INDUSTRY INSIGHTS YOUR PEERS ARE READING
Becoming a great at selling - or anything else for that matter - is about making adjustments. In order to make an adjustment you need feedback - something you see, hear or feel that informs your ability to adjust. Take Baseball for example. MORE
Here are 3 tips, 1 quote, and 1 resource to end your week. Hiring tip #1: If you are looking to hire more women on your sales team, hold an event at your offices quarterly (or twice a year) and get the Women Sales Pros guide on how to do it to widen your recruitment pipeline. MORE
The Not So Secret Way to Crush Your Numbers. Earlier this year I published an article titled 5 Ways to Create a Successful Sales Coaching Program. MORE
A candid interview with Jill Konrath and Synchronoss’ Director of Legal Operations, Dana Huppert. Legal Operations might work behind the scenes of the General Counsel … but ops wears the pants on tech purchase decisions. MORE
Author: Rick Garlick and Bob Nelson Several years ago, a company came up with a creative way to recognize its top performing employees. Through a nomination process, a select group of high achievers would be given a couple of days off from their normal jobs, flown to a nice venue, and asked to participate in a series of “think tank” exercises with senior management on how the company could operate more effectively. MORE
I have said it before and I will say it again – SALES MANAGERS ARE STRUGGLING! Only 10-20% of Sales Managers are Crushing It! The rest are struggling to make their sales numbers. They find themselves overwhelmed, overstressed and lacking the tools and training to be the best they can be. MORE
We all know the famous saying, “you can’t teach an old dog new tricks” This can be applied to the way many organizations have trained their Buyers to buy, particularly in Q4. Discounts become the primary weapon of sales reps. MORE
When someone says “That’s good value!” what do they mean? Well, there are a number of ways of interpreting value and it can mean different things to different people. For some of your customers, it could mean the actual price they are considering paying. MORE
Author: Ryan Myers You don’t have to reinvent the wheel every time you write an email to make it compelling. You just need to clearly articulate your value in a way that’s specific, relevant, and urgent to your audience. MORE
Regardless how we sell, our customers are trying to achieve one thing when they buy. They are trying to achieve some very specific outcomes. Those outcomes may be all over the place—solve a problem, address an opportunity, enable other things to happen. MORE
61 million LinkedIn users are senior level influencers and 40 million are in decision-making positions. There are 87 million millennials on LinkedIn with 11 million in decision-making positions. LinkedIn has almost 600,000 users in more than 200 countries ( OmniCore ). MORE
Referrals aren’t favors. Salespeople often downplay the importance of referral networks or just don’t know how to ask for a referral. Don’t get distracted; don’t get embarrassed. Relationships and referrals are what business is all about! MORE
Has your company got a new product in development? Is it working its through your organization, from R&D, to Product, getting feedback from Marketing and Sales and gaining fans and momentum as it travels? Perhaps it’s been described, prototyped, or. MORE
What’s the ONE thing you all wish for this season? More money, right? If you’re in sales, then the way to make more money is to close more sales. It’s that simple, isn’t it? And if you’d like to make more sales, then you need to upgrade your selling skills. Would you be willing to spend just $18.30 MORE
High-potential employees comprise the next generation of leaders within your company. As you look toward succession planning or assigning resources to key strategic initiatives, the pool of high-potential employees is where most companies look to for resources who can solve. MORE
“I’ll need some time to digest what you just said.”. As a younger, less experienced rep, I used to think this phrase was awesome. MORE
Subscribe to Selling With Social. Apple Podcasts | Stitcher | Google Play | Google Podcasts. Every sales professional wants to be closing sales on a higher level. But what most of us don’t realize is that we don’t achieve that through learning better sales techniques. MORE
The discovery phase of the sales process is important but often overlooked or cut short. When asked, sellers usually say they don’t conduct thorough discovery because it takes too long. They’re concerned that their buyers won’t give them enough time and/or don’t feel they have enough time themselves. MORE
In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. This week I interview John Steinert , CMO of TechTarget. MORE
When qualifying , you bring value to your prospects, clients, and yourself through the questions you ask -- but only if they're good questions. Allow me to introduce you to a concept I call "high-value questions.". MORE
I have spent an entire career in sales since my early 20’s being called a guy. Filling out forms that said “Salesman Number”. Being invited to sales incentive and award events at cigar bars. sales leadership B2B MORE
It's easy to sell to prospects who are already interested in your product. They've done some preliminary research and decided you're a potential solution. Now all you need to do is answer some questions, get in front of the right people, and make sure they opt for you over the competition. MORE
Author: Patrick Foster Instagram has become one of the most popular social networks in the world?—?it it now has 1 billion users ! While it may be known for its popularity among celebrity influencers, it also is an important channel for brands that use it to advertise their products. MORE
Payless—the discount shoe retailer—recently pulled off a brilliant stunt: they sold fake designer shoes at a fake designer store. And the ruse carries lessons for anyone in sales and marketing. Payless took over a former Armani store in a mall in Santa Monica, California, and named it “Palessi.” (I MORE
