SalesHandy

JULY 15, 2018

After spending around 70+ hours on LinkedIn, observing & analyzing hundreds of profiles of Sales Influencers or Sales Gurus we have mindfully put together the list of 20+ Sales LinkedIn Influencers/Gurus that you must follow in 2018. CEO at Sales Gravy | Author | Keynote Speaker | Sales Acceleration Specialist.

Influencer 76

Influencer LinkedIn Social Media Demand Generation Agencies 76

The Sales Hunter

DECEMBER 25, 2017

You want to go into 2018 with a positive attitude about what […]. The end of the year is just days away, so NOW is the time to reflect on your successes of 2017. And don’t just reflect on them, but actually write them down. Yes, take a piece of paper out and write them down.

Motivation 148

Motivation Video Positioning Sales 148

The Sales Hunter

SEPTEMBER 9, 2017

In September, I will be presenting at the Sales 3.0 Conference in Las Vegas, along with other leading sales professionals. 2018 will be here in no time! can prepare you and your sales team to make […]. My session will focus on prospecting, and I am so excited to be part of this conference.

Conference 155

Conference Closing Prospecting Sales 155

The Sales Hunter

JANUARY 2, 2018

We are starting another year, and I’m sure you’ve made plans. I want to challenge you to continually calibrate yourself and look for ways to improve both personally and professionally. As I look back on the year that just ended, I’m in shock. Some of my goals were made and others not even close. Am […].

Closing 0

Closing Selling Skills Motivation Prospecting 0

Women Sales Pros

JANUARY 23, 2019

Sales kickoff events are learning events. And even with online learning gaining prominence in sales organizations, these live, in-person events are still critical to skill development and sales results. These tips are focused on how to create the right learning environment for your sales teams.

Hiring 92

Hiring Face-to-face Insurance Insurance 92

Paul Cherry's Top Sales Techniques

AUGUST 8, 2018

AM Pacific) • Thursday September 6, 2018 Duration: 45 minutes (plus Q&A) Most salespeople are motivated by the next yes, the next contract, the next lead. All too often, they are too busy to look beyond the immediate to focus on the larger view –honing the selling skills and knowledge critical for long-term success.

Webinar Metrics 49

Webinar Metrics Selling Skills Motivation B2B 49

Paul Cherry's Top Sales Techniques

AUGUST 30, 2018

AM Pacific) • Thursday September 6, 2018 Duration: 45 minutes (plus Q&A) Most salespeople are motivated by the next yes, the next contract, the next lead. All too often, they are too busy to look beyond the immediate to focus on the larger view –honing the selling skills and knowledge critical for long-term success.

Webinar Metrics 45

Webinar Metrics Selling Skills Motivation B2B 45

Women Sales Pros

JANUARY 22, 2019

Now ask yourself if your upcoming sales kickoff will demonstrate that or fall into the “just another meeting” category. As a former vice president of sales, I can confidently say we held some great sales kickoffs. Here are three tips for taking your sales kickoffs from good to great. Establish a theme. Add some humor.

Energy 97

Energy SalesForce Consultative Selling Vendor 97

Women Sales Pros

OCTOBER 26, 2018

As a former vice president of sales and as a sales trainer for many years, I have observed a lot of sales calls. And too many times, the salesperson blew the call within the first five minutes by not bringing their Sales EQ or Sales IQ to the meeting. Here are some examples of selling behaviors to avoid.

SalesForce 90

SalesForce Consultative Selling ACT Up-Sell 90

The Sales Hunter

FEBRUARY 23, 2018

To make matters worse, this was the third one I’ve had already in 2018. This was another “traveling apocalypse” week. What began as a well planned week covering engagements in 3 cities — Baltimore, Dallas and Los Angeles — turned into anything but that.

Travel 144

Travel Selling Skills Sales 144

The Sales Hunter

APRIL 4, 2018

What good is having a sales process if you don’t use it? Not using your sales process is just as bad as not having a sales process at all. How can we expect to be successful as sales professionals if we don’t have a process we follow and believe in? Sales is not hard. Sales is not hard.

Sales Process 132

Sales Process Sales Qualified Lead Outbound Follow-up 132

Miller Heiman Group

JANUARY 31, 2019

This “don’t-upsell-me” attitude comes from a long history of sellers not taking the right steps before and after the initial sale to improve their long-term potential in large accounts. Let’s explore three essential selling skills every salesperson should possess to maximize their long-term potential in large accounts: 1.

Account 83

Account Decision Maker Maximizer Buyer 83

Women Sales Pros

DECEMBER 27, 2018

No, he wasn’t in sales, but his advice is great for the sales profession. If you want to be more successful in sales, choose wisely and avoid these two types of salespeople. #1: 1: Avoid salespeople that sell on price. Research shows that optimistic salespeople do better in sales. Good Selling!

