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Latest Data - Strong Salespeople Score 375% Better Than Weak Salespeople

Understanding the Sales Force

Some of you might have seen Bryce Harper's incredible last-minute barrage of home runs in the 2018 All-Star game. It's one of the highlights of summer! Today I give you a barrage of my own with three killer videos and a powerful data-packed article.

Stop Doing What You’re “Supposed To Do”

John Barrows

Too many of us get stuck going through the motions in life/business/sales and just do what we think we’re supposed to do. I have two examples, one personally and one professionally, that made me stop and think otherwise. First the personal story.

Cold calling math

Sales 2.0

Today’s post is going to include a few numbers. I’ve actually gone a step further than I’ve gone before in this post and boiled everything down to time, which is the “ultimate currency” for us humans.

3 Things To Spice Up Summer Sales

The Pipeline

By Tibor Shanto. On the run this week, so I thought I would share a quick but important thing you should incorporate into your prospecting, followed by a couple of things you need to know about and act on. It’s Later Than They Think.

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

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Confirming and Controlling Meetings (Specific Technique)

John Barrows

Nothing is more frustrating than prospecting all day long to find that needle-in-the-haystack potential client who finally agrees to schedule a meeting with you only to have them never show up.

Eliminating Prospects Who DON'T Fit Your Business

Anthony Cole Training

You may recall hearing in one of our videos or reading in one of our blogs the importance of identifying your zebra to build your business.

How To Optimize Your Messenger Chatbot and Make Sales a Breeze

Sales and Marketing

Author: Patrick Foster Using Facebook Messenger as a sales channel has become an incredibly popular option recently, and for good reason.

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Deciding Between Organic and Inorganic Growth

Sales Benchmark Index

Joining us on hbspt.cta.load(23541, '39dd4f48-b0ca-486a-9fa5-4e1fb27489aa', {}); is Steve Grimshaw, the Chief Executive Officer for Caliber Collision. In today’s show, Steve demonstrates how a chief executive orchestrates the right level of inorganic growth to maximize the valuation of their.

What Is Sales Enablement and Why Should I Care?

Sales enablement is not really a new concept; it has been around for over 10 years. However, understanding the full application of sales enablement is a very different thing.

Why Productivity Tools Make You Less Productive … and Less Creative

No More Cold Calling

Even in the age of artificial intelligence, common sense still matters. Technology addiction is running rampant. We spend more time looking at screens than talking to the people who matter.

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Sales Pipeline Data Shows That Most Late Stage Opportunities Just Aren't

Understanding the Sales Force

If you happened to read the article about most salespeople being fired or arrested if they worked in accounting then this is the sequel - Arrested 2! Dave Kurlan sales pipeline omg sales data

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The Era of Modern Learning Has Arrived

Smart Selling Tools

At the 2018 Nathan’s Famous Hot Dog Eating Contest, competitive eater Joey Chestnut set a new world record by downing 74 hot dogs in just 10 minutes. Okay,” you say. But what does Joey Chestnut have to do with sales learning?”. Simple.

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6 Reasons Why Duplicates in Your CRM/Marketing Automation Platform May Cost You a Fortune

Sales and Marketing

Author: Warren Fowler The logic behind an online business is relatively simple – you are trying to acquire as many leads as possible and then convert them into real customers. However, this process is everything but easy.

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The Best Learning Methodologies for Developing Elite Sales Leaders

Speaker: Steven Rosen MBA, Author, Executive Coach, Speaker and Top 50 Sales Influencer

It is well recognised that the frontline sales managers are the key to driving performance in sales organizations. If you had to choose between investing in sales manager training vs sales rep training what would you do?

What Are the Keys to Packaging Your Services to Win in a Competitive Market?

Sales Benchmark Index

If the above is true for you, you are not alone – but the trend is shifting. To skip to the juice, Download the Packaging Services for Revenue Growth Assessment Tool. When we hear “services revenue” we often think of professional.

Qualifying? 3 Bad Questions to ask customers when selling a product

Connect2Sell

Your time is valuable. Every precious minute you spend with a prospect who will never be a viable buyer is a minute you’ve wasted. You need to qualify prospects to be sure they’re serious and capable, not just price shopping or browsing. The problem is that empowered prospects are impatient with your qualifying questions. sales questions

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PODCAST 16: From Idea to Scale — The Inside Story of Building Gong.io

Sales Hacker

On episode 16 of the Sales Hacker podcast, we speak with Amit Bendov , CEO and Co-Founder at Gong.io about how to scale a tech startup in 2018. He walks us through the inside story of how he developed the idea for Gong — the market testing and market feedback he used to design and refine the product.

Sales Tech Game Changers: @InsideView – How to Identify New Market Opportunities

Smart Selling Tools

In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. This week I interview Joe Andrews, VP of Product & Solution Marketing for InsideView. Connect with him on LinkedIn or Twitter.

