Connect2Sell

NOVEMBER 21, 2018

Ho-hum demos, capabilities presentations, proposals and dog-and-pony shows don’t make the sale. sales presentation buyer alignment

Buyer 173

Buyer Proposal How To Sales 173

The Sales Heretic

NOVEMBER 20, 2018

You’d be hard-pressed to find a bigger advocate of good customer service than yours truly. I have long argued that sales is service and service is sales.

Customer 190

Customer Margin Customer Service Discount 190

Inside Sales Training

NOVEMBER 18, 2018

I was having breakfast with a client in Denver before a training program I was giving, and we were talking about the importance of asking questions and listening.

Closing 233

Closing Decision Maker Inside Sales Follow-up 233

Sales and Marketing Management

NOVEMBER 19, 2018

Author: Josh Carlyle Since you’re representing a brand, you need to market yourself to your audience and potential clients. This is not an easy task, but if successful, it can lead to a profitable, long-term collaboration with the best partners.

Media 255

Media Advertising Advertising How To 255

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Understanding the Sales Force

NOVEMBER 19, 2018

I don't get stressed anymore when I'm driving. All it took was for me to not exceed the speed limit.

Pipeline 177

Pipeline System Closing Sales 177

Sales Benchmark Index

NOVEMBER 17, 2018

Joining us on the SBI Podcast is Stephen Thomas, SVP of Global Sales for Armor Cloud Security. Armor is a hybrid cloud security service that integrates advanced analytics, global threat intelligence, and continuous response capabilities into a single platform that bolsters.

Marketing 179

Marketing Banking Analytics B2C 179

MTD Sales Training

NOVEMBER 21, 2018

How do you define the word ‘value’? One definition could be ‘the regard that something is held to deserve; the importance, worth, or usefulness of something, one’s judgement of what is important’.

Guarantee 141

Guarantee How To Comparison Banking 141

Sales and Marketing Management

NOVEMBER 15, 2018

Author: Matthew Sunshine If you’re a sales manager, you know this to be true: Having that tough conversation with a salesperson who isn’t meeting goals is never fun. Telling people they’re not meeting expectations and inspiring them to turn things around isn’t easy.

Coaching 275

Coaching Construction Pivotal Positioning 275

Anthony Cole Training

NOVEMBER 19, 2018

While driving into work earlier this year, I heard an incredibly powerful performance question while listening to the Dan LeBetard with Stugatz ESPN radio show. An ardent Michigan State Football beat writer asked this question during the Big 10 media day.

Report 153

Report Coaching Media Pipeline 153

Sales Benchmark Index

NOVEMBER 19, 2018

Sales operation needs to be in lock-step with your sales leader on your coverage plan exercise? Many sales operations leaders are stuck in tactical and daily activities. How can you elevate your sales operations team to think strategically? Sales operations.

Sales Operations 169

Sales Operations Exercises Segment Revenue 169

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Understanding the Sales Force

NOVEMBER 15, 2018

Lays Potato Chips. Movie Theater Popcorn. Toll House Chocolate Chip Cookies. BBQ Ribs. Fudge Brownies. Rolos (a personal favorite from years ago). All junk food which, after having the first one, you just can't stop there. You must have more.

Data 163

Data Sales Talent Study LinkedIn 163

MTD Sales Training

NOVEMBER 15, 2018

We had a call from a company recently, trying to sell us business insurance. They had cold-called our support team and wanted to know if we already had business insurance for various aspects of our company.

Insurance 146

Insurance Insurance ROI Cold Calling 146

A Sales Guy

NOVEMBER 19, 2018

It’s time we change the way we sell. The old, tired, product-centric, sales techniques and methods have had their time. Ask any buyer. They are fed up with the countless, lame, intrusive, valueless emails, cold calls and LinkedIn requests for 15-minutes of their time. They are tired of salespeople not understanding their business and pitching irrelevant solutions. They are tired of long, cookie cutter demos that don’t address their needs as a company.

Buyer 109

Buyer Commission Outbound Inbound 109

Anthony Cole Training

NOVEMBER 15, 2018

Assuming for a second that when you think about hiring for a position in your organization, you are thinking about hiring the best, especially in the early rounds of looking for talent. No one reasonably goes about writing a job description like this: building sales team sales stories things to do for sales success sales growth and inspiration solving sales issues

Positioning 118

Positioning Sales 118

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Social Selling

Sales Benchmark Index

NOVEMBER 20, 2018

There is no doubt that the Private Equity landscape has evolved. Lower cost money and more LPs are leading to historical levels of dry powder. Further, the availability of less acquisition targets with immediate EBDITDA upside is leading to more.

Marketing 161

Marketing Funnel CRM Analysis 161

Keith Rosen

NOVEMBER 18, 2018

If you seek out coaching moments, you’ll certainly find them. However, recognizing them when presented to you in the unlikeliest of places is the greatest opportunity to make a surprisingly unexpected impact.

