INDUSTRY INSIGHTS YOUR PEERS ARE READING
Wondering what is the next emerging best practice in Customer Experience? Monetizing service. This is in addition the typical Customer Experience benefits of decreased churn and higher cross-sell/ upsell. Listen to how a sales leader leverages Customer Experience. Stay Ahead of the. MORE
How to Build a Revenue Stack with the Right SalesTech: with Nancy Nardin. This week, David, Anand and Chitra Iyer are joined by Nancy Nardin, creator of the Nancy Nardin Salestech Landscape, to talk about all things Salestech. MORE
World-class managers understand this essential element of hiring salespeople: talent is meaningless without FIT! As a hiring manager, considering fit as carefully as talent is critical to a successful hire. Unfortunately, some managers discover fit problems after they hire a seller. MORE
Today Chris Downie, CEO of Flexential, joins us to discuss the best practices in merging companies together. He provides insight into the checks and balances of company mergers and shares his experience forming Flexential from two legacy companies. Click here for. MORE
You may have heard about the benefits of LinkedIn voice messages. Many sales reps, including Morgan, are using them with great success. Of the 125 Morgan has sent, he’s seen 50 responses and booked 25 meetings. That’s a 40% response rate, and 20% success rate in getting next steps. MORE
As a recruiter, I hear from many founders and sales leaders regularly about how many salespeople they need and how quickly they need them. I know the pressure is on – many are handed very aggressive targets (I would actually say some are unrealistic ). MORE
Not many people dream of having a career in sales. Let’s be real here: sales was probably not your first choice. For many of you, although afraid to admit, sales wasn’t even your second, third or fourth choice. MORE
How many tie-downs and trial closes do you or your team use during their presentations? If you’re thinking, “What’s a tie-down? What’s a trial close?” then you’re in trouble…. In an earlier blog , I introduced the term, “Spray and Pray” as way to describe how many sales rep’s presentations go. MORE
Are you creating an experience that drives revenue and referrals? How much did you say that cost?” I asked the barista. I knew I heard him correctly, but I still couldn’t believe it was $5.50 for a cup of coffee—not a mocha, not a latte, not a cappuccino, just coffee. MORE
Author: Manny Medina, Max Atschuler and Mark Kosoglow The days of old-school communications have passed. In their stead, we have new modern sales communications that are data-driven, personalized, relevant, omnichannel, sequenced, and fully optimized for today’s sophisticated buyer. The following are the seven major business pain points solved by sales engagement: Business Pain Point #1: Not Optimizing for the Modern Buyer. MORE
By Tibor Shanto. No, I am not going to talk about green selling or climate change, not even sales change. The focus here is the actual environment of the buyer or environments. Environmentally friendly prospecting is about understanding and leveraging your mutual settings and events. MORE
If you have been to a trade show in the last 2-3 years, you know that trade show booths are becoming more and more spectacular. As a spectator just a few weeks ago, I attended one of the largest medical. MORE
Recently I interviewed Luke Goetting, Director of Puffingston Presentations for an Engaging Presentations video series I did with Prezi. His expertise is in "transforming stale business presentations into visually engaging stories." That's why I asked him to share his thinking with you. MORE
Episode 26: To my sales professional connections (and trainers). This podcast includes: Can we make a sale out of nothing? How to develop a sales strategy in 5 easy steps. A quote from Patricia Fripp. Take a look at this episode on [link]. The post Can We Make A Sale Out Of Nothing Developing A Sales Strategy & A Quote From Patricia Fripp appeared first on MTD Sales Training. MORE
During a cycle of change, you need to clearly and concisely communicate where the organization is heading to help your salespeople understand the future. What does the new structure look like? What are the new roles and responsibilities of the team members? Discuss the rationale for the change. MORE
Motivation doesn’t come from me, your boss, your spouse, or anybody around you. Motivation comes from within. It’s your destiny. It’s how you choose to see things. Motivate yourself this week, because you are the one who determines your success. MORE
Complacency in selling is not a new phenomenon. MORE
Have you ever stopped and wondered how many other salespeople are trying to get a meeting with the same prospect as you? It’s a pretty overwhelming number when you think about it. MORE
Emotional Selling Proposition – have you got one? We all know that sales are based mostly on emotion and the decision is backed up with logic. That’s the law of the salesperson! So, do we often come up with emotional selling points in our proposals? MORE
We tend to think of conversations as: one person speaks, then the other responds, back and forth, back and forth. For that reason, in sales conversations, we typically feel the need to address an issue as soon as it is raised, whether it’s via a question or a statement. MORE
