Three Simple Tips to Practice “Constructive Delusion”

Shari Levitin

The post Three Simple Tips to Practice “Constructive Delusion” appeared first on SHARI LEVITIN. There’s a scientific phenomenon that explains an idea called “Confirmation Bias.”

100 Most Prospected-to Companies of 2018

DiscoverOrg Sales

You might recognize the most-prospected-to companies of 2018, according to DiscoverOrg’s database, as household names – but that’s not why savvy sales and marketing professionals have been pitching to them. Top 10 Most-Prospected-to Industries of 2018. Construction.

How to Construct the Perfect Case Study for B2B Sales

Outbound Works

Case studies are among the most effective VBRs (viable business reasons) out there. They combine real-world application with the power of storytelling, showing how your offering actually helped a customer. Maybe that’s why they’re among the most sought-after sales collateral types.

The 39 Best Franchise Opportunities of 2018

Hubspot Sales

And they support their franchisees with training and assistance with site selection, construction, operations, management, and marketing. This music business was started in 2007 and is still growing -- between 2014 and 2018, it added 70 units to its franchise system.

The Top 12 Factors that Cause Delayed Closings and What to Do About Them

Understanding the Sales Force

Invariably, each drive back home has taken twice the time it should have because of road construction. 4 traffic delays because of road construction delayed us for another 2 and 1/2 hours.

Where Politics & Business Collide: Political Donations of B2B Decision Makers

DiscoverOrg Sales

As the 2018 midterm election cycle heats up, demographic research and new insights about American voters has never been more in demand. Construction. Construction. As the 2018 midterm election gets closer, your buyers may be thinking about politics.

Let’s discuss the Energy Star Multifamily High-Rise Program

Increase Sales

In a construction market that has been slowly recovering since the end of The Great Recession, multifamily housing has been the brightest star. The demand for rental housing has been on a steady climb since 2004 (Source: Freddie Mac

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Why Cold Calling Is the #1 Skill You MUST Master to Double Your Income in 2018

Sales Hacker

Especially, in 2018 when Artificial Intelligence (AI) is imminently threatening your job. There’s no doubt LinkedIn, Facebook and Twitter are the most addictive, mind-numbingly fascinating, voyeuristic paradises ever constructed since the Matrix. Yes, in 2018! The post Why Cold Calling Is the #1 Skill You MUST Master to Double Your Income in 2018 appeared first on Sales Hacker.

The 13 Best Real Estate Websites for Selling a Home in 2018

Hubspot Sales

This should tell you one thing: if you’re selling a house in 2018, you don’t just need to be on the internet, you need to be on the right real estate websites. List home for sale, new homes, resale homes, new construction, acreage, lots, land, commercial property, and investment property here.

Your Foolproof Formula to Become a Sales Manager in 2018

Sales Hacker

People view what is intended as constructive advice as a personal attack. The post Your Foolproof Formula to Become a Sales Manager in 2018 appeared first on Sales Hacker. This article talks about how to become a sales manager in 5 crucial (and doable) steps. You’ve done what you can at your current level and need the challenge only a promotion will bring. But it’s a task easier said than done.

Show, Don’t Tell: 5 Effective Ways to Coach Your Sales Team

Sales and Marketing Management

When delivering performance feedback, a little constructive criticism goes a long way. If you’re not seeing something, it’s difficult to provide constructive feedback.

The No. 1 Skill Top Salespeople Must Master

Sales and Marketing Management

This is the information that helps a salesperson construct a sale, to build a solution for a buyer. Author: Lee B. Salz At a young age, I was told that I should pursue a career in sales. I heard it in high school, again in college and, yet again, post-graduation.

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The Downside of an Acquisition: How to Navigate Your Career and Life Better than I Did

John Barrows

The organic, constructive methods we had used for growth stopped mattering. Be authentic and do what you feel is right, even if it means upsetting your boss. For millions of people, it’s the big dream: Join a small startup. Build it into a powerhouse.

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Let’s Keep Talking

John Barrows

By documenting the positive cases of inclusion and support along with the negative examples of “microaggression,” you can sit down with leadership and have a constructive conversation of how to create a culture that continues the positive and reduces the negative.

