Sat.Jul 04, 2020 - Fri.Jul 10, 2020

How to Achieve Sales Mastery - A Collection of Loosely Connected Paths

Understanding the Sales Force

During our first of its kind Independence Day weekend, I thought about a lot of things that loosely tied into sales effectiveness and while they could all be articles in their own right, I decided to write one article tying them all together.

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How to Improve Sales Forecasting with AI

InsightSquared

Most companies miss the mark when it comes to sales forecasting — in more ways than you think. The chronic inaccuracy of sales forecasting is well-documented by SiriusDecisions , noting that nearly 80% of sales organizations miss their mark by more than 10%.

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3 Books for Selling in Turbulent Times

Alice Heiman

While we’re taking this time to adjust to the world around us, we must keep our schedules as regular as possible and continue to fit in learning each week. A great and cost-effective way to keep your sales team learning is to have them read the latest sales books.

Is Your Incentive Plan Driving Activity or Performance?

The Pipeline

By Tibor Shanto. Sales pundits love to talk about change, and there is no shortage of opportunity brought about by the changes we face today. But having been at the game for a while the one thing that never changes is the view and approach to incentive or commissions.

How to Drive Revenue Through Retention Marketing & Sales Enablement

Speaker: Ruth Stevens, President of eMarketing Strategy

In a pandemic, it’s more important than ever to focus on retaining and expanding current customers. So, how can sales and marketing support the retention effort? Join Ruth Stevens as she dives into this fast-paced session and reviews the 7 key strategies for current customer marketing, to enable sales and expand customer value.

Adopt These Four Steps to Improve Your Empathic-Led Selling Approach

Miller Heiman Group

In our last blog, we talked about how sellers can address emotional decision makers and those who are stuck in a fight, flight or freeze mode without resorting to what we call the three deadly sins.

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8 Essential Elements of Virtual Sales Training

Allego

Sales productivity has never been more important, yet sales teams today face tougher obstacles than ever as the current crisis makes most in-person interactions impossible. Almost 90 percent of sales have moved to a remote model since the pandemic began, according to McKinsey.

The Psychology Behind Unexpected Rewards

Sales and Marketing Management

Author: Luke Kreitner The element of surprise has been proven to be a powerful motivational tool. Scientific studies show that unexpected incentive rewards stimulate areas of the brain connected to behavior development and learning.

6 Quotes to Stimulate Productivity

KO Advantage Group

Sales Business quotes productivity

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Answering your customer’s three critical questions

Membrain

In today's challenging and uncertain business climate, your customers have good reason to be cautious. They are unlikely to initiate new projects unless they see them as being strategically relevant, tactically urgent, and capable of delivering rapid time-to-value. The rest can wait.

The Best Sales Forecasting Models for Weathering Your Goals

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!

What’s Your Margin On That Discount?

The Pipeline

By Tibor Shanto. A dollar here a dollar there, whatever it takes to get the deal and hit quota, right? Let’s worry about the future when it gets here – if we can still afford to. link]. The post What’s Your Margin On That Discount? appeared first on TiborShanto.com.

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Revenue Attribution: How Modern CMOs Measure and Communicate Marketing’s Value

Sales Benchmark Index

Let’s face it—if you don’t have revenue attribution in place, you’re behind the curve. B2B companies are realizing an average lift of 15 to 18 percent in revenue as a result of implementing closed-loop revenue attribution and optimizing investments across.

Call Me the %&#$ Back

The Sales Heretic

I recently helped my 82-year-old aunt move from Maryland to Texas. Part of that effort included contacting a variety of businesses: the moving company, the title company, utilities, banks, two phone companies, and more.

4 Strategies To Effectively Scale Your Sales Team

Sales and Marketing Management

Author: Dan Templeton No one wants a stagnant sales team. On the other hand, the thought of scaling a sales team can seem overwhelming and difficult. .

The Revenue Leader's Guide to Prospecting

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.

Real estate marketing: Using tech to build your brand (with Maryann Palazzolo)

Nutshell

Real estate marketing online is the wild west. There are good guys, bad guys, and no shortage of ugly. Real estate marketing is all about building your personal brand and creating an environment where your prospects feel comfortable reaching out to you, or “converting,” as they say in the biz.

Optimize Your Data Strategy to Never Miss Another Sale

Sales Benchmark Index

Coulda, shouda, woulda. Often, sales teams whiff at deals that should have never been lost in hindsight. How does this happen? The data was bad. I didn’t know XYZ about this account/contact. I missed the trigger event. The dots were never connected. Revenue operations frequently.

