" But why do you want to join a sales boot camp? You hate calling! ". I have always hated talking on the telephone. Even as a reluctant child, writing thank-you letters after the holidays was a preferable chore to a simple call. Looking back, it still makes me shudder. MORE
Welcome to the Revenue Growth Fast Frame of the Week. Gary Schwake, Vice President Business Development at ACTIVE Network provides insight into evaluating a potential M&A target — What are the top criteria to review when evaluating the revenue growth capabilities. Corporate Strategy Video acquisition criteria fast frame M&A selection criteria MORE
Using Highspot, sales teams can quickly find the best-performing content, and customize it for each opportunity. That means they can engage in more relevant, impactful buyer conversations that result in more won deals. Visit Highspot. Video Reviews MORE
Yes and no. Long before the recent data privacy gaffes by Facebook (and others), both LinkedIn and Facebook severely limited (in some cases altogether) the ability of third-party applications to gather user info and import it into their own systems. This included Social CRM. MORE
The Tour of Duty Framework. There are so many young people out there with innate talent and tremendous potential… but zero sales experience. hiring salespeople sales management Talent training sales training MORE
Maybe it’s just me, but I suspect not. Have you experienced this in your sales career? You get to “take charge” of a new “greenfield” territory for your company? Or maybe you just started a new sales job. Your bosses sense bountiful opportunity. MORE
What prompted this article was a post from Jeff Ferraris, a program manager for CUSO Financial Services in Austin,Texas. MORE
My eyes glaze over when I read articles on sales ethics. There is a huge volume of content out there on the topic, and there are almost a limitless number of prescriptions on how salespeople can adopt a better moral code — every writer has their own take on the subject. I find that the advice given tends to present a nirvana perspective on how sales should comply with norms promulgated by academics and experts alike. These type of instructions are common: deal with customers honestly. MORE
I work with many salespeople across multiple industries every month in my role of mentoring and data driven sales coaching. Many meetings feel like Groundhog Day or maybe I’m just becoming grumpy in my old age. MORE
Professional overthink causes us to think too long, and too hard, about solving problems (and other things). Which isn’t necessarily a bad thing. Especially if you are a professional who does not think things through, thoroughly, when problem-solving. MORE
We spend a great deal of time with our clients teaching and coaching them about how to drive sales growth. The process for them is rarely easy. The reason(s) being: Sales Growth coaching salespeople MORE
By Tibor Shanto. Usually, with a teaser title like this, I would build the argument then the conclusion. Let me start by giving the question first, probably lose half of you, but I hope to hear from the rest of you and have a dialogue about how you may apply it. Here we go: With one exception, for many rare, there is only one question you have to answer as a seller. There is a second, but it doesn’t matter if you can’t get past the first. Will I Get Fired? Will I save? MORE
Market leaders hire the top sales talent. It’s a strategy that often works well, and many try to imitate it. Sales leaders know they can’t necessarily hire the “best of the best” each and every time. Sales teams reflect this. Around 15 percent of a sales team consists of the high achievers and overperformers. Another 15 percent will fall at the other end of the spectrum. The majority of salespeople, about 70 percent of the team, are core performers. Sales Training MORE
In my seminars and workshops, one of the most frequent complaints I hear from salespeople is that regular sales meetings are a waste of their time. MORE
It’s time to get serious about business referrals. In spite of numerous misconceptions and poor implementation, referrals in business are where the power is. But the first step to harnessing this power is understanding just what referral selling is and how it feeds your sales machine. MORE
I was on the “ Sell or Die ” podcast with Jeffrey Gitomer a couple of weeks ago, and he asked me a good question. He said this question would cause me to think a bit and then he asked, “Mike, how many objections are there?”. That did cause me to think. MORE
As a sales leader, onboarding new hires quickly should be a top priority. When your sales ramp rate is poor, it’s a huge drain on resources that can prevent you from hitting annual targets. It costs your company time and money that it could put toward new hires and increased sales. MORE
