Trending Articles

How to Develop Critical Thinking Skills & Avoid Mistakes in Selling

Connect2Sell

As a sales coach, I spend a fair amount of time in the field observing sellers. As a researcher, I interview buyers and get their perspective on what sellers do during sales calls.

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Have We Lost The Art Of Decision Making?

The Pipeline

By Tibor Shanto. There is a lot written about what has changed in sales, no doubt a lot has, but when you look at results, not much evidence. Given all the noise about better ways to sell, one would expect better outcomes, but they are not.

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Your Reaction To Objections Is Hardwired

The Pipeline

By Tibor Shanto. Our reaction to rejection is hardwired on a primal level. This means it is about managing yourself and your reactions, and less about managing the objection. You are better off learning to control your emotion, and think through the issue, and rely on your process.

In an Omnichannel World, Do Territories Even Matter?

Sales Benchmark Index

It’s Time for Annual Territory and Quota Planning – What Are You Going to Do Differently This Year? As a sales leader this time of year, you have a lot on your plate. As you approach Q4, it is the time.

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.

Should I Have a Presentation to Share When I Am Prospecting?

The Sales Hunter

The answer to this question is a resounding, no! A few weeks ago, I received a prospecting email that contained over 15 different links. Rather than an email, it was a syllabus for a graduate course. I was floored at the email.

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Lead Management – Enabling Your Sales Team with Technology

Sales Benchmark Index

Traditional CRMs are excellent at optimizing opportunity management, but their lead management functionality is often lacking due to the ad hoc nature of lead management. This results in BRD teams tracking their prospecting activity outside of the system in a.

Critical Thinking and Problem Solving: Do This First in Sales!

Connect2Sell

Has this ever happened to you? critical thinking critical thinking in sales Critical Thinking and Problem Solving

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Perception vs Reality: Men and Women In Sales

Sales and Marketing Management

Author: Parth Mukherjee Chorus.ai is a champion for having more women in sales positions. As a Conversation Intelligence platform, Chorus stores and analyzes millions of sales calls every year. With all of that data at our fingertips, people like to ask, "Are male or female sales reps better?

How Do I Build a Prospecting Plan That Will Work?

The Sales Hunter

Whether you’re building a prospecting plan from scratch or reviewing your existing plan, ask yourself these 8 questions. I have said this before, but I will say it again- the biggest improvements you can make to your prospecting are to the little things. That will make the biggest difference.

Sales Training Playbook by Lessonl

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

Using the Most Powerful Sales Tool to Get What You Want

Understanding the Sales Force

My wife and I have been binge watching a TV series called Blacklist which rivals 24 for its drama and intensity. James Spader stars as international bad-guy Ray Reddington.

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Impactful CMOs Develop Customer Experience Charters Instead of Agonizing over Renewal Rates

Sales Benchmark Index

Quick—why do top sales reps make big bucks? It’s because they make it easy for their prospects to buy and to feel good about buying. They personally differentiate their company and solutions at the crucial moment someone prepares to take.

Eight Things Your Customers, Employees, and Loved Ones Have in Common

The Sales Heretic

Your customers are exactly like your employees. And both of them are exactly like the people in your life you love most. In one critically important way: They have the exact same emotional needs. They all want to feel valued and valuable. That means they want to feel: 1. Understood 2. Appreciated 3.

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Do This to Develop the Attitude of Top Producers

Mr. Inside Sales

Legendary basketball player and coach John Wooden said something years ago that I have adopted as a life philosophy: “Do not let what you cannot do interfere with what you can do.”.

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.

Monday Motivation Video: The Power of Passion in Sales

The Sales Hunter

Who are you going to show passion and focus towards today? Be passionate about helping somebody today. Help someone achieve success and you’ll achieve success. If you take your focus off yourself and focus on someone else’s needs, you’ll change your week for the better.

9 Shrewd Negotiation Tips Proven to Close More Deals

Sales Hacker

Negotiating is one of the most important skills salespeople can develop, yet it’s often overlooked.

How CEOs Can Shape an Agile Annual Plan to Make the Number

Sales Benchmark Index

Is all of your hard work, team offsite meetings, and weeks of collaboration leaving you with a rigid annual plan that looks too much the one from last year? No CEO wants to shape a plan that is too stiff to.

Playing Chess Instead of Checkers In Sales

Sales and Marketing Management

Author: Charles Brennan One of the fastest-growing sports in America is pickleball. However, many people are not familiar with the sport. Pickleball is a paddle sport that combines elements of tennis, badminton and table tennis. It is a game resembling tennis in which two or four players use paddles to hit a perforated plastic ball, similar to a whiffle ball over a net. It is a lot of fun and very competitive.

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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.

SalesTech Video Review: ringDNA

Smart Selling Tools

SalesTech Video Review: ringDNA. ringDNA is a complete sales engagement platform with lead engagement, sales coaching, conversation intelligence, and SDR and AE performance improvement into one smooth-running machine.

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You need to know how Salesforce is stealing your budget

Membrain

For almost 20 years, one CRM platform has been in use by more sales organizations than any other. You know the one. CRM CEO Advice

5 Unexpected Ways to Crush Sales Meetings in the Field

Hubspot Sales

Field reps have one major advantage over inside reps: their ability to establish relationships with prospects. It’s far easier to build rapport and trust when you’re sitting across the table from your prospects rather than talking to them through a computer screen.

How to Quickly Identify Your Human Capital Expense [VIDEO]

The Center for Sales Strategy

From identifying new opportunities for growth to driving profitable revenue streams, salespeople are the fuel to your company’s fire. As sales managers and leaders, we often state that our team is our most valuable asset, but are we doing anything about it?

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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!

Why Don’t They Just Say “No?”

Anne Miller

How often does this happen? You did your due diligence, you had a series of great meetings, your presentation went well, the prospect seemed enthusiastic and then—radio silence. You call, you write, you email, you text, you call again—and still nothing.

How to Make Your Client Say That’s a Great Question

Anthony Iannarino

There isn’t much better than asking your dream client a question to which they answer, “That’s a great question.” You may have had clients say those very words to you, but you may not know what made it a good question—or how you might achieve that outcome in the future.

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Customers and Rational Behaviors

Membrain

Too often, I’m in reviews with sales people whining, “The customer is irrational!”. Sales Coaching Sales Management

Packing More Than You Can Deliver into Your Sales Story?

Babette Ten Haken

More Than You Can Deliver storytelling is easily dismissed as both incredible as well as un-credible. First, you promise to deliver products, solutions, services and programs exceeding your professional capabilities.

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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.

The Top 10 Priorities for Sales Leaders in 2020 (and How to Achieve Them) [Infographic]

Hubspot Sales

As we creep closer to the end of the year, it’s natural for sales leaders to reflect on what worked, what didn’t, and to map out their priorities for the year ahead. But what are the matters that are most important to them?

When Your Buyers are Stuck, Less is More

Alice Heiman

Buyers are bombarded with information. It’s crippling. I’ve seen the worse cases of “Analysis Paralysis” with buyers who are looking at content from competitors and are trying to understand it. They look at websites, articles, pricing sheets, videos, and sites that do comparisons.

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Blaming External Factors for Your Results

Anthony Iannarino

If you look for reasons you can’t do something, your mind will look for evidence to confirm what you want to believe. The question you need to ask yourself is, “Why do you want to believe external forces are preventing you from achieving some outcome or goal?”

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