Sat.Oct 29, 2022 - Fri.Nov 04, 2022

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Five Mistakes to Avoid at SKO

SBI Growth

Every year, thousands of companies spend millions of dollars on sales kickoff (SKO) events and concentrate on talking at the group rather than activating the growth plan. If you're reading this, you're likely one of them. SKO is a monumental event that can ignite the motivation of commercial teams and drive organizations to reach new heights. It can also spin the organization into a place of confusion that takes months to recover.

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How to Approach Setting Realistic Sales Goals in 2023

The Center for Sales Strategy

Setting meaningful as well as realistic goals is a skill that all sales leaders know is crucial. When looking at sales goals, let’s clarify that they need to be both meaningful, with a focus on hard, not vanity, metrics. They also must be realistic to your industry, region, market, team, and organizational capacity. One of the best ways for sales leaders to set realistic goals is first to look back.

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Sales Lessons from Jerry Jones and his Dallas Cowboys

Janek Performance Group

The most profitable team in the most competitive sport are the Dallas Cowboys. The success of the Cowboys is not just a story of wins and Super Bowls. It’s a story about salesmanship, partnerships, and profits. Love them or hate them, after 33 years, Jerry Jones built the most valuable sports franchise in the world. If you are in sales, a startup entrepreneur, or a veteran CEO, this article explores the business lessons from Jerry Jones and how you can apply them to take the next step in y

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New Data: Is Sales Compensation Aligned With Changing Motivational Needs?

Understanding the Sales Force

My MacBook Pro is running Monterey version 12.6 and it has been charging to only 80%. This was driving me crazy so I did some digging and found that the default battery setting is "Optimized" where it says the following: "To reduce battery aging, your Mac learns from your daily charging routine so it can wait to finish charging past 80% until you need to use it on battery.".

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The New GTM Playbook: 18 Ways to Future-Proof Your Sales Team

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.

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Sales Commandment #3: Getting Introductions

Anthony Cole Training

Get out of the cold-calling business! Share this video with your people who might struggle with getting introductions. This video is a part of our new series with Mark Trinkle: The 10 Commandments of Sales Success. Today we dive into Commandment #3!

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Using a Sales Leaderboard to Motivate Your Team

The Spiff Blog

Watch any movie centered on sales professionals, and you’re likely to notice a recurring theme: competition. The sales reps in these films will stop at nothing to become the lone name atop a literal or figurative sales leaderboard – usually resorting to extreme tactics in order to be the best. Of course, the degree of cutthroat competition in these films is sensationalized to give their stories higher stakes – like in the ‘90s classic Glengarry Glen Ross, which features a real estate firm where

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Help Sales Managers Set a Goal to Focus on What's Most Important

The Sales Readiness Blog

The over-arching objective of sales enablement professionals should be to support revenue growth by helping sales professionals achieve their sales goals. The most important way to accomplish this is to "reduce the time sellers spend not selling," and focus on client-facing tasks that improve sales.

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Do's and Do Not's for Presenting to the C-Suite

Selling Energy

Whenever you prepare for a presentation, you have to keep in mind who your audience will be and what it is that they care about. Today, we’ll cover some “Do’s” and “Do Not’s” for presenting to the C-Suite (high-level executives like CEOs, CFOs and the like).

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Negotiators Don’t Fail to Prepare, They Fail to Cover All Bases

Sales and Marketing Management

Too often, negotiation preparations tend to be one-sided. Here are three considerations that should be made before any negotiation begins. The post Negotiators Don’t Fail to Prepare, They Fail to Cover All Bases appeared first on Sales & Marketing Management.

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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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Sales Commandment #4: Uncovering SMA

Anthony Cole Training

SMA stands for Severe Mental Anguish. Is this something that your salespeople are uncovering in their prospects? This video is a part of our new series with Mark Trinkle: The 10 Commandments of Sales Success. Watch Commandment #4 now!

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Sales Stories: 3 Ways ZoomInfo Helps Reps Prospect Smarter

Zoominfo

For people who build products, real user feedback is simply invaluable. It’s the only way to learn about the challenges your customers face, and find out what kind of features they need from you. But along with that practical insight, you also get great stories — concrete examples of how your work makes a difference in people’s lives, from the first time they check the email over their morning coffee to the moment they close their laptops at the end of the day.

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Latest Podcasts: Four Perspectives on Leadership

Force Management

Business leaders in all stages of their career can benefit from self-reflection and improvement. That's why Revenue Builders hosts John McMahon and John Kaplan get real with leaders from all backgrounds and with many different paths to success. This month, the podcast welcomed four guests with wisdom only experience can make. Tune in as they describe their journeys, sharing lessons they've learned about life, people and themselves - and how each has made them a better leader.

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Use Peer Coaching to Drive Employee Lifetime Value

Sales and Marketing Management

Peer coaching is one technique that will help you unlock employee engagement in all three of Daniel Pink’s categories of what motivates: purpose, mastery and autonomy. The post Use Peer Coaching to Drive Employee Lifetime Value appeared first on Sales & Marketing Management.

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Redefining the CDP: 8 Data-Driven Designs for Successful Customer Journeys

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

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How Your Sales Team Can Double its Win Rate in a Recession

Membrain

Isn't it awesome when you learn about new tricks your computer, phone or software can do that you weren't previously aware of? I've been using a number of new widgets on the home screen of my iPhone 13 and I love how quickly I can get or enter information!

