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By Jeff Shore. Let’s be honest. If you’re in a sales funk you don’t need the same old advice you’ve heard before – think positive; visualize success; start a gratitude journal. That’s all good advice and could be helpful in working your way out of your slump. But I don’t want to talk about slowly inching your way out of a funk. I want to talk about vaulting out of that Godforsaken state and into top performance mode right now.
There are a number of reasons why a person might choose to pursue a career in sales. For one thing, sales jobs tend to be more plentiful and, therefore, easier to find and get. Additionally, even though some of us are more naturally gifted at selling than others, sales is a type of career in which virtually anyone can learn and thrive.
What Is a Sales Cycle? “Sales Cycle” refers to the specific actions salespeople follow to close a new customer. Sales cycles are often confused with sales methodologies. A sales methodology, such as the “ inbound methodology ,” refers to the framework for implementing the sales cycle. The sales cycle is more tactical, and often includes stages such as “prospect,” “connect,” “research,” “present,” and “close.”.
I am about to attend my third WISA NA Awards Gala. It is exciting NOT because I like to get dressed up (I don’t) but because of what I have learned as a judge, a mentor, and a media sponsor. Initially when I heard about an evening in gowns and black tie to celebrate women in sales and sales leadership, I was hesitant. We are professionals – business women – we don’t need a gala to attend to prove how effective we are at growing revenues and leading sellers.
AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.
By Amy O’Connor. Remember the 2003 romantic comedy “How to Lose A Guy in 10 Days” starring Mathew McConaughey and Kate Hudson? You know the one where her job assignment is to write an article for her magazine on all the things girls unknowingly do that make guys bolt? It’s cute to watch if you find yourself with nothing better to do on a Friday night, but I digress.
It’s a tale as old as time: You’ve got a high performing salesperson shredding through all their goals, and you want to reward them with a big, fat promotion. But within six months of the promotion, your high-flying performer is miserable, your sales team is doing worse than before, and you’re at risk of losing some of your best people.
This article was written just for you. From the moment you log in to Facebook, to the shows recommended to you on Netflix, to the questions you have for Google, the content you most enjoy online was customized and served up to you for a reason. We've seen this behavior on Amazon for a long time, where we get products we personally love shown directly to us.
This article was written just for you. From the moment you log in to Facebook, to the shows recommended to you on Netflix, to the questions you have for Google, the content you most enjoy online was customized and served up to you for a reason. We've seen this behavior on Amazon for a long time, where we get products we personally love shown directly to us.
Imagine you have an appointment with your ideal customer. The only constraint is that you can’t talk about your product. Could you make the call? What would it look like? I suppose you could talk about the weather, exchange chit chat about the World Cup, perhaps the latest baseball games or cricket matches. But that wouldn’t be very satisfying to you or the customer.
Some sellers (erroneously) believe that they should be attempting to sell to anyone and everyone. This is, counterintuitively to some, an excellent recipe to create a disaster. Here’s some important advice. Only sell to those who are ideal prospects.
Part 4 of this sales coaching series focuses on the right coaching goals for sales reps. Article overview: 1) Sales coaching is not a beat-down. 2) Sales Coaching: What salespeople say versus managers/leaders. 3) Don’t mistake a conversation for sales coaching commitment. 4) How to make your 1:1s count. 5) Stay in the inspiration business: Read the full coaching series.
Creating a resume from scratch can be a pain, particularly when you have limited design experience and your resume doesn’t extend beyond Times New Roman 1-inch margins in terms of flair. You want your resume to appear professional, but you also don’t need it to look exactly the same as every other resume in the stack. Fortunately, you don’t need to attempt any tricks you learned in a Photoshop 101 class to create a sleek and attention-grabbing resume.
Today’s buyers expect more than generic outreach–they want relevant, personalized interactions that address their specific needs. For sales teams managing hundreds or thousands of prospects, however, delivering this level of personalization without automation is nearly impossible. The key is integrating AI in a way that enhances customer engagement rather than making it feel robotic.
What are the secrets of writing a LinkedIn profile that will help you stand out? What should you mention in it? And, how can you use your LinkedIn profile to nail the job of your dreams? LinkedIn has been one of the most popular channels for job search for a long time now. Expanded Ramblings [ ] The post Five Tips on Writing a LinkedIn Profile for Career Success appeared first on Criteria for Success.
Last week I wrote a revealing article which showed that Sales Managers are even worse than I thought when it comes to coaching their salespeople. That article stimulated this great conversation on LinkedIn. Following that article I dug further into the same 9,000 rows of data to look at the role that tenure and experience have on sales management effectiveness.
I know what you’re thinking. “How to walk away from a business deal.? Wish I had the luxury to have a few of those…”. I get it. As salespeople, and especially as salespeople in today’s world, the pressure is greater than ever to deliver. Unattainable sales goals are very prevalent. Salespeople are missing their targets more than ever before. But here’s the truth—no matter how high the pressure or the stress , my 20 years of experience in sales has shown that bad business is never worth pur
This is a guest post written by Jamie Turner, founder of the 60 Second Marketer. He is an in-demand marketing speaker and author of the book entitled Go Mobile with Jeanne Hopkins, former VP of marketing at HubSpot. While email marketing may not get the attention some newer marketing channels get, it's still a terrific way for you to generate leads and convert more prospects for your business.
