Score More Sales

APRIL 20, 2016

This week I’m attending in and participating in LS16 – a Leadership Summit hosted by the AA-ISP, American Association of Inside Sales Professionals. This is a big annual event, and yesterday I met many people who were there for the first time and feeling a bit overwhelmed. Here are 5 tips for making the most of your time at an industry event. Experience has shown that most of us don’t do much pre-event planning, don’t maximize our time at the event, and definitely don’t follow up as we should.

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Trade Show Conference Maximizer Inside Sales 128

Anthony Cole Training

APRIL 20, 2016

The obvious metric to use to measure performance is the sales results of the individual. If they hit or exceed goal, all is good. So, that takes care of about 10 to 15% of your sales force. But, how about the rest of them? Sure, the numbers tell you they are not performing but, as an effective sales manager, you need to find out why. The only way to do that is to look at additional data points.

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MTD Sales Training

APRIL 20, 2016

Years ago I heard a piece of advice that is now committed the dustbin of time, and quite rightly too. Have you ever heard someone say ‘Oh, he has the gift of the gab; he should be in sales”? Ever heard that? Well, it may have been true in the days of snake-oil salespeople, where suckers queued up to buy from guys who could manipulate their way into anyone’s wallet simply by blinding them with science or speaking so much it overwhelmed the prospect into saying ‘yes’ even though they hadn’t got a

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Increase Sales

APRIL 20, 2016

At least once or twice monthly, I receive catalogs from organizations that deliver very expensive two to three day off site leadership and sales training. These learning engagements are directed to much larger organizations that can afford the $2,000 plus fees for these classes and seminars. The problem with these off site leadership and sales training events is they fail to leverage the HOW and WHY behind learning engagement.

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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.

Sales Cycle

Sales Training Connection

APRIL 20, 2016

Sales calls – ask questions. Today almost everyone has come around to the idea that “ asking questions ” is a critical sales skill. Asking questions is now accepted as a fundamental sales competency. Questioning is fundamental because it is used in every sales call and is required for developing advanced skills like negotiating and building customer relationships.

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Call-back Negotiation Examples Sales 63

Close

APRIL 20, 2016

On any given day, the sales and product team play by different rules. Little attention is really paid to the separation of the two. It seems only natural. There go the tech people. New features, roadmaps, and so on.

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SalesLoft

APRIL 20, 2016

Find out the sales development books that helped put Derek Grant on the map! To build up the sales development community and serve the needs of revenue generating teams around the world, an organization’s VP of Sales must be a fearless leader. Derek Grant joined our ranks last May as Salesloft’s new VP of Sales and is a proving to be a power player in the Atlanta SaaS startup scene.

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Partners in Excellence

APRIL 20, 2016

I’m seeing a trend toward increasing prescription in selling. By that, I mean marketing, sales enablement, or management are prescribing the activities, actions, scripts, conversations their people should be having. Many of the new technologies seem very focused at providing prescriptive guidance to the conversations sales people have with prospects and customers.

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Trends Sales Enablement Coaching Tools 48

The Brooks Group

APRIL 20, 2016

Ahh…the joys of top performers: They consistently crush their numbers. They come in with big wins when you need them most. They inspire your team. They’re hands-off. If only they could all be like that. And much of the time, they are. Unfortunately, there are a few top producers who, despite their peak performance, also have another side: an unwelcome sense of entitlement.

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Hiring Forecasting Sales Talent Coaching 45

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Sales

SalesLoft

APRIL 20, 2016

They were fighting like Democrats and Republicans in the months leading up to a presidential election. The funny thing? They actually worked for the same company! I was attempting to conduct an ordinary sales call, but had caught myself right in the middle of a catfight. Their argument? Should sales development reps should ask for permission for the call or should they just assume it?

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Top of Funnel Funnel ROI Cold Calling 52