Trending Articles

article thumbnail

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
article thumbnail

“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.

Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

article thumbnail

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
article thumbnail

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.

Buyer 194
article thumbnail

How to Improve Email Deliverability and Optimize Each Send

Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.

article thumbnail

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

More Trending

article thumbnail

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
article thumbnail

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 123
article thumbnail

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
article thumbnail

How To Simplify Marketing to Strengthen Your Business

Sales and Marketing Management

Simplifying your marketing approach can save you time and money while also making it more effective. Here are some practical tips to streamline your marketing and free yourself up to focus on what you do best. The post How To Simplify Marketing to Strengthen Your Business appeared first on Sales & Marketing Management.

Marketing 156
article thumbnail

How Intent Data Helps Marketers Convert A-List Accounts

One of the biggest challenges for any B2B marketer is understanding your prospects’ next move — who is most likely to buy and when. Without these insights, marketing campaigns can feel more like guesswork, with high investment and little return. We’re here to tell you there’s a better way. By tracking buyers’ digital footprints and online activity, such as website visits, product reviews, and spikes in content consumption, you can engage prospects with a message that really resonates.

article thumbnail

(5:35 Video) “Embracing AI: Transforming Sales Leadership with Innovation”

Steven Rosen

In this article, Rob Ulsh , VP of Dealer and International Sales for Great Dane, delves into AI’s profound impact on the sales landscape and how Great Dane has strategically incorporated this technology to propel its sales initiatives forward. He highlights how AI transforms sales by helping professionals understand prospects’ needs swiftly.

article thumbnail

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.

Revenue 117
article thumbnail

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 108
article thumbnail

Here's A More Effective Way To Get A Sales Referral

SalesFuel

Salespeople report that only 30% of their clients and prospects have given them a sales referral in the past year, according to SalesFuel’s Voice of the Sales Rep study. This low percentage reveals a real opportunity for sellers to boost referrals and increase revenue. Getting A Sales Referral Is A Challenge For Sellers Despite the value that referrals bring, sellers are clearly not taking advantage of this powerful business generator.

Referrals 119
article thumbnail

1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.

article thumbnail

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.

article thumbnail

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
article thumbnail

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.

article thumbnail

“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 103
article thumbnail

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.

article thumbnail

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 108
article thumbnail

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!

article thumbnail

Mastering Sales Leadership Through Preparation and Authenticity

Steven Rosen

In this article, Margo Edris delves into her winning strategy for coaching conversations, stressing the significance of meticulous preparation. Her emphasis on thorough readiness underscores its pivotal role in achieving success. She shares practical tips on time management, utilizing short meetings and communication tools to optimize efficiency and collaboration within her team.

article thumbnail

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
article thumbnail

The Battle of the Authoring Tools: A 10-Point Comparison for Picking the Right One

Speaker: Chris Paxton McMillin, President of D3 Training Solutions

There are plenty of great authoring tools for developing eLearning, but the one you select could directly impact your course's outcomes. Depending upon your learners’ needs and your organization’s performance goals, you could be overlooking considerations that impact the both effectiveness of your courses and how long it takes to finish them. From general capabilities to specific workflow structures, some aspects are critical when it comes to learning objectives and deadlines.

article thumbnail

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.

article thumbnail

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

How To 111
article thumbnail

Six Strategies for Jumpstarting Your Small Business’s Growth

Smooth Sale

Photo by Geralt via Pixabay Attract the Right Job or Clientele: Six Strategies To Jumpstart Your Small Business for Growth Starting a small business is a wild ride—it’s thrilling, unpredictable, and packed with ups and downs. Whether creating a fantastic new product or launching a service that will wow the world, the path to business success requires a mix of intelligent moves and solid planning.

Strategy 101
article thumbnail

(4:32 Video) “Mastering Sales Leadership Through Preparation and Authenticity”

Steven Rosen

In this article, Margo Edris delves into her winning strategy for coaching conversations, stressing the significance of meticulous preparation. Her emphasis on thorough readiness underscores its pivotal role in achieving success. She shares practical tips on time management, utilizing short meetings and communication tools to optimize efficiency and collaboration within her team.

article thumbnail

5 Inspiring B2B Marketing Campaigns to Take Yours to the Next Level

Your next big B2B marketing idea starts here. Get inspired with these five successful B2B marketing campaigns. Ready to generate more leads, interest, and revenue with your B2B marketing? In this comprehensive eBook, you’ll get: In-depth studies of five successful B2B marketing campaigns spanning a wide range of industries Key takeaways and lessons from each story to implement in your own strategy Resources to help your own B2B marketing thrive By submitting this form, you agree to have your con

article thumbnail

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.

Retail 96
article thumbnail

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 102
article thumbnail

“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 93