INDUSTRY INSIGHTS YOUR PEERS ARE READING
By Tibor Shanto. Some may not like to say it, but there is a lot of theater in sales. Sometimes drama, sometimes comedy, at times tragic, but sales is a performance art. Once you accept that, it becomes easier to accept some of the up-front work, rehearsal and more that goes into a successful sale. MORE
Great salespeople don’t become great because of the training they receive. They don’t become great because of all the sales tools they employ. And they don’t become great because they are an expert in the mechanics of the sales process defined and promulgated by the experts. MORE
The Pros and Cons of Following Sales Playbooks. When you think of a “sales playbook”, what’s the first thing that comes to mind? If you’re thinking of a plan or guidebook for your sales team to follow, you aren’t too far off. MORE
By Tibor Shanto. At one time, I had a co-worker who had a bit of a problem with the horses. He always knew just the right horse, in the right race, cause “today was the day.” He handicapped it, and every day he knew why his timing was just right; each day, it was not. A lot of people in sales remind me of a conversation I had with Leon. They seem to be convinced that not only is sales about timing, but they have divined a way to leverage it to their advantage. MORE
I’ve been writing a lot about our Sales Execution Framework and a “Back To Basics” approach to sales management and selling. These articles have generated some interesting calls and reactions. Sales Management Sales Methodology Sales Training MORE
If you’re in inside sales management, then you know all about metrics. In fact, whenever I consult with new clients the owners and managers automatically begin showing me their call monitoring reports. MORE
Everyone wants more engagement at the trade shows and events they invest in. Everyone I know would like to fill their pipeline with qualified leads. Everyone I know would like to prove their ROI from events by showing how much revenue was generated from the leads they got. . MORE
A company’s values are its lifeblood. When done well, they guide us on how we truly want to operate both as a company and individually as we do our daily jobs. They should be a part of every decision made, which means they must have room to grow and change as a company matures. MORE
Did you know that you have some brilliant customers? The mindset of your mind dictates the mindset of your customer. When your mind is negative, it’s amazing how quickly your customer can have a negative reaction. MORE
It’s no secret time management is one of the highest requirements for succeeding in sales. Consistent questions heard within the industry are, “What are some ways I can improve my time management?” and “How can I be more efficient?”. MORE
Last night I was on Interstate 90, the MassPike, driving home from the airport in a wind-driven rainstorm. It was so bad I couldn't see the white lines that divide the three lanes nor could I see the Jersey barriers dividing the eastbound from the westbound traffic. MORE
At the risk of sounding preachy, we’re continuing what we started last week in the CONNECT2Sell series on Critical Thinking. Last week, we looked at truth as an absolute standard that buyers demand. MORE
The ability to see things from your customer’s perspective is a huge advantage in B2B sales and marketing. Buyers will always place more trust in a salesperson who treats them like a human being, not just a phone number on a lead list. MORE
One way to deal with price pressure (there are others) “Persist — with Justification.” ” If you can justify your terms, it is not necessary to change them. Example: WEAK: Seller: That will be $1500. Buyer: You must be joking! I will only pay $1000. Seller: How about $1200. MORE
Words can change your brain. That’s the conclusion of Andrew Newberg, M.D. and Mark Robert Waldman in their book by that title, and they should know. Sales Management Sales Methodology MORE
Senior Consultants at The Center for Sales Strategy are known for helping organizations grow their sales through training, the development of customized strategy plans, and coaching. MORE
Want happy employees, happier customers, and more revenue? The secret may surprise you… It’s as simple as a solid sales-to-service handoff. MORE
I was thrilled when the InsightSquared team asked me to guest post on their blog. I loved presenting at Ramp 2019 , and am excited to continue sharing all of the best practices we learn from our customers here at Chorus.ai. MORE
When I started selling technology I was told to get to the office at 8AM so I could cold call CIOs and catch them before their assistants came in. When I did succeed in catching a CIO on the phone (one in say 50 dials) they nearly all dismissed me as a time waster. MORE
Throwback Thursday Post: effective sales coaching Sales Coaching increase sales hire better salespeople consultative selling sales effectiveness training banking sales training professional sales training consultative sales coaching corporate sales training sales force performance management MORE
Author: Giles House Whether it be too many emails or not enough snacks in the kitchen, everyone has a set of pet peeves in the workplace. Salespeople, as a profession, are certainly not immune. MORE
The post Driving a Kick-Ass Coaching Culture: Dispelling Myths & Adopting Best Practices appeared first on Sales Hacker. Chorus Marquee Partner Sales Enablement Webinars MORE
Sales incentives are the number one driver of team performance. Improve your team's performance in 2020 with these five sales compensation planning tips. Incentive Compensation Sales Planning MORE
What's the most important tool in outbound sales ? If you said "a phone," you're right. Well, sort of. If you want to kick ass at cold calling , you need something way more powerful than a phone. MORE
Author: Ben Thoren This past May marked the one-year anniversary of Europe’s General Data Protection Regulation (GDPR), a data privacy regulation that has had a significant impact on the way enterprises process and store personal data. MORE
SalesTech Video Review: Unika. Unika is a sales enablement solution that offers a new world of knowledge sharing for sellers, partners, marketers, and prospects. MORE
Did you know that 60% of job seekers report having had a poor candidate experience in their job hunt? And, even worse, according to Career Arc , 72% of them shared those bad experiences with others (often on social media)! Are you burning bridges with your interview process? MORE
Sales training events are always considerable undertakings. When they involve a multinational corporation, however, the process becomes even more arduous. MORE
Recently, I had a discussion with a sales manager about how to connect with customers. This was no casual conversation; it was serious, because he was with a start-up company who had 18 months at best, to achieve critical mass. MORE
The Sales Hunter
OCTOBER 20, 2019
Did you know that you have some brilliant customers? The mindset of your mind dictates the mindset of your customer. When your mind is negative, it’s amazing how quickly your customer can have a negative reaction.
