Trending Articles

Look At Objections From A Different Direction

The Pipeline

By Tibor Shanto. I hate objections, and I bet you don’t wake up looking to be rejected first thing in the morning, and then have to work the rest of the day.

The 5 Stages Of The Negotiation Process

MTD Sales Training

The whole negotiation you have with a client or prospect can be successful or not, based on the way you carry it out. Learn how you can turn a negotiation around if it’s not going well by following a strategic process that you can control. .

Best Time To Prospect?

The Pipeline

By Tibor Shanto. With regularity, most active sales trainers and I get the following question: “When is the best time to prospect?”.

How to Be a Memorable Salesperson Part 10: Ask Better Questions

Connect2Sell

As we get close to wrapping up this 12-part series on becoming more memorable as a seller, you’ve probably detected some common themes: selling skills connecting with buyers DISCOVER Questions™ open-ended questions sales questions

The Showpad Sales Transformation Maturity Model

The Showpad Sales Transformation Maturity Model helps organizations understand where they are today in terms of meeting buyer expectations — and how key teams can drive transformation that impacts the bottom-line. Download the free eBook for a pragmatic approach to growing sales maturity.

How a Screw-Up Can Boost Your Sales

The Sales Heretic

While hanging with a friend recently, the subject of what to eat for dinner came up. After discussing some possibilities, we agreed on pizza. The next decision—where to go—turned out to be an easy one, because in her mind, there was only one option: the local outlet of Garlic Jim’s.

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The Power of Smart Differentiation in Sales

Understanding the Sales Force

In a previous article, I wrote about the one question that can help salespeople differentiate themselves from the competition. On the heels of that article, one interesting theme from the emails I received was the importance of differentiation.

IF You’re Going to Make Cold Calls, This is How to Do It

John Barrows

“Cold calling” is getting harder and harder to justify these days. Less people are picking up the phone, some executives don’t even have office lines anymore, the layers of gatekeepers are getting thicker and harder to navigate. It’s brutal out there. With all this, I still think cold calling has its place and can be effective IF done right. First, let me be clear on my definition of what successful “cold calling” does and does not look like.

Negotiating a B2B Sale? Be Proactive versus Reactive

Sales and Marketing Management

Author: Andres Lares, Shapiro Negotiations Institute A sales negotiation is a process, not an event. Events are reactive; they require you to think nimbly on your feet. Effective sales negotiations, however, are fundamentally proactive.

Establishing a GTO (Growth Transformation Office) Is the Key to a CEO-Driven Change

Sales Benchmark Index

Many CEOs are familiar with the concept of a PMO (Project Management Office). Picture a multitude of spreadsheet-savvy analysts charged with tracking various initiatives through standardized processes using metrics and reports. There is value in an effective PMO, to be.

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Humans and Bots: How to blend human skills and AI to build customer intimacy and drive growth

Join Genesys for this webinar to learn how leading companies are using blended AI to drive customer intimacy and revenue growth.

Gatekeepers : Six Things NOT to Do

Mr. Inside Sales

If you’re getting screened out by gatekeepers , then chances are you’re probably causing that screening. Before we get into the things you may be doing to cause them to begin interrogating you, let’s quickly define some terms. First, not all gatekeepers are the same.

A More Beautiful Question

A Sales Guy

I just picked up a truly badass book by Warren Berger. It is absolutely straight fire. A More Beautiful Question. . If you’ve read Gap Selling , you know the key to executing is rooted in questions. The better you are at questions, the better you can execute the Gap Selling methodology.

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3 Ways to Retain Top Talent with Sales Readiness

Smart Selling Tools

3 Ways to Retain Top Talent with Sales Readiness. Finding the right sales talent isn’t easy – but even when you hire the perfect candidate, keeping them for the long-term can be a whole different challenge.

The Hidden Talent in Your Ranks

Sales and Marketing Management

Author: Conner Burt The current labor market remains among the tightest in modern history. As such, many companies today are beginning to look with renewed interest at their most readily accessible talent pool when filling open roles: their own employees.

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

Are You Growing Your Channel Partners through Symbiotic Relationships?

Sales Benchmark Index

As a sales leader, you are always looking for the most optimal route to your customers. When designed & executed correctly, channel partners provide your business an incredible amount of leverage. Correctly managed channel partners can help you expand into.