Your Next Sales Coach is a Machine

Speaker: Matt McDarby & Dan Smaida, Managing Directors, Specialized Sales Systems

World-class sales managers have long used creative means to solve for time and distance. In this webinar, you’ll learn how modern sales managers are using new technology plus old-school sales management to develop their people without burning out.

8 Marketing Lessons Big Brands Can Teach Startups

Sales and Marketing

Author: Charles Ebert Startups need guidance and advice from people who have been in their shoes in the past and managed to make it in their respective industries.

Benchmarking Your Customer Success Team

Sales Benchmark Index

In a recent article, we defined the right Key Performance Indicators for Customer Success teams. If you have invested the time to collecting this information, your next step is comparing yourself to other companies’ Customer Success teams. Download our Customer Success.

Carolina Business Fair.the ultimate in sales power.

Jeffrey Gitomer

The Carolina Business Fair is September 29th and 30th at the Merchandise Mart. Are you going? BuyGitomer, The Business Journal and more than 200 businesses will exhibit. And I'll give you 7,500 reasons why. Networking

Overcoming Sales Objections: Start With This Question

Connect2Sell

One simple question will help you with overcoming sales objections and change the way you handle them. You’ll be far more effective if you use this simple technique. sales strategies sales questions

Maximizing Sales Training ROI with eLearning

Speaker: Ray Makela, CEO Sales Readiness Group

Companies spend about $20 billion a year on various forms of sales training. Still, many sales leaders report low ROIs from their sales training initiatives. So how can you ensure that your investment in sales training is producing excellent results? Join us for this complimentary webinar as Ray Makela, CEO at the Sales Readiness Group, discusses five essential factors to achieve sustainable success from your sales training investment, and how to leverage eLearning to maximize results.

22 Eye-Opening Statistics About Sales Email Subject Lines That Affect Open Rates [Updated for 2018]

Hubspot Sales

Email is crucial to salespeople's success. You invest time in perfecting your email copy, hyperlinking the right words, and placing the right call-to-action. And if no one opens your emails, it could mean your job. That's where subject lines enter the picture.

The 5 Key Barriers to Setting High-Value Appointments & How to Overcome Them

Sales Hacker

The post The 5 Key Barriers to Setting High-Value Appointments & How to Overcome Them appeared first on Sales Hacker. Choice Partner Sales Process TimeTrade Webinars

Almost Too Late, These CEOs Learned their Pricing Problem was Really a Packaging Problem

Sales Benchmark Index

Taking the above conclusion at face value, it forces a hard choice – drop the price and hurt margin, or maintain the price and sacrifice sales. Rock, meet Hard Place. That sort of choice can stymie decision-making, causing you to.

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Elements of a Cold Call That Can Make Them Hot.

Jeffrey Gitomer

Cold calling is one of the most difficult parts of selling. To be successful at the science of cold calling you must first define the elements, functions and formulas that comprise the call. Then, like all other sciences, experiment (practice) until you have a method that works. Cold Calling

Found - The Best Sales Learning Methodologies

Speaker: Joe DiDonato, Chief of Staff, Baker Communcations, Inc

Finding the right learning approach for each topic you have to deliver to your learners can seem like a “problem of endless choices.” In this webinar, corporate learning expert, Joe DiDonato, shares how his teams solved these problems, as well as how new educational technology (EdTech) is changing the sales landscape for all of us. He will also tell you what he shared with the Venture Capitalist community on how to pick which EdTech technologies will likely succeed based on educational research. Joe is an engaging storyteller that uses easy-to-understand language, who promises to share what methods succeeded and which methods failed over his long career.

Surprised when Loyal Customers become Former Customers?

Babette Ten Haken

The transformation of loyal customers into former customers is a real conundrum. Especially in the age of big data meets customer satisfaction. After all, if you continuously keep your fingers on the pulse of your customers, all that data should tell you who is vulnerable. And who is not.

34 Sales Email Subject Lines That Get Prospects to Open, Read, and Respond

Hubspot Sales

Email Subject Lines for Sales. Hoping to help". "We We have [insert fact] in common.". Idea for [topic the prospect cares about]". "10 10 mins -- [date]?". "Do Do not open this email". "3 3 weekend ideas for you". HBO Go password?".

Building Customer Relationships for Sales Success with Tracy De Cicco, Konposit

Igniting Sales Transformation

I’m once again joined in this interview with co-host Carole Mahoney. We talked with Tracy De Cicco, Founder of Konposit about how to build meaningful client relationships.

The Top 5 Lessons Learned While Adopting New Technology to Support Customer Success

Sales Benchmark Index

Unique to Customer Success technology adoption is the relative immaturity of both Customer Success organizations and technology compared to other business functions. This combination can cause complete misses and perhaps even worse misses that appear salvageable only to limp along.

The 7 Things You Need to Know for Effective Sales Forecasting

Find out why waiting for perfection is costing you money.