INDUSTRY INSIGHTS YOUR PEERS ARE READING
This week’s Make It Happen Monday podcast guest is Katy Tynan of TESARO Inc. Katy and John have known each other for a very long time. Katy has tons of experience in Technology consulting, helping teams understand how to make humans and technology work better together. With this, Katy has extensive experience in career development and developing talent strategy. If you want to improve your game as a start-up, Katy is the person you need to see. MORE
Find out the four elements you need to consider and master to have a successful sales cadence. Keep reading to find out more. MORE
Branding is a key component in determining your success in sales and marketing. MORE
In this article, we discuss the "5 Keys to Sales Coaching", or the five critical steps you must know and execute in order to get the best effort and results out of your salespeople. They include: Insight. Feedback. Demonstrate. Role Play. Action Plan. Coaching salespeople is hard work and it helps to have a consistent and effective process to help keep you on course. MORE
By Tibor Shanto. It is not uncommon for people to use movies to make a point; those of us in the trade can all point to sales lessons learned at the movies. There are a lot of films that people like to point to as a means of highlighting a critical element of selling. MORE
Author: Lauren Boutwell As the field of sales enablement has evolved and matured, so, too, have its supporting technologies. Accordingly, video coaching has become a popular tool for driving readiness in sales organizations of all sizes and across industries. MORE
Your video marketing doesn’t work for me. Salespeople and content marketers, I don’t like watching your videos. I have to put my earbuds in, and that breaks my concentration. Video is not my learning style. I can read and get your point much faster than I can listen. MORE
“The only place where success comes before work is in the dictionary.”. Vidal Sassoon. The world remembers Thomas Edison as an inventor, but he was also a spectacular salesman. Edison understood that simply inventing a product, no matter how useful, was not enough. MORE
Market-leading companies develop and execute on strategies that are aligned to their customers expressed and unexpressed needs. This is often captured in a Customer Journey Map. While this tool is frequently used to prioritize operational improvement efforts, to deliver on. MORE
The first contractor got a proposal to us within a few days, the second contractor got a proposal to us later the same day and the third contractor gave us a price on the spot. On the responsive scale, the third contractor was the best. MORE
The Urban Dictionary defines the “Humblebrag” as: When you consciously try to get away with bragging about yourself by couching it in a phony show of humility. Humblebragging is subtly letting others know about how fantastic your life is while undercutting it with a bit of self-effacing humor. MORE
By Tibor Shanto. We’re all familiar with the expression “ The enemy of my enemy is my friend.” Not a moto for successful selling and retention, but maybe it has some purpose. At the core, the concept points how two unrelated parties can band together for a common cause. MORE
If you run a small company, you usually end up being one of your company’s early sales people. If you are in this position, this post may help you. It’s about an alternative way to get in front of your target buyer without cold calling. MORE
Author: Michael Deane Steve Jobs said, “You’ve got to start with the customer experience and work back toward the technology, not the other way round.” That credo helped him create one of the world’s most loved and valuable brands. MORE
B2B companies are waking up to the fact that to grow faster than their competitors, they need to differentiate their customer experience. Taking another lesson from outside of our industry, today we will examine how CX design elevated a restaurant. MORE
Over the last couple of months, I have had a number of clients share with me that they lost out on a couple of large deals that they had felt pretty strongly about. In each of those scenarios, my first question was, "Do you know why?" More often than not, the answer to my question was, “I’m not sure.” MORE
Have you given sufficient thought to building confidence in your sales team? It goes without saying, but confident salespeople perform better than those who lack confidence. MORE
LinkedIn is rapidly approaching 600 million users. With that kind of exposure, sales consultants are missing out big time if they aren’t using the medium effectively. InsideSales.com shows that 80% of B2B leads come from LinkedIn vs. 13% on Twitter & 7% on Facebook. It’s a simple no-brainer. MORE
As sales manager, you can focus on the short-term and drive sales results to meet this period’s goals. It’s a lather-rinse-repeat approach, and you’ll be doing exactly the same thing next period and next year. MORE
Transforming Sales: Why Sales Organizations Will Have to Consider Their Data Strategy. In this series, we ask SalesTech Executives to describe how their solution can transform sales in a significant way. This week I interview Henry Schuck , CEO of DiscoverOrg & Zoominfo. MORE
Our summer got off to a great start when G2, the peer-to-peer review site, announced that Chorus.ai ranked as a leader in G2’s Conversation Intelligence and Sales Coaching quadrants in both Momentum and Customer Satisfaction! MORE
If you run a small company, you usually end up being one of your company’s early sales people. If you are in this position, this post may help you. It’s about an alternative way to get in front of your target buyer without cold calling. MORE
