The Sales Heretic
JULY 9, 2014
'As a professional speaker and sales trainer, I am—as you might expect—a member of the National Speakers Association. Which means that last week I was in San Diego for the 2014 NSA Annual Convention. More than a 1400 of the world’s best professional speakers gathered for four days to learn from each other. The result [.].
Bernadette McClelland
JULY 9, 2014
'You don’t have to be a ball breaker. A couple of things happened on the way to the office this morning. #1 Thing – A female client, on reading The Challenger Sale book , told me she didn’t want to be perceived as a ball breaker by challenging her customers. The authors of this book surveyed thousands of salespeople and the highest performers had, what they dubbed, the challenger mindset (sounding alpha male and aggressive) and made up 39% of high performing salespeople.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
SBI Growth
JULY 9, 2014
'As head of marketing, you are tasked with helping sales make the number. Sales counts on you for a certain number of qualified opportunities. The expectations are high, and you must contribute to the company’s growth number each year. How are you doing this?
Bernadette McClelland
JULY 9, 2014
'You don’t have to be a ball breaker. A couple of things happened on the way to the office this morning. #1 Thing – A female client, on reading The Challenger Sale book, told me she didn’t want to be perceived as a ball breaker by challenging her customers. The authors of this book surveyed thousands of salespeople and the highest performers had, what they dubbed, the challenger mindset (sounding alpha male and aggressive) and made up 39% of high performing salespeople.
Advertiser: ZoomInfo
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.
The Sales Hunter
JULY 9, 2014
'You just landed a good sale — or at least you thought it was a good sale. Your hesitation in feeling great is knowing you had to give the customer a discount to close it. In your mind you feel the discount was necessary, due to the pressure the customer was placing on you. Little […].
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
SBI
JULY 9, 2014
'Let’s be real. No one likes to be sold. Today’s buyers are no different in that regard but there is one difference; they’re more rebellious than ever before. That’s because the Internet has sped the dissemination of information at an unimaginable rate and the information has emboldened buyers with a new level of purchasing control. The availability of paper and the invention of movable type spread the dissemination of ideas from the 15th century and on helping to spawn the European Renaissanc
Sales Training Connection
JULY 9, 2014
'Curious as to which sales blog posts have been most popular? So were we! We’ve compiled them for you into the Summer 2014 edition of the Best of the Sales Training Connection. Take a look … Technorati Tags: sales best practices , sales simulations , sales training , sales training articles , sales training best practices , sales training blogs , sales training curricula , sales training curriculum , sales training design.
Customer Centric Selling
JULY 9, 2014
'Sales Tips: How to Handle "Give Me Your Best and Final" Pricing. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Image courtesy of Winnond at FreeDigitalPhotos.net. Non-Key Players often ask sellers for “best and final” pricing. If a number is quoted, sellers cede control as well as margins.
Sales Gravy
JULY 9, 2014
Most human communication is non-verbal and sales decisions most often have a powerful emotional component, yet the average salesperson receives ZERO training in these realms. It's not news that Apple has been wildly successful.
Advertisement
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.
Jonathan Farrington
JULY 9, 2014
'The trend, during the last few years, has been toward technology-based Customer Relationship Management Systems (CRMs). Yet, research conducted by the Garner Group, has shown that the benefits a company can realize from any such innovation are dramatically higher when four vital components are in place together: * Technology (CRMs for example). * A clearly defined sales process. * Training and personnel development. * Performance-related compensation.
Sales Gravy
JULY 9, 2014
Why Cold Calling Isnt Dead and Other Myths Debunked! Myth Number One: Cold Calling is Dead A few years ago, when social media and social selling came out (sales 2.
Expert insights. Personalized for you.
330 
Let's personalize your content