STAR Results
AUGUST 2, 2021
The Fearless Sales Leader. Fearless sales leaders know that business success is defined as achieving an objective or goal. Sales leaders are accountable for making the company’s sales objectives and sales objectives equal success. As part of their role, sales leaders set the direction, create the culture, hire, develop, and retain top sales professionals, aiming to create an environment that facilitates success.
Iannarino
AUGUST 5, 2021
The Gist: You never get a second chance to make a first impression. Outdated approaches to sales, especially during first meetings, all but ensure a bad first impression. The key to a good first impression is the ability to create value for your client. You’ve been pursuing your dream client for months and have finally convinced them to meet with you.
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Anthony Cole Training
AUGUST 5, 2021
Here at Anthony Cole Training Group, we are always striving towards helping our clients achieve sales success. We interviewed our Sales Development Experts for a curated list of how to be successful in sales for 2021. Their advice includes successful sales traits, habits, and characteristics. Use this detailed resource to your advantage, and boost your sales success in 2021!
Veloxy
AUGUST 10, 2021
As time passes, there seems to be more and more tech tools at our disposal. These advancements offer businesses a solid opportunity to reflect on what is and isn’t working optimally in their day to day operations. It also helps pin point what exactly needs improvement and how tech can help companies work smarter, not harder. Artificial intelligence is among the most influential technologies of our time which business leaders across an array of industries can eagerly embrace.
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What if you could help your sellers stop wasting 72% of their day on non-selling activities and focus on bringing in revenue? Incorporating AI in your enablement workflows can help you cut down on busy work, get projects done faster, and let your team (and you!) focus on making a bigger impact. We put together this guide to show you how to use AI to cut time and costs for projects, including collateral creation, development of training videos, and automating tedious processes.
Tibor Shanto
AUGUST 24, 2021
By Tibor Shanto. If you follow this blog, you know our tag line is “execution, everything else is just talk!”; And the one thing in abundance in B2B sales, is talk, often just for the sake of talk, not communication. One thing people talk about are the attributes of successful salespeople, let’s make that a low bar, making quota. For many, including myself, a key attribute is curiosity; but it is one thing to talk about it, different to execute.
ClickFunnels
AUGUST 2, 2021
The post How To Do Digital Marketing – A Simple Step By Step Guide appeared first on ClickFunnels. You can’t expect to build a successful business if you don’t know how to do digital marketing. You need to be able to effectively promote your products online if you want your company to thrive in today’s fiercely competitive marketplace. Of course, that is easier said than done.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Iannarino
AUGUST 2, 2021
The Gist: It’s heresy to say so, but the sales process was designed to solve the sales organization’s problems. Creating a repeatable process for salespeople is supposed to ensure success, but it rarely creates value for clients. We are evolving our approaches too slowly and need to innovate faster. As you start to recognize how much professional sales has changed and how impotent the legacy approaches are, you start to realize just how many structures and strategies were designed to
Score More Sales
AUGUST 9, 2021
In a recent post , I shared the calling strategy from Ryan Reisert that proves how your math of sales has been lying to you. If you are a sales leader that says more calls equal more meetings, that is not true. Ryan proves that time and time again.
Veloxy
AUGUST 6, 2021
For sales representatives, there’s nothing more attractive than closing calls. These are calls where the deal gets moved across the line, contracts get signed and reps earn their commissions. Unfortunately, closing calls depend on who you’re selling to and could take you tens of hours. This is where discovery calls come to the rescue. Round one of almost all sales pits you against a prospect in the ring by way of discovery call.
Tibor Shanto
AUGUST 31, 2021
By Tibor Shanto. While the calendar may not agree, Labor Day, from a sales standpoint, is the end of Summer. Vacations over, back to work, finishing the year and setting the table for next year. While this year is no different, there is greater anticipation in light of vaccine and people’s back to work attitude. Much more than in other years, it is important to get ahead of things, and take steps to prepare for the post Labor Day sprint.
Speaker: Jay Allardyce, Deepak Vittal, and Terrence Sheflin
As we look ahead to 2025, business intelligence and data analytics are set to play pivotal roles in shaping success. Organizations are already starting to face a host of transformative trends as the year comes to a close, including the integration of AI in data analytics, an increased emphasis on real-time data insights, and the growing importance of user experience in BI solutions.
