Alice Heiman

MAY 11, 2023

She takes us through the entire gamut of building high performance sales teams. Social Media link: LinkedIn: Radhika Shukla | LinkedIn ​​You can learn more about and connect with Alice Heiman in the links below. But do these approaches work for smaller organizations? Absolutely!

Hiring 75

Hiring Microsoft Nonprofit Scale 75

Partners in Excellence

SEPTEMBER 30, 2022

Some misunderstanding we have about discovery. Another fundamental misunderstanding is that discovery is for us. We ask the customer lots of questions about their needs and requirements. Sometimes our discovery process is to help the customer think about needs that favor us and our offerings.

Selling Skills 66

Selling Skills Proposal Customer Closing 66

Janek Performance Group

JUNE 13, 2023

Intrigued, he asks the man about his profession and realizes that a college degree isn’t necessary, but being good with numbers and people is key. It reminds us that even in the face of adversity, we can find happiness by refusing to give up. .” This phrase should be written on the walls of sales offices everywhere.

Film 62

Film Face-to-face Hiring Decision Maker 62

Smooth Sale

OCTOBER 1, 2021

A smile came to me as I thought about the genius of Sudoku and what it can teach us about inclusion and diversity. You may be wondering how it can be creative or teach us about inclusion and diversity – so I will explain! The answer to the question, ‘What Can Sudoku Teach Us About Inclusion and Diversity?’

Hiring 78

Hiring Social Media Networking Media 78

Membrain

MARCH 24, 2021

As sales professionals, it’s easy to think about our jobs in terms of numbers: Quotas, forecasts, and commissions leading the way. It’s easy to forget the human side of things, and when you operate in a complex b2b world, it’s even easier to get caught up in technical details.

Commission 163

Commission Forecasting Quota B2B 163

KLA Group

AUGUST 21, 2023

You only get one chance to make a first impression. LinkedIn boasts a network of over 930 million users across more than 200 countries. That’s a lot of potential connections and B2B

LinkedIn 94

LinkedIn Company Networking B2B 94

MTD Sales Training

JUNE 20, 2013

On a recent trip to London, I called in at a Starbucks for a refreshment before visiting a prospect. I was in a great mood (I nearly always am!) and just wanted to have a drink while I prepared. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Prospecting 259

Prospecting 259

Pipeliner

OCTOBER 20, 2022

With cyber-attacks increasing, you should be especially proactive about enhancing cybersecurity. The post What Covid-19 Taught Us About Business Insurance appeared first on SalesPOP! Even though you likely won’t find coverage for pandemics, there are likely other areas where your business could be better protected.

Insurance 52

Insurance Insurance Policies Government 52

Partners in Excellence

MARCH 13, 2019

I’ve been having an email conversation with a colleague about, “Why are sales people so product focused in their sales outreach?” Why do we still see so many sales strategies dominated by, “It’s really about me, my product, and achieving my goals?” Yet, why do so many organizations fail to do this?

Face-to-face 92

Face-to-face Territories Forecasting Conversion 92

Sales Readiness Group

MARCH 27, 2021

“I think that’s what it’s all about: embracing change and being brave.”. The comedy is about an American football coach who moves to England after he’s hired to manage an English Premier League soccer team. While this line is very applicable to the events of this past year, it is actually taken from the Apple TV+ series “Ted Lasso.”

Hiring 118

Hiring Leads Marketing Qualified Lead Coaching 118

The Sales Hunter

JUNE 5, 2014

With that said, here are 5 things such a purchase teaches us about sales negotiation. $2 billion for a basketball team seems stupid to me. But that is what Steve Balmer, the ex-CEO of Microsoft, paid for the Los Angeles Clippers. Value is in the eyes of the buyer. It doesn’t matter what anyone […].

Negotiation 205

Negotiation Microsoft Selling Skills Buyer 205

Chorus.ai

JULY 2, 2020

Meeting volume is down only about 6% since January. Mike suggested that he’s enjoying less structure in meetings than he used to. “I I used to hate a meeting without an agenda,” he said. Now you need to make a more conscious effort to talk about these things, whether you’re listening on calls or setting more meetings.

Data 68

Data Face-to-face Call-back Meeting 68

Understanding the Sales Force

NOVEMBER 26, 2012

That's because humans love talking about people when they are down. Why talk about how fortunate the Patriots were when we can talk about how unfortunate the Jets were? The more common reaction though is, "How quickly it all unraveled for the Jets". We heard more of that than "How quickly it all came together for the Patriots".

Lead Rank 247

Lead Rank Lead Scoring Sales Qualified Lead Pipeline 247

Anthony Cole Training

AUGUST 22, 2016

We recently delivered a webinar specifically for one of our clients – BISA (Bank Insurance and Securities Association).

Insurance 120

Insurance Insurance Banking Webinar Metrics 120

Drift

DECEMBER 18, 2018

I was CEO of Siftrock at the time and wanted to learn about outbound sales development. 1 year ago I did a weird thing… I spent two months going from CEO to SDR. So I made myself “interim SDR” for two months and immersed myself into the world of prospecting. My favorite channel: Cold email.

