Today’s post is by Roderick Jefferson, CEO of Roderick Jefferson & Associates, LLC. You’ve been hired as (or promoted to be) a sales enablement leader. Now what do you do? Where do you focus? How do you evaluate your team – or build a new one? MORE
Managing Performance for many sales managers is the holy grail – how exactly do you get a disparate group of team members working effectively together to achieve common goals and still keep them motivated? One area we are always trying to improve is the way people perform on the job, and it is vital that we understand the elements that make up an individual’s performance so we can influence them and, ideally, set some parameters for them to work around. MORE
Some of you might have seen Bryce Harper's incredible last-minute barrage of home runs in the 2018 All-Star game. It's one of the highlights of summer! Today I give you a barrage of my own with three killer videos and a powerful data-packed article. MORE
If the above is true for you, you are not alone – but the trend is shifting. To skip to the juice, Download the Packaging Services for Revenue Growth Assessment Tool. When we hear “services revenue” we often think of professional. MORE
Even in the age of artificial intelligence, common sense still matters. Technology addiction is running rampant. We spend more time looking at screens than talking to the people who matter. MORE
Today’s post is going to include a few numbers. I’ve actually gone a step further than I’ve gone before in this post and boiled everything down to time, which is the “ultimate currency” for us humans. MORE
At the 2018 Nathan’s Famous Hot Dog Eating Contest, competitive eater Joey Chestnut set a new world record by downing 74 hot dogs in just 10 minutes. Okay,” you say. But what does Joey Chestnut have to do with sales learning?”. Simple. MORE
By Tibor Shanto. On the run this week, so I thought I would share a quick but important thing you should incorporate into your prospecting, followed by a couple of things you need to know about and act on. It’s Later Than They Think. MORE
Taking the above conclusion at face value, it forces a hard choice – drop the price and hurt margin, or maintain the price and sacrifice sales. Rock, meet Hard Place. That sort of choice can stymie decision-making, causing you to. MORE
Your time is valuable. Every precious minute you spend with a prospect who will never be a viable buyer is a minute you’ve wasted. You need to qualify prospects to be sure they’re serious and capable, not just price shopping or browsing. The problem is that empowered prospects are impatient with your qualifying questions. sales questions MORE
Author: Warren Fowler The logic behind an online business is relatively simple – you are trying to acquire as many leads as possible and then convert them into real customers. However, this process is everything but easy. MORE
On episode 16 of the Sales Hacker podcast, we speak with Amit Bendov , CEO and Co-Founder at Gong.io about how to scale a tech startup in 2018. He walks us through the inside story of how he developed the idea for Gong — the market testing and market feedback he used to design and refine the product. MORE
Email Subject Lines for Sales. Hoping to help". "We We have [insert fact] in common.". Idea for [topic the prospect cares about]". "10 10 mins -- [date]?". "Do Do not open this email". "3 3 weekend ideas for you". HBO Go password?". MORE
Avoid Rejection While Prospecting with this One Technique. By Mike Brooks, [link]. Discover sales training with best tips, rebuttal techniques and responses on how to go about handling and overcoming most common objections in phone cold call prospecting. MORE
Here are 13 sales techniques that research shows will improve your selling approach, no matter your industry. Check it out now! The post 13 Sales Techniques You Must Know Right Now appeared first on Sales Speaker Marc Wayshak. Blog sales techniques MORE
After the show is over, how do I follow–up? There are companies who fax quotes, confirmations and copies of orders directly from their exhibit booth to the office of the prospect or customer. That's real fast. Networking MORE
Joining us on hbspt.cta.load(23541, '39dd4f48-b0ca-486a-9fa5-4e1fb27489aa', {}); is Steve Grimshaw, the Chief Executive Officer for Caliber Collision. In today’s show, Steve demonstrates how a chief executive orchestrates the right level of inorganic growth to maximize the valuation of their. MORE
Achieving professional performance consistency is both a target for some professionals as well as a never-ending quest, for others. Why is that? Do you recognize yourself in any of these three professional performance scenarios? MORE
Inside Rule of 24, executives at 2Win! and authors Robert D. Riefstahl and Daniel J. Conway show you how to not only survive, but thrive and dominate selling software in the new digital landscape. MORE
B2B customers care little about your product. What customers care about isn’t you, your company, or the product content you produce. In the age where customer experience is paramount, an “outward-in” approach is imperative to developing compelling content that fuels. MORE
Too many of us get stuck going through the motions in life/business/sales and just do what we think we’re supposed to do. I have two examples, one personally and one professionally, that made me stop and think otherwise. First the personal story. MORE
Email is crucial to salespeople's success. You invest time in perfecting your email copy, hyperlinking the right words, and placing the right call-to-action. And if no one opens your emails, it could mean your job. That's where subject lines enter the picture. MORE
In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. This week I interview Joe Andrews, VP of Product & Solution Marketing for InsideView. Connect with him on LinkedIn or Twitter. MORE
There is a large, diverse ecosystem of technologies available aimed at improving sales performance. For those interested in profitably scaling your sales team, three focus areas, within new tech, standout: Artificial Intelligence applied to lead generation & qualification. MORE
