Sales and Marketing Management

FEBRUARY 7, 2018

It plays out most frequently in sales. Acclaimed neuroscientist Antonio Damasio of the University of Southern California conducted research several years ago that highlighted the importance of emotions in decision making. However, due to his damaged brain he did not feel or experience emotion the way a normal person did.

Ideal Customer Profile 196

Ideal Customer Profile System Prospecting Research 196

Smooth Sale

APRIL 29, 2024

Every interaction counts, from the front desk to the examination room, so ensure your staff is as compassionate and approachable as they are professional. These initiatives improve physical health and enhance emotional well-being, creating a more comprehensive care environment. It’s a frequent matter to consider.

How To 106

How To Exercises Pharmaceuticals Education 106

Hubspot Sales

JULY 27, 2023

It’s hard to argue with the fact that artificial intelligence has become an important element of our reality, affecting both our private and professional lives. In fact, it’s practically impossible to find a department that wasn’t affected by AI, with sales being no exception. Let’s take a look at how it can help your sales team.

Data 91

Data Ideal Customer Profile Survey Report 91

The Pipeline

MAY 8, 2013

One questionable piece of advice sellers are given is not to take “things personally” While I understand the sentiment behind it, encouraging sellers to not go down a dark hole, there is something wrong with telling professional sales people, in fact professionals of any type, not to take it personally.

Top of Funnel 276

Top of Funnel Sports Funnel Buyer 276

Steven Rosen

MARCH 21, 2017

Sales expert Jeb Blount, just launched his 8th and best sales book. One of the great insights is the four levels of sales intelligence. Ultra-high sales performers possess four types of intelligence that are tightly intertwined, each connecting, affecting, and amplifying the others. IQ—how smart you are.

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Groups Sales Call-back Training 195

Pipeliner

AUGUST 15, 2023

From the Field to the Boardroom: A Conversation with Alex Fisher Hello everyone, I’m your host, and today I’m excited to share with you a fascinating conversation I had with Alex Fisher, a former professional football player turned executive coach, leadership consultant, and speaker. He is CSMO at Pipeliner CRM.

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Leads Marketing Qualified Lead Scale Energy 98

Smooth Sale

DECEMBER 30, 2023

Pexels – CC0 License Attract the Right Job or Clientele: Creative Team-Building Encourages New Ideas The notion of a mandatory “team building day” can strike both excitement and hesitancy in the emotions of your staff members. However, retaining that professional candor from the top down is essential.

Hiring 101

Hiring Licensing Sports Networking 101

Hubspot Sales

AUGUST 30, 2023

But what changes will it bring to the sales industry? Will it be the end of salespeople, or will it become the secret weapon to help sales reps work more efficiently? Furthermore, we’ve interviewed leading sales teams to collect 11 AI sales predictions that you should watch in 2023.

Lead Rank 92

Lead Rank Data Top of Funnel Cost per Lead 92

Janek Performance Group

JANUARY 2, 2024

In a recent survey, we asked sales professionals: “Which aspect of the sales cycle induces the most anxiety?” A study conducted by BankMyCell revealed that 81 percent of millennials encounter phone anxiety, adding a new dimension of sales challenges for sales managers. Let go of the outcome.

Face-to-face 62

Face-to-face Lead Rank Lead Scoring Cold Calling 62

Smooth Sale

AUGUST 30, 2023

These materials, whether printed flyers, electronic brochures, eye-catching banners, or cutting-edge promotional products, can significantly improve your marketing efforts. For instance, a professionally designed brochure can effectively and persuasively convey the spirit of your brand and the worth of your goods or services.

Promotion 101

Promotion Apparel Demographics Webinar Metrics 101

Anthony Iannarino

JULY 20, 2020

In The Only Sales Guide You’ll Ever Need , I started with a list of character traits I called Mindset because I believe that who you are is more important than what you do, including the skills that make up the rest of the book. The best leaders care enough to truly know their people, allowing them to improve personally and professionally.

eBook 112

eBook Lead Rank Hiring Fashion 112

Vengreso

JULY 20, 2023

Being a sales superstar requires more than just knowing the key benefits and features of the product or services that you’re selling. Research has found that a successful salesperson has to do at least 8 outreach attempts before a prospect will book a sales call. Why Is it Good To Have A Positive Mindset in #Sales?