The word “ secret ” suggests that there is knowledge available to others that is somehow unavailable to you. There are no secrets when it comes to productivity. Instead, there are principles and disciplines not widely taught or consistently followed. MORE
The sales world is changing fast. The tools and tactics that got the job done 10 years ago don’t stand a fighting chance of enabling sales or closing deals in today’s market. Staying competitive in sales means understanding changes in the customer journey and adjusting strategy accordingly. MORE
How can you tell if you have a weak value proposition? One telltale sign is that virtually no one responds to your emails or gets back to you on the phone. Selling Tools MORE
Are you in sales and looking to get promoted into management? This was the gist of a question Scott Barker posed on LinkedIn. MORE
A majority of sales people are so happy to get in front of a prospect that they sometimes allow them to control the sales process. qualifying prospecting Qualifying leads closing sales Business Development qualifying sales prospects sales preparation prospect engagement MORE
The biggest sale you will ever make is very similar to the biggest sale I ever made. The biggest sale you will ever make is the one you make to yourself when you start believing 100% that you can make a difference because of what you sell and the outcomes you create. MORE
Enhancing Sales & Marketing with Unika.ai. This in-depth demonstration of Unika’s Sales Enablement platform provides insights on how you can implement a comprehensive Sales Enablement program that focuses on Strategy, Process, and Technology. MORE
The Pipeline
JULY 23, 2019
By Tibor Shanto. It is not uncommon for people to use movies to make a point; those of us in the trade can all point to sales lessons learned at the movies. There are a lot of films that people like to point to as a means of highlighting a critical element of selling.
MTD Sales Training
JULY 23, 2019
LinkedIn is rapidly approaching 600 million users. With that kind of exposure, sales consultants are missing out big time if they aren’t using the medium effectively. InsideSales.com shows that 80% of B2B leads come from LinkedIn vs. 13% on Twitter & 7% on Facebook. It’s a simple no-brainer.
The Pipeline
JULY 16, 2019
By Tibor Shanto. We’re all familiar with the expression “ The enemy of my enemy is my friend.” Not a moto for successful selling and retention, but maybe it has some purpose. At the core, the concept points how two unrelated parties can band together for a common cause.
Sales 2.0
JULY 17, 2019
If you run a small company, you usually end up being one of your company’s early sales people. If you are in this position, this post may help you. It’s about an alternative way to get in front of your target buyer without cold calling.
Advertiser: Interactions LLC
In today’s hyper-competitive market, every business must become a customer experience-first business. Customer satisfaction has become more important than price or any individual feature. Read the new Tractica white paper to learn how important conversational AI is to your CX strategy.
Understanding the Sales Force
JULY 17, 2019
The first contractor got a proposal to us within a few days, the second contractor got a proposal to us later the same day and the third contractor gave us a price on the spot. On the responsive scale, the third contractor was the best.
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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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Sales 2.0
JULY 17, 2019
If you run a small company, you usually end up being one of your company’s early sales people. If you are in this position, this post may help you. It’s about an alternative way to get in front of your target buyer without cold calling.
MTD Sales Training
JULY 16, 2019
Branding is a key component in determining your success in sales and marketing.
The Sales Hunter
JULY 19, 2019
The biggest sale you will ever make is very similar to the biggest sale I ever made. The biggest sale you will ever make is the one you make to yourself when you start believing 100% that you can make a difference because of what you sell and the outcomes you create.
Mr. Inside Sales
JULY 19, 2019
“The only place where success comes before work is in the dictionary.”. Vidal Sassoon. The world remembers Thomas Edison as an inventor, but he was also a spectacular salesman. Edison understood that simply inventing a product, no matter how useful, was not enough.
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.
Connect2Sell
JULY 17, 2019
As sales manager, you can focus on the short-term and drive sales results to meet this period’s goals. It’s a lather-rinse-repeat approach, and you’ll be doing exactly the same thing next period and next year.
Anthony Cole Training
JULY 16, 2019
A majority of sales people are so happy to get in front of a prospect that they sometimes allow them to control the sales process. qualifying prospecting Qualifying leads closing sales Business Development qualifying sales prospects sales preparation prospect engagement
John Barrows
JULY 22, 2019
This week’s Make It Happen Monday podcast guest is Katy Tynan of TESARO Inc. Katy and John have known each other for a very long time. Katy has tons of experience in Technology consulting, helping teams understand how to make humans and technology work better together. With this, Katy has extensive experience in career development and developing talent strategy. If you want to improve your game as a start-up, Katy is the person you need to see.