Frequently I am asked the following question: “How do I keep my salespeople motivated to sell?”. sales motivation motivating sales people Motivating building sales team sales advice MORE
Around this time ten years ago, the US economy was famously tanking. I remember it well as revenue at Objective Management Group dropped by more than 30%, almost overnight. MORE
Today, our customers are bombarded with sales, marketing, and advertising pitches from companies all hoping to win their business. They’re overwhelmed, or, in most cases, they simply tune us out. MORE
The left navigation is present on every page you look at in Close. It provides the main way to move through the product. It also hasn’t been touched since about 2013! It was time to show it some love. MORE
Sales compensation is a balancing act. First and foremost, you need to incent your sales team to close deals. Without the right incentives and fair pay, performance will suffer. But you also must pay reps at an affordable cost to your company. MORE
By Tibor Shanto. I have talked a lot on this blog about the need for sales people to get past or over their product. Yes, your product is important, but in the end, and I am sorry if I am minimizing it for some, just a deliverable nothing more! It may do great things, open many doors, expose abundant opportunities, but there is no denying, that it is something that is delivered after the terms are agreed to. MORE
Hope this puts a smile on your face! It’s time to exercise your brain! With Audible, you can listen on a plane, on a train, while your drive, in the rain, at the gym, without the pain from muscle gain! You think business, sellingand managing is a game? You must be insane! MORE
Understanding the Sales Force
DECEMBER 10, 2018
Around this time ten years ago, the US economy was famously tanking. I remember it well as revenue at Objective Management Group dropped by more than 30%, almost overnight.
Inside Sales Training
DECEMBER 9, 2018
What’s the ONE thing you all wish for this season? More money, right? If you’re in sales, then the way to make more money is to close more sales. It’s that simple, isn’t it? And if you’d like to make more sales, then you need to upgrade your selling skills. Would you be willing to spend just $18.30
Score More Sales
DECEMBER 7, 2018
Here are 3 tips, 1 quote, and 1 resource to end your week. Hiring tip #1: If you are looking to hire more women on your sales team, hold an event at your offices quarterly (or twice a year) and get the Women Sales Pros guide on how to do it to widen your recruitment pipeline.
Connect2Sell
DECEMBER 5, 2018
The discovery phase of the sales process is important but often overlooked or cut short. When asked, sellers usually say they don’t conduct thorough discovery because it takes too long. They’re concerned that their buyers won’t give them enough time and/or don’t feel they have enough time themselves.
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A blueprint for turning average performers into top reps.
John Barrows
DECEMBER 5, 2018
“I’ll need some time to digest what you just said.”. As a younger, less experienced rep, I used to think this phrase was awesome.
Score More Sales
DECEMBER 4, 2018
I have spent an entire career in sales since my early 20’s being called a guy. Filling out forms that said “Salesman Number”. Being invited to sales incentive and award events at cigar bars. sales leadership B2B
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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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The Sales Heretic
DECEMBER 4, 2018
Payless—the discount shoe retailer—recently pulled off a brilliant stunt: they sold fake designer shoes at a fake designer store. And the ruse carries lessons for anyone in sales and marketing. Payless took over a former Armani store in a mall in Santa Monica, California, and named it “Palessi.” (I
Understanding the Sales Force
DECEMBER 4, 2018
Becoming a great at selling - or anything else for that matter - is about making adjustments. In order to make an adjustment you need feedback - something you see, hear or feel that informs your ability to adjust. Take Baseball for example.
Steven Rosen
DECEMBER 10, 2018
I have said it before and I will say it again – SALES MANAGERS ARE STRUGGLING! Only 10-20% of Sales Managers are Crushing It! The rest are struggling to make their sales numbers. They find themselves overwhelmed, overstressed and lacking the tools and training to be the best they can be.
Sales and Marketing Management
DECEMBER 10, 2018
Author: Ryan Myers You don’t have to reinvent the wheel every time you write an email to make it compelling. You just need to clearly articulate your value in a way that’s specific, relevant, and urgent to your audience.
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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.
MTD Sales Training
DECEMBER 5, 2018
When someone says “That’s good value!” what do they mean? Well, there are a number of ways of interpreting value and it can mean different things to different people. For some of your customers, it could mean the actual price they are considering paying.
The Pipeline
DECEMBER 4, 2018
By Tibor Shanto. I have talked a lot on this blog about the need for sales people to get past or over their product. Yes, your product is important, but in the end, and I am sorry if I am minimizing it for some, just a deliverable nothing more! It may do great things, open many doors, expose abundant opportunities, but there is no denying, that it is something that is delivered after the terms are agreed to.
Anthony Cole Training
DECEMBER 7, 2018
Frequently I am asked the following question: “How do I keep my salespeople motivated to sell?”. sales motivation motivating sales people Motivating building sales team sales advice
Steven Rosen
DECEMBER 3, 2018
The Not So Secret Way to Crush Your Numbers. Earlier this year I published an article titled 5 Ways to Create a Successful Sales Coaching Program.