Positioning 105

Positioning Coaching Up-Sell Sales Coaching 105

Score More Sales

FEBRUARY 20, 2013

I had the pleasure to sit down with Emotional Intelligence (Ei) Sales Expert Colleen Stanley recently and we talked about how sales training – sales skills – can fail because our reps were not aware of their emotional awareness. LR: What made you write a book about Emotional Intelligence and Sales Results?

Decision Maker 234

Decision Maker Proposal Lead Rank Influencer 234

Anthony Iannarino

AUGUST 27, 2020

No one goes without a loss in sales. Here is how you should think about a lost deal, especially big deals , and a list of actions that will allow you to improve your approach. Here is how you should think about a lost deal, especially big deals , and a list of actions that will allow you to improve your approach.

Call-back 112

Call-back Objections ACT Channels 112

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. Train Early, Often, and in Small Doses.

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Sales Enablement Strategy Hiring Face-to-face 130

DiscoverOrg Sales

SEPTEMBER 5, 2018

I’m David Sill , Head of Sales Enablement at DiscoverOrg. Today we’re going to be discussing emotional intelligence; more specifically, four things that you can try to marshal your emotions towards greater sales success. So what is “emotional intelligence”? Check out the video version on YouTube !

Video 139

Video Marketing Qualified Lead Lead Rank Top of Funnel 139

DiscoverOrg Sales

SEPTEMBER 5, 2018

I’m David Sill , Head of Sales Enablement at DiscoverOrg. Today we’re going to be discussing emotional intelligence; more specifically, four things that you can try to marshal your emotions towards greater sales success. So what is “emotional intelligence”?

Video 120

Video Marketing Qualified Lead Lead Rank Top of Funnel 120

Smooth Sale

APRIL 1, 2023

Photo by 14995841 via Pixabay Attract the Right Job Or Clientele: Do You Want to Improve Your Negotiation Results? provides today’s blog post, ‘Do you want to improve your negotiation results? Understand the basics of human psychology and control the emotions of others. Note: Professor M.S. Professor M.S.

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Negotiation Salary Lead Rank Hiring 78

Janek Performance Group

SEPTEMBER 20, 2023

How’s your sales team performing? Have you ever noticed that the better a sales team performs, the more detailed the sales leader’s answer is. Sales professionals often focus on positive details and avoid the negative, a phenomenon known as the ostrich effect. We are focused on solutions.”

Face-to-face 77

Face-to-face Sales Leadership System Energy 77

BuzzBoard

FEBRUARY 16, 2024

Understanding how AI can Generate Sales Content for Digital Agencies Artificial Intelligence, often shortened to AI, has fueled paradigm shifts in sales content creation within digital marketing agencies, particularly for small and local businesses. It also assists in devising impactful sales presentations.

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Campaigns GoldMine Social Media Scale 52

Janek Performance Group

SEPTEMBER 22, 2021

So why do so many sales reps continue to sell like they were in 2001? The changing dynamics of sales have not been an overnight revolution. Imagine a job posting describing the sales function like this…. Bombarding prospects with rebuttals and outdated sales tactics is like throwing a brick into a beehive.

Hiring 118

Hiring Call-back Training Up-Sell 118

Allego

AUGUST 21, 2023

Frontline sales managers are the powerhouse behind every high-performing sales team. However, many frontline sales managers struggle because they don’t receive proper enablement and coaching. In many cases, frontline sales managers get promoted to that role because they’re a top-performing sales rep.

Sales Management 62

Sales Management Strategy Face-to-face Coaching 62

Smooth Sale

OCTOBER 13, 2023

Weekends are an excellent time to contemplate where improvement will assist future endeavors. Both personally and professionally, our blog addresses the question, ‘Are you willing to walk away when necessary?’ Lady Anita generously shares some of my corporate sales team encounters. Why does this matter?

Hiring 110

Hiring Lead Rank Lead Scoring Media 110

Smooth Sale

SEPTEMBER 8, 2023

Small ideas can deliver significant results in this arena. It’s a simple trick to show professionalism and that you care while guaranteeing the event is fondly remembered. Their views on the firm will improve when combining an invitation and a follow-up message a day or two after the event. It could be yours.

Face-to-face 106

Face-to-face Licensing Lead Rank Lead Scoring 106

Highspot

JULY 6, 2023

In this guide, we’ll explore the key sales skills that will equip your reps with confidence and boost sales. With proven sales training strategies and ongoing coaching and enablement, reps will be ready to tackle the art of selling. Why are Sales Skills Important?