Coaching 108

Coaching SalesForce Conversion ACT 108

RAIN Group

NOVEMBER 20, 2018

Consider this: a CBS News / New York Times poll asked, "What percent of people in general are trustworthy?" The answer: 30%. We're all pretty skeptical, right? Not necessarily. At the same time, the CBS News / New York Times poll asked a similar group the same question, but with a slight difference.

Course 96

Course Groups Positioning Buyer 96

Smart Selling Tools

NOVEMBER 15, 2018

Have you ever made a sale that you felt slimy about? I’m talking about something that went above your need to hit a monthly sales quota. Have you ever sold a product you didn’t believe in or didn’t believe could adequately meet your customer’s needs?

Cancellation 101

Cancellation Benefit Influencer Analysis 101

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.

Coaching

Hubspot Sales

NOVEMBER 21, 2018

It can feel like a David and Goliath scenario. As a startup, you may be tempted to look at the established giants in your niche and believe you have no chance of beating them. They have the reputation, reach, and budget to acquire and retain customers.

eBook 83

eBook Hubspot Buyer Persona Inbound 83

Sales Benchmark Index

NOVEMBER 21, 2018

Sales Talent 147

Sales Talent Territories How To Revenue 147

Xactly

NOVEMBER 19, 2018

Non-financial rewards can be just as, or even more motivating for employees than those involving traditional financial rewards. It is no secret that happy companies are influenced by the company culture.

Motivation 87

Motivation Sports Guidelines Loyalty 87

SalesProInsider

NOVEMBER 20, 2018

We’ve officially entered the “season” of holidays for the year…closely bundled together in the US anyway, we have Thanksgiving, Christmas, Hanukkah, Kwanza, and New Years. I’m grateful it starts with Thanksgiving.

Travel 81

Travel Energy Engineering Closing 81

Speaker: Jeff Davis, Founder, jd2 Consulting Group

Jeff Davis is here to help you think differently about how Sales and Marketing should interact. With increased scrutiny for marketing to prove ROI on their activities and it becoming increasingly hard for B2B salespeople to even get in front of customers, the old way of doing business is no longer an option. This webinar will use evidence-based research and empirical knowledge to propose real-world strategies that work.

Marketing

Smart Selling Tools

NOVEMBER 20, 2018

It’s been enjoyable reading all the posts on what people are most thankful for. What am I thankful for most of all? I’m thankful that I’ve been lucky. Now, I’m not discounting hard work and perseverance.

Fashion 82

Fashion Distribution Vendor Discount 82

Hubspot Sales

NOVEMBER 21, 2018

Steps for developing a GTM strategy. Identify the buying center and personas. Map a value matrix and messaging strategy to each persona. Understand your buyer’s journey. Pick a sales strategy. Generate interest. Create content. Optimize.

Strategy 81

Strategy Funnel Inbound Advertising 81

Sales Benchmark Index

NOVEMBER 16, 2018

Consumer 161

Consumer How To Retention Competition 161

BrainShark

NOVEMBER 20, 2018

The sales world has been no exception to the recent explos

Sales 79

Sales 79

Speaker: John Barrows, CEO, JBarrows Sales Training

As technology and AI advance, and as companies and reps continue to look for technical solutions to increase efficiency throughout the sales process, the human element of sales is being lost.The question we need to ask ourselves is – what can we do that a computer can’t? The answer lies in context; if we as sales professionals are not adding any context to our content, then we bring no additional value to what marketing and technology are already doing. Learn about the importance of context, and where and how to add it throughout the sales process!

Sales Process

Babette Ten Haken

NOVEMBER 21, 2018

I recommend creating a toxic customer exit strategy. Over time, having this strategy in your back pocket saves your sanity, as well as professional integrity. Otherwise, toxic customers walk all over you, your colleagues and your organization. No matter how well you honor your commitments to them.

Customer 74

Customer Strategy SME Retention 74

Partners in Excellence

NOVEMBER 16, 2018

Over the past week, I’ve been involved in several conversations that have the same underlying theme. It’s basically around the concept of Productive Conflict. I believe this is a critical concept–both in how we engage our customers and in driving change internally.

Motivation 85

Motivation Channels Quota Objections 85

The Center for Sales Strategy

NOVEMBER 20, 2018

Tethered to a mobile device, laptop, or desktop responding to emails and phone calls. Putting out fires like some help desk ninja. Drowning in reactive mode. Everything is important. Everything is urgent. Everything needs attention right now. Pronto! Is this the role of a leader? I think not.

Revenue 74

Revenue How To 74

Sales Benchmark Index

NOVEMBER 15, 2018

Positioning 154

Positioning Company Revenue Strategy 154

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