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Remote Selling has become an important focus for every sales organization. Digital sales technologies, by default, are what enables remote selling. MORE
Our guest this week is Kristina Finseth, Growth Marketing Manager at Interseller. Kristina is a strong leader with incredible insight due to her diverse marketing and sales background, and her Outbound FIRE Framework has been spreading rapidly through the sales community and making an impact. MORE
Just having a LinkedIn profile doesn’t mean you’re “on LinkedIn.” ” For it to be an effective sales prospecting and customer engagement tool you have to actively and regularly be visible, add value , and engage with people. by Will Milano. MORE
If your one-on-one reviews leave employees rolling their eyes?—?managers managers often are the last ones to discover this?—?here here are five tips from HR service provider Primehr to make performance reviews more meaningful for everyone involved. Continuous feedback. Don’t wait until annual or semiannual review time to offer feedback. Provide suggestions and guidance throughout the year. Give […]. MORE
Account-based marketing (ABM) is a wonderful approach with a terrible name. Having worked in sales for more than 20 years – helping our team of SDRs generate over 10,000 appointments per year for B2B tech companies, I owe a lot of our success to ABM programs. MORE
A sales environment is heavily focused on the achievement of goals, quotas and targets. Staff are motivated and ambitious, and competition between sales agents or teams is often encouraged. It’s therefore no surprise that effective performance management is fundamental to a sales manager’s success. Without a rigorous monitoring, motivation and recognition system, a sales team […]. MORE
Less is more. Instead of opening your calls like: “Oh hi, this is _ _ with __ and my company, XYZ, is a leader in national and international shipping and freight services with offices in the top metropolitan cities across the world. MORE
Business leaders have been forced to make difficult decisions in the past year, resulting in clarity around leadership. Let’s call this COVID Clarity?—?key key realizations borne out of the pandemic. One of the key takeaways in clarity is that your people are your most important asset, especially in challenging times. The post Leadership Lessons from Our COVID Year appeared first on Sales & Marketing Management. Special Report MORE
In the sales profession, our performance time occurs when we interact directly with a customer. Too often, we rely on our ability to “wing it” in the moment. Instead of improvising, we should focus on preparing in detail, so we can execute with precision during our critical performance time. Sales is an easier job when we slow down and do the hard work of preparation before each customer encounter. Selling Skills MORE
Here’s what you might have missed this year from No More Cold Calling. If you were asked last year how your day was, your answer would have been: “It’s 2020.” That said it all—at least for businesses that were negatively affected by the pandemic. MORE
- MOTIVATION -. Quality performance starts with a positive attitude.". Jeffery Gitomer. AROUND THE WEB -. > > 25 Expert Sales Coaching Tips and Techniques to Amplify Close Rates – Close. Sales coaching is just one cog in the day-to-day life of a sales manager. MORE
COVID-19 turned the world of sales upside down. Millions of reps now sell from their homes and sales leaders are in search of new ways to motivate their teams. One thing is clear to all of us: the pandemic made existing sales productivity challenges more pronounced and created new ones. As leaders, we need to find ways to shift our operating philosophy for this new age of sales. The post Why 2021 Requires a New Type of Sales Manager appeared first on Sales & Marketing Management. MORE
By Tibor Shanto. I used to work with a fellow who insisted that I could reduce my frustration levels by reducing expectation. If I could accept to expect much less from people like him, I could avoid the disappointment of missed expectations. MORE
Most salespeople are afraid of silence because they perceive it to be awkward or a sign that the prospect has mentally checked out. But that's simply not the case! It is critical that you let silence do some of the heavy lifting during your prospecting conversations. MORE
Not long after I joined data-driven marketing agency Stirista, I pitched a company podcast to CEO Ajay Gupta. When the world seemingly screeched to a halt in March of 2020, the idea was fast tracked and the Marketing Stir podcast was born. Now a year later, with 50+ episodes under our, the podcast enjoys guests from companies like SAP, Regal Cinemas, Amazon, Discovery Networks and Zoom. MORE
