Smooth Sale

MAY 9, 2022

Times do change, and the tables turn. The argument for replacing the more senior staff with younger people was their lack of desire to continue learning to remain current. Higher salaries at stake. Sales Will Teach Us to Negotiate The Best Outcome. Attract the Right Job Or Clientele: Why Is It Smart To Hire Seniors?

Hiring 78

Hiring Negotiation Salary Energy 78

Partners in Excellence

NOVEMBER 27, 2018

” I’m not sure what I think about this issue, so I’m using the post to help me think through it and to get your input and ideas. In the face of all this, for the most part we are training our sales people in the same skills I learned many decades ago, and my predecessors learned decades before that.

Selling Skills 91

Selling Skills Face-to-face Banking Scale 91

Highspot

MARCH 31, 2020

Now is the time to rise to the occasion to give your sales team the support they need, ensuring that your training and content land internally and drive engagement externally. With the right technology and communication processes, you can keep your team informed, equipped, and ready for action.

Hiring 98

Hiring Channels Lead Rank Lead Scoring 98

The Spiff Blog

SEPTEMBER 9, 2022

Although sales leaders have long since accepted loss as part of the sales process, not every company is capitalizing on their losses or reacting to them in productive ways. But, when sales leaders treat every loss as a failure, they miss the opportunity to build a more motivated, productive, and effective sales team.

ROI 83

ROI How To Face-to-face Commission 83

Partners in Excellence

MAY 18, 2016

At its essence, sales is about finding customers who have problems we can solve, helping them understand why they should solve the problem, helping them commit to that change, and helping them solve the problem. We spend billions training people in those skills. The coup de gras is what customers think of sales.

Customer 50

Customer Sales Qualified Lead Lead Rank Lead Scoring 50

Partners in Excellence

SEPTEMBER 21, 2015

I’d like your take on it, because most sales training programs don’t seem to include these. First, all the usual traditional skills are table stakes. You just won’t be able to play in today’s world of complex buying. You might as well pack up your notebook and go home.

Selling Skills 48

Selling Skills Face-to-face Relationals Training 48

Hubspot Sales

NOVEMBER 2, 2020

This year, many brands were forced to drastically change sales tactics during the COVID-19 pandemic and the economic uncertainty that came with it. While some companies saw sales pipelines slow down dramatically , others saw them speed up to the point where it was challenging to keep up. Focus on the right sales metrics.

Analytics 135

Analytics Enterprise Enterprise Pivotal 135

Highspot

JUNE 22, 2021

Mastering new skills in sales is challenging, even for top sellers — to say nothing of the core selling techniques that reps need to be successful. Our guide to sales techniques breaks down the most common sales techniques reps should know and how to master them easily and effectively, including: What are the different approaches to sales?

Negotiation 82

Negotiation Buyer Objections Face-to-face 82

Revegy

AUGUST 27, 2020

Part 1: Ensuring and Growing Your COVID Renewal. Your customers need you to leap into action now more than ever before. As you tackle the second half of the year and strategize for next year’s success, double down on understanding your customers and how you can help them be more successful. Step 1 – Ensure Your Renewal.

Outsourcing Services 52

Outsourcing Services Lead Rank Lead Scoring Webinar Metrics 52

Mindtickle

DECEMBER 1, 2021

At Mindtickle, we work with sales leaders across a variety of industries, geographies, and markets. And while their organizational and competitive challenges vary, there’s one common challenge for every sales leader: ensuring sellers are ready to hit sales goals. An LMS is not built for sales enablement.

Sales Enablement 52

Sales Enablement Hiring Exercises Scale 52

Sales Training Connection

MARCH 6, 2015

Sales strategy. Today most senior leaders in B2B companies agree that having a superior sales team matters. Although it is difficult to develop a superior sales team, they know it is one of the few sustainable advantages left. In today’s market this level of competency is the table stakes for developing a superior sales team.

Vendor 50

Vendor Call-back Competition Strategy 50

Mindtickle

NOVEMBER 3, 2021

At Mindtickle, we work with sales leaders across a variety of industries, geographies, and markets. And while their organizational and competitive challenges vary, there’s one common challenge for every sales leader: ensuring sellers are ready to hit sales goals. An LMS is not built for sales enablement.