Outbound 95

Outbound Marketing Channels Sales 95

The Accidental Negotiator

OCTOBER 25, 2019

The other side gets upset with us for some reason, they rant and rave and make a wide variety of threats, we try to keep things moving forward and ultimately if we are lucky we are able to reach a deal with them. They have no real background information about this person and they don’t know what is motivating them. Be Adaptable.

Negotiation 49

Negotiation Face-to-face Exact Lead Rank 49

BrainShark

JUNE 25, 2019

Believe it or not, the average salesperson can learn a lot from the Bachelorette’s over-the-top take on modern love.

83

83

Understanding the Sales Force

JANUARY 28, 2015

As most of you know, were absolutely clobbered by yesterday''s Blizzard of 2015 which gifted us with 34 inches of snow and even higher drifts. That evening, I made sure that each was fully charged so that if we lost power, three of us could recharge our 7 combined devices and remain connected and productive.

Course 120

Course Sales 120

The Center for Sales Strategy

JULY 12, 2018

Today, we are taking our sales strategy lessons from the pages of pop culture, and we're talking movies. Grab your popcorn and find a comfy seat, because we’re heading to the movies!

Strategy 60

Strategy Sales Coaching Training 60

Braveheart Sales

MAY 29, 2018

I’ve been rereading it, as I do occasionally, and keep observing so many parallels to sales and the emotional discipline it takes to truly be the best one can be, that I feel the need to write about it. The book is all about how to stay in the moment and focus on the target. Yogi Berra’s quote was about baseball.

Handbook 40

Handbook Sports Commission Sales 40

SalesforLife

JANUARY 1, 2018

Every year we analyze our client performance data to determine any new trends or derive patterns that accurately predict how successfully a program will aid in behavior change. After many client engagements around the globe, we found several key factors that drive behavior change and adoption. Here are the top five:

Enterprise 60

Enterprise Enterprise Trends Data 60

Lessonly

JUNE 25, 2020

And what’s crazy to think about is that behind every great meal is a chef who likely has honed their skills, made some mistakes along the way, and mastered their craft to create whatever dish you’re thinking of in your mind right now. What an old-school technique called Tournée-ing taught him about practice. I’m gonna go with no.

Positioning 26

Positioning Software Software LinkedIn 26

Lessonly

SEPTEMBER 10, 2020

And in this episode, he shared some of that wisdom with us. We talk about the value of failure often on Practice First because it always leads to learning, but what we don’t talk about is how hard it is to sign up for failure. To learn more about Ricky, rickykalmon.com is the place to go. Final Thoughts. Happy listening!

Pivotal 26

Pivotal Social Media Lead Rank Lead Scoring 26

Lessonly

JULY 9, 2020

We need to talk… about practice. Connect with us on social media ( Conner Burt or Ben Battaglia ) or shoot us an email at practice@lessonly.com to get the conversation started. Or click any of the tiles below to discover more of what we’re about at Lessonly! You can follow Morgan’s journey on Instagram.

Intent 26

Intent Face-to-face Social Media Travel 26

Lessonly

JUNE 25, 2020

To learn more about our brand new podcast, you can listen to the trailer and read up on why we launched Practice First in this blog post by show host, Ben. We hope you’ve learned as much from Sally as we did about feedback loops, preparation, and practice. Let’s get to the good stuff.

Travel 26

Travel Intent Lead Rank Lead Scoring 26

Sales Evangelist

MARCH 7, 2017

My guest today, Nick Raithel, shares with us how exactly you can do this. Derived from a concept called How to Write […] The post TSE 523: Actionable Insights Most of Us Are Not Even Thinking About appeared first on The Sales Evangelist. My guest today, Nick Raithel, shares with us how exactly you can do this.

Guarantee 40

Guarantee Exact How To Sales 40

Leading Results Rambings

JANUARY 24, 2019

When people visit your website, they want to know: How big you are. How long you’ve been in business. Where you’re located. The faces behind the products/services. What makes you special. Your core values. Why they should buy from you and not your competitor.

Face-to-face 45

Face-to-face How To 45

Lessonly

JULY 30, 2020

I don’t know if it’s the music, the costumes, the animals, the atmosphere, the colors, or the sheer talent of the performers, but something about the environment of a circus filled me with awe. I watched it a half a dozen times the month it came out and listened to the soundtrack non-stop. Oh, and as always, we’d love to hear from you!

Travel 49

Travel Social Media Google Software 49

Lessonly

DECEMBER 22, 2020

We wrote a bit about our customers on our blog earlier this month , and one of the things we highlighted was the creation of our virtual customer community, LlamaNation. And, we wanted to talk about it some more, so here we go! We care deeply about our customers. Enough from us, though. What’s the LlamaNation backstory?

Lead Rank 26

Lead Rank Lead Scoring Pivotal Training 26

Understanding the Sales Force

JANUARY 9, 2024

Back in August, I wrote an article about Dinger’s torn ACL and how the Veterinarian went about her sales process to strongly recommend (sell us) the most expensive surgery. She also set expectations by telling us that when a dog tears one ACL, it’s not uncommon for them to tear the other ACL.

Proposal 193

Proposal Call-back Account Conversion 193