Did you ever notice how most supermarkets place the least capable cashiers in the Express Lane? Drives me nuts! The Market's perspective: Small orders will be easier for them to handle. My perspective: Let's go!!! They call it Express for a reason! MORE
Our best intentions don’t always lead to our best leadership practices but they can blind us from what’s not working. Here are 5 sales leadership sins you want to avoid. Doubting or not believing in your sales people. MORE
Google the phrase “Pre-Boarding a new hire” and over 8 Million results appear in.66 seconds. Your top results are ads with On-Boarding check lists, software, and packets. So, what is pre-boarding? MORE
Outstanding coaching can be the critical multiplier for any team. Kjell Enhager would know. He’s a globally recognized coach who works with corporations, orchestras, actors, and world-class athletes in golf, tennis, skiing, horseback riding, and hockey. Sales Coaching MORE
What are some common obstacles that stand in the way of a successful sales culture? And how should sales organizations use social media to help drive revenue? These questions and more were answered in Episode 17 of the Improving Sales Performance series. MORE
Mike Montague interviews Steve Sims on How to Succeed at Making Things Happen. The post How to Succeed at Making Things Happen [PODCAST] appeared first on Sandler Training. Blog Posts How To Succeed Professional Development professional goals professional growth professional success MORE
In celebration of over 50,000 copies of Gap Selling sold, I wanted to take a moment and highlight other books that influenced my perception or help expand on concepts within Gap Selling. MORE
“I think that’s what it’s all about: embracing change and being brave.”. While this line is very applicable to the events of this past year, it is actually taken from the Apple TV+ series “Ted Lasso.” MORE
What transpired as a necessity in the middle of a chaotic environment is finding its footing and is here to stay. We’re talking about hybrid work environments, and they are coming back bigger and better than ever. According to a recent study by PwC, 83% of employees claim remote work environments have been a success. Employees appreciate the flexibility offered by a blend of on-site and at-home work, and they value companies that allow them this flexibility. MORE
The most successful and resilient organizations have adapted to all things virtual — including events and learning, talent acquisition, as well as their sales strategy. What has the data and trends from the past year shown sales leaders? That virtual selling is here to stay. MORE
According to Gartner , a 2020 sales trend was that salespeople had to convince multiple stakeholders and evaluators at a company to buy their product. These evaluators can be at any level and position within an organization, from team managers to CTOs. MORE
Your greatest sales success will come when you stop using seller-focused pipelines in your sales process. As I explained in the previous article in this series, that old approach—while still common—is mired in assumptions that simply aren’t true anymore. MORE
“What is RevOps?”. Ask 10 people and you’ll get 13.5 different answers. We’ve heard from some of our community members that they feel like Revenue Operations has been severely misunderstood. They’re sick and tired of it, frankly. Tired. MORE
Integrity Solutions
MARCH 30, 2021
Just having a LinkedIn profile doesn’t mean you’re “on LinkedIn.” ” For it to be an effective sales prospecting and customer engagement tool you have to actively and regularly be visible, add value , and engage with people. by Will Milano.
The Pipeline
MARCH 30, 2021
By Tibor Shanto. I used to work with a fellow who insisted that I could reduce my frustration levels by reducing expectation. If I could accept to expect much less from people like him, I could avoid the disappointment of missed expectations.
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Sales Manager Now
APRIL 1, 2021
Our best intentions don’t always lead to our best leadership practices but they can blind us from what’s not working. Here are 5 sales leadership sins you want to avoid. Doubting or not believing in your sales people.
Anthony Cole Training
APRIL 1, 2021
Most salespeople are afraid of silence because they perceive it to be awkward or a sign that the prospect has mentally checked out. But that's simply not the case! It is critical that you let silence do some of the heavy lifting during your prospecting conversations.
Speaker: Bryan Naas, VP of Sales Productivity at Braze
Getting reps & marketers to engage in your content is half the battle of providing value that can ultimately impact the bottom line. How do we break through the noise? In this session, Bryan Naas will detail what it takes to build training and content resources that reps will actually take the time to engage with so you can help them reach their goals.