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.
Today’s case covers the topic of how to accelerate sales cycles and improve cash flow. Many companies think that sales cycles have to be as long as they are because of the complexity of the sale, but in most cases targeted coaching can greatly improve the length of the sales cycle.
The Unique Selling Proposition is a cornerstone to much of what we do in marketing and sales. At a high level, it’s supposed to be a compelling statement about who we are, what makes our solution different. Ideally, it is so compelling the customer immediately sees the light and issues a PO. All we have to do is position our USP in our web sites, our marketing materials, and our prospecting pitches, and we immediately capture the customers’ attentions.
Did you know that without a lead-capture form , your digital content can't generate leads? The lead-capture form is the main focus of a lead-capture page -- better known as a landing page. The ultimate goal of this page is to get your visitors to fill it out with contact information in exchange for a piece of content, such as an ebook. Because the formatting and design of your lead-capture form has a direct impact on your conversion rates, it's absolutely critical that you approach them wisely.
Speaker: Jay Allardyce, Deepak Vittal, Terrence Sheflin, and Mahyar Ghasemali
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.
Buying a car isn’t about the body or the engine. It’s about how you feel inside. The difference between a taxi and a Lyft isn’t really about price. It’s about the experience. Tiffani Bova , in her time as a distinguished fellow at Gartner and now as an evangelist at Salesforce, has seen countless companies let alone industries fall to the wayside by focusing on product and features while neglecting experience.
Sales coaching can get over-complicated. Here are four easy sales coaching tips, any one of which can help you become a more successful sales manager. The post 4 Easy Sales Coaching Tips to Improve Your Team appeared first on TopLine Leadership.
There are two fundamentals to maximizing your ability to win a deal–unfortunately, both tend to be executed very poorly. The first is Qualification, or as I like to call it, Disqualification. This focuses us on pursuing the right deals with customers that are committed to changing. The second is the Discovery Process. Too often, sales people skip right over this, going straight to pitching their products/solutions.
There’s plenty of science to suggest flexible work schedules are critical for happier, more productive employees, and a more successful company overall. For instance, take a look at this graph from The Economist , which shows that working fewer hours correlates with higher levels of productivity in the form of increased GDP (gross domestic product).
ZoomInfo customers aren’t just selling — they’re winning. Revenue teams using our Go-To-Market Intelligence platform grew pipeline by 32%, increased deal sizes by 40%, and booked 55% more meetings. Download this report to see what 11,000+ customers say about our Go-To-Market Intelligence platform and how it impacts their bottom line. The data speaks for itself!
In This Episode of The Buyer’s Mind with Jeff Shore: Johnny Quinn and Jeff talk about success. From tryouts in the NFL to becoming an Olympic athlete, Johnny Quinn knows about success and failure. As a sales professional, which voices you listen to can make all the difference. As Winston Churchill said, “Success is not final, failure is not fatal; it is the courage to continue that counts.”.
For any sales rep, picking up the phone to perform a discovery call is daunting. Even the most experienced reps consider discovery calls to be redundant, and sometimes awkward. But because discovery calls are a critical part of the sales process, it’s important to know what to say, and what to avoid. Our data team at Gong.io analyzed 519,291 sales conversations to discover what makes for a great discovery call, and how top reps determine whether or not the buyer on the other end is a goo
There are a few different reasons you might want to use a portable app, which is software that can run on a computer without being installed. First, if you often switch back and forth between your work and home computer, you can transfer a portable app via USB flash device, portable hard drive, or the cloud from one computer to another. This enables you to work on projects from different devices at your leisure.
AI is reshaping marketing and sales, empowering professionals to work smarter, faster, and more effectively. This webinar will provide a practical introduction to AI, focusing on its current applications, transformative potential, and strategies for successful implementation in your organization. Using real-world examples and actionable insights, we’ll examine how businesses are leveraging AI to increase efficiency, enhance personalization, and drive measurable results.
Long time readers might accuse me of asking a trick question. The obvious answer is, “Duuugggh Dave, it’s Sales Enablement……” But if you think about it, sales enablement is about helping our sales people achieve the highest levels of performance/productivity in executing our business strategies in the face of the customer.
Technology isn't just for work. Take advantage of these apps to make your personal life and this Fourth of July holiday a breeze. Technology plays a big role in our daily lives. Whether it’s keeping us safe, efficient, or simply for convenience…there’s an app for that. (more…).
Meetings are the lifeblood of a successful sales operation. The more you have, the more deals you can close. But—if we can be frank for a moment—the organizational and logistical work required for meetings is a total pain in the butt. Scheduling (and then inevitably, rescheduling them) is a tedious timesuck. Worst of all: Many of these scheduled meetings never even happen.
Starting a real estate business ain't for the faint of heart. What other industry requires you to cold call dozens of leads every day -- only to close approximately five deals in your first year (if you're lucky)? By most estimates, 87% of real estate agents fail within the first five years. But for those who have what it takes, starting your own real estate business can absolutely give you the seven-figure job of your dreams.
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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