ClickFunnels
AUGUST 2, 2021
The post Why You May Want To Hire A Lead Generation Specialist appeared first on ClickFunnels. Sales are the lifeblood of any business. And lead generation is how you keep your sales pipeline full. But as an entrepreneur, you likely already have too much on your plate, so you may not always be able to give it the attention it deserves. However, neglecting lead generation can have disastrous consequences.
STAR Results
AUGUST 26, 2021
Sales Manager’s Success Checklist. Do you have a success checklist to see if you are on track for a successful year? How can you assess if you are on track? It is far too early to look at sales early. Go through the checklist below and see how many items you have completed ensuring that you are on track. Here are the top 10 questions you should ask yourself and your sales managers to gauge if you/they have set the foundation for success.
Iannarino
AUGUST 3, 2021
The Gist: The way to a second meeting is a valuable first meeting. The reason clients disengage is because the conversation isn’t one they find valuable. A lot of legacy practices prevent second meetings. You never get a second chance to make a first impression, which means you have a lot riding on your meeting with a new client. That first meeting can end with you impressing your client by using their time wisely and making the experience a valuable one, moving both of you forward in the
JBarrows
AUGUST 20, 2021
Doug Landis, Growth Partner at Emcap, joins John this week to discuss the shifting roles of sales due to product-led growth and how companies can adjust in order to evolve. This episode is especially important for the mid-tier 50% of reps that want to further their sales career. Doug and John discuss how over half of the reason people buy anything is due to the experience, and Doug talks about how he qualifies that experience.
Speaker: Brendan Sweeney, VP of Sales & Devyn Blume, Sr. Account Executive
Are you curious about how artificial intelligence is reshaping sales coaching, learning, and development? Join Brendan Sweeney and Devyn Blume of Allego for an engaging new webinar exploring AI's transformative role in sales coaching and performance improvement! Brendan and Devyn will share actionable insights and strategies for integrating AI into coaching and development - ensuring personalized, effective, and scalable training!
Veloxy
AUGUST 6, 2021
700 unread emails, 20 voicemails and over 50 unanswered text messages – that’s what one of our semi-busiest buyers’ phone looks like every day. I use semi-busy because Veloxy’s busiest clients were obviously too preoccupied to even bother with the tally (tally here meaning the IT guy). But what came as a surprise was that these weren’t even sales calls or spam mail.
Tibor Shanto
AUGUST 17, 2021
By Tibor Shanto. Choice , such a nice word, makes everyone who offers or receives one feel good: and for all the wrong reasons. But in reality, and in sales it will almost always work against you. I’ll go further, it is a clear indicator of laziness and lack of professionality. Yet for the all the usual reasons, salespeople and pundits swear by and depend on it.
Partners in Excellence
AUGUST 18, 2021
Probably one of the weakest areas of buying and selling I see is “qualifying.” As sales people, there are dozens of acronyms, if any are applied, you have a “qualified deal.” BANT is the grandfather of all of these, but others have come up with their own alphabet soup pushing their approaches. These can be helpful if applied, but too often, sales people don’t apply them in a disciplined fashion.
STAR Results
AUGUST 12, 2021
Executive Coaching Gets Results. The Harvard Business Review reported that Executive Coaching is a $1 billion industry. In certain countries, as much as 88% of companies use coaching. A few years later, it seems that it’s not slowing down any time soon. So what’s driving this growth? Results. Plain and Simple. The case for executive coaching is that it’s working.
Speaker: Laura Noonan, Chief Revenue Officer at CallFinder + Angie Kronlage, Director of Program Success at Working Solutions + April Wiita, Vice President of Program Success at Working Solutions
Are you still manually reviewing calls? 🤔 It's time for a change! The traditional method of manual call monitoring is no longer cutting it in today's fast-paced call center environment. Industry experts Angie Kronlage and April Wiita from Working Solutions are here to explore the power of innovative automation to revolutionize outdated call review processes!
Iannarino
AUGUST 8, 2021
The Gist: It is no longer enough to identify your client’s problem, especially when it’s already well-known. Less than half of salespeople reach their quota and more than half of buyers don’t change, evidence that what we’re doing isn’t working. To solve your client’s problem, you have to solve the problems that prevent them from solving the problem.
Gong.io
AUGUST 24, 2021
This article is part of the Gong Labs series, where I publish findings from our data research team. We analyze sales conversations and deals using AI, then share the results to help you win more deals. Subscribe here and follow me to read upcoming research. Three days ago, I sent a flawless cold prospecting email. . It was personalized, to-the-point, and had a highly effective CTA. .
