INDUSTRY INSIGHTS YOUR PEERS ARE READING
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. MORE
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. MORE
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. MORE
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. MORE
Today, October 11, 2019, marks three years since I published my first book, The Only Sales Guide You’ll Ever Need. MORE
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?”. MORE
Getting in the door is the #1 problem for most small companies I know. When I first got involved in sales I was a sales engineer. I supported a technology sales force on their sales calls with semiconductor engineers. I always thought I was pretty amazing. MORE
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. MORE
Do you often struggle with time management? Do you always have way too much to do? Do you ever feel buried in work? If you answered "yes" to these questions, you may not be delegating as much as you should. MORE
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. MORE
Have you ever gotten to the end of your demo and wondered how it was going to end? Wondered not only if the prospect was going to move forward, but also what it would take and how long that might take? MORE
Sure.rapidly improving prospecting tools and AI will change the SDR landscape, but are the predictions of the end of the SDR role correct? The post The End of the SDR? appeared first on Predictable Revenue. MORE
SalesTech Video Review: Qstream. Qstream can be used for sales onboarding or ongoing reinforcement and can test and reinforce sales qualification skills, sales negotiation, & product knowledge. It’s a simple, yet powerful way to make your salespeople better at what they do. MORE
Do you have storytelling confidence? You know, telling stories consistently, time after time. And, telling the stories in which you are professionally invested. When you take those actions, you move away from describing someone else’s stories, as a third-party narrative. Think about it. MORE
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. MORE
13 Experts – 2 Days – 1 focus: The post Today is the day – Prospecting Unbound Virtual Summit appeared first on TiborShanto.com. 01 - Prospecting Commitment execution Prospecting Tibor Shanto Video MORE
Author: James Obermayer It was early September, late in the afternoon on a Friday, as I remember, when the company president called me into his office. It was a medical device company that had gone public the previous year. Sales were going well, so far. “We MORE
Why do so many of my salespeople fail to perform as expected? It's a loaded question. Or, is it? In our corporate sales training experience, we've seen that evaluating underperforming salespeople in the pre-hire sales assessment is crucial for success in your business. MORE
When I started selling technology I was told to get to the office at 8AM so I could cold call CIOs and catch them before their assistants came in. When I did succeed in catching a CIO on the phone (one in say 50 dials) they nearly all dismissed me as a time waster. MORE
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 MORE
It’s not too early for a Q1 push. How would you like to fill your Q1 pipeline with only qualified leads—the kind of prospects who already want to talk to you before you ever make contact? That might sound like a pipe dream, but I assure you, with my referral selling virtual workshop series, it’s not. MORE
Who would you say? Your family? A boss? A co-worker? Somebody famous? I hope you said “no” to each one of those questions, because the best person to motivate you is you! Why would you want to delegate an incredibly important task to someone else? MORE
First published in 2011, “The Challenger Sale” must be one of the most widely-read sales books of the past decade, and with good reason. MORE
There are less than 90 days left in this decade, but that’s still plenty of time to make it happen. What’s the difference you will make? What do you want others to remember you by this year? Set yourself up to have the greatest decade yet in 2020! MORE
The post Driving a Kick-Ass Coaching Culture: Dispelling Myths & Adopting Best Practices appeared first on Sales Hacker. Chorus Marquee Partner Sales Enablement Webinars MORE
It’s no secret that selling to other businesses is tricky. You simply won’t succeed if you don’t take B2B selling for what it is: a high-stakes selling game that requires an entirely unique approach from direct-to-consumer selling. MORE
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 MORE
One of the reasons you might not be as productive as you want to be is because the idea isn’t well defined. Many people who believe they are productive, are not. Not To-Dos. It is not crossing off tasks off a to-do list. MORE
Author: Rafael Lourenco When you work for a B2B company, it’s easy to assume that your customers and colleagues make their decisions based only on ROI and other data. MORE
The Pipeline
OCTOBER 17, 2019
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.
Anthony Cole Training
OCTOBER 17, 2019
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
Anthony Cole Training
OCTOBER 11, 2019
Why do so many of my salespeople fail to perform as expected? It's a loaded question. Or, is it? In our corporate sales training experience, we've seen that evaluating underperforming salespeople in the pre-hire sales assessment is crucial for success in your business.
Connect2Sell
OCTOBER 16, 2019
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.
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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.
The Sales Hunter
OCTOBER 13, 2019
There are less than 90 days left in this decade, but that’s still plenty of time to make it happen. What’s the difference you will make? What do you want others to remember you by this year? Set yourself up to have the greatest decade yet in 2020!
