Trending Articles

Objections Are Not Fatal

The Pipeline

By Tibor Shanto. Too many salespeople confuse objections with rejection. Let’s be clear, rejection hurts and can kill. But for sales pros, objections are not fatal. link]. The post Objections Are Not Fatal appeared first on TiborShanto.com.

Your Last Chance to Make a Good First Impression

Understanding the Sales Force

Most salespeople don't take first impressions seriously enough. If they did, their first impressions would be much more favorable. Dave Kurlan relationship building assessment omg the beatles objective management group Ed Sullivan

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Rejection Limiting Your Success?

The Pipeline

By Tibor Shanto. There is a line in the original animated Aladdin when Jafar states, “You’ll be surprised what you can live through.” ” Something that can also be used to describe sales and prospecting.

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I’ve Mapped My Customer Journey, Now What?

Sales Benchmark Index

What Is the Purpose of This Customer Journey Map? According to a recent article from Invesprco, “Customer journey maps give businesses a way of getting into their customers’ heads, helping them gain valuable insight and understanding regarding common customer pain points.”

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.

How To Prescribe The Right Solution For Your Customer

MTD Sales Training

If you’ve ever had to visit the doctor with a complaint, you will know the processes and procedures they go through to diagnose it and prescribe the answer.

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How Much Revenue Are You Losing by Ignoring Your Best Product Designers?

Sales Benchmark Index

B2B companies no longer have the luxury of a purely functional User Experience Design, narrowly focused on the product needs of a specific industry or department. The consumers, and more importantly buyers of professional services and software are bringing their.

Why Do Salespeople Lie? #SalesTruth

The Sales Hunter

This question drives me nuts! Frankly, it’s sad that people even think about asking it. Unfortunately, it is true and I see too many salespeople lying time and time again to other salespeople.

Hard for you to say you’re sorry?

Sales and Marketing Management

Author: Tim Riesterer Have you ever had a service problem with a customer and worried about the damage it could do to your relationship and long-term revenue prospects? Maybe they won’t renew. Maybe they won’t buy more.

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Gatekeeper Best Practices

Mr. Inside Sales

Last week I was contacted by the American Association of Inside Sales Professionals and asked if I would share my best practices for dealing with the gatekeeper. Sure! I said. In under 10 minutes they recorded a slide presentation, and I want to share that with all of you.

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.

3 Key Components of Value Propositions

Jill Konrath

Today’s overwhelmed buyers don't care about what you're selling. They only care about what it does for them. That's why value propositions are so important today. Sales Prospecting

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Getting Great Marketing Staff – the Biggest Challenge for Today’s CMO

Sales Benchmark Index

The CMOs and senior marketing leaders we work with have been navigating a dramatic shift in how the C-suite understands marketing’s contribution to revenue. By and large, the changing perspectives of fellow executives about how to partner with the marketing.

Success and 3 Questions You Need to Ask Yourself

The Sales Hunter

What level of risk are you willing to take? What are you doing to nurture your network? What are your 25-year goals? It’s amazing what you can achieve when you address those three questions.

Grandpa Charlie’s 8 Success Tips for Sales, and Life

Sales and Marketing Management

Author: Marc Demetriou Many people, including sales and marketing folks, tend to overthink things. Haralambos “Charlie” Pistis, the archetypical self-made man and my grandfather, fortunately was not one of them. He traveled as an immigrant from Cyprus to the U.S.

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.

Go for the “No” Early in the Sales Process

Anthony Cole Training

In this article, we discuss the theory that a prospect might want what you are selling, if you (as the salesperson) are willing to walk away from the table first. It may sound counterintuitive but one of the keys for more effective selling is going for the ‘no’ early in the sales process.

Are You Serving or Selling?

The Sales Heretic

It has been said by many leadership experts that a great leader is a servant. A true leader isn’t ruled by their greed or their ego, but by their desire to help others. I would argue that not only is this true, but that it also describes great salespeople, professionals, and business owners.

To Get B2B Leads, Pick Up the Damn Phone!

No More Cold Calling

Have you forgotten that selling is social? Turn off your computer. You’re actually going to have to turn off your phone and discover all that is human around. Vintage telephone on old table sepia photo.

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Monday Motivation Video: Failing Means You Tried

The Sales Hunter

What does failing do for you? It develops character, perseverance and resilience. Failing shows that you actually tried. It means that you took a step and went for it. Failures will get you one step closer to being successful, because they always teach you something. Learn from your failures.

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.

6 Unique Sales Tactics Your Team Needs to Try

Chorus.ai

Did you know that people who schedule fewer tasks accomplish more than people who cram their calendars full of tasks and meetings? Less is more, yet many salespeople continue to cram every prospect interaction with a million different sales techniques in the vain hope that something will stick.

4 Things Sales Management Should Do to Improve Sales Performance

The Center for Sales Strategy

Recently, I spoke to a sales management group on four things that they can do to improve sales performance, and this is what I shared with them. Recruitment. Always be recruiting. The battle for top sales talent these days has never been harder. You always have to be recruiting.

80/20 Prospecting Time

Anthony Cole Training

The most successful salespeople are always challenging and adapting their personal sales process to be more effective, but they don’t challenge the notion of the importance of making prospecting their A priority every week. Prospecting introductions Cold Calling selling and social media time blocking 80/20 Principle

Why Technology Is Ruining Our Mental Health

No More Cold Calling

Do you really need to sleep with your phone? Call or text me anytime. You won’t disturb me. My phone and smartwatch are turned off when I’m sleeping. They’re nowhere near me. They’re in the kitchen charging. There’s nothing so urgent in my business that my sleep needs to be disturbed.

Sales Training Playbook by Lessonl

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

How to close deals when you have bad reviews

Close.io

Every salesperson has to deal with sales objections. It’s part of the job. And with practice, you’ll become much more comfortable dealing with them. But there’s one objection that many salespeople have trouble with even after years of experience: "I heard your company sucks.".

Why Does Formal Learning Fail By Itself, and What Can You Do About It?

Smart Selling Tools

Why Does Formal Learning Fail By Itself, and What Can You Do About It? At least a few times a day, we all run into questions we can’t readily answer, but instead of just shrugging our shoulders, we access Google or reference a YouTube video on the topic in question, and we learn what we need.

Stop Looking for Reasons You Can’t

Anthony Iannarino

Your brain will answer any question you ask of it, which is why your mindset is critical to your success. When you ask your mind to provide you with a list of reasons you can’t do something, very much like a computer, it will generate an answer.

Fight For Your First Million

Grant Cardone

MMA fighting and making your dream a reality have a lot in common. You have to have discipline, heart, drive, a work ethic, tenacity, and persistence. As many of you know, Connor McGregor is an MMA fighter from Ireland. He’s had wins AND losses.

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.

A Step-by-Step Guide to Coaching Salespeople

The Center for Sales Strategy

The best managers know spending time in the field coaching sellers is an important part of developing salespeople (and improving sales performance ). Here’s a step-by-step guide to use the next day you are in coaching mode. sales management coaching

TAM – The First Step Every Territory Sales Rep Must Take

SalesforLife

There’s no question that sales pros—especially territory-based sellers—have a weakness in a key skill.

Beyond CRM Podcast: Implementing Process & Methodology

Smart Selling Tools

Beyond CRM Podcast: Implementing Process & Methodology. Today’s episode is with George Brontén, Founder & CEO of Membrain. Complex selling requires adherence to process and methodology.

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