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5 Ways to Optimize your SaaS Sales Team in a Downturn

Tenbound

During a market downturn, selling may be difficult, and setting up calls even harder. Not only are companies getting ready to operate with a lean staff, but there seems to be budget freezes from your buyers. People start ghosting. Deals will start to take longer to close and meetings will be harder to book. Yet, there are ways to still generate revenue and keep your sales org going.

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ZoomInfo x Bain: 10 Insights From Our CMO Event

Zoominfo

In collaboration with Bain & Company , we recently hosted two panel discussions for enterprise CMOs in New York and Boston. ZoomInfo CEO and co-founder Henry Schuck and Chief Marketing Officer Bryan Law led the discussions, along with Bain partner Rishi Dave. Here are 10 of the strongest insights from the discussions, including the importance of effective go-to-market strategies across sales and marketing teams, and how the current wave of economic uncertainty is affecting companies’ a

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I Never Thought I’d Live to This Age

Grant Cardone

From a very young age, I had to deal with loss, death, and grief. Later on, I battled addiction for a long, grueling decade. And with each passing year, I still can’t believe I’m alive to see the light of day… When I was 10 years old, my dad died. Another 10 years later, I […] The post I Never Thought I’d Live to This Age appeared first on GCTV. The post I Never Thought I’d Live to This Age appeared first on Grant Cardone - 10X Your Business and Life.

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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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How to Supercharge Your Sales Strategy with Effective Win/Loss Analysis (2/3)

Membrain

Your win/loss analysis can be a secret weapon for improving every aspect of your business. From sales strategy to individual sales skills, this three-part series gives you the framework for improving the way your sales system performs each year, using your win/loss analysis.

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Why CEOs Should Care about Starting a Digital Conversation with Expert Tim Hughes (S3:Ep13)

Alice Heiman

The world of selling has irrevocably changed. Buyers no longer want to be sold to and especially not as a result of a cold call. They want to get to know a company by getting to know and trust the people who work there. Starting digital conversations is the first step to build this trust. As CEO, it’s imperative that you lead by example. In this episode Alice talks with Tim Hughes who explains how to change your sales approach from “interrupting to pitch” to “gaining trust”.

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Tech Stack Insights From 240K WordPress LMS Websites: A Data Study

Sell Courses Online

We recently analyzed around 240K WordPress LMS websites to determine what technology they use. We looked at the LMS plugins, … Tech Stack Insights From 240K WordPress LMS Websites: A Data Study Read More ?.

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What an Empire REALLY Means to Me

Grant Cardone

From the name of my book to my workshops, you’ll notice a common theme. Building an empire means the world to me, for countless reasons. A huge concept like that invokes grand imagery and carries a tremendous weight in and of itself… But what do you think of when you hear the word empire? If […] The post What an Empire REALLY Means to Me appeared first on GCTV.

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3 Sizzling Ways to Warm up Cold Calls

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.

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3 Sales Content Metrics You Should Be Tracking

Allego

You have a sales content library full of collateral, videos, reports, eBooks and more. But do you know how effective that content is? Is it helping to move buyers through the pipeline and to close deals? Are your sellers even looking at the content? Proving the impact of your sales content can be tricky. You must connect assets to opportunities and track the right metrics to measure effectiveness.

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Sales Innovation Paradox with Dr. Howard Dover, #220

Vengreso

Subscribe to Modern Selling on the app of your choice! With the sales enablement industry exploding, why is it that B2B and B2C companies still struggle to hit quota? The answer isn’t at all what we would expect. Because despite all of the sales technologies, improved sales methodologies, advanced sales training – there still seems to be a disconnect between how modern sellers sell and how modern buyers buy.

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How to Help Veteran Salespeople Increase Their Digital Sales

The Center for Sales Strategy

I will often hear sales managers confess that their most tenured, and sometimes best traditional sellers, struggle when it comes to selling more or higher value digital solutions. As consumers spend more time with digital media and digital marketing budgets increase, it is no longer viable to have your best sellers not participating or fully participating when it comes to digital sales.

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What Everyone Gets WRONG About Multiple Streams of Income

Grant Cardone

Every time I see an entrepreneur make this business mistake, it kills me. Multiple streams of income are the key to making money while you sleep. However, so many people run this play the wrong way. Let me show you how to do it right and achieve financial freedom… To paint a picture for you, […] The post What Everyone Gets WRONG About Multiple Streams of Income appeared first on GCTV.

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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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3 Ways Artificial Intelligence Helps Sales Teams

Allego

For some, the thought of AI conjures up images of computers taking over systems like the WOPR supercomputer in the film War Games. (“Shall we play a game?”). I assure you, though, that when we talk about artificial intelligence (AI) in learning, training, and coaching, the technology will not initiate a thermonuclear war. Nor will it eliminate all human interaction between coaches and sellers.

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Is There A Selling Career Path?

Partners in Excellence

Recently, I had a fascinating conversation with a client. We talked about something I rarely hear managers discussing, and something I don’t see pundits commenting on. The topic was, “What kind of career path options do we want to develop for our people? How do we challenge and retain our people longer? How can we enable them to contribute at higher levels?

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Why You Need to Love Your Sales Team

Sales Gravy

In today's world there are few barriers to career change. Top sales talent can walk out of your door to another career opportunity at any time. This puts more pressure on sales leaders than ever before to foster a sales culture and team environment that compels people to stay. On this episode of the Sales Gravy Podcast, Jeb Blount (People Follow You) sits down with Helen Fanucci author of the brand new book, Love Your Team, to discuss what sales leaders must do to retain talent build and stronge

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