Do shortcuts work in sales? Dave Kurlan reaching decision makers shorten sales cycle shortcuts MORE
This week I received a voicemail message from a salesperson that literally included everything but the kitchen sink. I don't recall listening to a voicemail that sounded like this before. I don't think voicemails like this are effective. I don't like voicemails like this. MORE
SalesTech Video Review: Bigtincan. Bigtincan is a Sales and learning platform that enables onboarding & training, coaching, call preparation, customer engagement & follow-up. It delivers a beautiful command center with quick access to content as well as learning material. MORE
. Sales is suffering from 9 brutal ills: The Bro Culture , . Lack of Coaching. . Too Product-Centric. Not enough salespeople understand the game/rules of sales. Too much reliance on selling tools. Not enough training in the industry/space. Too much activity management. MORE
By Tibor Shanto. Every mode of communication offers opportunities for proactive prospectors, which is why you don’t want to skip the phone. The phone offers a number of advantages absent from email, LinkedIn and other social platforms. It creates contact between two human beings. MORE
There's nothing worse than getting through an entire sales presentation only to hear, "That was great, but I just need some time to think this over." MORE
Your company story is compelling, at least to the leadership team. However, are your employees as invested in this story as you are? As the saying goes: “It is hard to read the label when you are inside the bottle.”. You sit at the helm of a large, 100-year old company. MORE
Instead of selling, what’ll you do all day long as a new sales manager? Not knowing the answer to that question will lead you astray. You’ll end up becoming the “sales prevention manager” instead of a sales manager if you get in the way of sellers making sales. MORE
The Pipeline
APRIL 23, 2019
By Tibor Shanto. No, I am not going to talk about green selling or climate change, not even sales change. The focus here is the actual environment of the buyer or environments. Environmentally friendly prospecting is about understanding and leveraging your mutual settings and events.
Sales Benchmark Index
APRIL 24, 2019
MTD Sales Training
APRIL 23, 2019
Emotional Selling Proposition – have you got one? We all know that sales are based mostly on emotion and the decision is backed up with logic. That’s the law of the salesperson! So, do we often come up with emotional selling points in our proposals?
The Sales Hunter
APRIL 23, 2019
Not many people dream of having a career in sales. Let’s be real here: sales was probably not your first choice. For many of you, although afraid to admit, sales wasn’t even your second, third or fourth choice.
Advertisement
Building brand awareness and acquiring customers is never easy, but how can you improve your marketing strategy with limited resources? Vidyard has you covered with their 3-in-1 guide on how to use video across your marketing efforts without breaking the bank.
Jill Konrath
APRIL 22, 2019
Recently I interviewed Luke Goetting, Director of Puffingston Presentations for an Engaging Presentations video series I did with Prezi. His expertise is in "transforming stale business presentations into visually engaging stories." That's why I asked him to share his thinking with you.
|
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
|
|
John Barrows
APRIL 24, 2019
You may have heard about the benefits of LinkedIn voice messages. Many sales reps, including Morgan, are using them with great success. Of the 125 Morgan has sent, he’s seen 50 responses and booked 25 meetings. That’s a 40% response rate, and 20% success rate in getting next steps.
Sales Benchmark Index
APRIL 19, 2019
Today Chris Downie, CEO of Flexential, joins us to discuss the best practices in merging companies together. He provides insight into the checks and balances of company mergers and shares his experience forming Flexential from two legacy companies. Click here for.
The Sales Heretic
APRIL 23, 2019
We tend to think of conversations as: one person speaks, then the other responds, back and forth, back and forth. For that reason, in sales conversations, we typically feel the need to address an issue as soon as it is raised, whether it’s via a question or a statement.
Connect2Sell
APRIL 24, 2019
Instead of selling, what’ll you do all day long as a new sales manager? Not knowing the answer to that question will lead you astray. You’ll end up becoming the “sales prevention manager” instead of a sales manager if you get in the way of sellers making sales.
Speaker: Claire Beatty, Editorial Director - Asia, MIT Technology Review Insights
Join Genesys for this webinar to learn how leading companies are using blended AI to drive customer intimacy and revenue growth.
Mr. Inside Sales
APRIL 22, 2019
How many tie-downs and trial closes do you or your team use during their presentations? If you’re thinking, “What’s a tie-down? What’s a trial close?” then you’re in trouble…. In an earlier blog , I introduced the term, “Spray and Pray” as way to describe how many sales rep’s presentations go.
The Sales Hunter
APRIL 21, 2019
Motivation doesn’t come from me, your boss, your spouse, or anybody around you. Motivation comes from within. It’s your destiny. It’s how you choose to see things. Motivate yourself this week, because you are the one who determines your success.
