SBI Growth

MARCH 2, 2022

If you are a transitioning sales leader, welcome, the clock is ticking… Faced with rigorous pressure to emerge victorious coming out of the gate, the average tenure for a Chief Revenue Officer is a mere 19 months. Your success will be measured by how well you define and execute the revenue growth for your company. You need to develop a strategy with a clear execution plan that will be ready for the first major organizational interaction, whether it be a board meeting or QBR.

Sales 376

Sales Face-to-face Revenue Meeting 376

Sales and Marketing Management

SEPTEMBER 29, 2022

Whether we're in a recession or not, B2B selling is expected to hit some choppy waters in the near-term future. Here are five things your salespeople need to know. The post Surviving a Downturn: 5 Things Every Salesperson Needs to Know appeared first on Sales & Marketing Management.

B2B 390

B2B Sales Marketing 390

Sales and Marketing Management

SEPTEMBER 12, 2022

Starting every sales rep over each year at zero penalizes top performers and rewards bottom performers. It’s important to find ways to reward top performers and maximize inspiration for your team. The post Sales Quotas: The Harm of the Annual Start-Over appeared first on Sales & Marketing Management.

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Quota Sales Maximizer Marketing 347

Sales and Marketing Management

APRIL 11, 2022

Sales slumps happen. it's important for managers to know how to help their reps get out of a slump as soon as possible. The post 8 Tips To Help End Sales Slumps appeared first on Sales & Marketing Management.

Sales 392

Sales Marketing How To 392

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

Steven Rosen

OCTOBER 12, 2022

BOLD leaders not only develop new strategies and tactics, but they act on making them happen without hesitation.

ACT 643

ACT Strategy 643

Understanding the Sales Force

AUGUST 23, 2022

I wrote the best-seller, Baseline Selling , so it should come as no surprise that I'm a die-hard Boston Red Sox fan. I'll be at Fenway Park for a game this week and I had some thoughts about how the Red Sox compare to many of the sales teams that get evaluated by Objective Management Group (OMG).

Sales 352

Sales Objections Groups Consultative Selling 352

No More Cold Calling

JANUARY 13, 2022

There are predictions, and then there’s reality. I’ve never liked predictions. I’m not an economist and I’m not a fortune teller. Yet, we’re asked to make predictions all the time. I understand that predictive analysis tools can be accurate at forecasting business trends and sales performance. But what will happen in 2022? That depends on whom you’re talking to and what their biases are.

Trends 356

Trends Sales Up-Sell Cold Calling 356

The Pipeline

FEBRUARY 22, 2022

By Tibor Shanto. Despite advancements in tools, methodologies, and other attempts, sales as a profession continues to struggle. Quota attainment remains under 60%, closed forecasted deals aren’t much better. One has to ask what is being enabled by the new breed of soothsayers. A structured and enabled mess is still a mess. As with most things it is rarely about the what and the how, success is always about understanding why.

Prospecting 351

Prospecting Buyer Quota Objections 351

Sales Pro Central Submitted Articles

OCTOBER 12, 2022

How many of us were raised on one side, and then taught to practically sneer at the other? I was taught as a salesperson that those in marketing didn’t have a clue as to what we were up to in sales!

Sales 232

Sales Marketing 232

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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

Emissary

SEPTEMBER 20, 2022

Most technology revenue teams include a sales enablement function, but its mission has been evolving over the last several years. Recently, enablement has flexed to provide better support for sales in the face of the post-pandemic business environment and increasingly demanding technology buyers. Whether your team plans to re-focus training efforts, take on new tools, or play a bigger role in helping sales align with other areas of the organization, here are some strategies for effective sales e

Sales Enablement 130

Sales Enablement Hiring Sales Strategy 130

SBI Growth

MARCH 9, 2022

A few weeks ago, SBI Research shared a chart highlighting the reasons why top-performing SalesTech is falling short of desired outcomes after the investment. This has been a significant pain point facing revenue growth leaders and is magnified by the lack of adoption of critical tools. Based on a survey of nearly 100 B2B companies, this week’s chart displays a detailed view of what the typical SalesTech stack looks like and how companies perceive the tools in which they’ve invested.

Tools 347

Tools B2B Survey Revenue 347

The Center for Sales Strategy

DECEMBER 7, 2022

If you are like me, the idea of your sales team working remotely was beyond your imagination. Every once in a while, you might hear a rumor about a salesperson that worked from home a couple of days of the week, but they were more like myths than reality. Oh, sure, they are "working from home," and I saw "Big Foot" run across my backyard. However, with the pandemic, the world changed seemingly overnight.

Sales 160

Sales Sales Management Lead Rank Leads 160

Engage Selling

JANUARY 25, 2022

If you want to close more deals faster, it’s important to make your buyer part of the solution. Confused about what this means, exactly? Let me explain. Primarily, they want to co-create the solution with you and be a part … Read More » The post Close More Deals With This Strategy first appeared on The Sales Leader.

Closing 159

Closing Strategy Buyer Exact 159

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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

Sales and Marketing Management

NOVEMBER 10, 2022

There are numerous goal-setting sins, but we focus on five and speak with three experts about why these mistakes can have such a negative impact. The post 5 Goal-Setting Sins to Avoid appeared first on Sales & Marketing Management.

