strategy
JANUARY 26, 2023
Have you ever played the hot and cold guessing game? “You’re freezing cold, you’re thawing out, you’re getting warmer, you’re on fire!” The person in charge of the game hides an object and then gives you feedback based on how close (hot) or far (cold) you are from what they’ve hidden. Now imagine searching for their hidden object without receiving any feedback on how hot or cold you are.
Nutshell
JANUARY 24, 2023
The post Sidefire: Why Nutshell Redesigned Our Navigation Sidebar From Scratch appeared first on Nutshell.
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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.
Predictable Revenue
JANUARY 25, 2023
Congratulations Predictable Revenue Client Acquia, Fastest-Growing Private Company in North America on Deloitte’s 2013 Technology Fast 500 – article Metrics Qualified Pipeline Created In 1st Year: $25M ARR Closed From First Year Pipeline: $1m ARR Expected Ongoing Pipeline Created Each Quarter: $15-20M+ # Prospectors At Start: 3 Pipeline: Current Customers/Account Management (34%), Partners (20%), Inbound/Events (46%), […] The post Case Study: Congratulations, Acquia, North America&#
SMEI
JANUARY 24, 2023
Are you a marketer looking for a quick and dirty way to boost sales? If so, then shame marketing may be right up your alley. Shame marketing is a cynical form of advertising that involves exploiting the insecurities of young people in order to sell them products. It’s an effective technique, but it comes at a cost. Shame marketing not only reduces customer loyalty, but it also creates harmful feelings of low self-esteem in its victims.
The Center for Sales Strategy
JANUARY 25, 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 is joined by a rolling roster of outstanding experts from our team here at The Center for Sales Strategy.
Alice Heiman
JANUARY 24, 2023
Wrapping up my 3rd season and I still can’t believe I started and built a successful podcast. The thing I love most is the conversations with the CEOs. They are so willing to share their story in the spirit of helping others. Whether they are near the beginning or the end of their journey it’s always interesting to learn why they started and how they grew sales.
Advertiser: ZoomInfo
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
Predictable Revenue
JANUARY 25, 2023
Kyle Porter, founder of SalesLoft, did an interview, note that you can click to different topics “And that’s where Aaron Ross fits in. His sales strategies gave salesforce.com a scalable way to anticipate sales. In his best-selling book, “Predictable Revenue,” Aaron demonstrates how to create a predictable model for your sales team, using his experience at […] The post From SalesLoft: “Sales Leader {Video} w/ Aaron Ross Author of Predictable Revenue” appeared first on Predictab
Janek Performance Group
JANUARY 23, 2023
Sell telecom, they said. Work from home, they said. It will be easy, they said. The new year is upon us, and this year looks to be anything but easy for telecom sales. It was rollercoaster of a year last year for enterprise sales: It’s not how we start in January but how we finish in December that counts. This article explores how enterprise telecom sales reps can organize their next 90 days to make an impact and deliver on quota.
SMEI
JANUARY 23, 2023
ChatGPT is quickly becoming a must-have tool for marketers who want to maximize their audience engagement and effectiveness. With its ability to provide personalized AI conversations, marketers can easily create an engaging dialogue with customers, prospects and even leads in order to nurture relationships and drive conversions. Here are 10 ways that marketers can leverage ChatGPT technology to increase their visibility, build trust, and generate more leads for their business. 1.
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