Sales Benchmark Index
APRIL 23, 2019
If you have been to a trade show in the last 2-3 years, you know that trade show booths are becoming more and more spectacular. As a spectator just a few weeks ago, I attended one of the largest medical.
Understanding the Sales Force
APRIL 22, 2019
Do shortcuts work in sales? Dave Kurlan reaching decision makers shorten sales cycle shortcuts
Advertisement
A blueprint for turning average performers into top reps.
Anthony Cole Training
APRIL 18, 2019
Complacency in selling is not a new phenomenon.
Steven Rosen
APRIL 24, 2019
During a cycle of change, you need to clearly and concisely communicate where the organization is heading to help your salespeople understand the future. What does the new structure look like? What are the new roles and responsibilities of the team members? Discuss the rationale for the change.
No More Cold Calling
APRIL 18, 2019
Are you creating an experience that drives revenue and referrals? How much did you say that cost?” I asked the barista. I knew I heard him correctly, but I still couldn’t believe it was $5.50 for a cup of coffee—not a mocha, not a latte, not a cappuccino, just coffee.
Sales Benchmark Index
APRIL 22, 2019
Wondering what is the next emerging best practice in Customer Experience? Monetizing service. This is in addition the typical Customer Experience benefits of decreased churn and higher cross-sell/ upsell. Listen to how a sales leader leverages Customer Experience. Stay Ahead of the.
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.
Understanding the Sales Force
APRIL 18, 2019
This week I received a voicemail message from a salesperson that literally included everything but the kitchen sink. I don't recall listening to a voicemail that sounded like this before. I don't think voicemails like this are effective. I don't like voicemails like this.
MTD Sales Training
APRIL 22, 2019
Episode 26: To my sales professional connections (and trainers). This podcast includes: Can we make a sale out of nothing? How to develop a sales strategy in 5 easy steps. A quote from Patricia Fripp. Take a look at this episode on [link]. The post Can We Make A Sale Out Of Nothing Developing A Sales Strategy & A Quote From Patricia Fripp appeared first on MTD Sales Training.
Sales and Marketing Management
APRIL 22, 2019
Author: Manny Medina, Max Atschuler and Mark Kosoglow The days of old-school communications have passed. In their stead, we have new modern sales communications that are data-driven, personalized, relevant, omnichannel, sequenced, and fully optimized for today’s sophisticated buyer. The following are the seven major business pain points solved by sales engagement: Business Pain Point #1: Not Optimizing for the Modern Buyer.
A Sales Guy
APRIL 24, 2019
. Sales is suffering from 9 brutal ills: The Bro Culture , . Lack of Coaching. . Too Product-Centric. Not enough salespeople understand the game/rules of sales. Too much reliance on selling tools. Not enough training in the industry/space. Too much activity management.
Advertisement
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.
Smart Selling Tools
APRIL 21, 2019
How to Build a Revenue Stack with the Right SalesTech: with Nancy Nardin. This week, David, Anand and Chitra Iyer are joined by Nancy Nardin, creator of the Nancy Nardin Salestech Landscape, to talk about all things Salestech.
The Center for Sales Strategy
APRIL 24, 2019
Have you ever stopped and wondered how many other salespeople are trying to get a meeting with the same prospect as you? It’s a pretty overwhelming number when you think about it.
Hubspot Sales
APRIL 19, 2019
There's nothing worse than getting through an entire sales presentation only to hear, "That was great, but I just need some time to think this over."
Babette Ten Haken
APRIL 24, 2019
Your company story is compelling, at least to the leadership team. However, are your employees as invested in this story as you are? As the saying goes: “It is hard to read the label when you are inside the bottle.”. You sit at the helm of a large, 100-year old company.
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.
Openview
APRIL 24, 2019
As a recruiter, I hear from many founders and sales leaders regularly about how many salespeople they need and how quickly they need them. I know the pressure is on – many are handed very aggressive targets (I would actually say some are unrealistic ).
Smart Selling Tools
APRIL 21, 2019
SalesTech Video Review: Bigtincan. Bigtincan is a Sales and learning platform that enables onboarding & training, coaching, call preparation, customer engagement & follow-up. It delivers a beautiful command center with quick access to content as well as learning material.
The Center for Sales Strategy
APRIL 23, 2019
World-class managers understand this essential element of hiring salespeople: talent is meaningless without FIT! As a hiring manager, considering fit as carefully as talent is critical to a successful hire. Unfortunately, some managers discover fit problems after they hire a seller.
179 
Let's personalize your content