Sales Enablement 52

Sales Enablement Hiring Exercises Scale 52

Sales Hacker

OCTOBER 7, 2021

Women in sales often have a polarizing experience. Let’s flip the script: Your intellect, emotion, instinct, and empathy as a woman are what make you both a valuable human and invaluable company asset. Celebrate taking time off to be with your family, kids, pets, friends, or alone with your thoughts. Imbalance is okay.

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130

Partners in Excellence

JUNE 29, 2017

Unfortunately, as I talk to executives and sales people alike, particularly around skills and competencies critical to sales success, I get the impression we are focused on “where the puck is.” While there are great technologies that can help sales people, and things like AI offer great promise.

Hiring 53

Hiring Face-to-face Coaching Sales 53

SugarCRM

JANUARY 10, 2023

One of the first business applications of automation was in sales. Sales automation provides a great way for companies to simplify repetitive, time-consuming tasks like data entry and customer communications. What Is Sales Automation? How Does Sales Automation Help? Increase lead-to-sale ratios.

Sales Automation 26

Sales Automation Top of Funnel CRM Lead Rank 26

Crunchbase

JANUARY 15, 2021

Sales teams have always needed to be agile. To stay ahead of the curve, sales organizations have to adjust to address buyers’ needs and expectations. Years ago, this meant opening new avenues for sales and experimenting with different kinds of demonstrations. Sales: As hard as ever, now harder .

Face-to-face 52

Face-to-face Sales Cycle Forecasting Up-Sell 52

Close.io

OCTOBER 29, 2018

Sales productivity can be a pretty nebulous term. At its core though, sales productivity is all about increasing your number of sales for the amount of time you spend actively selling. Want all of our best sales productivity tools, content, advice and templates? Get access to The Sales Library now.

Lead Rank 117

Lead Rank Closing Lead Scoring Hiring 117

Vengreso

JANUARY 13, 2023

Even so, my sales book collection is mounting, thanks to the privilege of hosting Vengreso’s Modern Selling Podcast. Because I interview some of the world’s top influencers and authors, I knew I had to come up with a resource list of the best sales books for 2023. In fact, I find books a little overwhelming at times.

Paid Content 81

Paid Content Conversion Top of Funnel Hiring 81

Customer Centric Selling

DECEMBER 9, 2013

Sales Training Article: The Sales SVP Guide to Finishing the Fiscal Year. By Mark Synek, Sales Benchmark Index (SBI) For most of us, the fiscal year ends just 29 days from today. But depending on your company''s holiday policy, you may have as few as 15. Download the SBI Sales SVP New Year''s Guide here.

Training 45

Training Policies Channels Incentives 45

Close.io

AUGUST 28, 2018

Lend me your ear for a minute and I’ll tell you why it’s more than justified. How it’s used to help sales teams reach more people (faster and without wasting time), why it’s been one of the best-kept secrets of large sales teams for years and exactly why we’ve decided to launch it native in Close.io. That’s a big claim, I know.

Outsourcing Services 91

Outsourcing Services Hiring Call-back Lead Rank 91

Sales Hacker

MARCH 2, 2020

And for leveling up your sales skills, nothing beats a good sales book. So what are the best sales books for helping you reach peak performance? Have been recommended by sales professionals. Here’s how you can find the sales books that are most relevant to you. Sales Models and Fundamentals.

Top of Funnel 141

Top of Funnel Lead Rank Hiring Handbook 141

Salesmate

OCTOBER 4, 2021

Every company needs an effective sales structure or process if they want to scale their business. Behind every sale, there are various steps a salesperson follows. If your business lacks a streamlined sales process, it becomes extremely difficult to close deals and retain your customers. Table of contents.

CRM 52

CRM Face-to-face Top of Funnel Ideal Customer Profile 52

Hubspot Sales

MAY 3, 2018

Chatbots, AI, machine learning -- sales, like other industries, is changing rapidly, thanks to technology. But, at the end of the day, you still need to nurture prospects, close deals, and hit your quota. Where Will Sales Be in Five Years, and Where Has It Already Changed the Most? So, what does that look like in the year 2023?

Top of Funnel 137

Top of Funnel Hiring Lead Rank Sales Qualified Lead 137