Driving Team Performance: Why Offboarding is Just as Important as Onboarding

Sales Benchmark Index

According to SBI research, HR leaders and their teams spend 8x more time creating, implementing, and administering onboarding programs compared to offboarding programs. Onboarding programs are no doubt essential to an employee’s ramp time and continued success at the company.

The Life Lessons Hidden in Road Construction

Hyper-Connected Selling

There’s an old running joke about Chicago weather: “There are two seasons in Chicago, winter and construction.” I went through four road construction zones during the trip that covered almost a half of the 80 mile drive. Road Construction Parallels. Yes, it is super-annoying to go through that much construction. Innovation in materials and construction techniques is out there, but adoption has been slow.

How to Construct Meaningful Customer Journey Maps

Nimble - Sales

The post How to Construct Meaningful Customer Journey Maps appeared first on Nimble Blog. Research by firms such as Forrester and Temkin have found that customer journey mapping is moving front and center for many marketing and customer experience professionals.

PODCAST 60: Effectively Giving and Receiving Constructive Feedback w/ Alyssa Merwin

Sales Hacker

The post PODCAST 60: Effectively Giving and Receiving Constructive Feedback w/ Alyssa Merwin appeared first on Sales Hacker. This week on the Sales Hacker podcast, we speak with Alyssa Merwin. She leads LinkedIn Sales Navigator in North America.

State of Conversation Intelligence Q1 2019

Smart Selling Tools

State of Conversation Intelligence Q1 2019. This report aims to bring sales leaders up to speed on conversation trends that will help reps win more deals in 2019.

Sales Strategy: What’s Most Effective? A Great Message! (Updated May 2019)

Corporate Visions

Updated May 2019) by Corporate Visions appeared first on Corporate Visions. You fall into the trap of commodity messaging along with your competitors, who are likely constructing their value message in response to the same set of inputs.

Developing strategic referral alliances. WOW!

Jeffrey Gitomer

Example – If your business is installing office furniture, strategically you would align with commercial real estate brokers, movers, construction companies, office furniture dealers, join the AGC and the trade associations of your biggest three customers.

9 Ways to Get the Most from Sales Video Coaching

Sales and Marketing Management

A well-constructed sales enablement and readiness strategy can build in video coaching to confirm reps have absorbed and mastered the necessary skills and materials for career advancement.

Your Personal Mission Statement. Write it. Live it.

Jeffrey Gitomer

If they offer constructive criticism, thank them. Going places? Have big dreams? The first person to tell is yourself. The first person to convince is yourself. The first person to affirm is yourself.

5 Keys to Sales Coaching

Anthony Cole Training

This includes both positive and constructive feedback. In this article, we discuss the "5 Keys to Sales Coaching", or the five critical steps you must know and execute in order to get the best effort and results out of your salespeople. They include: Insight. Feedback. Demonstrate. Role Play. Action Plan. Coaching salespeople is hard work and it helps to have a consistent and effective process to help keep you on course.

Five Tips for Transitioning Into a Sales Leadership Role

Sales and Marketing Management

As a sales rep or manager – and as a human – it is important to be prepared to receive and give feedback, praise and constructive criticism. Author: Chris Mason So many of us begin our sales careers as representatives of a company, product, service or all the above.

The Ultimate Guide to Asking Sales Questions (And 29 Questions You Can Use Today)


Conversely, average reps construct conversations that feel like interrogations. Are you looking for a rich list of sales questions you can use today? Sweet, because we have you covered. . Not only that, but you’ll also learn how and when to use these questions.

Las Vegas may get Musk-designed people mover

Sales and Marketing Management

The board of directors for the Las Vegas Convention and Visitors Authority (LVCVA) recently approved a plan to work with Elon Musk’s Boring Company to design, construct and operate a people mover that serves the city’s convention center.

Grandpa Charlie’s 8 Success Tips for Sales, and Life

Sales and Marketing Management

It forces you to construct your best possible plan and, maybe, just maybe, to replace the one that you originally cobbled together. Author: Marc Demetriou Many people, including sales and marketing folks, tend to overthink things.

Is There A Place For Anger In Management?

Sales and Marketing Management

So, when used right, constructive anger can make someone feel strong and powerful and help push them to get what they want. Author: Paul Nolan Anger has its benefits, writer Charles Duhigg states in a recent Atlantic cover story on the topic. “We’re We’re more likely to perceive people who express anger as competent, powerful and the kinds of leaders who will overcome challenges. Anger motivates us to undertake difficult tasks.

Study 191

What Kind of B2B Marketing Personalization Gets Results?

Corporate Visions

Next, we constructed a set of emails that contained identical offers and calls to action, but different subject lines and openings based on the personalization method. The post What Kind of B2B Marketing Personalization Gets Results? by Corporate Visions appeared first on Corporate Visions.

B2B 107

What to Do When Life Goes Up in Flames

Grant Cardone

Time will tell how this might work out in Paris, but in New York after 911 there were years of planning, negotiation, and false starts before construction on the new Freedom Tower actually began in 2006. Big news was made recently when the Notre Dame cathedral in Paris caught fire. .

Energy 115

3 Coaching Tips to Help Reps Overcome Sales Objections


Although there’s a place for constructive criticism in sales coaching, positive peer-to-peer feedback helps reps feel better about their efforts, encouraging them to continue practicing on their own. If you were a movie producer, would you ever say this to your actors?

How to Make Your Dream a Reality

Grant Cardone

With cash to finance the park, crews began construction in Anaheim in the summer of 1954. People still doubted him, saying that he lacked the real estate and commercial construction experience to bring this kind of idea to a good ending.

Film 106

STOP Stacking Questions!