Mr. Inside Sales
APRIL 2, 2021
Less is more. Instead of opening your calls like: “Oh hi, this is _ _ with __ and my company, XYZ, is a leader in national and international shipping and freight services with offices in the top metropolitan cities across the world.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
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No More Cold Calling
MARCH 31, 2021
Here’s what you might have missed this year from No More Cold Calling. If you were asked last year how your day was, your answer would have been: “It’s 2020.” That said it all—at least for businesses that were negatively affected by the pandemic.
Understanding the Sales Force
MARCH 30, 2021
Did you ever notice how most supermarkets place the least capable cashiers in the Express Lane? Drives me nuts! The Market's perspective: Small orders will be easier for them to handle. My perspective: Let's go!!! They call it Express for a reason!
Sales and Marketing Management
APRIL 1, 2021
What transpired as a necessity in the middle of a chaotic environment is finding its footing and is here to stay. We’re talking about hybrid work environments, and they are coming back bigger and better than ever. According to a recent study by PwC, 83% of employees claim remote work environments have been a success. Employees appreciate the flexibility offered by a blend of on-site and at-home work, and they value companies that allow them this flexibility.
Advertiser: ZoomInfo
Every sales forecasting model has a different strength and predictability method. It’s recommended to test out which one is best for your team. This way, you’ll be able to further enhance – and optimize – your newly-developed pipeline. Your future sales forecast? Sunny skies (and success) are just ahead!
John Barrows
MARCH 29, 2021
Our guest this week is Kristina Finseth, Growth Marketing Manager at Interseller. Kristina is a strong leader with incredible insight due to her diverse marketing and sales background, and her Outbound FIRE Framework has been spreading rapidly through the sales community and making an impact.
The Center for Sales Strategy
APRIL 2, 2021
- MOTIVATION -. Quality performance starts with a positive attitude.". Jeffery Gitomer. AROUND THE WEB -. > > 25 Expert Sales Coaching Tips and Techniques to Amplify Close Rates – Close. Sales coaching is just one cog in the day-to-day life of a sales manager.
Sales Readiness Group
MARCH 27, 2021
“I think that’s what it’s all about: embracing change and being brave.”. While this line is very applicable to the events of this past year, it is actually taken from the Apple TV+ series “Ted Lasso.”
Sales and Marketing Management
APRIL 2, 2021
A sales environment is heavily focused on the achievement of goals, quotas and targets. Staff are motivated and ambitious, and competition between sales agents or teams is often encouraged. It’s therefore no surprise that effective performance management is fundamental to a sales manager’s success. Without a rigorous monitoring, motivation and recognition system, a sales team […].
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“If sales reps have the right AI tools and adoption, we see sellers easily closing 3 times as many sales each month.” Hear from 5 experts on steps you can take to reduce non-selling time and use conversational & sentiment analysis to transform how you sell.
A Sales Guy
MARCH 30, 2021
In celebration of over 50,000 copies of Gap Selling sold, I wanted to take a moment and highlight other books that influenced my perception or help expand on concepts within Gap Selling.
Hubspot Sales
APRIL 2, 2021
According to Gartner , a 2020 sales trend was that salespeople had to convince multiple stakeholders and evaluators at a company to buy their product. These evaluators can be at any level and position within an organization, from team managers to CTOs.
The Center for Sales Strategy
APRIL 1, 2021
What are some common obstacles that stand in the way of a successful sales culture? And how should sales organizations use social media to help drive revenue? These questions and more were answered in Episode 17 of the Improving Sales Performance series.
Sales and Marketing Management
APRIL 1, 2021
COVID-19 turned the world of sales upside down. Millions of reps now sell from their homes and sales leaders are in search of new ways to motivate their teams. One thing is clear to all of us: the pandemic made existing sales productivity challenges more pronounced and created new ones. As leaders, we need to find ways to shift our operating philosophy for this new age of sales. The post Why 2021 Requires a New Type of Sales Manager appeared first on Sales & Marketing Management.