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8 Tips to Advance Your Sales Career in Uncertain Times

Sales Hacker

No one could have predicted COVID-19, but the people who can adapt are the ones who will advance their sales careers during this time. With the current state of sales , everything is changing fast. Approximately 50% of B2B companies have reduced their budgets.

5 Money-Saving Tips for International Companies

Sales and Marketing Management

Author: Peter Palladino Going international is a huge achievement that comes with hefty benefits for any business. For starters, finding reliable sources for products overseas helps businesses cut costs that come with manufacturing locally.

The 5 Keys to Sales Emails That Set More Meetings

Speaker: Marc Wayshak, Sales Strategist, Best-Selling Author & Founder, Sales Insights Lab

So many reps' email efforts could be yielding more meetings--simply by using a better strategy. Watch the webinar with Marc Wayshak, Sales Strategist and Best-Selling Author, to get lots of great strategies on how to set up meetings via email! <

The Sales Industry Needs a Henry Ford Assembly Line

The Center for Sales Strategy

History is fascinating! You can learn so much from the past. The History channel offers some amazing documentaries that can enlightening for those of us that want to learn from the past to improve our future. One of the most popular series on History is the "The Men Who Built America".

How a Software CMO Has Led COVID Recovery Efforts

Sales Benchmark Index

For years, the evolution of Marketing leaders has transformed drastically. Today, those changes are even more significant than what their role looked like nearly 90 days ago. Still, there is no telling what the second half of the year will.

8 Letters that Can Double Your Income: an Intro to MEDDPICC

Sales Hacker

“ You can double your income with this. This is something my mentor once told me. At the time, I didn’t believe him. But I did what he said. I followed his system, and it changed my life.

9 Critical Beliefs of a Confident Salesperson

Anthony Iannarino

One of the variables to success in sales is self-confidence. You create a sense of certainty for your clients when you are convicted about who you are, your ability to help produce better results, and the advice you provide them.

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Why Smoking Costs Employers More Than They Realize

Your employees are smoking, and at a cost of $7,000 per year for each employee who smokes, that adds up - fast! This free report will show you how an effective cessation program pays for itself.

How to create outstanding sales growth with channel partners

Membrain

Channel partners can be a major source of high-profit revenue growth with the right business model. A great channel partner operates as an extended sales team, bringing in new business and nurturing accounts on your behalf, without the payroll. Account Growth Planning & Execution

Office or Remote Selling – Managing Effort and Effectiveness

Adaptive Business Services

In the last few weeks, many sales managers are deciding whether their teams should return to the office or stay home. No matter today’s decision, tomorrow brings new information that completely alters yesterday’s point of view. Professionals each have an opinion on what to do.

PODCAST 117: The Tools You Need If You Want to Succeed at Scale with Michael Coscetta

Sales Hacker

Today on the show, we are incredibly excited to have Michael Coscetta. Michael is a member of Revenue Collective, but perhaps most importantly, he’s the chief sales and strategy officer for Compass, that fast-growing real estate behemoth.

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A List of the Best Prospecting Strategies

Anthony Iannarino

You know how important it is that you acquire meetings with your prospective clients. You are also acutely aware that getting a meeting is rarely easy, and it is something that takes time and an effective approach.

How You Can Triple Your Results With a More Personalized, Empathetic Approach

Speaker: Brian Carroll, CEO and Founder of markempa

Marketing and sales feel pretty tricky right now. What worked before now feels out of touch, but have you made plans for how you'll continue to move forward? You've likely tried everything: expert recommendations, best practices, the latest tools, and automation. But your results are falling short. Here's the thing: All the automation tools, best practices, data analytics won't help get better results now until you master empathizing with your customers. In this webinar, you'll learn how to go beyond rational-logic based sales/marketing and adjust your sales enablement strategy to better understand how buyers feel so that you can connect and help them on their journey.

Sales engagement software: What does it do, and which platform should you choose?

Nutshell

Effective email outreach is like walking a tightrope. You have to personalize the messages you send in order to get a response. But if you spend too much time on each email, you’ll never be able to scale your efforts. What’s a sales rep to do?

Statistics That Will Help Convert Sales Leads Quickly

The Center for Sales Strategy

How fast does your team move when a lead comes in? A lead response study of 2,241 US companies showed that the average first response time of B2B companies to their leads was 42 hours. A quality lead degrades over time.

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Executive Interview with Nick Mason, CEO & Founder of @Turtl

Smart Selling Tools

Q: SHOULD SELLING BE VIEWED AS A BUYING EXPERIENCE AND WHY. NICK: I’m a big believer in the power of a great experience in almost any context be it a software user interface, physical product design or pretty much anything else.