Sales and Marketing Management
OCTOBER 21, 2019
Author: Giles House Whether it be too many emails or not enough snacks in the kitchen, everyone has a set of pet peeves in the workplace. Salespeople, as a profession, are certainly not immune.
Connect2Sell
OCTOBER 16, 2019
At the risk of sounding preachy, we’re continuing what we started last week in the CONNECT2Sell series on Critical Thinking. Last week, we looked at truth as an absolute standard that buyers demand.
Anthony Cole Training
OCTOBER 17, 2019
Throwback Thursday Post: effective sales coaching Sales Coaching increase sales hire better salespeople consultative selling sales effectiveness training banking sales training professional sales training consultative sales coaching corporate sales training sales force performance management
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This best practices guide focuses on helping you organize, harness and capitalize on the information, buying signals and qualified prospects identifying themselves to you online every single day.
The Pipeline
OCTOBER 15, 2019
By Tibor Shanto. At one time, I had a co-worker who had a bit of a problem with the horses. He always knew just the right horse, in the right race, cause “today was the day.” He handicapped it, and every day he knew why his timing was just right; each day, it was not. A lot of people in sales remind me of a conversation I had with Leon. They seem to be convinced that not only is sales about timing, but they have divined a way to leverage it to their advantage.
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Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
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Mr. Inside Sales
OCTOBER 19, 2019
If you’re in inside sales management, then you know all about metrics. In fact, whenever I consult with new clients the owners and managers automatically begin showing me their call monitoring reports.
The Sales Hunter
OCTOBER 18, 2019
Recently, I had a discussion with a sales manager about how to connect with customers. This was no casual conversation; it was serious, because he was with a start-up company who had 18 months at best, to achieve critical mass.
Understanding the Sales Force
OCTOBER 17, 2019
Last night I was on Interstate 90, the MassPike, driving home from the airport in a wind-driven rainstorm. It was so bad I couldn't see the white lines that divide the three lanes nor could I see the Jersey barriers dividing the eastbound from the westbound traffic.
Smart Selling Tools
OCTOBER 15, 2019
The Pros and Cons of Following Sales Playbooks. When you think of a “sales playbook”, what’s the first thing that comes to mind? If you’re thinking of a plan or guidebook for your sales team to follow, you aren’t too far off.
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A step-by-step guide for building a comprehensive training playbook for your sales team.
Sales and Marketing Management
OCTOBER 17, 2019
Author: Ben Thoren This past May marked the one-year anniversary of Europe’s General Data Protection Regulation (GDPR), a data privacy regulation that has had a significant impact on the way enterprises process and store personal data.
The Center for Sales Strategy
OCTOBER 15, 2019
It’s no secret time management is one of the highest requirements for succeeding in sales. Consistent questions heard within the industry are, “What are some ways I can improve my time management?” and “How can I be more efficient?”.
Sales Hacker
OCTOBER 16, 2019
The post Driving a Kick-Ass Coaching Culture: Dispelling Myths & Adopting Best Practices appeared first on Sales Hacker. Chorus Marquee Partner Sales Enablement Webinars
The Pipeline
OCTOBER 17, 2019
By Tibor Shanto. Some may not like to say it, but there is a lot of theater in sales. Sometimes drama, sometimes comedy, at times tragic, but sales is a performance art. Once you accept that, it becomes easier to accept some of the up-front work, rehearsal and more that goes into a successful sale.
