Trinity Perspectives

Putting the 'I' into 'AI' may be the key to your sales success

Trinity Perspectives

It’s a confusing and frightening time for many salespeople right now.

Mood of the B2B Buyer Report

Trinity Perspectives

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

Traits of the most successful sales professionals

Trinity Perspectives

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

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What not to do when closing a deal

Trinity Perspectives

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.

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.

Sales and the art of storytelling

Trinity Perspectives

In our media saturated world, cutting a path through the forest of fake news and content clutter can be a herculean task.

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“I’m a sales management consultant,” I explained to passport control

Trinity Perspectives

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

4 simple steps to understanding enterprise sales

Trinity Perspectives

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

How to become a sales superhero

Trinity Perspectives

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

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

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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.

So you want to meet the C-suite?

Trinity Perspectives

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

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

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

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What was sales really like in the 'good old days'?

Trinity Perspectives

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

Sales Training Playbook by Lessonl

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

Consulting Services: Putting the Client First in Sales and Delivery [Podcast]

Sandler Training

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

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.

Promoted! What Is Strategic Sales Management?

Connect2Sell

he notion of making selling more strategic is not new or novel. It’s been discussed and described for decades by a variety of thought leaders including: new sales manager sales leadership sales managers strategic sales management

Friday Five - Cold Calling Dead or Alive

Score More Sales

Let’s get some sales activity going! How great will you feel when you connect with the right buyers and have a strong conversation today? Here are a few great resources we like. Cold Calling Tips from Gong’s research – 17 Proven Techniques. 21 Cold Calling Secrets From the Sales Masters.

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 a CEO Drives Revenue Growth with Digital Strategy

Sales Benchmark Index

Today Scott Santucci, CEO of Growth Enablement Ecosystems, joins us to discuss digital transformation and how it impacts revenue growth. Digital is transforming the market as companies like Apple and Amazon reign supreme.

Podcast 110: The Changing Role of SDRs in Sales With Amir Reiter

John Barrows

In this week’s episode we have Amir Reiter on the podcast, the CEO of outsourced sales company CloudTask. Amir has traveled far and wide having started businesses young and learn the hard way.

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The Best Stories Are Told By Buyers

The Pipeline

By Tibor Shanto. There is a lot of focus on storytelling in sales these days and for all the right reasons. Stories help spark the imagination, help people look beyond their limits.

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The Magic Customer Service Question

The Sales Heretic

I was hungry. I had just checked in at the Sheraton hotel in Tampa, Florida, where I was conducting a sales training seminar the next day. Now, normally when I’m traveling, I like to get out of the hotel and find a good, local restaurant to eat at. But this evening, it was late and [.].

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.

New Quarter and New Goals

Score More Sales

At the start of another new quarter, there are always those hopes and dreams for a big outcome in a few short months

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What Do I Do When a Prospect Goes Silent?

The Sales Hunter

You have the perfect prospect. You know how you can help them. You have that initial phone call, and everything feels good. They share great information and provided even more information and insights in response to your questions. You feel like life is good.

Turn Pains Into Priorities

The Pipeline

By Tibor Shanto. While some may argue, salespeople are people, with all the pluses and minuses that come with that. One thing about people you can count on, is they usually find what they are looking for while ignoring the rest.

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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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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!

Your Reputation Arrives Before You Do

The Sales Hunter

You can run, but you can’t hide. You can fake it, but you won’t make it. The era of thinking that you can behave one way in one situation and a different way in another is long gone. Your reputation arrives before you do.

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Ignoring The Buyers’ State of Readiness

The Pipeline

By Tibor Shanto. I’d like you to take a look at the marketing material or collateral you use to prospect and sell. For many, you will find one piece or set aimed at your market. Some will have iterations based on the role of someone in the decision process.

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Timing is Everything

John Barrows

The more experienced I get in business the more I realize how important timing is with almost everything. I can’t tell you how many ideas I’ve heard about (or come up with myself) that were great ideas at the time, but failed because the market wasn’t ready for them. Good Ideas, Bad Timing.

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.

Supercharge Your Sales Training ROI with eLearning

Speaker: Ray Makela, CEO, Sales Readiness Group, and David Jacoby, President, Sales Readiness Group

Companies spend about $20 billion a year on various forms of sales training, but many sales leaders report a low ROI from their sales training initiatives. Join us, along with Ray Makela and David Jacoby from Sales Readiness Group, as they break down the five essential factors to achieve sustainable success from your sales training investment, and how to leverage eLearning to maximize results.

Six Ways Of Dealing With A Client Who Won’t See You

MTD Sales Training

It may sound strange, but there will be people you know you can help who will refuse to meet with you! How dare they! Don’t they know you have their holy grail, the answer to their prayers, the very thing they have been looking for?

Contributing to the Sales Community – Gartner Style

Score More Sales

Today, like yesterday, has been professional development for me, and it made me wonder about how you and your sales team go about learning and gaining new perspectives. Professional Development

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Is Your Value Proposition Strong Enough?

Jill Konrath

I was eating lunch with the new president of a large manufacturing company. She was well aware of the work I’d done with their sales organization. So when I asked about her biggest challenge, I assumed we’d be talking sales. Instead, she answered, “Waste.”. Selling Tools

Transforming the Seller Experience Through Sales Enablement

Sales Benchmark Index

Today Ray Oram, Global VP of Sales Enablement for IBM, joins us to discuss how to transform the seller experience. Traditionally, sales enablement groups have spent their time working on budgets, supporting sellers through training, developing digital assets, and knowledge sharing.

2019 State of Sales Coaching: Managers, Reps, and Enablement Pros Weigh In

Speaker: Henry Bruckstein, Founder at Canam Research, and Jake Miller, Product Marketing Manager at Allego

Virtually every sales organization sees the value of good sales coaching. So why do so few organizations do it systematically and well? Join Henry Bruckstein, Founder of Canam Research, and Jake Miller, product marketing manager at Allego, to learn why--and more--from the new 2019 State of Sales Coaching survey. Our speakers will synthesize the different views from sales reps, managers and sales enablement pros to uncover common areas of misalignment, proven methods to overcome coaching barriers, and the best coaching approach for you.