Steven Rosen

MARCH 2, 2023

5 Ways to Stay Inspired Paul Smith is the Sales Director of a leading technology company. He has been in the industry for the last ten years and has been a star in various sales and marketing roles. His recent promotion finds him managing managers. His leadership style has always been one of pace-setting and leading by example. Having just gone through a sales force downsizing, Paul has adopted an inspirational leadership style.

Hiring 227

Hiring Sales Coaching Face-to-face 227

Sales 2.0

MARCH 1, 2023

This is the third in a series of interviews I am conducting with subject matter experts and practitioners in the sales profession. I am examining where we are today with AI in sales and where we are going. This interview is with Amelia Taylor. Amelia is the lead evangelist for Regie.ai. Regie helps sales, marketing, and success teams write engaging content faster using AI.

Sales 195

Sales Opportunity Buyer Prospecting 195

Understanding the Sales Force

FEBRUARY 28, 2023

Today's article is different from most of my other articles because there is no opening analogy, very little data, and a complete lack of humor. It's such a serious article I was ready to delete it before I clicked the publish button. If you don't like the subject, the content or the writing, it's OK. This needed to be written.

Sales 317

Sales Data Compensation Company 317

SBI Growth

MARCH 1, 2023

Organizations face sales productivity concerns, with pressure mounting due to buyer uncertainty in a sideways market, a renewed focus on earnings over growth, and owners and shareholders hungry for good news. Almost daily, we hear reports of layoffs, especially in technology companies, and an emergence of a new crop of commercial talent heading to new organizations.

Sales 156

Sales Face-to-face Buyer Report 156

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.

Sales Cycle

Mr. Inside Sales

MARCH 2, 2023

Tired of leaving tons of voicemails and not hearing back from anyone? Incorporate these proven techniques and give yourself the best chance of hearing back from prospects: #1: Use the “I need a little help, please…” technique. Everyone wants to be helpful, and by leading with this statement, you’ll at least peak someone’s interest, and get them to listen a little bit longer. #2: Next, make sure and let them know you’ll be brief when they call you back.

Face-to-face 224

Face-to-face Call-back Inside Sales Prospecting 224

Selling Energy

MARCH 2, 2023

One of the best ways to grow an efficiency business is to partner with non-competitive vendors or service providers. There’s a trick to doing so, though. Most “salespeople” look for a non-competitive vendor who could send them leads. Sales professionals, on the other hand, find non-competitive vendors for whom they can create new business. Why? Because it’s not enough to assure a potential vendor partner that you’re not going to reduce their current business volume if they were to send you leads

Vendor 78

Vendor Competition Leads Marketing Qualified Lead 78

Membrain

FEBRUARY 26, 2023

I read a fascinating article by Kelly Fairchild. She talked about “salesmanship.” It got me to thinking about, “What is salesmanship?” Based on the conversations I have with sellers and my social feeds, people seem to think salesmanship has to do with the following: Hitting quota, making commission Beating the competition Pitching products/solutions Prospecting, getting meetings Executing messaging sequences and outreaches across all channels to get meetings Persuading people to buy our products

Quota 111

Quota Commission Face-to-face Competition 111

Adaptive Business Services

MARCH 1, 2023

While we can’t cover every aspect of selling in three simple steps, these are the critical ones. These 3 steps are the glue that holds the selling process together and they are repeatedly deployed throughout the sales cycle. Whenever I think of salespeople who I have interacted with as a customer , the really good ones all share these qualities. My insurance guy, Bruce, comes to mind.

Up-Sell 71

Up-Sell Sales Cycle Sales Qualified Lead Guarantee 71

Sales and Marketing Management

FEBRUARY 28, 2023

To reach your target audience and build your brand, it's essential to have good-quality videos. Here are simple strategies for getting more views and engagement. The post Video Marketing Tips, Tricks and Tactics To Get More Views And Engagement appeared first on Sales & Marketing Management.

