INDUSTRY INSIGHTS YOUR PEERS ARE READING
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. MORE
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. MORE
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. MORE
Too often, I’m in reviews with sales people whining, “The customer is irrational!”. Sales Coaching Sales Management MORE
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. MORE
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. MORE
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. MORE
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?” MORE
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. MORE
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. MORE
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. MORE
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. MORE
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.”. MORE
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. MORE
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. MORE
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? MORE
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. MORE
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. MORE
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? MORE
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. MORE
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? MORE
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. MORE
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. MORE
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 MORE
Negotiating is one of the most important skills salespeople can develop, yet it’s often overlooked. MORE
We often find there is a direct connection between sales and competitive sports. MORE
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. MORE
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. MORE
Connect2Sell
SEPTEMBER 18, 2019
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.
The Pipeline
SEPTEMBER 17, 2019
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.
The Pipeline
SEPTEMBER 12, 2019
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.
Sales Benchmark Index
SEPTEMBER 15, 2019
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.
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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
SEPTEMBER 13, 2019
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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Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
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Sales Benchmark Index
SEPTEMBER 16, 2019
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.
Connect2Sell
SEPTEMBER 11, 2019
Has this ever happened to you? critical thinking critical thinking in sales Critical Thinking and Problem Solving
Sales and Marketing Management
SEPTEMBER 13, 2019
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?
The Sales Hunter
SEPTEMBER 17, 2019
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.
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A step-by-step guide for building a comprehensive training playbook for your sales team.
Understanding the Sales Force
SEPTEMBER 16, 2019
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.
Sales Benchmark Index
SEPTEMBER 17, 2019
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.
The Sales Heretic
SEPTEMBER 11, 2019
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.
Mr. Inside Sales
SEPTEMBER 15, 2019
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.”.
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 Sales Hunter
SEPTEMBER 15, 2019
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.
Sales Hacker
SEPTEMBER 11, 2019
Negotiating is one of the most important skills salespeople can develop, yet it’s often overlooked.
Sales Benchmark Index
SEPTEMBER 11, 2019
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.
Sales and Marketing Management
SEPTEMBER 15, 2019
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.
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.
Smart Selling Tools
SEPTEMBER 15, 2019
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.
Membrain
SEPTEMBER 11, 2019
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
Hubspot Sales
SEPTEMBER 17, 2019
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.
The Center for Sales Strategy
SEPTEMBER 17, 2019
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?
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!
Anne Miller
SEPTEMBER 11, 2019
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.
Anthony Iannarino
SEPTEMBER 16, 2019
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.
Membrain
SEPTEMBER 15, 2019
Too often, I’m in reviews with sales people whining, “The customer is irrational!”. Sales Coaching Sales Management
Babette Ten Haken
SEPTEMBER 18, 2019
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.
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.
Hubspot Sales
SEPTEMBER 12, 2019
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?
Alice Heiman
SEPTEMBER 11, 2019
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.
Anthony Iannarino
SEPTEMBER 12, 2019
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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