Trending Articles

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Unleashing AI in a 124-Year-Old Company

Steven Rosen

In this episode of the Sales Leadership Awakening Podcast, Rob Ulsh , VP of Dealer and International Sales for Great Dane, discusses the use of AI in sales leadership. He shares his awakening moment as a leader during the COVID-19 pandemic and how he embraced AI to adapt to the changing landscape. He also explores the practical applications of AI in sales, including prospecting, customer retention, and pre-call planning. “AI is a featured benefit that you can interact with, and it will ac

Company 296
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“How Are You?” Ask It—Or Not?

Mr. Inside Sales

Who do you think knows why your prospect buys? If you have followed me for a while, you may know that my opinion on whether to ask a prospect, “How are you,” has changed over the years. What I’ve discovered, is that asking this simple and socially accepted icebreaker is more important than you might think. Here’s why: Selling over the phone is challenging because you don’t have all the visual cues an outside sales rep has—and uses.

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Cultivating Business Acumen as a Sales Superpower

Anthony Cole Training

Business or sales acumen is the ability to connect with prospects and clients on a deeper level by understanding their unique problems, anticipating their needs, and leveraging knowledge of their business and industry to recommend the best possible solution — regardless of whether or not it results in a closed deal.

Industry 216
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Your Buyers are Evolving: Here’s How to Get Ahead

SBI Growth

The buying environment faced by many sellers today is volatile: it almost seems as if the once-reliable commercial approaches no longer apply. But for CEOs and GTM leaders looking to capture the immense growth potential in 2024, it’s time for them to consider a revolution in how their companies approach their customers' shifting concerns and expectations.

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Outrun Your Competition: Best Practices for Accelerating Sales Processes

Longer sales cycles. Larger buying committees. Slow-moving compliance reviews. Every go-to-market team knows the frustrations that come from a drawn-out sales process. How can you speed it up? By building a modern GTM motion that uses data, automation, and proven best practices to unlock insights, engage customers, and win faster.

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3 Ways CSOs Can Partner with Marketing to Accelerate Sales Performance

Sales and Marketing Management

Organizations that focus sales and marketing collaboration efforts around creating a customer engagement strategy will enable strong, purposeful growth without needing to collaborate across every initiative. The post 3 Ways CSOs Can Partner with Marketing to Accelerate Sales Performance appeared first on Sales & Marketing Management.

Marketing 156

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How to Help Your Sales Team Give More Impactful Product Demos

Force Management

The product demo is an important part of any sales process, but they can also be a tricky stage to navigate while maintaining a value selling approach. We often advocate for sellers to move away from the 'features and functions' conversation in favor of discussing business problems and solutions. The demo is a time to discuss both. That can be a difficult balance to strike, especially when selling complex technical solutions.

How To 110
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Problem-Market Fit….

Partners in Excellence

We, including me, have always focused much of our product development and GTM strategies around the concept of “Product-Market Fit.” Suddenly, I realized there is a much better way to look at this. The challenge with the concept of Product-Market fit is that it biases the way we look at things. As a result, it biases the solutions we create, the way we bring them and present them to market, and how we position ourselves in the markets.

Marketing 120
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Successful Company Retreats Focus On the Team

Smooth Sale

Photo by GDJ via Pixabay Attract the Right Job Or Clientele: Successful Company Retreats Focus On the Team Now and then, it’s a good idea to stop and pause your business’s usual activities and take the time to reflect on your progress and your goals. Company retreats can be a great way to do that, but they need a plan. Our collaborative blog offers insights on successful company retreats focusing on the team for you to consider including in your plan for your company retreat.

Company 101
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5 Productive Lead Sources for Fast Revenue

The Center for Sales Strategy

As a sales manager, you know the frustration of watching your pipeline slow down to a trickle. When you need a boost of new opportunities to drive revenue quickly, it's time to look beyond your typical marketing channels. Here are five lead sources offering a "short route to revenue" to help fill your funnel quickly.

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Gone in 8 Seconds: Overcoming Buyers’ Shrinking Attention Spans

Speaker: Jake Miller, Senior Product Marketing Manager, Allego

Buyers are savvier, buying teams are larger, and new research shows that buyers' attention spans have dropped to just 8 seconds. This means that the old approach of blasting buyers with email-heavy, generic communications no longer works. Instead, buyers need to be surrounded with relevant communications and personalized, self-service content throughout their journey.

