68 Traits of the most successful sales professionals
Trinity Perspectives
JULY 3, 2018
At some stage of our career, all of us will work with someone who seems to have the Midas touch when it comes to making sales. Sales Tips and Tricks
Trinity Perspectives
Mood of the B2B Buyer Report
Trinity Perspectives
NOVEMBER 27, 2018
Almost a year ago, I hatched an idea to tap into the sentiment of business decision makers and procurement people around the world, to understand what really makes them tick. I’m delighted to announce the results of the inaugural Mood of the B2B Buyer study for 2018, conducted by the team at Trinity. Psychology of Buying
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Putting the 'I' into 'AI' may be the key to your sales success
Trinity Perspectives
FEBRUARY 4, 2019
It’s a confusing and frightening time for many salespeople right now. They’re grappling with the competing forces of automation and commoditisation in the industry, combined with the rapid disruption of the markets they serve, not to mention artificially intelligent technology that they need to grasp to succeed in this new world. Added to this mix are increasingly well-informed customers, with higher expectations of their vendors and more choice than they’ve ever had before.
What not to do when closing a deal
Trinity Perspectives
JUNE 14, 2018
As we edge closer to the end of the quarter/financial year, the pressure to close deals is almost certainly increasing. The funny thing about being under pressure to close deals, is that our customers and prospects often sense our growing desperation.
How to Drive Revenue Through Retention Marketing & Sales Enablement
Speaker: Ruth Stevens, President of eMarketing Strategy
In a pandemic, it’s more important than ever to focus on retaining and expanding current customers. So, how can sales and marketing support the retention effort? Join Ruth Stevens as she dives into this fast-paced session and reviews the 7 key strategies for current customer marketing, to enable sales and expand customer value.
4 simple steps to understanding enterprise sales
Trinity Perspectives
MAY 30, 2017
Enterprise sales is the term used to describe selling a high-end product or service to large or complex businesses. These sales cycles tend to be long, complex, and high in value, but also high in risk - and are regarded by many as the the most difficult challenge of all for sales professionals. Psychology of Buying Sales Tips and Tricks
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Top 5 stress reduction strategies in sales
Trinity Perspectives
MARCH 22, 2018
I’m either exactly the right person, or completely the wrong person, to write an article about how to overcome stress in sales, given my experiences over the past 20 years in the B2B sales industry. I’ll let you be the judge. What I can say without fear of contradiction, is that being a sales professional can be one of the most stress-inducing, gut-wrenching and soul-destroying career paths that anyone can pursue.
“I’m a sales management consultant,” I explained to passport control
Trinity Perspectives
JULY 18, 2017
This week my sales management consulting company turned 6 years old. It was a milestone day for me and my team and it gave me pause for thought. I reflected on how many of our clients have been with us through every step of this journey and how many of our newer clients have come, not through outbound marketing activities, but through warm referrals from existing clients and the extended Trinity network. Psychology of Buying Sales Tips and Tricks
How to become a sales superhero
Trinity Perspectives
APRIL 25, 2017
So you want to be a grea t salesperson, a truly great salesperson? Do you really want it? Good, you’re halfway there. The other half is learning the rules of the game, how to plan, how to prepare, how to ask intelligent questions and really listen to the answers.
Could empathy be the B2B key?
Trinity Perspectives
MARCH 13, 2017
Fake it til you make it' is a mantra most people in business understand and one many of us have used as the cornerstone of our professional lives. Without occasionally ‘faking it’ along the way, we would never move up the corporate ladder or overcome the crippling Impostor Syndrome that afflicts so many people (myself included) in our daily lives. Psychology of Buying Sales Tips and Tricks Win Loss Insights Training
The Best Sales Forecasting Models for Weathering Your Goals
Advertiser: ZoomInfo
Every sales forecasting model has a different strength and predictability method. It’s recommended to test out which one is best for your team. This way, you’ll be able to further enhance – and optimize – your newly-developed pipeline. Your future sales forecast? Sunny skies (and success) are just ahead!
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So you want to meet the C-suite?
Trinity Perspectives
JANUARY 16, 2017
I interviewed a customer recently, as part of a workshop I was running for a client in the technology industry. One topic they asked me to talk about was harnessing the ‘Voice of the Customer’ and getting inside the head of a C-suite executive. This particular sales strategy topic is very close to my heart, so close that I’ve spent the past 6 years building a business focused on extracting actionable customer insights. This article will reveal the most successful strategies.