Qualifying: Why Timeline is So Important

Mr. Inside Sales

Want to know how qualified a prospect is? Then simply make sure you get a definitive answer to their timeline for purchasing or implementing your product or solution. There are several ways to ask for this.

A More Beautiful Question

A Sales Guy

Anything that forces people to have to think is not an easy sell, which highlights the challenge of questioning in our everyday lives. The post A More Beautiful Question appeared first on A Sales Guy. Book Reviews/Quotes

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What Will You Do This Week to Help Your Salespeople Get Better? (VIDEO)

The Center for Sales Strategy

I've always found it fascinating that the greatest athletes of all time -- whether it be Michael Jordan or Tom Brady -- always practiced. Every single day, they would go to the gym or go to the field, and they would practice the basics.

In the Race to Win More Customers, Sales Needs Digital Transformation

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.

What You Can Do About the Glass Ceiling

No More Cold Calling

Here’s why women are good for the bottom line. When I published “ The Glass Ceiling Hasn’t Shattered Just Yet ” in February 2015, the post sparked more than 80 comments. Many said the same bias exists for immigrants, even those who are extremely qualified and speak English fluently.

How a Chief Growth Officer Can Make or Break Your Year

Sales Benchmark Index

Today Jill Rowley, former Chief Growth Officer of Marketo, discusses how this emerging role brings together sales and marketing leaders to leverage the power of their best salespeople: their customers. Jill shares key drivers that bring about executive alignment that.

Channel Sales for SaaS: What It Is, When it Works, and How to Build Your Own

Openview

Some of the most successful and influential SaaS companies include channel sales in their go-to-market strategy.

How to develop a winning sales mindset: Critical self talk vs pep talk

Close.io

We’ve all been there: you’re in the middle of a sales call, and you start rambling. You only realize it after you’ve been going on for a few minutes. You kick yourself, try to focus on the topic at hand, and wonder why you always have trouble sticking to the topic.

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.

Build Your Wall

Grant Cardone

There’s a lot of talk about building walls lately. But the truth is, walls are everywhere. Your house or apartment has a wall. To keep people OUT, right? Every University in this country also has a wall. It’s not a physical wall, but it’s a WALL. It’s called admissions.

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The 15 Most Inspiring Sales Stories We Heard This Year

Sales Hacker

At the beginning of March, we announced the winners of the 2nd annual Sales Hacker Top 50 Awards, presented by Bravado. But because we received more than five thousand nominations, it seemed a little unfair to only share amazing stories about 50 of them.

Has Your Deal Desk Become a Collision Center? – 5 Steps to Clean up the Dysfunction

Sales Benchmark Index

As organizations transform their Deal Desk to a best in class Revenue Desk, challenges arise. Making this transition calls for new members from various functions, which results in more opinions and at times, competing priorities. When done well, this leads.

Study 161

Objection Handling in Sales: Everything You Need to Know

Chorus.ai

We get it. Objection handling is tough. In fact, 35% of sales leaders believe objection handling is the biggest challenge their sellers face. We’re here to help you understand how to handle objections like a pro

Supercharge Your Sales Training ROI with eLearning

Speaker: Ray Makela, CEO, Sales Readiness Group, and David Jacoby, President, Sales Readiness Group

Companies spend about $20 billion a year on various forms of sales training, but many sales leaders report a low ROI from their sales training initiatives. Join us, along with Ray Makela and David Jacoby from Sales Readiness Group, as they break down the five essential factors to achieve sustainable success from your sales training investment, and how to leverage eLearning to maximize results.

What Type of Professional Legacy are You creating?

Babette Ten Haken

Ever consider the type of professional legacy you create? As you strive to meet an organization’s KPIs for the functional role in which you serve?

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Your Culture Sucks. 15 Questions To Assess Your Company Ecosystem and Coaching Effectiveness

Keith Rosen

Does your company culture re?ect ect your people and their personal values? Are your people a re?ection ection of your culture? Does the attitude and behavior within your organization re?ect ect your desired culture? Does your culture re?ect

Build an Automated Lead Generation Machine to Fill Your Sales Pipeline

Marc Wayshak

Automated lead generation is the new frontier of sales prospecting. Watch this video to learn the 7 keys to building an automated lead generation machine to fill your pipeline with great opportunities — forever.