The Sales Readiness Blog
MARCH 28, 2023
Handling objections is an essential part of the sales process. Although these can be challenging and even uncomfortable conversations, the sales professionals who navigate objections with finesse can build trust and move deals forward. Use this four-step process to address objections and concerns with confidence.
Allego
MARCH 27, 2023
Welcome to a new series from Allego: Amplify Success —practical advice from Allego salespeople about what works for them. Sales is hard. We want to make it a little easier. And we know that sellers learn best from other sellers. Using the Allego platform, our reps have recorded short videos—what we refer to as agile content—to help other salespeople.
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The Center for Sales Strategy
MARCH 27, 2023
Sales management is an art that requires a delicate balance between the present and the future. The key to success lies in mastering the art of balancing the pending vs pipeline. This means managing your current deals while also prospecting for new ones. As a sales manager, you must be able to prioritize your time and resources effectively to ensure that you are not only closing deals today but also building a strong pipeline for tomorrow.
Membrain
MARCH 29, 2023
Among manufacturers, the concept of Lean is well established and practically universal in its application. Along with Six Sigma and Just In Time (JIT), these approaches have transformed the manufacturing world so profoundly that it’s no longer possible to compete in manufacturing without some version of these practices in place.
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.
Hubspot Sales
MARCH 27, 2023
Long gone are the days of solely visiting brick-and-mortar businesses to find what you need. Now, e-commerce is booming and here to stay. You can also buy virtually anything online, including services. These services range from financial counseling to tarot readings. When we think about online selling, we usually think about selling products like clothing or electronics.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Sales Hacker
MARCH 28, 2023
Building an outbound sales strategy can be challenging. The best place to start? Your ideal customer profile (ICP). Define exactly who you’re selling to, and you’ve got a solid foundation for growth. And that’s just what the ICP does. Keep reading for an in-depth guide on creating your ideal customer profile, including an ideal customer profile template, how to identify your ideal customer, and a simple three-step process for creating an ideal customer profile.
Allego
MARCH 26, 2023
Welcome to Amplify Success, practical advice from Allego salespeople about what works for them. A prospect is interested in your company. Yay! They might have opened one of your emails, downloaded a white paper, or signed up for a demo. What comes next in the sales process ? The sales discovery call , a two-way conversation that lets you figure out whether there’s a fit and if a potential deal is worth pursuing.
The Center for Sales Strategy
MARCH 28, 2023
Great job to all of you who have shifted your sales recruitment emphasis from advertising and job boards to personal networking. Networking invariably produces more quality, but only if it’s done right. The age-old approach— I’m looking for a salesperson. Do you know of anyone who’s looking? Doesn’t work.
Corporate Visions
MARCH 28, 2023
Use these sales tips and tricks to guide your selling conversations more confidently, avoid potential roadblocks, shorten the sales cycle, and win more revenue.
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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.
Bernadette McClelland
MARCH 30, 2023
How We Burned The Boats and Lived To Tell The Story TODAY is the day ONE YEAR AGO EXACTLY we flew out of Australia with 6 suitcases, 2 carry-ons and 2 backpacks and our head, heart and gut saying ‘do it’! To live in the United States of America as residents, not just tourists on extended visas. And during those 12 months, we have been asked these 7 questions many times over: 'How did you just up and move?
Sales and Marketing Management
MARCH 29, 2023
Revenue growth is about retaining the customers you have and exercising rigorous efficiency in how you generate new business. An optimized revenue lifecycle considers the entire customer experience, increasing net revenue retention by improving that experience. The post Optimizing the Entire Revenue Lifecycle to Drive Net Revenue Retention appeared first on Sales & Marketing Management.
Understanding the Sales Force
MARCH 30, 2023
Today, I read two articles that had some quotable copy which we can translate to sales. The first article is about baseball and I'll translate what it says after the quote I pulled out.
Anthony Cole Training
MARCH 31, 2023
Today's topic: March Madness, the ongoing search for bracket and sales pipeline predictability. The March Madness tournament can be somewhat predictable, but upsets are expected. In the world of sales forecasting, you have the same problem!
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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
No More Cold Calling
MARCH 30, 2023
Let’s celebrate our men during Women’s History Month 2023. As we wrap up Women’s History Month 2023, I’d like to give a shout-out to the men in our lives. To the husbands, fathers, brothers, sons, and mentors who celebrate women year-round. We have always needed and respected our male allies—those of you who encourage and support women and set the stage for our success.
Sales and Marketing Management
MARCH 28, 2023
Whether a business has never invested in a CRM system before, or if they’re in need of a refresh, it’s never too late to assess your CRM strategy. The post How Do You Build a CRM Strategy that Works? appeared first on Sales & Marketing Management.
