Trending Articles

Monday Motivation Video: Your Mindset Shapes Your Customer’s Mindset

The Sales Hunter

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.

5 Things Your Sales Reps Are Complaining About

Sales and Marketing Management

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.

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Critical Thinking Skills Examples to Boost Your Credibility

Connect2Sell

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.

Who is Your Sales Superstar?

Anthony Cole Training

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

Successful Social Selling Best Practices Guide

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.

Timing In Prospecting is a Mug’s Game

The Pipeline

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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Metrics: Why Most Companies Get it Wrong

Mr. Inside Sales

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.

Why Sales Is Not a Profession

The Sales Hunter

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.

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Sales Process and Why So Many Salespeople Lose Their Way

Understanding the Sales Force

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.

The Pros and Cons of Following Sales Playbooks

Smart Selling Tools

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.

Sales Training Playbook by Lessonl

A step-by-step guide for building a comprehensive training playbook for your sales team.

Ease Compliance Woes with Better Data Management Processes

Sales and Marketing Management

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.

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The 3 Ds of Time Management

The Center for Sales Strategy

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?”.

Driving a Kick-Ass Coaching Culture: Dispelling Myths & Adopting Best Practices

Sales Hacker

The post Driving a Kick-Ass Coaching Culture: Dispelling Myths & Adopting Best Practices appeared first on Sales Hacker. Chorus Marquee Partner Sales Enablement Webinars

Prospecting Dress Rehearsal and Warm-ups

The Pipeline

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.

Fulfilling Today's (Changing) eLearning Needs

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.

Sales Compensation Planning: 5 Tips to Improve Performance in 2020

Xactly

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

This is why great salespeople are born that way

Pipeliner

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.

5 Google Analytics Access Questions and Answers

The Center for Sales Strategy

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.

Here’s why you need to stop talking about sales opportunities

Membrain

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

4 Steps to Developing Your Customer Care Strategy

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.

“Empathy is a superpower in marketing and sales”: A Q&A with Brian Carroll of Markempa

Nutshell

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.

Outbound sales CRM: What it is and which is best for your team

Close.io

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.

SalesTech Video Review: Unika.ai

Smart Selling Tools

SalesTech Video Review: Unika. Unika is a sales enablement solution that offers a new world of knowledge sharing for sellers, partners, marketers, and prospects.

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Create Raving Fans Out of The Job Candidates You DON’T Hire

The Center for Sales Strategy

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?

Sales Training That Gets Results – With or Without Classroom ILT

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!

Global Sales Training Series: How to Succeed at Localization

Janek Performance Group

Sales training events are always considerable undertakings. When they involve a multinational corporation, however, the process becomes even more arduous.

How A CEO Can Effectively Build A Sustainable Company Culture

Guru

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.

Tip for Dealing with Price Pressure

Anne Miller

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.

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It Is ALWAYS About Execution

Membrain

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

How to Successfully Coach Your Sales Team to Drive Efficiency

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.

Make Trade Shows a Dependable Source of Qualified Leads

Alice Heiman

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. .

The 5-Step Formula for a Reliable Sales-To-Service Handoff Process

Sales Hacker

Want happy employees, happier customers, and more revenue? The secret may surprise you… It’s as simple as a solid sales-to-service handoff.

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Other Surprising Truths About Rep Coaching

InsightSquared

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.