Video 177

Video Marketing Sales Strategy 177

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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

Anthony Cole Training

MARCH 3, 2023

These last few weeks, I've shared 4 key things that have helped us grow and serve others in the last 30 years, hoping they will be helpful to others on their journey. Today I share the final key takeaway, #1: Faith.

Sales Management 156

Sales Management Training Banking Sales 156

Steven Rosen

MARCH 1, 2023

Executive Coaching Pumps You Up! Sales leaders need to remember that they too, must regularly upgrade their leadership skills. There are two critical areas that will help you pump up your leadership quotient. The most effective ways are by networking with a peer who faces similar challenges and by enrolling in an executive coaching program. As a former sales executive, I always understood the importance of investing in my own development and the advantages of networking, and yet I always found

Coaching 156

Coaching Face-to-face Sales Leadership Networking 156

Nimble - Sales

FEBRUARY 28, 2023

Last month, our Nimble CEO Jon Ferrara, hosted a webinar with DLA Ignite founder Tim Hughes. Tim is recognized as a leading pioneer and innovator of Social Selling, and Jon is a SaaS entrepreneur and a CRM pioneer. When two recognized industry leaders and experts come together to share their knowledge and information, it’s something […] The post Nimble Webinar: 3 Things You Need For Digital Sales Success in 2023 appeared first on Nimble Blog.

Webinar Metrics 144

Webinar Metrics Social Selling Sales CRM 144

Sales and Marketing Management

MARCH 1, 2023

Learn the hard truths about seeking the truth and discover five effective methods to get the honest customer feedback you need to succeed. The post Build Trust with Clients Through Genuine Review Requests appeared first on Sales & Marketing Management.

Sales 156

Sales Customer Marketing 156

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Content frustrations are all too real and it’s time to tackle them head on. Let’s start with marketing. How many times do you use limited resources to create content sellers ignore, while outdated, off-brand materials and messaging continue to be shared? And sellers - how many selling hours do you spend hunting for just the right content, and if you find it, tailoring to specific buyer’s needs becomes your next challenge.

Relationals

Crunchbase

MARCH 1, 2023

The Crunchbase 2023 Influential Women in Sales List is a submission-based list. Full methodology details are available at the end of this article. They’re taking the reins at their companies and driving explosive growth. They’re launching sales podcasts, YouTube channels and startups of their own. They’re creating safe spaces to empower female professionals and championing diversity in sales, both inside and outside their organizations.

Hiring 130

Hiring Sales Lead Rank Lead Scoring 130

Allego

FEBRUARY 28, 2023

If you’ve been keeping an eye on the news, you’ve seen the buzz about ChatGPT. The artificial intelligence (AI) chatbot developed by OpenAI was released in December 2022 and racked up more than a million users in the first five days. Since then, rivals Google and Microsoft have poured billions (with a B) of dollars into generative AI tools, with mixed results.

Tools 118

Tools Sales Lead Rank Lead Scoring 118

Force Management

MARCH 2, 2023

This month on Revenue Builders, our guests reminded us of the power of the mind. In leadership and life, the power of your mindset is clear - it affects your outlook, motivation and most importantly those around you. We look for a great mindset in those we partner with and who we hire. These are four stories that convey the transformative power of the mindset, from entrepreneurship to service.

Revenue 107

Revenue Motivation 107

Partners in Excellence

MARCH 3, 2023

I’ve been writing a series looking, ultimately, at pipeline management. I’ve written about Win Rates, Pipeline Integrity. In this post, I’ll cover two more aspects of pipeline management, Average Deal Size and Average Sales Cycle. To understand our qualified pipelines, we have to know our win rates, average deal size, and sales cycle.

Sales Cycle 115

Sales Cycle Sales Pipeline Quota 115

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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

Data

Predictable Revenue

MARCH 1, 2023

Jake Biskar joins the Monthly Meta Podcast to discuss the importance of clean data when prospecting and tips for better email outreach. The post The Importance of Clean Data When Prospecting appeared first on Predictable Revenue.

Prospecting 115

Prospecting Data Revenue Outbound 115

Membrain

MARCH 1, 2023

If you’ve been reading my blog for long, you won’t be surprised to hear me say that sales training alone won’t fix your sales problems or transform your sales team. Or that you can’t do it in a single training event–or even several training events.