Developing Tomorrow’s Sales Professionals. DePaul University’s Center for Sales Leadership stands far and above other sales education programs. MORE
In the first blog of this series, we discussed why your deals tend to go sideways. Most often, you can pin it down to a wonky discovery meeting structure. While rapport building is an important part of your first meeting, it’s relied on almost too heavily. MORE
In sales, there is something better than the freebies you get at every event: Warm introductions. If you ask any C-level executive or above, they are 10 times more likely to respond to your email or phone call if you have been referred by a person they like, trust, or respect. MORE
I learned a great deal working for Xerox. They certainly taught me how to sell, but the two greatest programs I was involved in had little to do with selling. These two programs taught me the answer to a question that has puzzled many. MORE
I’m touring Japan for a couple weeks (or should I say eating my way through Japan), and I’ve noticed that the best meals are also the simplest. MORE
Sales Leaders need to have their finger on the pulse at all times. They must know whether the team is on track, or not, to hit the yearly goal. Top performing Sales Leaders are always on top of this. MORE
When we ask buyers what makes them purchase from particular suppliers, the answers can range from great prices to great value to great people and many others. But some reasons always seem to float to the top of the list, and when you see them they appear common sense. Unfortunately, the sense needed for this isn’t that common. So, here I list just three ways that would make you indispensable to your clients, meaning they really value your services and wouldn’t want to work without you. MORE
It’s one thing to get meetings. It’s another to generate sales wins. Too many sellers rely too heavily on inbound leads, referrals, and repeat business. However, there often isn’t enough of these to go around to allow you to reach your overall sales target. MORE
Up-Front Contract Example. Appreciation and Time) [Prospect name], thanks for agreeing to meet today. Can I take three minutes …. Agenda) … to give you some recommendations on [improving X] at [prospect’s company]? And then, iIf you have no further interest …. Outcomes). MORE
Email Closing Lines. I've got a great checklist on [insert topic]. Want me to send it your way?". "Is Is it currently a priority to improve [insert business goal]?". Did the ebook you downloaded change the way you think about [insert topic]?". "I I love ramen as well. MORE
There’s a lot to think about when developing an annual sales plan to support your organization’s strategy and objectives: new customer acquisition, customer retention, increasing share of wallet, resource budgeting … just to name a few. But don’t forget about your sales territory plan. MORE
The number one reason a sales rep fails is an empty pipeline. The root cause of an empty pipeline is failure to prospect. Having a Prospecting Plan fills your pipeline and identifies the right prospects to engage. So how do. MORE
Ask any sales rep what the hardest part of their job is, and I’ll bet they’ll say “closing.” After all, signing new customers and upselling existing accounts is how a rep makes quota. If they’re not getting prospects to sign contracts, they’re not going to hit their number. MORE
Big announcement out of the Sales Hacker camp today. I’d dropped a note about a very exciting launch from Sales Hacker on our yearly recap and roadmap post last quarter. I’m thrilled to announce that the Sales Hacker Podcast is now live! MORE
Inside Sales Training
APRIL 22, 2018
I was on the “ Sell or Die ” podcast with Jeffrey Gitomer a couple of weeks ago, and he asked me a good question. He said this question would cause me to think a bit and then he asked, “Mike, how many objections are there?”. That did cause me to think.
Smart Selling Tools
APRIL 19, 2018
As a sales leader, onboarding new hires quickly should be a top priority. When your sales ramp rate is poor, it’s a huge drain on resources that can prevent you from hitting annual targets. It costs your company time and money that it could put toward new hires and increased sales.
Sales Benchmark Index
APRIL 17, 2018
Sales Leaders need to have their finger on the pulse at all times. They must know whether the team is on track, or not, to hit the yearly goal. Top performing Sales Leaders are always on top of this.
No More Cold Calling
APRIL 20, 2018
It’s time to get serious about business referrals. In spite of numerous misconceptions and poor implementation, referrals in business are where the power is. But the first step to harnessing this power is understanding just what referral selling is and how it feeds your sales machine.