Hiring 93

Hiring Margin Selling Skills Discount 93

Miller Heiman Group

JUNE 27, 2019

2018 saw many sales organizations feeling celebratory about results, with most hitting their revenue targets and higher quota attainment than in years past. Align Your Sales System to the 12 World-Class Sales Practices. In the 2019 report, CSO Insights identified just 9% of sales organizations as world class.

Buyer 64

Buyer Report Competition Forecasting 64

Miller Heiman Group

FEBRUARY 6, 2019

“How can I make the best use of my selling time with a prospect to build rapport?”. In the 2018 Buyer Preferences Study , CSO Insights found that 70.2 Just 54 percent of all salespeople met their sales quotas last year, according to research from CSO Insights ; this is down from 63 percent six years’ prior. Conclusion.

Sales Cycle 60

Sales Cycle Face-to-face Buyer Intent Buyer 60

Miller Heiman Group

NOVEMBER 14, 2019

Alignment is a key pillar of a sales effectiveness framework. For a sales organization to succeed, alignment needs to exist on many levels: between sellers and customer service, between salespeople’s skills and sales methodology and between sales enablement strategies and the customer’s path. Focus on the Customer.

Sales Enablement 60

Sales Enablement Study Face-to-face Sales Methodology 60

Miller Heiman Group

NOVEMBER 1, 2019

But in the eyes of buyers today, nearly two-thirds of sellers fail to set themselves apart from one another, according to the CSO Insights 2018 Buyer Preferences Study. Incorporate these four tactics, based on proven sales training techniques that use perspective to engage key buying influences. Take The Sales Conversation Metric.

Competition 50

Competition Lead Rank Lead Scoring Decision Maker 50

Sales Readiness Group

AUGUST 20, 2019

Imagine achieving phenomenal sales growth with no salespeople. Its sales then rocketed to $1.46 billion by 2018. No headaches or expense dealing with hiring, training, managing, and paying sales reps. Impossible? Well, Dropbox , the file storage company, founded in 2007, grew its revenues to $116 million by 2012.

Enterprise 48

Enterprise Enterprise Hiring Referrals 48

Partners in Excellence

NOVEMBER 26, 2018

The word “transformation,” has become the buzzword for 2018. The problem is, when one looks at most of these “transformations,” nothing looks that different from before, certainly the outcomes don’t look any better-much of the research data would suggest sales/marketing performance is getting worse.

Fashion 81

Fashion Sales Talent Training Coaching 81

Miller Heiman Group

DECEMBER 16, 2019

Are the numbers masking the truth about your sellers’ performance and lack of effective selling skills? If you’re like most sales organizations, you saw increased revenue plan attainment and a higher percentage of salespeople meeting quota. If You’re Waiting for a Recession, You’ll Be Too Late.

How To 50

How To Sales Cycle Quota Sales Methodology 50

Pipeliner

JUNE 28, 2019

Beat The Bots: How Your Humanity Can Future-Proof Your Tech Sales Career. How can sales professionals create a meaningful human to human connection with buyers? Anita Nielsen is a sales performance consultant with over twenty years of experience in B2B sales and support. Anita Nielsen. John Golden. Martha Neumeister.

Social Media 40

Social Media Media Commission CRM 40

Sales Hacker

SEPTEMBER 24, 2018

Rev up your sales process with the best sales books. Need a reason to pick up a new sales book? Do you struggle to settle down with a good sales book? RELATED: Best Sales Books: 30 Elite Picks to Step Up Your Sales Game . Top 10 Best Sales Books to Kickstart Your Selling Skills.

Strategy 67

Strategy Influencer Ideal Customer Profile Handbook 67

Pipeliner

DECEMBER 31, 2017

Only a little more than half of account based sales reps made quota in 2016, according to CSO Insights. Based on what I’ve heard from sales leaders, 2017 wasn’t much better. There are many possible reasons that account based sales reps miss quota. Perhaps they: Depended on marketing to send them qualified sales leads.

Referrals 75

Referrals Sales Qualified Lead Cold Calling Social Media 75

MEDDIC

MARCH 11, 2022

I have always been fascinated by the magic of LEVERAGE and want to share my view about how leverage applies to learning, particularly to MEDDPICC ® sales training. The MEDDPICC leverage is about using the MEDDPICC ® Sales Methodology and Training to achieve extraordinary results in a sales team, often unimaginable.

Real Estate 52

Real Estate Quota Hiring Sales Qualified Lead 52

The Sales Hunter

JANUARY 1, 2018

It’s a new year, which is the perfect time to think about what you will do differently this year than last year. If we want to succeed in business and in life, we must be willing to continually refine and grow. Check out the video to see what I mean: Don’t forget to sign […].