Training 113

Training Sales 113

Grant Cardone

MARCH 3, 2023

Previously, I have shared with you all my perfect sales cycle as well as my most profitable tips to be a great salesperson. But I have a confession to make… Those two things alone will not make you world-class like my sales department. The reason my guys are lethal closers is because of a not-so-well-kept […] The post My World-Class Guide to SALES ROLEPLAY — Drills, Scripts, and More appeared first on GCTV.

Sales 100

Sales Sales Cycle 100

The Center for Sales Strategy

FEBRUARY 27, 2023

An inspirational leader is someone who can motivate their team members. They can get things done by making others feel like part of the team. They can rally the team and keep them motivated and focused on the goal. They are not afraid to take charge and lead their team. Here are some key characteristics of an inspiring leader.

Motivation 100

Motivation Leads Marketing Qualified Lead 100

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.

Cold Calling

Partners in Excellence

MARCH 1, 2023

Yeah, yeah, I’m on my soapbox again, talking about AI. Lest, anyone think I’m not a fan of AI, nothing could be more incorrect. For years, I’ve been studying AI. In 2002, I cofounded a company that offered an AI tool focused on a couple of problem areas–manufacturing process control and prescriptive maintenance. The company was sold to a major software company, and has the tool has been updated and expanded since then, but still focusing on those two specific domains.

Analysis 100

Analysis Tools Face-to-face Data 100

Nimble - Sales

MARCH 1, 2023

We are excited to announce we’ve updated our Nimble mobile Apps to support our newly Redesigned Deal Pipeline features. These updates are available for both our iOS and Android apps. As you may have heard, we recently soft-launched our new Redesigned Nimble Deals Feature. Now with our updated mobile apps, you can start using our […] The post Nimble Adds New Deal Pipelines to Mobile Apps appeared first on Nimble Blog.

Pipeline 102

Pipeline 102

The Sales Readiness Blog

FEBRUARY 27, 2023

In just a matter of a few months, ChatGPT has created a global frenzy. Ask it a question, and ChatGPT answers mimicking human conversation. Its capabilities are amazing and show how Artificial Intelligence (AI) has evolved from a futuristic concept into real-world applications that are changing how we live and work today.

Conversion 103

Conversion Sales Enablement Sales 103

The Center for Sales Strategy

MARCH 1, 2023

When we think of leadership, we often think of qualities or characteristics such as courage, inspiration, or perseverance. These qualities or traits are actually one of several ingredients in a powerful recipe for success and winning. That recipe is mindset. Unprecedented headwinds over the past few years have created immense challenges and uncertainty.

Face-to-face 97

Face-to-face Company Sales Leadership Sales 97

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?

Marketing

Emissary

MARCH 2, 2023

Achieving enterprise technology sales goals has always meant overcoming a host of unique and challenging obstacles, including withstanding a protracted decision-making process and convincing a slate of committee members of your value proposition. The average buy cycle is now more than seven months long and involves five to eight (or more) decision makers, most of whom spend only 17% of their time meeting with potential suppliers.

Top of Funnel 98

Top of Funnel Sales Decision Maker Sales Cycle 98

Hubspot Sales

MARCH 3, 2023

Before credit cards were invented in 1958, people paid for goods and services with cash and checks. Due to technological advancements, credit cards became more sophisticated and secure, with the chip replacing the magnetic stripe. And now, with the rise of NFC (near-field communication) payments, people do not even need to take out their credit card to make a purchase.

Wireless 95

Wireless Hubspot Google Closing 95

Alice Heiman

FEBRUARY 28, 2023

Ariel Hitron came up with the idea for Second Nature AI based on his own sales training process. What if he could automate person to person sales coaching with the help of AI? With a working product, he was ready to scale the sales organization – but easier said than done. Ariel came from engineering, he had been a product leader for quite a few years and then made the transition into sales.

Hiring 87

Hiring Scale Company Sales Coaching 87