Trending Articles

Sales Lessons Learned at the Movies

The Pipeline

By Tibor Shanto. It is not uncommon for people to use movies to make a point; those of us in the trade can all point to sales lessons learned at the movies. There are a lot of films that people like to point to as a means of highlighting a critical element of selling.

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How To Make Your Linkedin Profile Stand Out

MTD Sales Training

LinkedIn is rapidly approaching 600 million users. With that kind of exposure, sales consultants are missing out big time if they aren’t using the medium effectively. InsideSales.com shows that 80% of B2B leads come from LinkedIn vs. 13% on Twitter & 7% on Facebook. It’s a simple no-brainer.

Winning Your Prospect’s Prospect

The Pipeline

By Tibor Shanto. We’re all familiar with the expression “ The enemy of my enemy is my friend.” Not a moto for successful selling and retention, but maybe it has some purpose. At the core, the concept points how two unrelated parties can band together for a common cause.

Two different approaches to getting in-the-door

Sales 2.0

If you run a small company, you usually end up being one of your company’s early sales people. If you are in this position, this post may help you. It’s about an alternative way to get in front of your target buyer without cold calling.

Why Conversational AI Is Key to Customer Service in the Customer Experience Era

In today’s hyper-competitive market, every business must become a customer experience-first business. Customer satisfaction has become more important than price or any individual feature. Read the new Tractica white paper to learn how important conversational AI is to your CX strategy.

Who's in Charge Here?

Anthony Cole Training

A majority of sales people are so happy to get in front of a prospect that they sometimes allow them to control the sales process. qualifying prospecting Qualifying leads closing sales Business Development qualifying sales prospects sales preparation prospect engagement

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Creating Unforgettable Moments in Key Phases of Your Customer Journey

Sales Benchmark Index

Market-leading companies develop and execute on strategies that are aligned to their customers expressed and unexpressed needs. This is often captured in a Customer Journey Map. While this tool is frequently used to prioritize operational improvement efforts, to deliver on.

How to Make Your Value Proposition Stronger

Jill Konrath

How can you tell if you have a weak value proposition? One telltale sign is that virtually no one responds to your emails or gets back to you on the phone. Selling Tools

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Two different approaches to getting in-the-door

Sales 2.0

If you run a small company, you usually end up being one of your company’s early sales people. If you are in this position, this post may help you. It’s about an alternative way to get in front of your target buyer without cold calling.

How Important Is Your Brand To A Customer

MTD Sales Training

Branding is a key component in determining your success in sales and marketing.

4 Steps to Developing Your Customer Care Strategy

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.

The Biggest Sale You Will Ever Make

The Sales Hunter

The biggest sale you will ever make is very similar to the biggest sale I ever made. The biggest sale you will ever make is the one you make to yourself when you start believing 100% that you can make a difference because of what you sell and the outcomes you create.

The Harder You Work, The Luckier You’ll Get

Mr. Inside Sales

“The only place where success comes before work is in the dictionary.”. Vidal Sassoon. The world remembers Thomas Edison as an inventor, but he was also a spectacular salesman. Edison understood that simply inventing a product, no matter how useful, was not enough.

Promoted! How to Develop a Sales Team

Connect2Sell

As sales manager, you can focus on the short-term and drive sales results to meet this period’s goals. It’s a lather-rinse-repeat approach, and you’ll be doing exactly the same thing next period and next year.

9 Ways to Get the Most from Sales Video Coaching

Sales and Marketing Management

Author: Lauren Boutwell As the field of sales enablement has evolved and matured, so, too, have its supporting technologies. Accordingly, video coaching has become a popular tool for driving readiness in sales organizations of all sizes and across industries.

Successful Social Selling Best Practices Guide

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.

5 Keys to Sales Coaching

Anthony Cole Training

In this article, we discuss the "5 Keys to Sales Coaching", or the five critical steps you must know and execute in order to get the best effort and results out of your salespeople. They include: Insight. Feedback. Demonstrate. Role Play. Action Plan. Coaching salespeople is hard work and it helps to have a consistent and effective process to help keep you on course.