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A Bold New Model for Launching Brands in a Market that Demands Speed and Certainty

Sales and Marketing Management

Show or illustrate what you’re talking about and you’ll get a much more constructive response. Author: Allen Adamson, Co-founder & Managing Partner, Metaforce Talk about old school.

There are ONLY 4 Levers Sales Can Pull to Grow Revenue

A Sales Guy

If the structure isn’t aligned with the strategy or is poorly constructed, AKA, needing inside sales and only having outside, requiring hunting teams, but building farming teams, you are in trouble. It’s not uncommon for revenue to slide.

5 Unconventional Tactics of Excellent Sales Managers

Sales and Marketing Management

That means you being open to receiving constructive suggestions from your salespeople. Davis is the president of TopLine Leadership and the author of "The Sales Manager's Guide to Greatness," which has been named the 2018 Axiom Business Book Award Winner, Silver Medal. Author: Kevin F. Davis Excellent sales managers aren’t made overnight. As a manager, you’re always learning and growing along with your sales team.

LinkedIn Video – Let’s Do It Right

John Barrows

If you sell to construction workers who only check LinkedIn when they’re looking for a job, LinkedIn video probably doesn’t make much sense. I’ve always been one to experiment with what is working, and get ahead of the curve.

An Interview with Henry Schuck: 4 Ways to Move the Sales Performance Needle

DiscoverOrg Sales

Our Q1 2018 beat expectations – and they were high. Everyone has egos, but we don’t let it get in the way of being coached, and that makes constructive criticism a lot easier. DiscoverOrg CEO and cofounder Henry Schuck knows a thing or two about growth.

Why You Need Social Influencers

Sales and Marketing Management

You need to think like Thulium.co, a company that constructs its B2B engagements carefully within the technology space. Author: Jeff Epstein Social media influencers may be this year’s biggest marketing disruptors.

The Curiosity Factor in Sales and Leadership

Shari Levitin

Unless salespeople are truly curious, they fail to: engage prospects, master new products offerings or grow from constructive feedback. What lies at the root of every great invention, transformation and friendship, is curiosity. The post The Curiosity Factor in Sales and Leadership appeared first on SHARI LEVITIN. Closing the sale

Sales Training is Only One-Third of What You Need to Be Doing for Sales Enablement

Sales Hacker

Forrester analyst Mary Shea observed in her report from March 2018 entitled Now Tech: Sales Readiness Tools, Q1 2018: “As the bar continues to rise for salespeople, B2B marketing and sales leaders must modernize training for their sellers.

23 Ideas for Improving Employee Morale in the Workplace

Xactly

Download the "2018 Sales Compensation Administration Best Practices Executive Guide," for incentive compensation trends, best practices, and tips to drive the right sales behaviors to kickoff your sales compensation planning. I need to brag a little.

The Six Secrets to Superior Sales Kickoffs

Sales and Marketing Management

A well-constructed theme should serve as the SKO’s center of gravity, and should support the overarching objective of the meeting (e.g., Author: Jim Ninivaggi Many companies have their annual sales kickoff (SKO) meetings approaching. A good kickoff successfully blends motivational elements, education, team building and fun – setting the tone and momentum for the year ahead. Here are six secrets to make your meetings a hit and not a miss. Secret 1: Form the right planning committee.

4 Steps to Motivate an Underachieving Salesperson

Sales and Marketing Management

Starting with encouraging, constructive discourse will have a positive impact on your whole conversation. Author: Jen Wagstaff More than 10 years spent working in sales training have taught me to understand and turn around salespeople who are struggling. Here are four steps I’ve found most effective to re-motivate a salesperson who’s falling behind. Start positive – identify their strengths.

How to Design a Sales Manager Compensation Plan (With Examples)

Xactly

Constructing Commissions in a Sales Manager Compensation Plan. When it comes to sales compensation planning, you can never start prepping too early, right? One of the most important things to consider when designing plans are the different roles on your sales team.