Face-to-face 52

Face-to-face Negotiation Sales Methodology ROI 52

The Digital Sales Institute

MARCH 12, 2024

A guide to closing sales with ABC, or “Always Be Closing,” is a learning journey for salespeople looking to improve their sales performance, or “Return on Sales Effort (ROSE). Closing sales is about consistently moving customers towards a desired action or outcome. Points to consider to close more sales.

Closing 52

Closing Objections Buyer Proposal 52

The Pipeline

NOVEMBER 11, 2013

Many sales managers are in the wrong job, and for the wrong reasons, the intentions may have right, even noble, but outcome serves neither in individuals in question, the companies and customers. This group were good, not always great reps, they’ve around long enough, and when an opening presents itself, they are promoted to manager.

Hiring 285

Hiring Lead Rank Lead Scoring Sales Leadership 285

Zoominfo

MAY 20, 2018

Continue reading to learn how you can incorporate sales win/loss analysis into your business strategy. The interviewer will be a well-trained professional. They’ll ask the right questions, retain the right information, and deliver the results to your company in an easily digestible format. How was their sales pitch?

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Analysis B2B Hiring How To 223

Janek Performance Group

FEBRUARY 1, 2022

In sales management, a common saying is, “Hire slow and fire fast.” In addition to reassessing this approach, here are productive ways to hire, fire, and support a sales team: The Slow Hire/Fast Fire Approach. For sellers, it assumes all sales organizations, products, and clients are inherently equal. It’s simple.

Hiring 118

Hiring How To Coaching Retention 118

The Brooks Group

JUNE 13, 2019

Since the 1960s, emotional intelligence (EQ) has been recognized as a critical component of both personal and professional success. Yet many organizations focus primarily on building hard sales skills on their sales teams, while neglecting emotional intelligence skills. What Is Emotional Intelligence (EQ)?

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Guidelines Face-to-face Motivation Lead Rank 80

Sales Hacker

JUNE 25, 2020

And there’s a lot of research that shows we’ve been quite unproductive as a result. Anxieties keep us up at night , and distractions from working from home , burnout from a lack of boundaries between our professional and personal lives, and the cognitive overload of Zoom are all killing our focus. Worse at reading emotions.

Lead Rank 134

Lead Rank Call-back Energy Research 134

Highspot

JANUARY 29, 2024

Sales negotiations can be tense and anxiety-ridden. Sales negotiation is a skill that can be learned which is great news, because let’s be honest, not all of us are born sellers. There are certain strategies that many successful salespeople use to move the sales process forward and close more deals.

Negotiation 52

Negotiation Closing Case Study Buyer Persona 52

Sales and Marketing Management

APRIL 2, 2018

Author: Jeb Blount There is no easy button in sales. Fact: Most sales professionals are not too keen on prospecting. But great reps suck it up and prospect, prospect, prospect; crushing their numbers as a result. Here are some questions that many sales professionals have asked me: Q: Salespeople love to hate prospecting.

Prospecting 198

Prospecting Face-to-face Sales Qualified Lead Channels 198

Nutshell

AUGUST 28, 2023

Creating a structured sales process is one of the most effective ways to boost your sales teams’ efficiency and results. With a formal sales process in place, your sales team has a framework to follow, and it’s much easier to stay on the same page, track results, and onboard new team members.

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Sales Process Top of Funnel Outsourcing Services Sales Qualified Lead 118

Salesmate

JULY 28, 2020

The more you learn, the better you can perform when it comes to nurturing and converting sales deals. In sales, you need to keep learning to excel and surpass competitors. So, take the help of various sales books to enhance your knowledge and brush up your skills. 25 sales books you must-read in 2020.

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Lead Rank Buyer Influencer Outbound 103

The Digital Sales Institute

FEBRUARY 4, 2021

In this article we discuss the essential sales skills that every salesperson should seek to master as selling moves into the next phase of its evolution. Nearly every sales skill that is essential for engaging buyers today can be acquired with regular sales training. Soft Essential Sales Skills. Emotional Intelligence.

Negotiation 85

Negotiation Lead Rank Lead Scoring Social Media 85

Zoominfo

SEPTEMBER 26, 2018

In fact, 86% of HR professionals agree that recruitment is becoming more like marketing ( source ). As a result, the strategies recruiters use for candidate sourcing now mirror the tactics marketers use to attract customers—the main overlap being branding. 5 Steps to Improve Your Employer Brand. Let’s get into it!

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Hiring Social Media Face-to-face Channels 250