Video 126

Video Motivation Sales Selling Skills 126

LeadFuze

JANUARY 1, 2022

Social selling is a term that has been hotly debated in the sales world. We will talk more about all the tools you need to get started in social selling. There are many misconceptions about social selling. Need Help Automating Your Sales Prospecting Process? Lewi Watkins, Global Social Selling Lead at Sage.

Social Selling 52

Social Selling Tools Social Media Strategy 52

Vengreso

MARCH 2, 2021

Prospecting to generate sales leads is one of the most important jobs of the modern sales professional. In fact, if you ask any sales leader what their teams struggle with the most (and I have), they would say it’s prospecting, especially now that virtual selling is the norm. Sales Prospecting Techniques.

Pipeline 145

Pipeline Prospecting Ideal Customer Profile Sales Qualified Lead 145

Vengreso

JULY 11, 2019

Kurt returns to the #SellingWithSocial podcast to discuss Vengreso’s, The State of Digital Selling Report , and the three key digital sales strategies leaders need to implement ASAP for increased pipeline growth. Sales #SoDS2019 Click To Tweet. You may wonder why this makes a difference in your sales numbers?

Report 88

Report Ideal Customer Profile Strategy LinkedIn 88

Vengreso

APRIL 10, 2022

Are your sellers using a sales methodology to guide them, step-by-step, in their daily prospecting and closing sales activities? However, most sales methodologies and most sales teams do not subscribe to a sales method that covers prospecting. What is a Sales Methodology? The Challenger Sale.

Sales Methodology 128

Sales Methodology Pipeline Ideal Customer Profile Buyer Persona 128

Sales Hacker

DECEMBER 23, 2020

Let’s address the elephant in the room – there are just too many sales resources available to know what’s good and what isn’t. We decided to tackle the heavy lifting to create this round-up of our favorite sales resources, tools, and guides. Sales Outreach: Tools & Templates. Remote sales resources. Best sales books.

Resources 79

Resources Webinar Metrics Hiring Hubspot 79

Gong.io

AUGUST 11, 2021

If you’ve been keeping up with Gong Labs (where we publish data on millions of sales calls) you already know this: Deals are 127% more likely to close when video is used at any point during the sales process. That’s up from a 41% in 2018 when we first ran this analysis. Sales pros are always looking to get better.

Top of Funnel 62

Top of Funnel Ideal Customer Profile Call-back Video 62

Mindtickle

MARCH 13, 2020

Sales cycles have become more complex and take longer than ever before. The most effective sales reps are always ready to deliver the right message at the right time to the right prospects. When sales teams are well-equipped and well-prepared, they perform confidently and drive revenue. What is Sales Readiness?

Hiring 66

Hiring Top of Funnel Webinar Metrics Coaching 66

Mindtickle

MARCH 13, 2020

Sales cycles have become more complex and take longer than ever before. The most effective sales reps are always ready to deliver the right message at the right time to the right prospects. When sales teams are well-equipped and well-prepared, they perform confidently and drive revenue. What is Sales Readiness?

Hiring 52

Hiring Top of Funnel Webinar Metrics Coaching 52

Gong.io

JANUARY 12, 2021

As a SaaS organization, we have most of the same teams as the companies we sell into — Sales, Product, Customer Success, etc. Sales Development Rep, Carolyn Dorricott. Meet Carolyn, Senior Sales Development Representative at Gong, since May of 2019. Top sales reps are also objection-handling pros.

Follow-up 118

Follow-up Video Account Objections 118

Gong.io

MARCH 11, 2021

Gong Gives Genesys Sales Managers The Ability to “Ride Shotgun” With Any Deal. Shopify Creates a Learning Environment for Their Sales Team. Our platform helps CS teams: Streamline customer interactions, including better handoffs from sales to CS as well as cross-team collaboration. The one thing they all have in common?

Churn 62

Churn Customer Hiring Case Study 62

LeveragePoint

APRIL 12, 2019

The internet has changed the fundamentals of B2B sales. The tectonic plates have shifted between buyer and seller: Skilled sales teams are no longer necessary to provide product or solution information, except when online marketing content is inadequate. The Role of B2B Sales Teams. Sales training firms are thriving.

Buyer 22

Buyer Case Study Marketing B2B 22

DialSource

JANUARY 16, 2020

Digital Transformation in Sales. How is the digital uprising, and the concurrent shift to the knowledge economy, impacting the sales environment? When the potential customer does reach out, Sales is faced with the task of converting a prospect who’s already inundated with other sales messages vying for their attention.

Ideal Customer Profile 41

Ideal Customer Profile Consumer Face-to-face Objections 41