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Podcast 124: Motivation, Goals & Ambition With Scott Leese

John Barrows

We’re pleased to have a friend of the team on the podcast this week, Scott Leese. In this episode, Scott brings amazing insight into how he dealt with serious health issues and used his motivation to climb the ladder in his sales career, as well as how you can replicate his process. Not just that, Scott has some interesting ideas on how you can find your sweet spot and the part of the market that suits you best.

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The benefits of social proximity selling

Sales 2.0

In my last post I was talking about how you can greatly increase your prospecting odds by leveraging people you know for an introduction. In this post I am going to talk about how to greatly increase your prospecting odds without an introduction.

"Gone Fishing" for Sales Prospects

Anthony Cole Training

I’m sure the majority of people have heard the Chinese proverb “Give a man a fish, and you feed him for a day. Teach a man to fish, and you feed him for a lifetime.”.

Holiday Gift Season – Top 10 Ideas for Prospects Clients and Partners

Score More Sales

It is the time of year we traditionally think of a way of thanking a customer or referral partner, and we toy with whether to send a prospect some sort of a gift. holiday gifts for clients profession of sales

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.

Make Your Number in 2020: Kickoff the Year in Style

Sales Benchmark Index

It’s 1:00pm. You have scheduled a meeting to review your annual objective of driving greater sales efficiency. The goal is simple: improve revenue per sales head. Your solution is to increase available rep selling time by eliminating wasted activity.

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How They Make Decisions – Not How They Buy

The Pipeline

By Tibor Shanto. I don’t think many salespeople are pleased that there are more people than ever involved in any given B2B buying decision. What’s the last count, 6.8 people ? OK, it’s a b h, but it has been a b h for a few years now, time to move on.

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A Better Way to Upsell

Mr. Inside Sales

So, here’s what happened last week: I bought a new car and called a local window tinting franchise to get it tinted.

What Big Bets Will You Make to Drive Additional Revenue?

Sales Benchmark Index

As budgeting season is in full swing, lofty ambitions for next year’s growth meet the stress of closing the current year on a high note. One of the most significant challenges that a sales leader faces this time of year.

Why Customer Loyalty Isn’t Always About More Choices

No More Cold Calling

Stop confusing your buyers. I was so frustrated. I was trying to contact a prospect and couldn’t find the company phone number on their website. Maybe it’s old-fashioned, but the phone works.

Sales Training Playbook by Lessonl

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

Are You Using This New Technology to Generate New Opportunities?

Understanding the Sales Force

Do you have Rainbow flatware? Biomagnetic ear stickers? A diamond-shaped ice cube tray? Baby feather wings? Yah, these things exist here. You don't? Me neither. Dave Kurlan prospecting lead generation email prospecting AI

Podcast 123: Finding Your Sweet Spot in a Sales Career with Amy Volas

John Barrows

This week we’ve pleased to have Amy Volas , CEO of Avenue Talent Partners on the podcast. Amy is experienced in the world of sales but has found her true calling in helping sales people and sales teams get recruitment right.

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You Can’t Afford to Keep Your Old RFP Process: 4 Benefits of Technology

Sales and Marketing Management

Author: Beau Wysong RFPs are a pain. There’s really no way around it. Responding to proposal requests is a slow process that adds time to the sales cycle. For many businesses, the RFP process has changed very little over the years.

Overcome the Early Success Trap to Solve Your Product-Market Fit

Sales Benchmark Index

The following is very much based on a true story – a sad but true story from early 2019. In a company’s first meeting, their CMO announced that they were building a big brand – just like Theranos. Just from.

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.

Mental Framing: Obstacles are Opportunities

John Ellis

The principal factor in your success will be what goes on within the six-inches between your ears. The way in which you frame obstacles and opportunities will far greater impact your success than either the team you’re on or the territory that you sell in

Predictable Buying

Membrain

We spend lots of time and money trying to create predictable revenue, increasing the predictability of our sales approaches. We constantly engineer, refine, tune and re-engineer what we do and how we engage our customers to produce POs. Sales Process Sales Management Sales Enablement

Transforming Sales: With Data, Sales Process, Engagement, Playbooks & Continuous Innovation

Smart Selling Tools

Transforming Sales: With Data, Sales Process, Engagement, Playbooks & Continuous Innovation. In this series, we ask Sales Tech Executives to describe how their solution can transform sales in a significant way. This week I interview Vlad Voskresensky, CEO & Co-Founder, Invisible.io.

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G-whiz

Sales and Marketing Management

Author: Paul Nolan In a recent episode of his HBO show “Last Week Tonight,” comedian John Oliver ranted about media companies that bring us weather news.

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.

Weekly Roundup: Do You Need a CRM? Sales Enablement Trends for 2020 + More

The Center for Sales Strategy

- MOTIVATION -. Leadership belongs to those who take it.". Sheryl Sandberg. AROUND THE WEB -. > > 10 Reasons Why You Don't Need a CRM – HubSpot.

What goes into building a high quality sales culture

Close.io

Every sales team has a culture. Good ones are rare, and they take much work to establish and maintain. And we know how valuable a sales team can be to a company. We also know that having a good sales team can do wonders for the performance and culture of a business.

How to Maximize Your Sales Training Budget

Sales Readiness Group

How to maximize a sales training budget is a question that comes up quite often when we talk to clients. In most cases, they're looking at either a new sales training initiative or an annual budget. When you think about training budgets, here are a few key considerations. Sales Training

Success Story: Rich Uncles and ringDNA

RingDNA

About the REIT Industry A REIT, or real estate investment trust, is a company that owns, and usually operates income-producing real estate. These real estate assets can be nearly any type of property, including regular […].

Sales Training That Gets Results – With or Without Classroom ILT

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!

Onboarding has long-term impacts

Sales and Marketing Management

Author: TIM HOULIHAN I have a friend who started work at a new company recently. A week later, her daughter started her first post-college job.

Product Update: Opportunities Acceleration

Aviso

The Problem With CRM Forecasting: If you work in sales, you know that an ideal sales-cycle starts with a massive amount of pipeline, from which you and your team need to whittle down into opportunities you’ll actually pursue.

Becoming a Solutions-Oriented Sales Leader | Sales Strategies

Engage Selling

I recently completed a number of studies regarding sales leaders and their salespeople. And one element that keeps resurfacing is that their salespeople are reporting that they want their leaders to be more solutions-oriented.

ringDNA Expands its Suite of Sales Engagement Solutions with the Addition of AI-Powered Sales Coaching

Smart Selling Tools

ringDNA Expands its Suite of Sales Engagement Solutions with the Addition of AI-Powered Sales Coaching. Groundbreaking conversation intelligence solution, now released to general availability on desktop and mobile, transforms sales management through AI-powered performance insight.

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How to Successfully Coach Your Sales Team to Drive Efficiency

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.

Five Proven Strategies from the World's Sales Leaders

Selling Energy

Being in charge during a sales situation is a tall order, and it’s a challenge that sales professionals experience daily. What’s more, sales situations are changing all the time. There have been drastic changes to the art and science of selling over the past thirty years.

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What lies ahead

Sales and Marketing Management

Author: Paul Nolan Casey Stengel said “Never make predictions, especially about the future.” What’s the fun in that? The country, nay, the world, is anxious to see what happens on Nov. 3, 2020. But plenty will occur before and after an expected record number of U.S. voters head to the polls.

Build Stronger Relationships

Pipeliner

Paul Corona is the clinical professor of leadership at the Kellogg School of Management at Northwestern University where his teaching and coaching ratings average 95/100.

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