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Are You a Five-Star Sales Leader?

Steven Rosen

After over 30 years of sales leadership experience, I have learned that becoming a STAR sales leader requires mastering several key skills. These skills drive results and foster a culture of excellence and growth within the team. Here are the five essential skills every STAR sales leader must master to stand out and lead their teams to success. As you read, rate yourself on each skill and list your areas for development to become a true STAR sales leader.

Hiring 156
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Can McDonald’s Value Meal Bring Back Lost Customers?

Grant Cardone

After months of losing customers and complaints of much-too-high prices… the world’s most iconic fast-food establishment is finally ready to do something about it. McDonald’s new value promotion is giving diners a 4-piece meal for $5… But is it enough to win back customers? What Led To McDonald’s Value Promotion? For months, diners complained that […] The post Can McDonald’s Value Meal Bring Back Lost Customers?

Customer 109
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Top Successful Sales Techniques: Be on Time

SalesFuel

One of the senior salespeople I’ve worked with declared that if he is EVER late for an appointment: “Just call the State Patrol because I’ve had an accident.” For salespeople, the concept of being on time does not rank up there with the secrets of the pyramids. It’s just common sense. However, when you consider successful sales techniques, it does ranks number one in showing respect for your customer.

Hiring 110
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Custom Software Can Benefit User Experience and Growth

Smooth Sale

Photo by Geralt via Pixabay Attract the Right Job Or Clientele: Custom Software Benefits Your User Experience and Growth Your online identity is as vital as, say, your physical identity. It should be relatively unique and should stand out. For websites, the layout of the pages, color combinations, fonts, and navigation map should differ from your competitors.

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Contact vs. Company Intent Signal Data

Contact and company intent data both have their advantages. Contact-level intent leads can be acted on immediately to reach active buyers, while company-level leads improve outcomes for account-based marketing and other programs. This infographic unpacks the advantages of both contact and company data and gives details about how B2B marketers can benefit from both.

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“Will AI Replace Buyers?”

Partners in Excellence

There’s a certain comic arrogance in the discussion, “Will AI Replace (or Augment) Sellers?” As usual, it’s the self centered focus too many have about selling. Somehow, we never take time to think about whether AI will replace buyers. The degree to which AI replaces buyers will have a greater impact on sellers than AI taking sales related tasks, consequently reducing the need for sellers.

Buyer 106
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Enhancing Sales Collateral Quality to Boost Conversions

The Center for Sales Strategy

Are your sales reps dissatisfied with the quality of your company's sales collateral? You're not alone —the Media Sales Report found that 46% of salespeople are "not sure" or "dissatisfied" with their collateral materials. This is a major missed opportunity, as high-quality sales collateral plays a crucial role in driving conversions.

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What’s Behind Dismal Disney Earnings? 

Grant Cardone

The most magical place on earth might need to curb its reliance on cheap tricks. The latest Disney earnings report revealed that their parks sector… Hasn’t been growing as much as the company’s analysts initially predicted. Parks Sector Darkens Disney Earnings During the company’s fiscal Q2 report… Disney’s earnings revealed a mixed bag, to say […] The post What’s Behind Dismal Disney Earnings?

Report 100
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5 Top Ideas for How to Improve Productivity

SalesFuel

To retain your marketplace position as an industry leader, you must focus constantly on how to improve productivity. Managers typically expect their team members to work more efficiently. To be truly effective, managers should first objectively analyze their own activity and appropriately adjust strategy. 5 Top Ideas for How to Improve Productivity Improve Thought Leadership Much of the typical focus on productivity involves managers developing ways for their team members to work better together

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The Next Level of Sales Enablement: Sales Content Management

Speaker: Deniz Olcay, Senior Director of Product Marketing, and Jake Miller, Senior Product Marketing Manager

Modern Sales Content Management (SCM) platforms have become table stakes in the world of sales enablement. Sellers need one-stop access where all of their sales content is stored, organized, deployed, and measured. Today’s modern SCM platforms achieve just that. However, these various platforms also have key differences. In this value-packed webinar, Deniz Olcay and Jake Miller will unravel and debunk the top three SCM myths and explain how to get the most from your SCM solution.

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Ways to Effectively Promote a New Product or Service 

Smooth Sale

Photo by Geralt via Pixabay Attract the Right Job Or Clientele: Ways to Effectively Promote a New Product or Service For any business, introducing a new good or service is a thrilling time representing expansion and creativity. However, the real difficulty is marketing it well enough to draw in your target audience and generate significant revenue.

