April, 2024

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Unlocking Success: Strategies to Avoid Costly Hiring Mistakes

Steven Rosen

In this episode of the Sales Leadership Awakening podcast, Steven Rosen and Colleen Stanley discuss the high cost of making a bad hire in sales. They emphasize the importance of creating an ideal hiring profile with hard and soft skills and non-negotiables. They also stress the need for a systematic hiring process, including behavioral interviews and assessments.

Hiring 296
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5 Tips for Asking Your Prospect Better Questions

Anthony Cole Training

You don’t want to look, act, or sound like every other salesperson when asking your prospect questions. There is an art and a science to being masterful at asking your prospect better questions and building a strong, credible relationship with them. Read on to learn 5 tips for asking meaningful, exploratory, and courageous questions.

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Baseball, The Toad and Coaching Unresponsive Salespeople

Understanding the Sales Force

I walked into the house with Dinger and a baby toad hopped in with us, snuck under the closet door and disappeared. When I first spotted the toad, I thought it was a tiny piece of mulch and didn’t give it a second thought. When it disappeared into the closet, I thought about it a lot! Eventually, I found it and reintroduced it to the great outdoors.

Coaching 203
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Spearfishing vs shotgun

Sales 2.0

I was asked a great question during a recent conversation with a founder: When should you take a spearfishing approach to finding new customers and when should you use a shotgun? It depends on what you’re hunting. Large vs small How important is a particular company to you? What is the payoff for landing this account? When thinking of this payoff I recommend thinking of lifetime value (in terms of profit ideally not just revenue.

Account 195
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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.

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CEOs Discuss: Marketing as a Key Revenue Driver

SBI Growth

Marketing is an integral part of any successful go-to-market model, yet they are typically the most misunderstood, with many relegating them to the role of cost-center. What roles do they play in a B2B environment, and how can leaders transform marketing into a key revenue driver for their organization?

Revenue 177

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You Have to Stop Avoiding Difficult Conversations

Steven Rosen

Difficult conversations are as inevitable as they are necessary. These discussions, whether addressing underperformance, behavioural issues, or compensation adjustments, are crucial for maintaining a healthy sales environment and driving performance. However, a surprising number of sales managers avoid these critical conversations, a trend that undermines team potential and poses a significant threat to organizational success.

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The Death of Decision Making

Anthony Cole Training

There have always been two certainties in life – death and taxes. But I have now become convinced that there is a third certainty if you are a salesperson and that is the slow and painful death of decision making.

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7 Winning Strategies to Shorten Your B2B Sales Cycle

Sales and Marketing Management

From identifying potential leads, to successfully sealing the deal, here's a comprehensive guide to winning tactics that make your sales cycle less complex. The post 7 Winning Strategies to Shorten Your B2B Sales Cycle appeared first on Sales & Marketing Management.

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Was the Easter Sermon About Salespeople?

Understanding the Sales Force

Well was the sermon about salespeople? No, of course it wasn’t. But it sure as heck could have been. And although I’m beginning by referencing the sermon, this is not an article about Religion. The Priest was talking about Catholics who attend church only on Christmas and Easter. He was pleased to see a full house at all of the Easter masses and that those of us in attendance should urge our friends and family members to come to church.

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ABM Success Recipe: Mastering the Crawl, Walk, Run Approach

Shifting to an account-based marketing (ABM) strategy can be both exciting and challenging. Well-implemented ABM motions build engagement with high-value accounts and drive impactful campaigns that resonate with your audience. But where do you begin, and how do you progress from crawling to running? Watch now as Demand Gen experts delve into the essentials of each stage of the ABM process.

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Report: Four Steps to Revive Commercial Productivity

SBI Growth

Buyers today face a lack of consistency: from rapidly shifting priorities to uncertain regulatory environments, every step in the purchasing journey is plagued with second-guessing and hesitation. The main issue for commercial teams? Reset buying, where just as everyone in the buyer decision team gets agreement, changes happen and reset the progress that sellers have made thus far.

Report 177
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Business Began, But Now How Do I Scale??