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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.
Sales and Marketing Management
DECEMBER 6, 2018
Author: Patrick Foster Instagram has become one of the most popular social networks in the world?—?it it now has 1 billion users ! While it may be known for its popularity among celebrity influencers, it also is an important channel for brands that use it to advertise their products.
DiscoverOrg Sales
DECEMBER 4, 2018
A candid interview with Jill Konrath and Synchronoss’ Director of Legal Operations, Dana Huppert. Legal Operations might work behind the scenes of the General Counsel … but ops wears the pants on tech purchase decisions.
Sales Benchmark Index
DECEMBER 3, 2018
We all know the famous saying, “you can’t teach an old dog new tricks” This can be applied to the way many organizations have trained their Buyers to buy, particularly in Q4. Discounts become the primary weapon of sales reps.
Anthony Cole Training
DECEMBER 4, 2018
Today, our customers are bombarded with sales, marketing, and advertising pitches from companies all hoping to win their business. They’re overwhelmed, or, in most cases, they simply tune us out.
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.
Vengreso
DECEMBER 6, 2018
Subscribe to Selling With Social. Apple Podcasts | Stitcher | Google Play | Google Podcasts. Every sales professional wants to be closing sales on a higher level. But what most of us don’t realize is that we don’t achieve that through learning better sales techniques.
Sales and Marketing Management
DECEMBER 3, 2018
Author: Rick Garlick and Bob Nelson Several years ago, a company came up with a creative way to recognize its top performing employees. Through a nomination process, a select group of high achievers would be given a couple of days off from their normal jobs, flown to a nice venue, and asked to participate in a series of “think tank” exercises with senior management on how the company could operate more effectively.
Hubspot Sales
DECEMBER 8, 2018
When qualifying , you bring value to your prospects, clients, and yourself through the questions you ask -- but only if they're good questions. Allow me to introduce you to a concept I call "high-value questions.".
Sales Benchmark Index
DECEMBER 7, 2018
High-potential employees comprise the next generation of leaders within your company. As you look toward succession planning or assigning resources to key strategic initiatives, the pool of high-potential employees is where most companies look to for resources who can solve.
Speaker: Jeff Davis, Founder, jd2 Consulting Group
Jeff Davis is here to help you think differently about how Sales and Marketing should interact. With increased scrutiny for marketing to prove ROI on their activities and it becoming increasingly hard for B2B salespeople to even get in front of customers, the old way of doing business is no longer an option. This webinar will use evidence-based research and empirical knowledge to propose real-world strategies that work.
Alice Heiman
DECEMBER 5, 2018
61 million LinkedIn users are senior level influencers and 40 million are in decision-making positions. There are 87 million millennials on LinkedIn with 11 million in decision-making positions. LinkedIn has almost 600,000 users in more than 200 countries ( OmniCore ).
Partners in Excellence
DECEMBER 5, 2018
Regardless how we sell, our customers are trying to achieve one thing when they buy. They are trying to achieve some very specific outcomes. Those outcomes may be all over the place—solve a problem, address an opportunity, enable other things to happen.
Keith Rosen
DECEMBER 9, 2018
Hope this puts a smile on your face! It’s time to exercise your brain! With Audible, you can listen on a plane, on a train, while your drive, in the rain, at the gym, without the pain from muscle gain! You think business, sellingand managing is a game? You must be insane!
Hubspot Sales
DECEMBER 4, 2018
It's easy to sell to prospects who are already interested in your product. They've done some preliminary research and decided you're a potential solution. Now all you need to do is answer some questions, get in front of the right people, and make sure they opt for you over the competition.
Speaker: John Barrows, CEO, JBarrows Sales Training
As technology and AI advance, and as companies and reps continue to look for technical solutions to increase efficiency throughout the sales process, the human element of sales is being lost.The question we need to ask ourselves is – what can we do that a computer can’t? The answer lies in context; if we as sales professionals are not adding any context to our content, then we bring no additional value to what marketing and technology are already doing. Learn about the importance of context, and where and how to add it throughout the sales process!
Sales Benchmark Index
DECEMBER 4, 2018
Has your company got a new product in development? Is it working its through your organization, from R&D, to Product, getting feedback from Marketing and Sales and gaining fans and momentum as it travels? Perhaps it’s been described, prototyped, or.
Xactly
DECEMBER 5, 2018
Sales compensation is a balancing act. First and foremost, you need to incent your sales team to close deals. Without the right incentives and fair pay, performance will suffer. But you also must pay reps at an affordable cost to your company.
Smart Selling Tools
DECEMBER 4, 2018
In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. This week I interview John Steinert , CMO of TechTarget.
Close.io
DECEMBER 7, 2018
The left navigation is present on every page you look at in Close. It provides the main way to move through the product. It also hasn’t been touched since about 2013! It was time to show it some love.
Advertisement
Companies are increasingly implementing technology to bring efficiency to their workforce. Data accessibility aside, teams continuously struggle with manual processes for document generation. Learn why automating your documents is key to sales success.
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