The ROI Guy

JANUARY 11, 2017

As you and your team kickoff the New Year, there are some important research findings you should factor into your 2017 sales enablement and content strategy. Build trust – Providing 3rd party insights and research, customer case studies and proof points helps validate potential results with prospects and drive credibility.

Lead Rank 45

Lead Rank Lead Scoring Quota Scale 45

No More Cold Calling

NOVEMBER 29, 2016

Closing the sales year with a bang is nice, but if you’re not already getting a jump-start on business development for 2017, you’re running behind. Buyers are finalizing their 2017 budgets now, so reach out to your current clients and ensure you’re still on their radar. Building professional skills takes practice—deliberate practice.

Referrals 120

Referrals Cold Calling Lead Generation Social Media 120

Vengreso

NOVEMBER 18, 2020

Face-to-face meetings have been replaced by video conferencing, and many sales leaders are scrambling to train their sales teams on how to sell remotely. What is Remote Selling? The first thing you need to know is how remote selling is different from traditional selling or otherwise known as field sales.

Hiring 111

Hiring Face-to-face Lead Rank Lead Scoring 111

EyesOnSales

AUGUST 29, 2017

This is one of my favorite sayings, and I love to use it during training or during a speaking event. Think about it: If your prospect tells you at the end of your demo that they need to talk to their partner or spouse before they can make a decision, the right response isn’t, “Okay, when do you think I can call you back?”

Inside Sales 47

Inside Sales Scale Call-back Hiring 47

Customer Centric Selling

FEBRUARY 20, 2017

Pricing that was too high and/or lack of some particular feature or function are often the reasons given by prospects to salespeople after having competed for and lost a potential piece of business. Yours was better in almost every respect, but the prospect choose your competitor's offering. "I could have won that business.

Analysis 58

Analysis Channels Sales Up-Sell 58

InsideSales.com

OCTOBER 29, 2019

Do sales professionals lose their sales negotiation skills even with constant training, practice, and use? The Sales Associate Skills That Make a Great Representative. Being a great sales associate requires having skills and qualities. Plus, it helps you identify what your clients and prospects need.

Face-to-face 78

Face-to-face Scale Motivation Negotiation 78

CloserIQ

SEPTEMBER 11, 2018

Look Beyond Selling Skills. Great sales enablement managers know that sales can be taught, and that everyone can improve with the right training. They want tools that can measure content engagement from both reps and prospects. We’ve all heard the stories. They don’t lean too much on the actions of top performers.

Sales Enablement 95

Sales Enablement Hiring How To Collateral 95