Creating Elevated Moments – Customer Experience Lessons from the World’s Best Restaurant

Sales Benchmark Index

B2B companies are waking up to the fact that to grow faster than their competitors, they need to differentiate their customer experience. Taking another lesson from outside of our industry, today we will examine how CX design elevated a restaurant.

[Video Overkill] Am I the Only One Who Would Rather Read?

No More Cold Calling

Your video marketing doesn’t work for me. Salespeople and content marketers, I don’t like watching your videos. I have to put my earbuds in, and that breaks my concentration. Video is not my learning style. I can read and get your point much faster than I can listen.

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Transforming Sales: Why Sales Organizations Will Have to Consider Their Data Strategy

Smart Selling Tools

Transforming Sales: Why Sales Organizations Will Have to Consider Their Data Strategy. In this series, we ask SalesTech Executives to describe how their solution can transform sales in a significant way. This week I interview Henry Schuck , CEO of DiscoverOrg & Zoominfo.

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In the Race to Win More Customers, Sales Needs Digital Transformation

Salesforce users were surveyed about the forces shaping today's workplace. Discover the results and why investments in digital transformation and automation are pushing sales teams ahead.

The Lazy Business’ Guide to Digital Customer Experience

Sales and Marketing Management

Author: Michael Deane Steve Jobs said, “You’ve got to start with the customer experience and work back toward the technology, not the other way round.” That credo helped him create one of the world’s most loved and valuable brands.

How to Build Confidence in Your Sales Team

Engage Selling

Have you given sufficient thought to building confidence in your sales team? It goes without saying, but confident salespeople perform better than those who lack confidence.

Get Promoted to Sales Management (Advice from 17 Experts)

Sales Hacker

Are you in sales and looking to get promoted into management? This was the gist of a question Scott Barker posed on LinkedIn.

What You Can Learn From Losing The Sale

The Center for Sales Strategy

Over the last couple of months, I have had a number of clients share with me that they lost out on a couple of large deals that they had felt pretty strongly about. In each of those scenarios, my first question was, "Do you know why?" More often than not, the answer to my question was, “I’m not sure.”

Sales Training Playbook by Lessonl

A step-by-step guide for building a comprehensive training playbook for your sales team.

Chorus is the G2 Sales Coaching Momentum Leader

Chorus.ai

Our summer got off to a great start when G2, the peer-to-peer review site, announced that Chorus.ai ranked as a leader in G2’s Conversation Intelligence and Sales Coaching quadrants in both Momentum and Customer Satisfaction!

Enhancing Sales & Marketing with Unika.ai

Smart Selling Tools

Enhancing Sales & Marketing with Unika.ai. This in-depth demonstration of Unika’s Sales Enablement platform provides insights on how you can implement a comprehensive Sales Enablement program that focuses on Strategy, Process, and Technology.

The ultimate guide to agile sales management

Base CRM

The sales world is changing fast. The tools and tactics that got the job done 10 years ago don’t stand a fighting chance of enabling sales or closing deals in today’s market. Staying competitive in sales means understanding changes in the customer journey and adjusting strategy accordingly.

Stop Humblebragging, Start Bragging

Grant Cardone

The Urban Dictionary defines the “Humblebrag” as: When you consciously try to get away with bragging about yourself by couching it in a phony show of humility. Humblebragging is subtly letting others know about how fantastic your life is while undercutting it with a bit of self-effacing humor.

Fulfilling Today's (Changing) eLearning Needs

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.

How to Replace 8 Ineffective Practices with Ones That Accelerate Growth

Anthony Iannarino

There are ideas a sales leader must refuse. Allowing these ideas to take hold can decelerate growth, distract the sales force from their real work , and result in a poor sales performance. They can also start a vicious cycle, a downward trend that is difficult to reverse.

The Sales Conversation

Partners in Excellence

In some recent projects, I’ve had the opportunity to analyze sales conversations. I’ve been tracking conversations sales people are having, from the very first conversation to the closing conversations.

Effective Feedback for Sales Performance

The Center for Sales Strategy

The top-performing sales managers in business are on top because they are continually finding ways to make their team produce even more. The number one way to do that is by providing effective feedback to their employees.

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