Speaker: Bryan Marriott, President, P1 Learning
eLearning cannot be a “one size fits all” proposition. It’s not enough to post 1,000+ courses and leave training up to chance. Join Bryan Marriott, President of P1 Learning, as he walks through the process of identifying learner needs, and then delivering training that specifically addresses those needs – in a short, effective, and entertaining manner.
Xactly
OCTOBER 16, 2019
Sales incentives are the number one driver of team performance. Improve your team's performance in 2020 with these five sales compensation planning tips. Incentive Compensation Sales Planning
Pipeliner
OCTOBER 16, 2019
Great salespeople don’t become great because of the training they receive. They don’t become great because of all the sales tools they employ. And they don’t become great because they are an expert in the mechanics of the sales process defined and promulgated by the experts.
The Center for Sales Strategy
OCTOBER 16, 2019
Senior Consultants at The Center for Sales Strategy are known for helping organizations grow their sales through training, the development of customized strategy plans, and coaching.
Membrain
OCTOBER 16, 2019
Words can change your brain. That’s the conclusion of Andrew Newberg, M.D. and Mark Robert Waldman in their book by that title, and they should know. Sales Management Sales Methodology
Advertiser: Interactions LLC
The quality of a customer care strategy can make or break a company, but simply resolving a customer service issue or complaint is no longer enough. Learn the 4 steps that address the major points you need to consider when building a customer care roadmap.
Nutshell
OCTOBER 21, 2019
The ability to see things from your customer’s perspective is a huge advantage in B2B sales and marketing. Buyers will always place more trust in a salesperson who treats them like a human being, not just a phone number on a lead list.
Close.io
OCTOBER 21, 2019
What's the most important tool in outbound sales ? If you said "a phone," you're right. Well, sort of. If you want to kick ass at cold calling , you need something way more powerful than a phone.
Smart Selling Tools
OCTOBER 20, 2019
SalesTech Video Review: Unika. Unika is a sales enablement solution that offers a new world of knowledge sharing for sellers, partners, marketers, and prospects.
The Center for Sales Strategy
OCTOBER 21, 2019
Did you know that 60% of job seekers report having had a poor candidate experience in their job hunt? And, even worse, according to Career Arc , 72% of them shared those bad experiences with others (often on social media)! Are you burning bridges with your interview process?
Speaker: Mike Kunkle, VP Sales Enablement Services, SPASIGMA
Most sales ILT (instructor-led training) has historically not been very effective, if we consider “effective” to mean “changes behavior, improves results, or produces a ROI.” In this webinar, sales enablement expert Mike Kunkle will break down how modern technology removes the need for ILT in sales training - and will also explain how to effectively integrate ILT into your modern training, if you want to continue using it!
Janek Performance Group
OCTOBER 15, 2019
Sales training events are always considerable undertakings. When they involve a multinational corporation, however, the process becomes even more arduous.
Guru
OCTOBER 15, 2019
A company’s values are its lifeblood. When done well, they guide us on how we truly want to operate both as a company and individually as we do our daily jobs. They should be a part of every decision made, which means they must have room to grow and change as a company matures.
Anne Miller
OCTOBER 15, 2019
One way to deal with price pressure (there are others) “Persist — with Justification.” ” If you can justify your terms, it is not necessary to change them. Example: WEAK: Seller: That will be $1500. Buyer: You must be joking! I will only pay $1000. Seller: How about $1200.
Membrain
OCTOBER 20, 2019
I’ve been writing a lot about our Sales Execution Framework and a “Back To Basics” approach to sales management and selling. These articles have generated some interesting calls and reactions. Sales Management Sales Methodology Sales Training
Speaker: Steve Benson, Founder and CEO, Badger Maps
A great sales team starts with a manager who’s a great coach. To stay competitive in today’s market, you need to implement a formal coaching approach that is aligned with your buyer’s journey and internal processes to drive results. Fortunately, Steve Benson is here to help you become that great coach.
Alice Heiman
OCTOBER 16, 2019
Everyone wants more engagement at the trade shows and events they invest in. Everyone I know would like to fill their pipeline with qualified leads. Everyone I know would like to prove their ROI from events by showing how much revenue was generated from the leads they got. .
Sales Hacker
OCTOBER 16, 2019
Want happy employees, happier customers, and more revenue? The secret may surprise you… It’s as simple as a solid sales-to-service handoff.
InsightSquared
OCTOBER 16, 2019
I was thrilled when the InsightSquared team asked me to guest post on their blog. I loved presenting at Ramp 2019 , and am excited to continue sharing all of the best practices we learn from our customers here at Chorus.ai.
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