Trending Articles

Prospecting idea: have an idea

Sales 2.0

It’s uninspiring (and ineffective) for a sales person to email or call a prospect to “just touch base”. On the other hand, I’m all for sales people staying in touch. So what’s the solution? If you must email or call, what do you say? Here’s one idea: have an idea.

On Conviction

Bernadette McClelland

Today marks the birthday of Martin Luther King. And this is Jacqueline Smith. Last remaining resident of Room 303 at the Lorraine Hotel in Memphis, TN. The same hotel where Martin Luther King, the leader for civil and economic rights, was fatally shot in 1968, whilst staying in Room 306.

Hotels 195

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The 5 Keys to Sales Coaching

Anthony Cole Training

In this article, we discuss the "5 Keys to Sales Coaching", or 5 critical steps you must know and execute in order to get the best effort and results out of your salespeople, to help increase sales in 2020 and beyond.

How Amazon Won in the Last Recession – and Why CEOs Should Care

Sales Benchmark Index

Many are predicting that the U.S. will enter a recession in the next year. To prepare, we believe the most important thing a business leader can do is study and learn from the past. Here, we take a look at.

Study 156

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.

Why It's So Hard to Develop Soft Selling Skills

Connect2Sell

Check each box that applies. How many of these topics are covered in your organization’s sales training program on a regular basis? soft skills for sales soft skills for sales professionals soft selling skills

More Trending

21 Things Successful People Say Regularly

The Sales Heretic

As a professional keynote speaker and trainer, I have a tremendous appreciation and respect for the power of words. The right words at the right time can solve problems, heal wounds, create connection, or move people to action. They are essential to your sales, business, and personal success.

Sales 196

The Science Behind One Company's Top Sales Performers and Why They're So Much Better

Understanding the Sales Force

There are comparisons of apples to oranges, red or green, black or white, stop and go, and the most relevant and current of all, liberals to conservatives. In today's article, I'll share a hot/cold comparison of my own, but this one is about sales candidates.

3 Actions CEOs Take to Capture Market Share From the Competition

Sales Benchmark Index

The 2019 fiscal year is in the rearview mirror, and 2020 has officially started. Strategic planning is finished, and plans to get off to a fast start in FY20 are in motion. For many CEOs, the strategy and approach used.

Podcast 131: Using Personality Types In Sales With Drew D’Agostino

John Barrows

Drew D’Agostino joins us on the podcast this week to share a ton of insight into what the key personality types sales reps will encounter are like. Everyone is different, which means they respond well to different things and different types of information. As sales reps, it’s our job to understand this and make sure we put our best foot forward, with each type of person to ensure we have maximum success.

Groups 122

Sales Training Playbook by Lessonl

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

Sales Managers: Think You’re Ready for Referrals?

No More Cold Calling

Here are five important steps to make your team referral sales experts. If salespeople were self-motivated, they wouldn’t need sales managers or metrics. Yep, most of us are lazy and lack discipline. I’m including myself here. It’s a lonely world for account executives.

New Year, Same Challenge: Helping Sales Teams Break Through Their Three Biggest Roadblocks

Sales and Marketing Management

Author: Julia Petre Today’s sales process has evolved beyond the days of door-to-door salespeople armed with a Rolodex.

CRM 170

The Deal Breaker That Prevents you From Hiring a Great Salesperson

Understanding the Sales Force

One of the questions we are often asked by HR Directors is, "Can people game the OMG assessment?" Of course they can try, but we have a very effective algorithm that smokes out those who attempt to cheat.

Course 156

Building Trust With Your Clients

Engage Selling

Building trust with clients should be at the forefront of every organization’s thinking and planning.

Buyer 87

5 B2B Marketing Trends that You Can't Ignore in 2020

Speaker: Pam Didner, Marketing Consultant, Author and Speaker

Pam Didner, B2B tech marketing consultant, speaker, and author of Effective Sales Enablement and Global Content Marketing, will present the essential marketing trends you need to know in 2020. She'll discuss digital challenges that marketers commonly face and share actionable solutions and templates you can apply to your job in real-time.

Have You Ever…?

Anne Miller

Have you ever been in a social gathering where someone starts to tell a story and it goes nowhere? Perhaps they are interrupted early in the story and they never get their listener’s attention back.

Weekly Roundup: Bring a Dead Deal Back to Life, 10 Signs You Have a Great Team + More

The Center for Sales Strategy

- MOTIVATION -. "To To sell well is to convince someone else to part with resource — not to deprive that person, but to leave him better off in the end.". Daniel Pink. AROUND THE WEB -. > > How to Bring a 'Dead Deal' Back to Life for Your Sales Team– HubSpot.

7 Highly Effective LinkedIn Summary Templates for Sales Reps

Hubspot Sales

Imagine you’re a prospect, and you stumble across my profile. Which version feels more authentic, engaging, and ultimately, effective? Here’s version one, which doesn’t include a summary: And here’s version two, which does: Version two, right?

Social Selling on Facebook for Financial Services Providers

SocialSellinator

Social selling on Facebook gives you plenty of opportunities for business growth. Digital Marketing Social Selling sales Facebook

7 Marketing and Sales Strategies to Grow Your Revenue Fast

Speaker: Christopher Ryan, Founder and CEO of Fusion Marketing Partners

Many companies have the core marketing and sales elements to take their revenue to the next level, but are still missing out on some key opportunities. Join Christopher Ryan, CEO of Fusion Marketing Partners and writer of the recent book "The Expert’s B2B Revenue Growth Playbook," to discover seven steps that you can immediately take to grow your company’s revenue quickly and consistently!

Buying Patterns: what are they, and how to influence them

Membrain

A buying decision is a change management problem well before it is a solution choice issue. People don't want to buy anything; they want to resolve a problem in the least disruptive way. Sales Management Sales Enablement Sales Methodology

How’s Your Customer Focus Journey Going?

Pipeliner

If you don’t know what “being customer-focused” means or can’t measure it, you can’t know if you’re doing it. Many company leaders desire customer focus. Fewer know exactly what that term means.

Sales Brief: Cursing at your prospect, B2B hunting, failing startups, & more

Close.io

The state of sales isn't as dire as the title suggests. In fact, this week Linkedin published an article that reveals using curse words during a sales call could actually help you close the deal!

Why the Most Successful Companies Hire for Culture Fit

The Center for Sales Strategy

Are you looking for ways to create a company culture that will help you accomplish your business goals? If so, you may have read about Zappos corporate culture and its ten core values.

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.

Gatekeepers Are Your Responsibility

Engage Selling

Good deals get stuck when you lack access to the right people to successfully close a sale. There are two ways that lack of access occurs.

Cold Emailing Executives: 10 Phrases to Avoid at All Costs

Sales Hacker

We all get a lot of emails. But if you ask anyone who has had a “C” or a “VP” at the front of their title, you’ll quickly learn that most modern executives face a firehose of sales reps, recruiters, marketers, and pick-your-brain-over-coffee-ers making direct requests for their time every day.

7 Awesome Things Businesses Can Create in Excel

Hubspot Sales

Excel: the software that literally everyone totally knows how to use … according to their resumes. Excel is, first and foremost, a business software. But, it’s hard to pin down what that actually means. How is Excel used in business?

Building a House of Business—The Amazing 3 Cs

Pipeliner

Previously in our series on building a house of business, we’ve taken up the vision, the experts it takes to get started, and bringing the vision and plan to reality. Now, let’s see what it takes to bring that building smoothly from stage to stage, in a timely manner. The Teams.

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.