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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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Sales 2.0
OCTOBER 11, 2019
Getting in the door is the #1 problem for most small companies I know. When I first got involved in sales I was a sales engineer. I supported a technology sales force on their sales calls with semiconductor engineers. I always thought I was pretty amazing.
The Pipeline
OCTOBER 15, 2019
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.
The Sales Hunter
OCTOBER 11, 2019
Who would you say? Your family? A boss? A co-worker? Somebody famous? I hope you said “no” to each one of those questions, because the best person to motivate you is you! Why would you want to delegate an incredibly important task to someone else?
Mr. Inside Sales
OCTOBER 14, 2019
Have you ever gotten to the end of your demo and wondered how it was going to end? Wondered not only if the prospect was going to move forward, but also what it would take and how long that might take?
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A step-by-step guide for building a comprehensive training playbook for your sales team.
No More Cold Calling
OCTOBER 17, 2019
It’s not too early for a Q1 push. How would you like to fill your Q1 pipeline with only qualified leads—the kind of prospects who already want to talk to you before you ever make contact? That might sound like a pipe dream, but I assure you, with my referral selling virtual workshop series, it’s not.
Sales 2.0
OCTOBER 16, 2019
When I started selling technology I was told to get to the office at 8AM so I could cold call CIOs and catch them before their assistants came in. When I did succeed in catching a CIO on the phone (one in say 50 dials) they nearly all dismissed me as a time waster.
Understanding the Sales Force
OCTOBER 17, 2019
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.
Sales and Marketing Management
OCTOBER 11, 2019
Author: James Obermayer It was early September, late in the afternoon on a Friday, as I remember, when the company president called me into his office. It was a medical device company that had gone public the previous year. Sales were going well, so far. “We
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.
The Pipeline
OCTOBER 16, 2019
13 Experts – 2 Days – 1 focus: The post Today is the day – Prospecting Unbound Virtual Summit appeared first on TiborShanto.com. 01 - Prospecting Commitment execution Prospecting Tibor Shanto Video
Smart Selling Tools
OCTOBER 15, 2019
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.
The Center for Sales Strategy
OCTOBER 14, 2019
Do you often struggle with time management? Do you always have way too much to do? Do you ever feel buried in work? If you answered "yes" to these questions, you may not be delegating as much as you should.
Hubspot Sales
OCTOBER 14, 2019
It’s no secret that selling to other businesses is tricky. You simply won’t succeed if you don’t take B2B selling for what it is: a high-stakes selling game that requires an entirely unique approach from direct-to-consumer selling.
Advertiser: Interactions LLC
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.
Predictable Revenue
OCTOBER 11, 2019
Sure.rapidly improving prospecting tools and AI will change the SDR landscape, but are the predictions of the end of the SDR role correct? The post The End of the SDR? appeared first on Predictable Revenue.
Sales Hacker
OCTOBER 16, 2019
The post Driving a Kick-Ass Coaching Culture: Dispelling Myths & Adopting Best Practices appeared first on Sales Hacker. Chorus Marquee Partner Sales Enablement Webinars
Smart Selling Tools
OCTOBER 13, 2019
SalesTech Video Review: Qstream. Qstream can be used for sales onboarding or ongoing reinforcement and can test and reinforce sales qualification skills, sales negotiation, & product knowledge. It’s a simple, yet powerful way to make your salespeople better at what they do.
The Center for Sales Strategy
OCTOBER 15, 2019
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?”.
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!
Babette Ten Haken
OCTOBER 14, 2019
Do you have storytelling confidence? You know, telling stories consistently, time after time. And, telling the stories in which you are professionally invested. When you take those actions, you move away from describing someone else’s stories, as a third-party narrative. Think about it.
Anthony Iannarino
OCTOBER 14, 2019
One of the reasons you might not be as productive as you want to be is because the idea isn’t well defined. Many people who believe they are productive, are not. Not To-Dos. It is not crossing off tasks off a to-do list.
Membrain
OCTOBER 13, 2019
First published in 2011, “The Challenger Sale” must be one of the most widely-read sales books of the past decade, and with good reason.
Xactly
OCTOBER 16, 2019
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
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 Center for Sales Strategy
OCTOBER 16, 2019
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.
Pipeliner
OCTOBER 16, 2019
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.
Anthony Iannarino
OCTOBER 11, 2019
Today, October 11, 2019, marks three years since I published my first book, The Only Sales Guide You’ll Ever Need.
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