The transformation of loyal customers into former customers is a real conundrum. Especially in the age of big data meets customer satisfaction. After all, if you continuously keep your fingers on the pulse of your customers, all that data should tell you who is vulnerable. And who is not. MORE
You may recall hearing in one of our videos or reading in one of our blogs the importance of identifying your zebra to build your business. MORE
Differentiation is critical in helping customers select our solution over the alternatives. As important as it is, most sales people do a terrible job at differentiation. Ultimately, too many are unable to differentiate in meaningful ways, as a result they end up differentiating on price. MORE
The post The 5 Key Barriers to Setting High-Value Appointments & How to Overcome Them appeared first on Sales Hacker. Choice Partner Sales Process TimeTrade Webinars MORE
Commissions play a key role in your sales compensation plans, driving sales behaviors and motivating reps to hit their quota. Depending on your sales force structure and size, there are different sales commission structures that can be used in your incentive plan. MORE
Author: Kostas Chiotis Having a powerful marketing strategy is vital to the growth and success of your business. However, most industries are highly competitive, and if you fail to launch effective marketing campaigns, you may find yourself in hot water real quick. MORE
Author: Charles Ebert Startups need guidance and advice from people who have been in their shoes in the past and managed to make it in their respective industries. MORE
Understanding the Sales Force
JULY 18, 2018
Some of you might have seen Bryce Harper's incredible last-minute barrage of home runs in the 2018 All-Star game. It's one of the highlights of summer! Today I give you a barrage of my own with three killer videos and a powerful data-packed article.
John Barrows
JULY 18, 2018
Too many of us get stuck going through the motions in life/business/sales and just do what we think we’re supposed to do. I have two examples, one personally and one professionally, that made me stop and think otherwise. First the personal story.
Sales 2.0
JULY 14, 2018
Today’s post is going to include a few numbers. I’ve actually gone a step further than I’ve gone before in this post and boiled everything down to time, which is the “ultimate currency” for us humans.
The Pipeline
JULY 17, 2018
By Tibor Shanto. On the run this week, so I thought I would share a quick but important thing you should incorporate into your prospecting, followed by a couple of things you need to know about and act on. It’s Later Than They Think.
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A blueprint for turning average performers into top reps.
Anthony Cole Training
JULY 16, 2018
You may recall hearing in one of our videos or reading in one of our blogs the importance of identifying your zebra to build your business.
No More Cold Calling
JULY 12, 2018
Even in the age of artificial intelligence, common sense still matters. Technology addiction is running rampant. We spend more time looking at screens than talking to the people who matter.
Sales and Marketing
JULY 17, 2018
Author: Warren Fowler The logic behind an online business is relatively simple – you are trying to acquire as many leads as possible and then convert them into real customers. However, this process is everything but easy.
Smart Selling Tools
JULY 17, 2018
At the 2018 Nathan’s Famous Hot Dog Eating Contest, competitive eater Joey Chestnut set a new world record by downing 74 hot dogs in just 10 minutes. Okay,” you say. But what does Joey Chestnut have to do with sales learning?”. Simple.
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Sales enablement is not really a new concept; it has been around for over 10 years. However, understanding the full application of sales enablement is a very different thing.
Sales Benchmark Index
JULY 17, 2018
B2B customers care little about your product. What customers care about isn’t you, your company, or the product content you produce. In the age where customer experience is paramount, an “outward-in” approach is imperative to developing compelling content that fuels.
Connect2Sell
JULY 18, 2018
Your time is valuable. Every precious minute you spend with a prospect who will never be a viable buyer is a minute you’ve wasted. You need to qualify prospects to be sure they’re serious and capable, not just price shopping or browsing. The problem is that empowered prospects are impatient with your qualifying questions. sales questions
Selling Power
JULY 18, 2018
Today’s post is by Roderick Jefferson, CEO of Roderick Jefferson & Associates, LLC. You’ve been hired as (or promoted to be) a sales enablement leader. Now what do you do? Where do you focus? How do you evaluate your team – or build a new one?
Sales and Marketing
JULY 12, 2018
Author: Charles Ebert Startups need guidance and advice from people who have been in their shoes in the past and managed to make it in their respective industries.
Speaker: Steve Molis, Salesforce MVP
Steve Molis has put together a collection of universal formula tips and tricks, along with several of his personal favorites, so that you can get the benefit of a wealth of information without having to trawl through everybody else’s Salesforce problems.
Smart Selling Tools
JULY 12, 2018
In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. This week I interview Joe Andrews, VP of Product & Solution Marketing for InsideView. Connect with him on LinkedIn or Twitter.
Sales Benchmark Index
JULY 18, 2018
There is a large, diverse ecosystem of technologies available aimed at improving sales performance. For those interested in profitably scaling your sales team, three focus areas, within new tech, standout: Artificial Intelligence applied to lead generation & qualification.