Smooth Sale

Photo by Alexas Photos via Pixabay Attract the Right Job Or Clientele: Business Began, But Now How Do I Scale? ? The effort was highly challenging, but you did it—you started your own business. Clients love you, so they continue to send you referrals. You hoped you would have enough clients to stay afloat a while back, but now you are hoping for only a few more at a time.

Scale 162
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(2:42) “Essential Steps for Mastering Difficult Conversations”

Steven Rosen

In this 2:42 video, Steven Rosen and Colleen Stanley delve into the vital role of preparation in mastering difficult conversations with sales representatives. They stress the importance of sales managers dedicating time to pre-call planning, ensuring productive discussions. Additionally, they emphasize fostering a supportive environment where sales representatives feel heard and valued, enhancing team cohesion and performance.

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“Woe Are We,” And Other Hand Wringing Experiences

Partners in Excellence

Every quarter there is the inevitable rush to close deals, to hit our numbers. Yet there are so many challenges and barriers. The global economy/turmoil and continued layoffs/reductions, and shuffling of priorities–both within our customers, markets, and within our own organizations. The simultaneous promise/threat of AI, “Will it help me be more efficient or will it make me unnecessary?

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2 Retail Sectors That Are Completely Changing the Game: FMCG & Q-Commerce

Speaker: Joe Heather, Deliverect GM (UK&I) & Noah Hayes, Deliverect GM (US&CA)

Fast-Moving Consumer Goods (FMCG) and Quick Commerce (Q-commerce) are two vibrant sectors that have undergone significant transformations with the advancements in digital technology. With growing internet penetration and the proliferation of smartphones, consumers' purchasing habits have unsurprisingly evolved. They now demand quick, convenient, and seamless shopping experiences, which both FMCG and Q-commerce sectors strive to provide.

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Creating a Culture of Continuous Improvement Through AI and Communication

Sales and Marketing Management

AI-driven project management tools can be used to enhance your operations and embrace a culture of continuous improvement. The post Creating a Culture of Continuous Improvement Through AI and Communication appeared first on Sales & Marketing Management.

Tools 156
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The Data: What Percentage of Salespeople are Really Coachable?

Understanding the Sales Force

Dennis Connelly, Derek Baer and I were sharing our experiences coaching salespeople, sales managers and sales leaders, and comparing those who were and weren’t coachable. It wasn’t personal. It wasn’t about whether we liked them as people. It was about those who did or did not make changes and improve. When it comes to coaching up salespeople, there are many conditions that must be met.

Data 130
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Improve Your Email Prospecting with the HERO Framework

SBI Growth

Prospecting has evolved as automation has made creating, sending, and tracking multi-email sequences to prospects easy. Unfortunately, while sales enablement technology has dramatically increased the volume of prospecting emails you can send, it hasn't improved their effectiveness. Here is how you can increase your email prospecting odds using the HERO framework.

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Unleashing Creativity with Resin: A Sticky Business

Smooth Sale

Photo by Analogicus via Pixabay Attract the Right Job Or Clientele: Unleashing Creativity with Resin: A Sticky Business Have you stared at a resin block and wondered, “Now what?” Well, you aren’t alone. Resin art can be an endless source of creative stimulation. From immortalizing nature’s splendor to crafting custom jewelry designs, resin provides an excellent medium to channel creativity.

Chemicals 113
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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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A Leader’s Guide to Having Difficult Conversations

Steven Rosen

In this episode of the Sales Leadership Awakening Podcast, host Steven Rosen and Colleen Stanley delve into mastering difficult conversations, stressing preparation and agreement on the next steps. They highlight vital emotional intelligence skills essential for navigating these dialogues effectively. Practical strategies for delivering constructive feedback and fostering growth are shared, emphasizing the importance of stating intentions and fostering psychological safety.

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“Start With The End In Mind,” Our Disconnect With Customers….

Partners in Excellence

Habit 2 of Stephen Covey’s famous, “The Seven Habits Of Highly Effective People,” is “Start (Begin) with the end in mind.” Covey writes about the importance of having a destination or a goal, Knowing what we are trying to achieve forces us to focus on the things critical to achieving the goal. Without this, we wander aimlessly, perhaps without understanding what we are trying to achieve.

