Trending Articles

A Sales Enablement Tool for the CEO

Sales Benchmark Index

How I Made the Mental Shift with Social Selling

John Barrows

As a GenXer, when Social Selling hit the sales scene I thought it was a joke and yet another thing I was supposed to do to be successful in sales. Fantastic, add it to the list. The whole idea of tweeting and posting sounded and felt ridiculous to me.

How to Reap the Rewards of Talent Programs and Ensure Tangible ROI

Sales Benchmark Index

HR leaders work for months creating Talent Programs that target sales and marketing employees. There is substantial pressure on making sure that the spend is worth the efforts. The programs have been meticulously created, the work has been done and.

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How To Handle A Client That Wants A Bigger Discount

MTD Sales Training

There are many times when a sale can stall in its progress and there are many reasons for it occurring. One of the most common is the issue of price, where a prospect has not yet seen the value of paying the price for your products or services. Why does this happen?

Humans and Bots: How to blend human skills and AI to build customer intimacy and drive growth

Join Genesys for this webinar to learn how leading companies are using blended AI to drive customer intimacy and revenue growth.

Move The Close Date – Not The Open Date

The Pipeline

By Tibor Shanto. Salespeople are preoccupied with closing; makes sense, that seems to be where the pay-off is for everyone, at times even the prospect. However, the biggest challenge most sales organizations have is not closing but opening.

More Trending

How to Be a Memorable Salesperson Part 5: Create Value

Connect2Sell

Being memorable matters! You work far too hard and put in way too many hours to be easily forgotten. You don’t want to be part of the ho-hum background noise in other peoples’ days. You’re better than that. You have more to offer than that.

How To 171

How to Adapt to the Well-Educated Modern Buyer

Sales and Marketing Management

Author: Kelly Bosetti Salespeople once played a significant role in educating buyers about their options and helping them come to a decision regarding a product or service, but times are changing.

The Data Will Bring Us Together: Relationship Therapy with Sales and Marketing

DiscoverOrg Sales

The process of sales and marketing alignment is so fraught with assumptions, misunderstandings, and disagreement that we think both departments need a relationship therapy session! Marketing has certain data needs. Sales has others.

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Salespeople Make This Mistake - The Dumb Question I Was Asked in a Hotel Restaurant

Understanding the Sales Force

I pulled up to the entrance of the Doubletree Hotel, greeted Chris, and we walked into the hotel restaurant. As we approached the table, a well-meaning server asked, are you an Honors member? I said, "yes.". Dave Kurlan asking questions Consultative Selling sales process sales competencies best sales assessment

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Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

Stop Trying to Be Normal

The Sales Heretic

As kids, nearly all of us want to be “normal.” We want to fit in and be accepted. And that’s understandable when we’re six or seven (or even fifteen), and “different” is perceived as bad or weird or wrong. Unfortunately, too many people never outgrow that need.

Why Do PE Firms Care About Customer Experience?

Sales Benchmark Index

First, what is Customer Experience and why should you care? Private Equity firms care about Customer Experience (Cx), because it is key to driving revenue growth, maximizing reducing the expense to bookings ratio, while providing customers with a great interaction.

How to Be an Extrovert

Grant Cardone

If you’re younger than 40, you may not know or remember Johnny Carson. From 1962 to 1992 he was in America’s living rooms each weeknight hosting The Tonight Show. He was the Jimmy Fallon, the David Letterman, the Jay Leno of his day. For 30 years, he was King of Late Night.

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18 Best Sales Blogs to Follow in 2019 (As Voted-for by 50+ Sales Leaders)

Gong.io

Looking for a list of the BEST sales blogs to read in 2019? Then look no further. If you want to level up your sales game, your best bet is to read the best sales blogs the pros are learning from.

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.

Without Call-Backs, Your Lead Gen Is Dead in the Water

No More Cold Calling

Here’s how to generate leads and get call-backs. Has selling really changed in the last decade? Well, sure.

Putting the Customer First

Igniting Sales Transformation

In this interview, I talked with Sydney Sloan , Chief Marketing Officer at SalesLoft. You can meet Sydney personally at the Rainmaker 2019 conference here in Atlanta in March. Haven’t gotten your tickets yet? You still can. REGISTER HERE.

