Wed.Feb 10, 2016

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Choose Which of These Two Assessments are More Predictive of Sales Success

Understanding the Sales Force

This week a candidate for a sales position sent along his Predictive Index (PI) assessment so that we could compare it to his sales assessment from Objective Management Group (OMG). Most people have little sense as to how assessments compare to each other - and even more have experience only with personality and behavioral styles assessments. I was able to extract the dashboard from OMG's 21 page sales-specific assessment, and the graphics and selling summary from the 3-page Predictive Index beh

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THE THREE PILLARS OF PERSUASION

HeavyHitter Sales

Aristotle’s Advice for Salespeople Today: Logos, Pathos & Ethos.   Twenty-four hundred years ago, Aristotle described the three elements needed to move an audience--logos, pathos, and ethos--the intellectual appeal, the emotional appeal, and the speaker’s character and charismatic appeal. These classifications are just as applicable for today’s salespeople as they were back then.

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Employee Engagement Requires a MRI not Just an X-Ray

Increase Sales

Employee engagement is still dismal. Regardless if it is one-third or one-fourth of employees being actively engaged, those just engaged or actively disengaged are still way too many. The profit faucet continues to drip, drip, drip if not gush lost dollars. Many SMBs are now beginning to recognize the importance of using proven diagnostic tools such psychometric assessments to improve employee engagement.

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Sales Ops 101 for the New CEO

Sales Result

As a CEO, your margin for error is slim-to-none; there is no room for guesswork. Every choice you make has a major impact on your entire organization, so your decisions must be sound and your initiatives strategic. In order to meet the high expectations that come with your executive title, you need to be backed by good, clean data and metrics provided to you by the Sales Operations Manager.

Margin 63
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5 Inspiring B2B Marketing Campaigns to Take Yours to the Next Level

Your next big B2B marketing idea starts here. Get inspired with these five successful B2B marketing campaigns. Ready to generate more leads, interest, and revenue with your B2B marketing? In this comprehensive eBook, you’ll get: In-depth studies of five successful B2B marketing campaigns spanning a wide range of industries Key takeaways and lessons from each story to implement in your own strategy Resources to help your own B2B marketing thrive By submitting this form, you agree to have your con

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Coach Your Reps to Success with Brainshark

BrainShark

You may know Brainshark as the go-to source to enable your reps with powerful onboarding, training, and buyer engagement solutions. But even with great training and all the right tools for engagement, reps often still fail.

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How to Leave Meaningful Voicemails {VIDEO}

SalesLoft

Voicemails are a tough subject in the cold-calling world. You want to leave something memorable and meaningful, but you also want to keep it short and concise. Finding the right balance of those two concepts comes from practicing a few simple strategies. Salesloft Sales Development Rep Jay Warden is here to discuss those strategies for leaving memorable voicemails in your sales calls.

Video 52
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A Whale of a Celebration

Engage Selling

I was lucky enough to watch a pod of humpback whales pass by our beach yesterday. I was on the shore and you could easily see them off in the distance breaching continuously for 15 minutes or more. Why do whales breach? Some say communication, to signal danger, a change in direction, or to woo a […].

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Early B2B SaaS growth: How to go from 10 to 100 customers

Close

If you have your first 10 customers, congratulations! You’ve made it further than many startups. But now what?

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Optimal Incentive Compensation Plan Design for Successful Implementation

OpenSymmetry

We typically come across 2 scenarios with regard to plan design and automation. The first is just automate the design you have. The other is redesign the plan before automation. In the first scenario, the eager software sales rep wants to expedite the project start and does not want to introduce any delays in their sales pipeline. They are thinking about a potential 6-12 month delay in the sales pipeline, then delayed recognition of the software sale before the project can get underway.

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ABM Evolution: How Top Marketers Are Using Account-Based Strategies

In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.

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TSE 262: Sales From The Street-“Work-life Balance”

Sales Evangelist

Work-life balance is a myth! And we have Devon Bandison on the show today to debunk that. Devon’s career started in New York City, developing programs for at-risk youth and first-time fathers. Devon’s passion for leadership development led him to eventually start out his own business as a life and business coach where he works […] The post TSE 262: Sales From The Street-“Work-life Balance” appeared first on The Sales Evangelist.