Understanding the Sales Force
AUGUST 25, 2021
Yesterday I watched a toad walk across the outdoor side of our kitchen window. Picture it! I wish I had video but it ran so counter to what I have observed toads doing over the past 65 years that I froze. I performed a google search and found exactly one image of a toad on a window. Please understand that the dirty window and sill are not mine - I found the image via a Google search.
Tibor Shanto
AUGUST 5, 2021
By Tibor Shanto. Helping people adopt new skills and habits can take many forms. One proven way is to use analogies from different yet relatable practices. In sales the go to is often sports, and one can understand why. The stats, competitiveness, playbooks, execution, individual contribution to the team effort, and more. No issue with that, but I prefer to use investment and the financial markets, primarily because of the focus on value.
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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.
ConversionXL
AUGUST 10, 2021
90% of Instagram users follow at least one business account and 83% of people discover new products through their Instagram feed. Amassing a large following on Instagram can help you at every stage of the marketing funnel—from bolstering brand awareness to driving conversions. In this post, we’ll walk you through how to use Instagram to get in front of more people and incentivize them to become engaged followers. 7 principles to effectively grow your Instagram following.
Partners in Excellence
AUGUST 3, 2021
Every two weeks, on Friday afternoon, I have a call with Brent. Once a month, on Saturday mornings, Ned and I speak. Mitch and I speak monthly, Jill and I speak monthly Kelly and I speak about every six weeks, Rene and I have a talk every 4-6 weeks. The list goes on, it’s about 15-20 people. Tamara, Hank, Glen, George, Scott, Mike, Howard, Shari, Alice, Charlie, Bert, Maria, and more.
Iannarino
AUGUST 6, 2021
The Gist: We have reached peak email prospecting, the point when its effectiveness begins an inevitable decline. Two emails aren’t better than one, and any more than two undermines your goals. It’s time to reimagine email’s role in prospecting. Every day, your clients wonder if they’ve been sentenced to one of the lower levels of Hell, perhaps a floor or two above politicians and attorneys.
Membrain
AUGUST 18, 2021
Top performing sales teams aren’t just teams, their training isn’t just training, and they don’t just use software. The best sales organizations are much more than a collection of parts - they’re a coordinated system made up of many smaller and interrelated systems.
Speaker: Jay Black, Senior Account Executive
Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an
Understanding the Sales Force
AUGUST 5, 2021
We've gone from don't wear a mask, to wear a mask, to wear 2 masks, back to no need to be masked and now back to wear masks indoors, even if you have been vaccinated. CDC Guidelines change almost weekly, often lack the science to justify their recommendations, don't take local conditions into consideration and are usually very confusing to say the least.
Tibor Shanto
AUGUST 3, 2021
By Tibor Shanto. Dynamics is a critical part of most interactions, core to nonverbal communication, which itself accounts for 80% plus of communication. The most dramatic pieces of music feature a full range of dynamics, often contrasted in unexpected ways. The best composers understand dynamics and can create just the right dynamic tension to thrill and win the audience.
SalesProInsider
AUGUST 4, 2021
Has This Ever Happened to You? Have you ever had a conversation scheduled with someone and yet you were distracted by something right up until the time of the meeting? Maybe something was happening on your phone or in your office. Maybe there was a television screen in the background that kept capturing your attention. That distraction is a detriment to having a productive conversation, to having the kind of information exchange that is needed to help somebody who is considering your service or
Partners in Excellence
AUGUST 4, 2021
My friend, Orrin Broberg, wrote a great post: 5 Critical Sales Enablement Mistakes To Avoid. His first point was stunning in it’s simplicity, we fail to give sales people what they need. It’s a critical issue, we have to understand, at a deep level, what sales people need to perform at the highest levels possible. But, too often fail and as a result, actually adversely impact performance or waste money, time, resources.
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Every marketer knows how important it is to prove their efforts drive sales opportunities, but that’s easier said than done. When problems like sales and marketing misalignment, lack of data, and wasted efforts persist, marketers can’t measure, prove, or increase their impact on revenue at a time when demonstrating marketing value is critical. Using analyst and expert data, this guide to marketing impact and content attribution explains: How B2B buyers use content The most common types of conten
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