KO Advantage Group

Give your clients adequate space to construct powerful answers. Surely you’ve met a curious child before who asks “why?” too frequently, right? This habit of throwing questions after another is called question stacking.

Anchoring Your Negotiations Using A Range

The Accidental Negotiator

When placed in a negotiating situation, 51% of the participants in the study would use bracketing-range offers, 29% constructed backdown-range offers, and only 17% constructed bolstering-range offers. Anchoring is a powerful technique, but should you use a range?

Building An Integrated Sales & Marketing Engine w/ Phillip Anderson @BCG


Constructing an integrated sales and marketing system may be quite challenging. In this episode of Sales Secrets, Phillip Anderson from Boston Consulting Group will be sharing his secrets to aligning sales and marketing. Keep reading to find out more. RELATED: Marketing And Sales: Why They Need Each Other In this article: What Is Integrated Sales and […]. The post Building An Integrated Sales & Marketing Engine w/ Phillip Anderson @BCG appeared first on The Sales Insider.

How to Setup a Commission Plan in Six Steps


C—Constructed to Drive the Right Sales Behaviors: Design your plan to put emphasis on the sales behaviors that will help reach company goals. Learn more about successful commission plan rollout in our webinar “ 5 Tips to Articulating Your Sales Compensation Plan in 2019.”

How to develop a winning sales mindset: Critical self talk vs pep talk


Focus on constructive self-criticism. Instead, focus on what questions that have constructive potential. We’ve all been there: you’re in the middle of a sales call, and you start rambling. You only realize it after you’ve been going on for a few minutes.

The 15 Most Inspiring Sales Stories We Heard This Year

Sales Hacker

Honorable Mentions from The 2019 Sales Hacker Top 50 Awards. Emily is a great motivator and knows the right balance of constructive and positive feedback. At the beginning of March, we announced the winners of the 2nd annual Sales Hacker Top 50 Awards, presented by Bravado.

How to Improve Customer Support in Your IT Business


How you handle customer inquiries and constructive criticism can make all the difference when it comes to running a successful business. As a business owner, it’s only natural that you will want to provide excellent customer service to whoever uses your products and services.

PODCAST 61. Change the Job Process to Find the Right Candidate w/ Shireen Jaffer

Sales Hacker

If you missed episode 60, check it out here: PODCAST 60: Effectively Giving and Receiving Constructive Feedback w/. This week on the Sales Hacker podcast, we speak with Shireen Jaffer , CEO at Edvo. Edvo helps people get the best jobs AND finds jobs they may need in the future.

22 Incredible Small Business Opportunities for 2019 and Beyond

Hubspot Sales

In fact, it has become super easy to make the leap out to independence heading into 2019. Construction. This could entail constructing new government buildings or updating or maintaining existing buildings.

The Most Effective Ways to Market Your Property


Choosing target tenants should be the first decision you make when constructing your marketing plan. Are you planning to rent out your property?

How to Run An Ultra-Effective Daily Sales Huddle

Sales Hacker

They give salespeople the chance to come together as team in a constructive environment; they will engage with each other, they will learn from each other, and they will hold each other accountable.

Viewpoint Accelerates Onboarding, Achieves Over 90% Training Completion with MindTickle


Business growth is a good thing — unless your sales team lacks the tools necessary to quickly and easily scale alongside it. This was the challenge Viewpoint faced in 2017.

The Ultimate Guide to Mutual Action Plans (How to Use MAPs to Transform Your Sales Process)

Sales Hacker

Finally, measuring buyer progress against milestones is a great construct for deal reviews, allowing you to spend less time fact gathering and more time coaching through the potential roadblocks uncovered by the MAP. Imagine knowing the actual close date of a deal months in advance….

4 sales lessons we learned from our dads


If you’ve done all the prospect research you can and taken the time to construct a personalized solution for your buyer, you won’t have to worry about your pitch flying apart as soon as you hit the first bump in the road. When men become fathers, they become many other things, too. Teacher. Lifeguard. Corrections officer. Amateur chef. Guy who suddenly starts wearing white sneakers with tube socks. The list goes on.

Breaking Your Inner Horse

Grant Cardone

That’s because most peoples’ disciplines look more like bad habits instead of constructive actions that will provide them with Massive Success. “A man who conquers himself is greater than he who conquers a thousand men in battle” — Buddha. Discipline—.

Ultimate guide to sales emails: How to write sales emails that convert (templates, examples and case studies)


B2B buyers receive hundreds of sales emails each and every day. They open only a small percentage of these sales emails, read even fewer, and it’s only a very small amount that they actually act on—whether by writing a reply or clicking on a link.

New Hire Training for Salespeople: The Ultimate Guide

Hubspot Sales

Foster this rule in your sales organization to create a team that embraces constructive criticism instead of being afraid or resentful of it. The average ramp-up time for salespeople is between six and nine months. That’s a lot of lost revenue for your company.

50+ Candidate Sourcing Statistics for Recruiters


Talent is 4x more likely to consider your company in the future if you offer constructive feedback ( source ). In a recent blog post we declared that strategic candidate sourcing was not, in fact, dead.

12 inside sales skills you need to master to be a top-performing rep


If you’ve got ambitions of becoming a top inside sales rep at your company, you’re going to have to build and sharpen these critical sales skills first.

Call Prospects On Their Bullsh*t With This One Strategy

Hubspot Sales

By keeping things constructive, you’ve put the negativity on yourself instead of on the prospect. Humans are wired to avoid negative experiences. And for most of us, saying “ no ” is a negative experience. As salespeople, we see this every day with our prospects.

PODCAST 43: Why Endurance and Tenacity is Important for Sales Success w/ Carson Heady

Sales Hacker

Outreach is running Unleash 2019: The Sales Engagement Conference. Those three entities have to benefit from every deal that’s constructed.