Sales and Marketing Management
JULY 21, 2019
Author: Lauren Boutwell As the field of sales enablement has evolved and matured, so, too, have its supporting technologies. Accordingly, video coaching has become a popular tool for driving readiness in sales organizations of all sizes and across industries.
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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.
Jill Konrath
JULY 22, 2019
How can you tell if you have a weak value proposition? One telltale sign is that virtually no one responds to your emails or gets back to you on the phone. Selling Tools
Sales Benchmark Index
JULY 17, 2019
B2B companies are waking up to the fact that to grow faster than their competitors, they need to differentiate their customer experience. Taking another lesson from outside of our industry, today we will examine how CX design elevated a restaurant.
No More Cold Calling
JULY 18, 2019
Your video marketing doesn’t work for me. Salespeople and content marketers, I don’t like watching your videos. I have to put my earbuds in, and that breaks my concentration. Video is not my learning style. I can read and get your point much faster than I can listen.
Smart Selling Tools
JULY 23, 2019
Transforming Sales: Why Sales Organizations Will Have to Consider Their Data Strategy. In this series, we ask SalesTech Executives to describe how their solution can transform sales in a significant way. This week I interview Henry Schuck , CEO of DiscoverOrg & Zoominfo.
Advertisement
Salesforce users were surveyed about the forces shaping today's workplace. Discover the results and why investments in digital transformation and automation are pushing sales teams ahead.
Sales and Marketing Management
JULY 19, 2019
Author: Michael Deane Steve Jobs said, “You’ve got to start with the customer experience and work back toward the technology, not the other way round.” That credo helped him create one of the world’s most loved and valuable brands.
Engage Selling
JULY 18, 2019
Have you given sufficient thought to building confidence in your sales team? It goes without saying, but confident salespeople perform better than those who lack confidence.
Sales Hacker
JULY 17, 2019
Are you in sales and looking to get promoted into management? This was the gist of a question Scott Barker posed on LinkedIn.
The Center for Sales Strategy
JULY 22, 2019
Over the last couple of months, I have had a number of clients share with me that they lost out on a couple of large deals that they had felt pretty strongly about. In each of those scenarios, my first question was, "Do you know why?" More often than not, the answer to my question was, “I’m not sure.”
Advertisement
A step-by-step guide for building a comprehensive training playbook for your sales team.
Anthony Cole Training
JULY 19, 2019
In this article, we discuss the "5 Keys to Sales Coaching", or the five critical steps you must know and execute in order to get the best effort and results out of your salespeople. They include: Insight. Feedback. Demonstrate. Role Play. Action Plan. Coaching salespeople is hard work and it helps to have a consistent and effective process to help keep you on course.
Chorus.ai
JULY 16, 2019
Our summer got off to a great start when G2, the peer-to-peer review site, announced that Chorus.ai ranked as a leader in G2’s Conversation Intelligence and Sales Coaching quadrants in both Momentum and Customer Satisfaction!
Smart Selling Tools
JULY 22, 2019
Enhancing Sales & Marketing with Unika.ai. This in-depth demonstration of Unika’s Sales Enablement platform provides insights on how you can implement a comprehensive Sales Enablement program that focuses on Strategy, Process, and Technology.
InsideSales.com
JULY 23, 2019
Find out the four elements you need to consider and master to have a successful sales cadence. Keep reading to find out more.
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.
Base CRM
JULY 16, 2019
The sales world is changing fast. The tools and tactics that got the job done 10 years ago don’t stand a fighting chance of enabling sales or closing deals in today’s market. Staying competitive in sales means understanding changes in the customer journey and adjusting strategy accordingly.
Grant Cardone
JULY 19, 2019
The Urban Dictionary defines the “Humblebrag” as: When you consciously try to get away with bragging about yourself by couching it in a phony show of humility. Humblebragging is subtly letting others know about how fantastic your life is while undercutting it with a bit of self-effacing humor.
Anthony Iannarino
JULY 22, 2019
The word “ secret ” suggests that there is knowledge available to others that is somehow unavailable to you. There are no secrets when it comes to productivity. Instead, there are principles and disciplines not widely taught or consistently followed.
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