Why You Can’t Get Your Reps to Sell the New Products: The Importance of a Sales Enablement Plan

Sales Benchmark Index

Why Sales Enablement Needs To Be Measured in Salesforce

Smart Selling Tools

Why Sales Enablement Needs To Be Measured in Salesforce. We have an enablement problem… People think we suck at enabling our reps because we can’t prove its impact. Many SaaS companies struggle with ramp time, and it’s getting worse over time.

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.

55 Sales Tips & Techniques That Work Like an Absolute Charm in 2019

Gong.io

Quick Links 1. Prospecting 2. Starting Meetings 3. Discovery 4. Pitching 5. Objection Handling 6. Closing 7. Miscellaneous. Looking for a rich list of sales techniques and tips you can use to close more deals? Look no further.

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Weekly Roundup: Three New Selling Skills You Need to Win with Buyers + More

The Center for Sales Strategy

- MOTIVATION -. THE MOST UNPROFITABLE ITEM EVER MANUFACTURED IS AN EXCUSE". JOHN MASON. AROUND THE WEB -. > > Three New Selling Skills You Need to Win with Buyers — Selling Power.

How to Become an Entrepreneur With No Money or Experience

Hubspot Sales

Being your own boss, calling all the shots, hustling to hit your goals -- for many people, entrepreneurship is the ultimate career goal. But as awesome as running your own business sounds, it's also incredibly difficult. How difficult? 75% of startups fail.

How to be Human in Sales. Bots haven’t taken over yet!

Igniting Sales Transformation

In this interview, I talked with Amy Volas , Founder and CEO of Avenue Talent Partners about why relationships STILL MATTER in selling, and frankly, in life. I’m known for saying – okay, harping about – that technology only ENABLES process.

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.

Why You Need to Be a Needs-Based B2B Salesperson

Openview

Being a salesperson isn’t just about knowing the ins and outs of your product. You may have all the answers to commonly asked questions and have no problem pitching your product, but your value proposition only goes so far.

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Use Your Heart to Increase Your Sales

Shari Levitin

I love watching the Super Bowl, and I love a good tailgate party. But to excel in sales, or any worthwhile endeavor, you need to play the game, get dirty, fall down, and get back up again! Learn how. The post Use Your Heart to Increase Your Sales appeared first on SHARI LEVITIN.

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9 Ways to Show Your Clients Love

Alice Heiman

We appreciate our customers and we all know it is important to thank them. Yet, do we do it in the best way and at the best time? . Asking clients about their level of satisfaction and thanking them for their business should be part of our routine. I believe in thanking people throughout the year in different ways. This also gives me an opportunity to ask them for a referral. . When Do You Send Gifts of Thanks? .

Cybersecurity: Everything You Need to Know

Smooth Sale

Attract the Right Job or Clientele: Note : Vasili Chekalov, Digital Entrepreneur and SEO Expert, provides today’s Guest Post. I am a computer geek with great affinity for healthy lifestyle and weights.

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Togetherness: Achieving Sales and Marketing Alignment

Speaker: Jeff Davis, Founder, jd2 Consulting Group

Jeff Davis is here to help you think differently about how Sales and Marketing should interact. With increased scrutiny for marketing to prove ROI on their activities and it becoming increasingly hard for B2B salespeople to even get in front of customers, the old way of doing business is no longer an option. This webinar will use evidence-based research and empirical knowledge to propose real-world strategies that work.

Selling Techniques for Getting that First Appointment

The Center for Sales Strategy

You called. Left a message. Maybe they're busy," you think. Or, "maybe they just don't return calls." Perhaps it's neither of these. Maybe it's on you. Maybe you just haven't given them a compelling enough reason to call you back. If you want people to call you back, you need to give them a reason.

How AI is Poised to Transform Sales @AvisoInc

Smart Selling Tools

How AI is Poised to Transform Sales. In this series, we ask Sales Tech Executives to describe how their solution can transform sales in a significant way. This week I interview Tom Victory , VP of Marketing at Aviso.

Develop Empathy With Your Prospects & Watch the Deals Roll in

LevelEleven

Empathy (noun) – the ability to understand and share the feelings of another. Empathy helps a seller put themselves into their prospect’s shoes, fostering a relationship of mutual understanding and respect for each other’s needs. Think about it — when do sales occur?