5 simple sales strategies for 2017
Trinity Perspectives
JANUARY 7, 2017
Optimising sales is the single biggest priority for sales managers and sales reps in most businesses around the world. Truth be told, any employee who enjoys getting paid each month, putting their kids through school and having the occasional holiday should take at least a passing interest in the sales side of the business. The ability to sell in a consistent and predictable fashion is the clearest (though not the only) predictor of a business's long-term viability.
Want to close more sales? Follow these 3 simple tips …
Trinity Perspectives
NOVEMBER 21, 2016
B2B sales isn’t like a factory assembly line. While some elements of repetition may exist in sales, no customer or prospect in the world appreciates being shoe-horned into a sales process, which doesn’t align with their buying process. Sales Tips and Tricks
What was sales really like in the 'good old days'?
Trinity Perspectives
NOVEMBER 6, 2016
A young sales rep asked me recently to explain the differences between the B2B sales profession these days, by comparison with the heyday of technology sales. Psychology of Buying Sales Tips and Tricks Transformation
Want to Crush Your Competition? Read How to Build an AI-Powered Selling Roadmap
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“If sales reps have the right AI tools and adoption, we see sellers easily closing 3 times as many sales each month.” Hear from 5 experts on steps you can take to reduce non-selling time and use conversational & sentiment analysis to transform how you sell.
Consulting Services: Putting the Client First in Sales and Delivery [Podcast]
Sandler Training
MAY 16, 2029
Brian Sullivan, VP of Sandler Enterprise Selling, speaks with Steve Moritz, thirty year veteran of the technology industry and CEO of Moritz Consulting Group about Consulting Services: Putting the client first in sales and delivery. Listen Time: 40 Minutes. Professional Development
Shana Tova
The Pipeline
SEPTEMBER 18, 2020
There so many reasons to look to next year, may it be healthy and safe for you and yours! The post Shana Tova appeared first on TiborShanto.com. General shanah tova
Go through the motions
Sales 2.0
SEPTEMBER 18, 2020
In sales we need to go through the motions. Our buyers are “frazzled” as Jill Konrath says.
Digital selling is Not Optional
Sales 2.0
MAY 29, 2020
Stormy clouds covering the Serengeti while on game-drive on the way to Seronera. We are starting to reopen but it’s pretty clear things will be different. Things will be some kind of new but not the same as before. The good news is that some things will be better. than before.
The Revenue Leader's Guide to Prospecting
Speaker: Christopher Ryan, Founder and CEO of Fusion Marketing Partners
Sales & Marketing departments that work together guarantee higher acquisition, better nurturing, and more effective sales. Join Christopher Ryan for this insightful webinar, presenting the wide funnel lead nurturing model. Don't miss out on this opportunity to get your teams working together and your revenue performance optimized.
How a Sales and Marketing Leader Makes Meaningful Connections with Self-Serve Customers
Sales Benchmark Index
SEPTEMBER 12, 2020
With more and more possibilities available to the online consumer, the desire for self-serve options does not seem to be subsiding anytime soon. With more independent and educated customers, where do sales and marketing fit into this new model? In his.
Navigating the Digital Disruption to Your Sales Channel Strategy
Sales Benchmark Index
SEPTEMBER 10, 2020
If you are reading this article and you work in the B2B space, you have most likely been inundated with buzzwords surrounding Digital and how it is disrupting your industry: Digital strategy, digital transformation, eCommerce, big data, IoT, AI, and.
A Complete Prospecting System
The Pipeline
SEPTEMBER 2, 2020
By Tibor Shanto. From the time of the first salesperson, sales leaders have been trying to figure out how to get their teams to prospect. In a recent survey, 42% of sales and corporate leaders identified prospecting as a skills gap in their organizations.
6 Keys to Prospecting Success
John Doerr
SEPTEMBER 15, 2020
Most sellers will tell you that creating conversations with prospects is critical to greater success in sales, but the dynamics of how to do it can be baffling. Unfortunately, when sellers seek to understand it better, they often find conflicting advice
The 5 Keys to Sales Emails That Set More Meetings
Speaker: Marc Wayshak, Sales Strategist, Best-Selling Author & Founder, Sales Insights Lab
So many reps' email efforts could be yielding more meetings--simply by using a better strategy. Watch the webinar with Marc Wayshak, Sales Strategist and Best-Selling Author, to get lots of great strategies on how to set up meetings via email! <
I Don’t Like You – Where Do I Sign?
