2022

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New Sales Leader? Avoid these 3 Common Mistakes

SBI Growth

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
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Surviving a Downturn: 5 Things Every Salesperson Needs to Know

Sales and Marketing Management

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.

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Sales Quotas: The Harm of the Annual Start-Over

Sales and Marketing Management

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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8 Tips To Help End Sales Slumps

Sales and Marketing Management

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.

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Retail Tech: Empower Associates, Optimize CX, and Boost Productivity

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.

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Bold Leaders Required to Succeed

Steven Rosen

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

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The Why Of It All  

The Pipeline

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.

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Not Only Do Opposites Attract…

Sales Pro Central Submitted Articles

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!

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Strategies for More Effective Sales Enablement in 2023

Emissary

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

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Order, Seller, Or Buyer Centric?

Partners in Excellence

Are you order, seller, or buyer centric? Sadly, too many are focused only on the order. In this world, the ideal thing is the customer has educated themselves, is knowledgeable, may have a few final questions and issues (price is always the key one), and the customer makes a buying decision. We do everything we can to position our products favorably, but the reality is the customer has probably made up their mind.

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Connect, Care, Convert: Secrets to Establishing Trust with Niche Markets and Turning Them Into Clients

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?

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5 Ways Salespeople Can Improve Their Business Acumen

The Center for Sales Strategy

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.

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2022 State of SalesTech: Driving Adoption of Critical Operational Tools

SBI Growth

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.

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Close More Deals With This Strategy

Engage Selling

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.

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Why Start-Ups Should Nail Down Their Marketing Before Building a Sales Team

Predictable Revenue

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.

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Strategic ABM Gifting: A CMO’s Silver Bullet to Engage the Enterprise

Today’s customers are hungry for human connections, but how do you break through the digital noise? How do you connect on a more personal level? A strategic ABM gifting campaign can help. You can target accounts and prospects by sending gifts or direct mail. It will help you stand out from the crowd and increase your chances to connect. Download Sendoso’s complimentary eBook to learn: Effective ways to level up your gifting strategy for the enterprise customers.

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5 Goal-Setting Sins to Avoid

Sales and Marketing Management

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.

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Become a Sales Coach

Steven Rosen

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!

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2021 Awards: Allego Honored for Tech Innovation, Service, Workplace Culture

Allego

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.

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Why are we satisfied with such poor win rates?

Membrain

We struggle to hit our goals, make our numbers. Every year, we see decreases in % of sales people making their goals. At the same time, our solution to try to make our numbers is driving increases in volumes and velocity.

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New Ways to Reach, Influence, and Close More Deals with Intent Data

Speaker: Ardath Albee, B2B Marketing Strategist and CEO of Marketing Interactions

Most buyers today spend approximately two-thirds of their journey digitally and anonymously before contacting vendors directly. Intent data can help B2B marketers reach active buyers earlier, influence their journey, and close more deals. However, not all intent data is created equal. Perceiving interest as intent will lead you down a rabbit hole with no program performance.

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Sales Jobs Are Changing: How to Keep Up and Keep Talent

Sales Pro Central Submitted Articles

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.

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5 Reasons Sales Enablement is Critical for 2022

SBI

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.

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Call Prep, Doing The Work!

Partners in Excellence

It seems in virtually every professional endeavor that the prep work is as important, sometimes, more important than the actual work itself. The singular exception seems to be selling, we seem to have a predilection for one of two things–winging it or sticking to the script. Every professional athlete prepares for the event. It’s not just the normal practice, running plays, practicing serves, working out.

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3 Unique Ways Sales Managers are Leading Hybrid Sales Teams

The Center for Sales Strategy

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.

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Reinforcement: The Key to B2B Sales Rep Training

Will your B2B sales rep training program result in long-lasting sales performance improvement? Or will it all be forgotten within days? If you’re investing in a B2B sales training initiative, give your program the best chance of success by implementing a reinforcement program designed to improve retention and keep the momentum of your training message going until your reps have the opportunity to really apply it.

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Number One Virtual Presentation Mistake

Julie Hanson

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?

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Triad Tempo: Creating Quality Engagement

Engage Selling

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.

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Step by Step Guide to Outbound Sales Call Mapping

Predictable Revenue

Learn the five key steps of outbound sales call mapping so you can put together an effective plan to help you and your outbound sales team close more deals. The post Step by Step Guide to Outbound Sales Call Mapping appeared first on Predictable Revenue.

Outbound 152
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How to Align Your Email Messaging With Sales Conversations

Sales and Marketing Management

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.

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16 Go-to-Market Plays for Your Entire Sales Funnel

Nurturing leads through your sales funnel is a daunting task for many business development teams, especially at the scale required to achieve lofty growth goals. But personalized prospecting is possible at scale with the right resources in place. At ZoomInfo, we’ve found that a rock-solid go-to-market playbook is key. That’s why we’ve gathered some of the best go-to-market plays from our own B2B sales and marketing pros and packaged them here for you.

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Strategy Execution Process

Steven Rosen

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.

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Are You Feeling Desperate?

Go for No!

No one wants to look desperate. We all know that salespeople desperate to make a sale, do not attract people. If anything, through gut-level instinct, it turns them off. The reality is that one of two situations exist. One, you really aren’t desperate. Great! So, don’t act in a way that looks desperate like: Don’t beg. (“If you could please, please buy just this once, I would owe you.”).

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How to Be Charismatic: The 9 Habits of Insanely Likable People

Hubspot Sales

Whether working in sales or support, the best reps know how to be charismatic. When these team members walk into a meeting or join a call, they immediately put customers at ease with their conversational tone and genuine demeanor. While some people are naturally charismatic, instant likeability doesn’t come easily for everyone. For the reps who are on the more introverted side or maybe even new to a management role, rest assured that charisma is something that can be learned, according to a stud

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