Sales 408

Sales Marketing 408

Steven Rosen

FEBRUARY 23, 2022

5 Ways top sales managers become a sales coach! Sales coaching is the most important sales management activity for driving sales performance. Unfortunately, most managers haven’t been taught how to properly coach their staff. If a sales manager could transform into an elite, top-level sales coach overnight, the impact on sales results would be outright amazing!

Sales Coaching 433

Sales Coaching Coaching Hiring Sales 433

Allego

JANUARY 13, 2022

Life remains turbulent, but Allego maintains a steady course—continuing to advance, innovate, and achieve new levels of success. In doing so, the company garnered the attention of several organizations during 2021, winning awards and accolades for its technology, customer service, and workplace culture. Thanks to the efforts of our teams, who sincerely gave it their all this past year, we surpassed achievements received the year before.

Sales Enablement 157

Sales Enablement Lead Rank Lead Scoring Customer Service 157

Understanding the Sales Force

JULY 11, 2022

On a recent Saturday I was running errands which took me through 3 local towns and a nearby city. Even though I have traveled this route more than 5,000 times, it was the first time I noticed the difference in the various business signs along the road. All of the national brands, chains, franchises, and well known businesses had professionally designed and recognizable logos.

Sales 333

Sales Strategy Company Small Business 333

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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

SEPTEMBER 19, 2022

Should marketing come before outbound sales? Here are 5 reasons why startups should nail down their marketing foundations before building a sales team. The post Why Start-Ups Should Nail Down Their Marketing Before Building a Sales Team appeared first on Predictable Revenue.

Outbound 152

Outbound Sales Marketing Revenue 152

The Pipeline

FEBRUARY 8, 2022

By Tibor Shanto. Some people hide from prospecting in their pipelines; pretending the opportunities, individually or collectively, are more real than they are. It is easier to hide in the shadows than be definitive, both in measures and actions. With a 4:1 closing average, every time I close a deal, I must get four more to stay afloat. The more salespeople fudge that line, the harder they to work.

Pipeline 339

Pipeline Prospecting Quota Call-back 339

Sales Pro Central Submitted Articles

OCTOBER 12, 2022

Are you struggling to retain sales talent? That's because sales jobs are changing! Click here to learn about how to keep up with sales talent.

Sales Talent 241

Sales Talent Sales How To 241

Membrain

MARCH 20, 2022

Most of our “sales processes” are failing us. There are a couple of core reasons we’ve found. First, sales people don’t pay attention to them or execute them poorly. This post isn’t for those people.

Sales Process 152

Sales Process Sales 152

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

SBI Growth

FEBRUARY 2, 2022

Last week, we assembled a group of Independent Board Members as part of SBI’s executive advisory board program. We focused on how these leaders are partnering with CEOs and their leadership teams in 2022, where they would like to see greater focus from the executive teams with which they partner, and how they’re helping their companies navigate the Great Resignation.

Groups 336

Groups Company 336

The Center for Sales Strategy

DECEMBER 14, 2022

We call ourselves account executives and consultants, but do we behave like consultants? Or do we act more like salespeople who are just there to close a deal and cash a commission check? When I started working straight out of college, I sold advertising for a local radio station. I was 22 years old, so my real-world business experience was limited.

Commission 158

Commission Advertising Advertising Sales Management 158

Engage Selling

MARCH 25, 2022

The Triad Tempo is a strategy that yields impressive results for your team and business. What is it exactly? One of the most important shifts in today’s sell-to marketplace is … Read More. The post Triad Tempo: Creating Quality Engagement first appeared on Colleen Francis - The Sales Leader.

Exact 151

Exact Sales Strategy Sales Leadership 151

Sales and Marketing Management

APRIL 27, 2022

Aligning your marketing and sales teams is crucial, as companies with aligned teams are 67% more efficient at closing deals and achieve up to 38% higher win rates in sales. The post How to Align Your Email Messaging With Sales Conversations appeared first on Sales & Marketing Management.

Conversion 416

Conversion Sales How To Closing 416

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

Steven Rosen

FEBRUARY 27, 2022

The formula for business success combines great strategy and effective strategy execution. VP’s of Sales and Marketing and Business Unit Heads can relate to this. They are the people in commercial organizations responsible for both strategy development and sales execution. When business units fail to achieve their objectives, they usually do not have a strategy execution process resulting in poor execution.

Strategy 408

Strategy Sales Management Objections Sales 408

SBI

JANUARY 6, 2022

By Filip Witkowski, Crescendo. 5 Reasons Sales Enablement is Critical for 2022. Over the past few years, we are witnessing a rapid digitalization of all sales processes. It is best exemplified in sales departments, where until recently many activities were carried out in a traditional way using paper documents and faxes, and, in later years, Excel. Nowadays, the most significant sales departments rely on CRM or SFA systems, allowing them to scale sales.

Sales Enablement 150

Sales Enablement Sales Buyer Sales Process 150

Julie Hanson

MAY 17, 2022

Like most people you’ve probably attended your share of live meetings where the presenter read from their slides – perhaps even going so far as to turn their back on the audience. Was it engaging and impactful? Did the presenter add value, context and meaning to the content? Or did your attention wane and look for other outlets? And what does this have to do with the number one virtual presentation mistake?

Face-to-face 149

Face-to-face Video Coaching Meeting 149