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A peek into the experience and learning of a sales development representative for a first-hand understanding. An organization can benefit from these insights and improvise the working of the sales team accordingly for the new market.
DiscoverOrg Sales
APRIL 19, 2018
There’s a lot to think about when developing an annual sales plan to support your organization’s strategy and objectives: new customer acquisition, customer retention, increasing share of wallet, resource budgeting … just to name a few. But don’t forget about your sales territory plan.
Hubspot Sales
APRIL 17, 2018
Up-Front Contract Example. Appreciation and Time) [Prospect name], thanks for agreeing to meet today. Can I take three minutes …. Agenda) … to give you some recommendations on [improving X] at [prospect’s company]? And then, iIf you have no further interest …. Outcomes).
Anthony Cole Training
APRIL 18, 2018
What prompted this article was a post from Jeff Ferraris, a program manager for CUSO Financial Services in Austin,Texas.
Sales Benchmark Index
APRIL 18, 2018
Welcome to the Revenue Growth Fast Frame of the Week. Gary Schwake, Vice President Business Development at ACTIVE Network provides insight into evaluating a potential M&A target — What are the top criteria to review when evaluating the revenue growth capabilities. Corporate Strategy Video acquisition criteria fast frame M&A selection criteria
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Find out why waiting for perfection is costing you money.
MTD Sales Training
APRIL 18, 2018
When we ask buyers what makes them purchase from particular suppliers, the answers can range from great prices to great value to great people and many others. But some reasons always seem to float to the top of the list, and when you see them they appear common sense. Unfortunately, the sense needed for this isn’t that common. So, here I list just three ways that would make you indispensable to your clients, meaning they really value your services and wouldn’t want to work without you.
Pipeliner
APRIL 22, 2018
I learned a great deal working for Xerox. They certainly taught me how to sell, but the two greatest programs I was involved in had little to do with selling. These two programs taught me the answer to a question that has puzzled many.
Hubspot Sales
APRIL 17, 2018
Ask any sales rep what the hardest part of their job is, and I’ll bet they’ll say “closing.” After all, signing new customers and upselling existing accounts is how a rep makes quota. If they’re not getting prospects to sign contracts, they’re not going to hit their number.
The Center for Sales Strategy
APRIL 17, 2018
The Tour of Duty Framework. There are so many young people out there with innate talent and tremendous potential… but zero sales experience. hiring salespeople sales management Talent training sales training
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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 Hacker
APRIL 17, 2018
Big announcement out of the Sales Hacker camp today. I’d dropped a note about a very exciting launch from Sales Hacker on our yearly recap and roadmap post last quarter. I’m thrilled to announce that the Sales Hacker Podcast is now live!
The Sales Heretic
APRIL 19, 2018
In my seminars and workshops, one of the most frequent complaints I hear from salespeople is that regular sales meetings are a waste of their time.
Openview
APRIL 20, 2018
It’s one thing to get meetings. It’s another to generate sales wins. Too many sellers rely too heavily on inbound leads, referrals, and repeat business. However, there often isn’t enough of these to go around to allow you to reach your overall sales target.
Hubspot Sales
APRIL 20, 2018
In sales, there is something better than the freebies you get at every event: Warm introductions. If you ask any C-level executive or above, they are 10 times more likely to respond to your email or phone call if you have been referred by a person they like, trust, or respect.
Speaker: Mike Kunkle, Vice President, Sales Transformation Services, Digital Transformation, Inc.
More than 8 analyst firms, the Association for Talent Development, and the Sales Enablement Society have all defined “sales enablement” – each slightly differently. In hundreds of organizations, the sales enablement function is run differently, with a different focus, responsibilities, and initiatives. To make matters worse, according to a 2017 study by CSO Insights, “Sales enablement is a growing trend, but sales performance is not improving. Clearly, something is missing.” What’s missing is a clear focus on driving measurable improvement in sales performance and the expertise required to truly move the needle on the metrics that matter. Want to step up, separate yourself from the pack, and maximize your company’s investment in Sales Enablement? Then join sales transformation expert Mike Kunkle for this webinar (where your questions are welcomed and expected!)