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When to Qualify for Budget

Sales Gravy

Companies are stressing just setting an appointment with anyone who will listen, and then relying on the presentation being so strong that anyone with half a brain would jump all over it and buy.

Company 40
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TSE 263: “Selling The Intangible”

Sales Evangelist

Today’s guest is Jeffrey Shaw, an entrepreneur who’s been selling the intangible and has worked with several individual entrepreneurs, coaching them, and helping those with service-based businesses to be able to sell intangible products. Jeffrey has been a portrait photographer for over 31 years serving a very affluent clientele until seven years ago when he […] The post TSE 263: “Selling The Intangible” appeared first on The Sales Evangelist.

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Sales Tips: How to Get Buyers and Sellers onto the Same Page

Customer Centric Selling

Sales Tips: How to Get Buyers and Sellers onto the Same Page. By John Holland, Chief Content Officer, CustomerCentric Selling®. There are a number of pre-conceived notions from both sides that buying/selling is a zero sum game. There is a perception that there must be a winner and a loser from negotiations through implementations. One of the vendor slides I abhor comes late in presentations.

Buyer 40
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Supercharge Your Sales: 5 Steps to Effortless Selling

Sales teams often lose precious time hunting for updated sales materials, while marketing struggles to keep these assets accessible and current. It's not just about managing; it's about seamlessly finding, presenting, and sharing critical sales content. All of this takes place within an intuitive, unified platform. Dive into Showell's groundbreaking content management realm.

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TSE 264: 3 Phone Prospecting Strategies You Should Implement Today

Sales Evangelist

So, do you make phone calls to your prospects often? Well, it’s a very common part of sales….”using the phone” that is. In this episode I share some ideas you can implement to help with your sales prospecting. Here are the major takeaways: Leaving voicemails Do research and offer personalized information Leaving voicemails that stimulate […] The post TSE 264: 3 Phone Prospecting Strategies You Should Implement Today appeared first on The Sales Evangelist.

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TSE 265: Sales From The Street-“This Is How You Get A Referral”

Sales Evangelist

One of the best ways to grow your business is by getting referrals from your clients. Jeff Tockman is a consultant who helps his clients grow their business through referrals. Jeff is a power networker and very good at building relationships with others. In April of 2009, Jeff started Professional Social Networking Group (PSNG.org). He has […] The post TSE 265: Sales From The Street-“This Is How You Get A Referral” appeared first on The Sales Evangelist.

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TSE 266: 15 Secrets Successful People Know About Time Management

Sales Evangelist

Having time management and productivity issues? Well, our guest today, Kevin Kruse has this to say, “We can’t manage time but we can manage our attention, our energy, and our focus.” Kevin Kruse is a serial entrepreneur turned writer and speaker who is passionate about productivity and leadership. In this episode, Kevin discusses some important […] The post TSE 266: 15 Secrets Successful People Know About Time Management appeared first on The Sales Evangelist.

Energy 40
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TSE 267: Tough Questions Salespeople Should Be Asking

Sales Evangelist

What happens when a prospect tells you they don’t have the budget for it? What…cat got your tongue? Well, I’ve been down that road before and getting derailed from how you wanted your conversation to ideally flow can seem pretty daunting. So I’ve listed some tough questions that you can load in your arsenal so […] The post TSE 267: Tough Questions Salespeople Should Be Asking appeared first on The Sales Evangelist.

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The New GTM Playbook: 18 Ways to Future-Proof Your Sales Team

Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.

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TSE 268: Sales From The Street-“Everyday Selling”

Sales Evangelist

If there’s one guy that has taught me the way of the door-to-door world, it’s definitely Todd Altom. It wasn’t something I would love to go back doing, but it definitely brought great learning experiences that ushered the way to many great opportunities in my life. Based in the United States, Todd currently works for […] The post TSE 268: Sales From The Street-“Everyday Selling” appeared first on The Sales Evangelist.

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TSE 269: Questions Sales Talent Should Ask In An Interview

Sales Evangelist

Looking for a sales job? Well, you better prep yourself up for the interview and understand the importance of asking the hiring manager the right questions that will help gear you to success. Trust me, I’ve had a share of some bad questions and messed things up and you don’t want to make that mistake. […] The post TSE 269: Questions Sales Talent Should Ask In An Interview appeared first on The Sales Evangelist.