SBI Growth
MARCH 29, 2023
Sales effectiveness and productivity are current initiatives top-of-mind for commercial leaders. Consistent themes around the two topics have surfaced, as seen in SBI's client engagements, executive round tables, and proprietary research, and go-to-market leaders need to pay attention. We are also witnessing the massive challenges sales leaders face in balancing CEO expectations with tangible outcomes.
Zoominfo
MARCH 31, 2023
Having good data is no guarantee that a business will make good decisions. But being saddled with low-quality data at the most critical points of strategic decision-making is a recipe for failure — and a lot of lost money. How much? Industry experts at Gartner estimate that poor data quality costs businesses about $13 million a year. And here’s the hard truth: Even businesses with high-quality data can still lose ground if that critical information is stuck in silos.
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.
Force Management
MARCH 30, 2023
As the external economic environment continues to shift, many organizations are looking for ways to optimize costs and make their sales force more efficient. One focus area has emerged as a key differentiator for those organizations who have been able to do more with less, accelerate revenue, and exceed their objectives during this economic time: alignment.
Sales and Marketing Management
MARCH 27, 2023
There are countless ways to use video to engage customers at each stage of the customer journey. Your video marketing strategy should be just as customer-centric as your customer journey model. The post How to Align Video Throughout the Customer Journey appeared first on Sales & Marketing Management.
The Sales Readiness Blog
MARCH 28, 2023
In today's highly competitive marketplace, businesses can’t afford to take customer loyalty for granted. Every sales organization must prioritize customer success skills to build stronger relationships, differentiate themselves from the competition, and help retain clients for the long term. Use these three tips to foster a customer success culture in your business.
Zoominfo
MARCH 29, 2023
As budgets remain tight and layoffs loom, more care and consideration is put into every purchasing decision. This often leads to larger buying committees, more avenues for approval, and elongated buying cycles. Vendr, a SaaS buying platform, recently found that sales cycles for software have settled at about 46 days, a 40% increase since 2020. Those longer buying cycles can cascade throughout the economy, causing stress on sales teams and making revenue more difficult to forecast.
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.
Partners in Excellence
MARCH 28, 2023
The only constant is change—-everything about selling has changed and will continue to change. How we engage our customers, our processes, methodologies, tools, systems, programs continue to change. Technologies accelerate the rate of change, also providing us insights and capabilities we have never imagined. And, in the coming years, we will see technologies like AI and others that will provide new capabilities.
Sales and Marketing Management
MARCH 30, 2023
A comprehensive sales prospecting process is essential to closing more business, and it helps companies improve conversion rates, boost revenue, and so much more. The post A Comprehensive Sales Prospecting Process is Essential to Closing More Business – Here’s Why appeared first on Sales & Marketing Management.
Hubspot Sales
MARCH 27, 2023
Welcome to "The Pipeline" — a new weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. Sales is an increasingly consultative profession. You could go so far as to say we're in the age of the "Always Be Helping" salesperson. That means reps need to provide prospects with helpful and specific resources as opposed to stuffing irrelevant information down their throats — but you can't get there if you don't understand where your prospect is coming from.
criteria for success
MARCH 28, 2023
Scott Wolf has been responsible for $2 billion in revenue on behalf of his clients, so he knows a lot about business growth and creating an environment of success. I know you'll enjoy our discussion on the latest episode of Let's Talk Sales ! Scott is the founder and CEO of Wolf Consulting Group , enabling teams and organizations to achieve maximum sales performance.
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?
The Center for Sales Strategy
MARCH 29, 2023
If you’re trying to maximize your company’s revenue performance, having a clear understanding of the numbers is essential. Knowing exactly where your income is coming from and where it’s going can help you make informed decisions and ensure that you are on track to reach your goals. Fortunately, tracking your revenue performance doesn’t have to be complicated.
Smooth Sale
MARCH 31, 2023
Photo by Geralt via Pixabay Attract the Right Job Or Clientele: Do You Realize that Opposites Attract Works for Business? Most of us have heard the expression ‘opposites attract,’ but today’s question is, will the same work for business? Although the question may sound odd, being different will help your brand stand out from the crowded playing field.
Sales Hacker
MARCH 31, 2023
Note: The available generative AI tools for sales are evolving insanely quickly. Don’t see your favorite tool? Let us know: marketing [at] saleshacker [dot] com. Generative AI is all the craze, mostly because of OpenAI’s ChatGPT and their freemium go-to-market motion, which made them go viral for being the fastest ever application to reach 100 million users.
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