Sell Integrity
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. It’s pretty much a given that if you’re in a sales role, particularly in B2B sales or a complex selling environment, then you need to be on LinkedIn.
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. Probably true but there must be a more practical way to avoid disappointment. Here is a radical thought, people setting expectation should live up to them or learn to set more realistic or honest 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. 1. Doubting or not believing in your sales people. The first… The post 5 Sins of Sales Leadership appeared first on Sales Manager Now.
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. Their clients weren’t returning calls, and budgets were constricted or put on hold. They freaked out. Too many companies accelerated what they knew—send more and more emails—knowing that strategy was never really successful, even in the best of times.
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.
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.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Sales and Marketing Management
MARCH 29, 2021
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.
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! Did you ever notice that companies that utilize the Business Development Rep (BDR) role put their youngest, most inexperienced new hires in that role?
SBI Growth
MARCH 27, 2021
On today’s special edition of the Revenue Growth Help Desk, we celebrate Women’s History Month and are joined by three inspiring women leading the charge in revenue growth: Debra Walton, Chief Revenue Officer, Data & Analytics, London Stock Exchange Group,
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. She and John talk about how her sales expertise has been sharpened and perfected by mixing elements of her marketing knowledge into her routines. .
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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.
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.
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. Reading Gap Selling is a start to changing the way we sell, but the truth is, it is a sophisticated and inherently difficult sales approach. So with this in mind, the first book I recommend reading to continue your Gap Selling journey is my personal favorite sales book… Now, my favorite all-time sales book
Allego
MARCH 30, 2021
How are successful teams adapting their coaching to ensure sales reps can find and close deals despite the challenges of virtual selling ? With reps working remotely, sales leaders are often no longer physically in the same building for observation and mentoring of their team. Practice, role playing, call coaching, reinforcement—all the traditional tools in a sales coach’s arsenal—have typically been done in person.
Partners in Excellence
MARCH 29, 2021
Symptoms are the indicators that something is wrong, something is not functioning/performing as it should. When we have symptoms of a cold, we already have the cold. We can’t do anything to prevent it, perhaps, we can just make things a little easier to manage through it. And, we may miss the opportunity to prevent the cold from recurring. In business and sales, we see similar things.
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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
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 […].
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.
Allego
MARCH 31, 2021
Welcome to The Adapter’s Advantage : Breakthrough Moments that Lead to Success. In episode 22, Rhomes Aur , CEO of First Horizons Advisors, shares insights on achieving the right kind of growth, the role of financial services companies in serving communities, and the opportunities of virtual selling. Listen and Subscribe Now: Apple Podcasts | Google Podcasts | Spotify | TuneIn.
Partners in Excellence
MARCH 30, 2021
We try to create value with our customers. Our value has various elements. The value we bring to our customers in helping them navigate their buying journey. After all, we are experts, while our customers struggle to buy. The value our solutions create in solving the customer problem, or enabling them to address new opportunities. Hopefully, this is quantified in terms of ROI or some other financial metrics.
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.
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.
Hubspot Sales
MARCH 29, 2021
Every aspect of a sales process is prone to human error when carried out manually. As a sales professional, there's a good chance you've slipped up here and there. Maybe, you lost a deal because you forgot to follow up with a prospect. Maybe, you lost valuable time hashing out a meeting time with a potential customer. Or maybe, you struggled to find the right deck or piece of sales content to best convey your value proposition at the right time.
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. Companies of all sizes, across multiple industries, have proven that virtual selling isn’t just for certain sectors or digitally native businesses.
Gong.io
APRIL 2, 2021
Sales prospecting is dead. *Dramatic pause*. Kidding (obviously). Deals don’t just fall into your lap – if they do, tell me how. Sales prospecting is an essential part of your process. . Without it, you’re stuck waiting for things to happen. And that’s not a strategy, that’s just dumb luck. That’s why I stole these 10 sales prospecting techniques from the best-of-the-best sales pros.
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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.
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 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.
Hubspot Sales
MARCH 29, 2021
This might not be particularly mind-blowing or revolutionary to say, but being an entrepreneur isn't easy. It takes a lot of guts, persistence, business acumen, and strategic thinking — and even having all those qualities in spades might not be enough for a business owner to stay afloat. Certain challenges exist well beyond any entrepreneur's control.
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? Harver.com describes pre-boarding as “whatever process your company has up and running when the candidate accepts their job offer, right the way through to their first actual day working for you.
Drift
MARCH 29, 2021
To wrap up Women’s History Month, I wanted to take a moment to recognize nine amazing women who are changing the game in sales – a field traditionally dominated by men. These women show us everyday what it takes to lead their teams and companies while also building and supporting the next generation of sales leaders. So, we asked them to spill their secrets – what’s propelled them to where they.
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?
Sales and Marketing Management
APRIL 1, 2021
If your one-on-one reviews leave employees rolling their eyes?—?managers often are the last ones to discover this?—?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.
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.” The comedy is about an American football coach who moves to England after he’s hired to manage an English Premier League soccer team. Though the premise is somewhat absurd, his leadership philosophy struck a chord with me.
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. This … Read More » The post Building a Buyer-Verified Pipeline (Part 2 of 2) first appeared on The Sales Leader.
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