The Pipeline
SEPTEMBER 17, 2020
By Tibor Shanto. Can we agree that despite many claims to the contrary, there is no single proven method for continuous success in B2B sales? One that has proven itself in varied markets and real-world challenges.
What Market-Leading CEOs Do Differently to Measure Customer Experience
Sales Benchmark Index
SEPTEMBER 15, 2020
Most CEOs state that Customer Experience is a differentiator for competitive advantage. If perfected, it becomes difficult for the competition to fast follow. In addition, most leaders see a direct correlation with driving growth, profit, and valuation. Product and operational.
How to Recover from Sales Mistakes
Connect2Sell
SEPTEMBER 9, 2020
failing forward growing business sales mistakes
How a Sales and Marketing Leader Deploys AI for an Exceptional Customer Experience
Sales Benchmark Index
AUGUST 29, 2020
In a virtual world, Customer Experience has definitively been at the forefront of the digital revolution. How has your company adapted to the new demands of the market? Many have been turning to AI and automation for an optimized experience.
B2B Pocket Playbook: End-to-End Guide to Sales Enablement
Advertiser: ZoomInfo
Sales enablement is the strategic process of providing sales teams with the content, guidance, and mentorship needed to engage targeted buyers. It’s all about equipping sales professionals with the tools they need to put their best-selling foot forward. And if sales teams want to continuously sell better -- and faster -- their sales enablement process must have a game-winning strategy. It's time for you to start selling smarter - and hitting your sales number - with the best B2B database in the market. Get started today.
It’s Like Bending Time
The Pipeline
SEPTEMBER 15, 2020
By Tibor Shanto. I always say that time is fixed and the only nonrenewable resource, but with skill and will you can bend it a little. In the video below I share how to help patterns in activities to help the prospect ignore their own objection.
An Alternative Objection Handling Method
The Pipeline
SEPTEMBER 8, 2020
By Tibor Shanto. Objections are an emotional thing, meaning it is better to use a counterintuitive approach. You can take that even one step further by involving the prospect in handling their own objection. Try this alternative objection handling method: [link].
Definitely The Best Day To Make Calls
The Pipeline
AUGUST 24, 2020
By Tibor Shanto. I have a lot of empathy for pundits in a subjective undefined area of practice, like prospecting for example. Making proclamations, spinning data, presenting speculation as fact , only to be undercut by facts.
The Mental Game of Sales
Jill Konrath
SEPTEMBER 15, 2020
If you're struggling in these challenging times, check out this video interview I did last week with Steve Richard, Founder of ExecVision. Success Mindset
How You Can Triple Your Results With a More Personalized, Empathetic Approach
Speaker: Brian Carroll, CEO and Founder of markempa
Marketing and sales feel pretty tricky right now. What worked before now feels out of touch, but have you made plans for how you'll continue to move forward? You've likely tried everything: expert recommendations, best practices, the latest tools, and automation. But your results are falling short. Here's the thing: All the automation tools, best practices, data analytics won't help get better results now until you master empathizing with your customers. In this webinar, you'll learn how to go beyond rational-logic based sales/marketing and adjust your sales enablement strategy to better understand how buyers feel so that you can connect and help them on their journey.
Sales Results from the Uniqueness of You
Connect2Sell
SEPTEMBER 16, 2020
growing business sales results
Brand Promise vs. Brand Experience: How to Deliver a Frictionless Customer Journey
Sales Benchmark Index
SEPTEMBER 5, 2020
Brand Experience and Brand Promise often get grouped into one category when considering how buyers interact with your company, when in fact, the two are separate elements that need to be working in tandem for a frictionless and memorable customer experience. In his.
From Sales Science to Sales 3.0 Come Along
The Pipeline
SEPTEMBER 10, 2020
By Tibor Shanto. Big day today, thanks to our new virtual comfort, I am presenting at two different events, sharing best practices. From Sales Science to Sales 3.0, come along.
Sales Scrum Podcast Episode #18 – Guest Darryl Praill
The Pipeline
AUGUST 27, 2020
Sales Scrum Podcast Episode #18 – Guest Darryl Praill. This week we have a We The North edition of The Scrum, we welcome Darryl Praill, Chief Marketing Officer at VanillaSoft.
Pressure Points: How to Ensure Your B2B Pipeline Passes Inspection
Advertiser: ZoomInfo
This eBook highlights best practices for developing a pipeline management process that helps sales leaders and their team C.L.O.S.E (you’ll see what we mean in this eBook) more revenue through data-driven prospecting, stage analysis, and subsequent sales enablement.
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