Speaker: Christopher Ryan, Founder and CEO of Fusion Marketing Partners
Sales & Marketing departments that work together guarantee higher acquisition, better nurturing, and more effective sales. Join Christopher Ryan for this insightful webinar, presenting the wide funnel lead nurturing model. Don't miss out on this opportunity to get your teams working together and your revenue performance optimized.
Engage Selling
APRIL 2, 2021
Your greatest sales success will come when you stop using seller-focused pipelines in your sales process. As I explained in the previous article in this series, that old approach—while still common—is mired in assumptions that simply aren’t true anymore.
Selling Power
MARCH 30, 2021
In the sales profession, our performance time occurs when we interact directly with a customer. Too often, we rely on our ability to “wing it” in the moment. Instead of improvising, we should focus on preparing in detail, so we can execute with precision during our critical performance time. Sales is an easier job when we slow down and do the hard work of preparation before each customer encounter. Selling Skills
The Center for Sales Strategy
MARCH 30, 2021
The most successful and resilient organizations have adapted to all things virtual — including events and learning, talent acquisition, as well as their sales strategy. What has the data and trends from the past year shown sales leaders? That virtual selling is here to stay.
Sales and Marketing Management
APRIL 1, 2021
Business leaders have been forced to make difficult decisions in the past year, resulting in clarity around leadership. Let’s call this COVID Clarity?—?key key realizations borne out of the pandemic. One of the key takeaways in clarity is that your people are your most important asset, especially in challenging times. The post Leadership Lessons from Our COVID Year appeared first on Sales & Marketing Management. Special Report
Speaker: Marc Wayshak, Sales Strategist, Best-Selling Author & Founder, Sales Insights Lab
Engaging prospects in a strong two-way dialogue is something most reps struggle with. In this session with Marc Wayshak, you’ll discover a data-driven approach to sales meetings that yields significantly better results.
Membrain
MARCH 31, 2021
Outstanding coaching can be the critical multiplier for any team. Kjell Enhager would know. He’s a globally recognized coach who works with corporations, orchestras, actors, and world-class athletes in golf, tennis, skiing, horseback riding, and hockey. Sales Coaching
Sales Hacker
MARCH 31, 2021
Account-based marketing (ABM) is a wonderful approach with a terrible name. Having worked in sales for more than 20 years – helping our team of SDRs generate over 10,000 appointments per year for B2B tech companies, I owe a lot of our success to ABM programs.
Sandler Training
MARCH 29, 2021
Mike Montague interviews Steve Sims on How to Succeed at Making Things Happen. The post How to Succeed at Making Things Happen [PODCAST] appeared first on Sandler Training. Blog Posts How To Succeed Professional Development professional goals professional growth professional success
Sales and Marketing Management
APRIL 1, 2021
If your one-on-one reviews leave employees rolling their eyes?—?managers managers often are the last ones to discover this?—?here here are five tips from HR service provider Primehr to make performance reviews more meaningful for everyone involved. Continuous feedback. Don’t wait until annual or semiannual review time to offer feedback. Provide suggestions and guidance throughout the year. Give […].
Speaker: Sandi Lin & Linda Schwaber-Cohen
In this webinar, Skilljar CEO Sandi Lin shared learnings from Skilljar's recent study and her insights on the state of Customer Education. She dug into key findings so you can benchmark against industry trends and understand how your strategy and metrics compare.
The Center for Sales Strategy
MARCH 29, 2021
Google the phrase “Pre-Boarding a new hire” and over 8 Million results appear in.66 seconds. Your top results are ads with On-Boarding check lists, software, and packets. So, what is pre-boarding?
Sales Hacker
APRIL 1, 2021
“What is RevOps?”. Ask 10 people and you’ll get 13.5 different answers. We’ve heard from some of our community members that they feel like Revenue Operations has been severely misunderstood. They’re sick and tired of it, frankly. Tired.
Smart Selling Tools
MARCH 30, 2021
Remote Selling has become an important focus for every sales organization. Digital sales technologies, by default, are what enables remote selling.
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