Customer 121
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Digital Transformation Must Be Viewed as a Continuous Journey

Sales and Marketing Management

By focusing on processes, organizations can navigate the ever-evolving challenges of the digital age, ensuring longevity and sustained success in a competitive landscape. The post Digital Transformation Must Be Viewed as a Continuous Journey appeared first on Sales & Marketing Management.

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7 Must Do’s for Closing a Sale Quickly

The Center for Sales Strategy

Sealing the deal is the ultimate goal of any business negotiation, but the path to get there is often fraught with obstacles and delays. Striking while the iron is hot can make all the difference. Closing a lucrative deal within a tight one-month timeline might seem like an impossible feat. However, with the right mindset, preparation, and tactics, it's a challenge that can be conquered.

Closing 116
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How to Leverage Intent Data for Better Outcomes

Speaker: Susan Spencer, Principal of Spencer Communications

Intent signal data can go a long way toward shortening sales cycles and closing more deals. The challenge is deciding which is the best type of intent data to help your company meet its sales and marketing goals. In this webinar, Susan Spencer, fractional CMO and principal of Spencer Communications, will unpack the differences between contact-level and company-level intent signals.

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Research: 4 Ways to Drive Value Creation in 2024

SBI Growth

Every quarter, SBI conducts surveys to learn how CEOs and other C-level executives are planning for value creation and about the go-to-market strategies and tactics that will get them there. This year, we found that while many CEOs are confident in their direction, few believe they have the right people in charge, and time to productivity is slowing.

Research 177
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How to Thrive Working in a Tough Environment

Smooth Sale

Photo by Geralt via Pixabay Attract the Right Job Or Clientele: How to Thrive Working in a Tough Environment Many people realize that they need to take almost any job to earn a wage. Nobody likes working in a precarious, tough, or even dangerous environment. However, if you need to work in a toxic workplace or perform a particularly tough job, learning the skills for thriving in these environments can help in the job and in life.

How To 106
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Grant Cardone’s 10X Growth Conference 2024 LIVE Updates

Grant Cardone

Business professionals from around the globe have gathered for the 10X Growth Conference 2024. Every year, Grant Cardone, invites celebrity entrepreneurs, trailblazers, and thought leaders to share insights with attendees that can change lives. This article covers the iconic event as it happens! Keep reading for the best-of-the-best moments… Day 1: TUESDAY APRIL 2, 2024 […] The post Grant Cardone’s 10X Growth Conference 2024 LIVE Updates appeared first on GCTV.

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Price, Cost, Value Propositions, Value Realization, Value Creation……

Partners in Excellence

“Value” is a critical concept in everything we do, but particularly when we are engaging customers, hoping to present a solution they will buy. Yet too often, we and our customers misunderstand the elements around “value,” as a result, we fail to leverage value to it’s greatest impact. Most of the time, we and our customers think of value in terms of the price/cost.

ROI 119
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Guide to Using Buyer Need Data

This guide explains how to use Buyer Need Data to identify prospects who could use your solution *before* they demonstrate intent.

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Getting Selling Down to a Science – Data Science, That Is

Sales and Marketing Management

The seller who genuinely understands their client wins consistently. Doing this in a systematic, repeatable and predictable way is what separates the best from the rest. The post Getting Selling Down to a Science – Data Science, That Is appeared first on Sales & Marketing Management.

Data 156
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How to Negotiate Pricing With Today’s B2B Buyers

SalesFuel

It’s common for sellers to have to negotiate pricing. SalesFuel’s research shows one-third of sellers say their price being “too high” is the top objection they hear from buyers. Price objections have long been a challenge. But selling to today’s cost-conscious buyers requires a more focused approach. In today’s environment, sellers are more informed than they’ve been in the past.

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Why is Talent the Quickest Path to Revenue Growth?

SBI Growth

In all my years of working with private equity (PE)-backed portfolio companies, their upside deal model is typically based on three key assumptions:

Revenue 177