Maximizing Motivation: Why Well-Intentioned Incentive Programs Don’t Work and How to Improve Them

Sales and Marketing Management

With the money they had to spend, they constructed a recognition program combining reward points, days off, lunches with the employees’ families, and flexible work hours that appealed to about three-fourths of their employees. Author: Rick Garlick and Bob Nelson Several years ago, a company came up with a creative way to recognize its top performing employees.

9 Sales Trends to Watch for in 2018

Circleback

Amidst this chaos, let’s focus on what will really matter in 2018. Trends to Watch for in 2018. 2018 will see the development of more new tools and technologies powered by AI. In 2018, expect an entirely new set of innovative approaches to lure, satisfy, and delight customers. Hence, for 2018, prepare a strategy that can not only address challenges faced by the millennial workforce, but can also consider their preferences and optimize their strengths.

Creating the Right Agenda for Data-Backed Quarterly Business Reviews

Openview

In order to host QBRs that are viewed as invaluable, it all comes down to preparation and constructing just the right agenda that packs quantitative and qualitative data points into a succinct time period.

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Part 2: Mastering Client Communications

Accent Technologies

Whether you’re working on an IT project, construction services, a marketing project or nearly any other type of service, your clients need to be informed every step of the way. Good communication takes time to master.

How to Develop a Sales Compensation Plan (with Templates)

Xactly

To put it simply, your compensation plan should follow the ABCs of compensation , meaning it should be aligned with sale roles, based on company culture, and constructed to drive the right sales behaviors.

What makes a stellar B2B sales person?

Artesian Solutions

Artesian Interviews Andrew Jenkins BESMA 2018 Sales Professional of the Year. A popular interpretation of the Pareto principle states that 80% of your revenue comes from 20% of your sales people.

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The MBO Bonus – Definition, Tips, and Considerations

Xactly

Think of it like a system of individual funnels (employee goals) constructed to fill a big bucket at the bottom (your organizational goals). Definition of MBO Bonus. An MBO bonus is a performance-based reward an employee earns when completing the goals stated in their MBO program.

What is Your Company’s DNA?

Sales and Marketing Management

Armed with this understanding, you can construct a lifestyle that is aligned with your genes to help you fight off the maladies that afflict your DNA type. Author: Andy Cunningham Who are you as a company? And why do you matter? Two simple questions and quite possibly the two most important ones that business leaders face today. The answers, however, are anything but simple.

Is Your Sales Talent Getting in the Way of Your Sales Transformation Initiatives?

Miller Heiman Group

However, according to CSO Insights’ newly released 2018 Sales Talent Study , only 16.4 One is to construct an integrated sales enablement discipline to develop existing talent and improve onboarding for new hires, as discussed in our new sales enablement book. Advancements in sales technology, such as access to behavioral data and AI-augmented selling, as well as dramatic changes in buyer behaviors have sales leaders everywhere talking about transforming their sales force.

The ABCs of Compensation Planning: How to Build Better Incentive Plans

Xactly

C – Constructed to Drive the Right Sales Behaviors. The sales compensation planning process can be complex, and unfortunately, sometimes a headache.

Designing Sales Compensation Plans for Sales Managers (With Examples)

Xactly

Constructing the Commission Plan for Sales Managers: Pay Mix and Upside. When it comes to sales compensation planning, you can never start prepping too early, right? One of the most important things to consider when designing plans are the different roles on your sales team.

The Four Skills of a Master Communicator

LeadIQ

Imagine the buns as positive traits of the speech and the meat as the constructive. In delivery this was a positive remark, a constructive remark, finished by a positive remark to end with. By: Cole Fox.

The Unknown Variable Client

Pipeliner

It’s that time of year: We are all setting our sales goals for 2018. We must make sure that we keep the spark alive with our current clients, because they are setting their 2018 goals too. The connection and rapport that we’ve constructed over the years will diminish. If that company folds, or decides to no longer buy from us, we will be in a world of hurt in 2018.

22 Incredible Small Business Opportunities for 2019 and Beyond

Hubspot Sales

Construction. This could entail constructing new government buildings or updating or maintaining existing buildings.