The Pipeline
APRIL 17, 2018
By Tibor Shanto. Usually, with a teaser title like this, I would build the argument then the conclusion. Let me start by giving the question first, probably lose half of you, but I hope to hear from the rest of you and have a dialogue about how you may apply it. Here we go: With one exception, for many rare, there is only one question you have to answer as a seller. There is a second, but it doesn’t matter if you can’t get past the first. Will I Get Fired? Will I save?
Sales Hacker
APRIL 18, 2018
In the first blog of this series, we discussed why your deals tend to go sideways. Most often, you can pin it down to a wonky discovery meeting structure. While rapport building is an important part of your first meeting, it’s relied on almost too heavily.
Pipeliner
APRIL 23, 2018
My eyes glaze over when I read articles on sales ethics. There is a huge volume of content out there on the topic, and there are almost a limitless number of prescriptions on how salespeople can adopt a better moral code — every writer has their own take on the subject. I find that the advice given tends to present a nirvana perspective on how sales should comply with norms promulgated by academics and experts alike. These type of instructions are common: deal with customers honestly.
SalesforLife
APRIL 17, 2018
Market leaders hire the top sales talent. It’s a strategy that often works well, and many try to imitate it. Sales leaders know they can’t necessarily hire the “best of the best” each and every time. Sales teams reflect this. Around 15 percent of a sales team consists of the high achievers and overperformers. Another 15 percent will fall at the other end of the spectrum. The majority of salespeople, about 70 percent of the team, are core performers. Sales Training
Speaker: Pat D'Amico, Founder and CEO, About-Face Development
Video learning is not new, but the marriage of video learning and today’s technology is transforming our ability to achieve skill mastery in sales. Join us as we delve into how technology advancements in learning are changing the game and why it’s critical to sales success.
Hubspot Sales
APRIL 19, 2018
" But why do you want to join a sales boot camp? You hate calling! ". I have always hated talking on the telephone. Even as a reluctant child, writing thank-you letters after the holidays was a preferable chore to a simple call. Looking back, it still makes me shudder.
The Sales Leader
APRIL 19, 2018
I’m touring Japan for a couple weeks (or should I say eating my way through Japan), and I’ve noticed that the best meals are also the simplest.
Sales Hacker
APRIL 19, 2018
I work with many salespeople across multiple industries every month in my role of mentoring and data driven sales coaching. Many meetings feel like Groundhog Day or maybe I’m just becoming grumpy in my old age.
Sales 2.0
APRIL 21, 2018
Maybe it’s just me, but I suspect not. Have you experienced this in your sales career? You get to “take charge” of a new “greenfield” territory for your company? Or maybe you just started a new sales job. Your bosses sense bountiful opportunity.
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A step-by-step guide for building a comprehensive training playbook for your sales team.
Babette Ten Haken
APRIL 19, 2018
Professional overthink causes us to think too long, and too hard, about solving problems (and other things). Which isn’t necessarily a bad thing. Especially if you are a professional who does not think things through, thoroughly, when problem-solving.
Hubspot Sales
APRIL 18, 2018
Email Closing Lines. I've got a great checklist on [insert topic]. Want me to send it your way?". "Is Is it currently a priority to improve [insert business goal]?". Did the ebook you downloaded change the way you think about [insert topic]?". "I I love ramen as well.
Pipeliner
APRIL 19, 2018
Developing Tomorrow’s Sales Professionals. DePaul University’s Center for Sales Leadership stands far and above other sales education programs.
Adaptive Business Services
APRIL 18, 2018
Yes and no. Long before the recent data privacy gaffes by Facebook (and others), both LinkedIn and Facebook severely limited (in some cases altogether) the ability of third-party applications to gather user info and import it into their own systems. This included Social CRM.
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Find and engage customers on Twitter, Facebook, LinkedIn, and other social networks.
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