Jeffrey Gitomer
JULY 16, 2018
After the show is over, how do I follow–up? There are companies who fax quotes, confirmations and copies of orders directly from their exhibit booth to the office of the prospect or customer. That's real fast. Networking
Babette Ten Haken
JULY 19, 2018
Achieving professional performance consistency is both a target for some professionals as well as a never-ending quest, for others. Why is that? Do you recognize yourself in any of these three professional performance scenarios?
Speaker: Steven Rosen MBA, Author, Executive Coach, Speaker and Top 50 Sales Influencer
It is well recognised that the frontline sales managers are the key to driving performance in sales organizations. If you had to choose between investing in sales manager training vs sales rep training what would you do?
Marc Wayshak
JULY 18, 2018
Here are 13 sales techniques that research shows will improve your selling approach, no matter your industry. Check it out now! The post 13 Sales Techniques You Must Know Right Now appeared first on Sales Speaker Marc Wayshak. Blog sales techniques
Sales Hacker
JULY 17, 2018
On episode 16 of the Sales Hacker podcast, we speak with Amit Bendov , CEO and Co-Founder at Gong.io about how to scale a tech startup in 2018. He walks us through the inside story of how he developed the idea for Gong — the market testing and market feedback he used to design and refine the product.
Sales Benchmark Index
JULY 16, 2018
If the above is true for you, you are not alone – but the trend is shifting. To skip to the juice, Download the Packaging Services for Revenue Growth Assessment Tool. When we hear “services revenue” we often think of professional.
Hubspot Sales
JULY 13, 2018
Email Subject Lines for Sales. Hoping to help". "We We have [insert fact] in common.". Idea for [topic the prospect cares about]". "10 10 mins -- [date]?". "Do Do not open this email". "3 3 weekend ideas for you". HBO Go password?".
Speaker: Matt McDarby & Dan Smaida, Managing Directors, Specialized Sales Systems
World-class sales managers have long used creative means to solve for time and distance. In this webinar, you’ll learn how modern sales managers are using new technology plus old-school sales management to develop their people without burning out.
Partners in Excellence
JULY 19, 2018
Differentiation is critical in helping customers select our solution over the alternatives. As important as it is, most sales people do a terrible job at differentiation. Ultimately, too many are unable to differentiate in meaningful ways, as a result they end up differentiating on price.
Babette Ten Haken
JULY 16, 2018
The transformation of loyal customers into former customers is a real conundrum. Especially in the age of big data meets customer satisfaction. After all, if you continuously keep your fingers on the pulse of your customers, all that data should tell you who is vulnerable. And who is not.
Sales Hacker
JULY 12, 2018
The post The 5 Key Barriers to Setting High-Value Appointments & How to Overcome Them appeared first on Sales Hacker. Choice Partner Sales Process TimeTrade Webinars
Sales Benchmark Index
JULY 14, 2018
Taking the above conclusion at face value, it forces a hard choice – drop the price and hurt margin, or maintain the price and sacrifice sales. Rock, meet Hard Place. That sort of choice can stymie decision-making, causing you to.
Speaker: Ray Makela, CEO Sales Readiness Group
Companies spend about $20 billion a year on various forms of sales training. Still, many sales leaders report low ROIs from their sales training initiatives. So how can you ensure that your investment in sales training is producing excellent results? Join us for this complimentary webinar as Ray Makela, CEO at the Sales Readiness Group, discusses five essential factors to achieve sustainable success from your sales training investment, and how to leverage eLearning to maximize results.
Hubspot Sales
JULY 16, 2018
Email is crucial to salespeople's success. You invest time in perfecting your email copy, hyperlinking the right words, and placing the right call-to-action. And if no one opens your emails, it could mean your job. That's where subject lines enter the picture.
MTD Sales Training
JULY 16, 2018
Managing Performance for many sales managers is the holy grail – how exactly do you get a disparate group of team members working effectively together to achieve common goals and still keep them motivated? One area we are always trying to improve is the way people perform on the job, and it is vital that we understand the elements that make up an individual’s performance so we can influence them and, ideally, set some parameters for them to work around.
Xactly
JULY 19, 2018
Commissions play a key role in your sales compensation plans, driving sales behaviors and motivating reps to hit their quota. Depending on your sales force structure and size, there are different sales commission structures that can be used in your incentive plan.
Igniting Sales Transformation
JULY 18, 2018
Inside Rule of 24, executives at 2Win! and authors Robert D. Riefstahl and Daniel J. Conway show you how to not only survive, but thrive and dominate selling software in the new digital landscape.
Speaker: Joe DiDonato, Chief of Staff, Baker Communcations, Inc
Finding the right learning approach for each topic you have to deliver to your learners can seem like a “problem of endless choices.” In this webinar, corporate learning expert, Joe DiDonato, shares how his teams solved these problems, as well as how new educational technology (EdTech) is changing the sales landscape for all of us. He will also tell you what he shared with the Venture Capitalist community on how to pick which EdTech technologies will likely succeed based on educational research. Joe is an engaging storyteller that uses easy-to-understand language, who promises to share what methods succeeded and which methods failed over his long career.
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