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“Why I’m So Interested In Selling,” George Bronten

Partners in Excellence

Preface : George Bronten and I have been friends for years. I first met him because I was intrigued by the capabilities of Membrain. It’s one of the most interesting technologies, I’ve seen. I think George and I recognized similar passions with technology, business and selling. Since that introductory meeting, we continue to have conversations about the state of our profession and its future.

Vendor 100
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Clutch Ranks SocialSellinator As An Industry Game-Changer

SocialSellinator

Nowadays, ensuring your business’ online visibility is a must, especially considering how saturated and competitive markets have become. Search engine optimization is one of the best ways to stand out and make sure consumers are able to find your brand.

Industry 101
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Walmart Earnings Are BOOMING While Other Stores Fail

Grant Cardone

With stores struggling to win back customers during an era of high prices and shrinkflation… one retailer is thriving while the rest struggle. Walmart earnings reveal that all of the investments the company has been developing… Have been paying off in huge ways. What’s Going Right For Walmart’s Earnings More and more shoppers are seeking […] The post Walmart Earnings Are BOOMING While Other Stores Fail appeared first on GCTV.

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6 Steps to Optimize Your Media Buys

When making media decisions, marketers need to get — and show — results for everything they do. As budgets come under more scrutiny, it’s never been more important to get a handle on your media — and ultimately make everything you do more effective. It’s also an opportunity to innovate, lead, and rethink the way your company uses media. In this media optimization guide, you will learn: 6 key steps to plan and pace your media buys.

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You Built It, Now Here’s Why They’re (Not) Coming

Membrain

In the 1989 movie, Field of Dreams, the main character hears a whisper that tells him if he builds it, “he will come.” It turns out to be true. This phrase has become popularized in business as “If you build it, they will come.” Meaning that if you build your product, venue, or solution, the customers will show up.

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Seven Things That Could Be Hampering Your Business Success Right Now

Smooth Sale

Photo by Geralt via Pixabay Attract the Right Job Or Clientele: Seven Things That Could Be Hampering Your Business Success Right Now When you run a business, you must remove all barriers to your company’s success. But how can you do that if you don’t know what you are doing wrong and what’s hampering your progress? You can’t. Our collaborative blog offers insights into seven things that could be hampering your business success right now.

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On Disagreement

Partners in Excellence

Disagreement is part of life and business. Disagreement is, probably, a fundamental to change and growth. After all, if we are always in agreement, we would never challenge ourselves and others to think differently, to consider something new. But we struggle with disagreement, too often we deal with it poorly. We may seek to avoid it, burying our heads in the sand, never considering a different point of view.

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Revolutionizing Sales Prospecting: The Power of AI Unveiled

Fill the Funnel

Revolutionizing Sales Prospecting: The Power of AI Unveiled Artificial Intelligence (AI) has revolutionized many industries, and sales is no exception. One area where AI is making a significant impact is in sales prospecting. Leveraging AI technologies in sales prospecting can streamline processes, improve efficiency, and enhance the overall effectiveness of sales teams.

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Sales Effectiveness: The B2B Sales Leader's Guide

This guide is designed to help today’s B2B sales leaders ramp up their effectiveness in any economic environment.

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First-Hand Account of Apple CEO, Steve Jobs

Grant Cardone

Today, young entrepreneurs can only imagine what it’s like to work under Apple founder, Steve Jobs. But at last, we may be able to get a better picture. Jobs’ former intern, Chet Kapoor, has recently opened up about the experience. This is what he had to say… Young Intern ALWAYS Wanted to Work for Apple’s […] The post First-Hand Account of Apple CEO, Steve Jobs appeared first on GCTV.

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The Art and Science of Complex Sales Podcast

Membrain

There's a common thread that connects the passion of salespeople and it goes beyond the rush of closing a deal—it's the stories that drive us.

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How to Market Like A Big Business On A Small Budget

Smooth Sale

Photo by Geralt via Pixabay Attract the Right Job Or Clientele: How to Market Like A Big Business On A Small Budget Scaling the marketing mountain might seem like a task reserved for the giants in the business world, but hey, even the underdogs have their days of glory. Fear not if your budget reads more like a grocery list than a corporate expense report!