Trending Articles

Should B2B Sales Be A Licensed Profession?

The Pipeline

By Tibor Shanto. There is a lot discussed about how sales and selling has changed over the years, be it the tech around sales, social attitudes changing what is acceptable and what no longer works due to many factors.

Marketing Tactics to Kick-Start Your Sales Skills

Sales and Marketing Management

Author: Jacob Dillon The marketing environment never sits in one place. Trends come and go, strategies arise and disappear, and businesses launch and fade away quicker than ever before.

Friday Five - Hiring for Sales Roles

Score More Sales

Here are 3 tips, 1 quote, and 1 resource to end your week. Hiring tip #1: If you are looking to hire more women on your sales team, hold an event at your offices quarterly (or twice a year) and get the Women Sales Pros guide on how to do it to widen your recruitment pipeline.

Stop Farting on Airplanes, and 12 Other Tips to Do Travel Right

John Barrows

Last week I spent 40 hours on planes flying to India and back. Each year I log over 250,000 miles in the air, and with 25 training days booked in January and February 2019 will be no different.

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Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

The One Gift You Need to Give Yourself This Season

Inside Sales Training

What’s the ONE thing you all wish for this season? More money, right? If you’re in sales, then the way to make more money is to close more sales. It’s that simple, isn’t it? And if you’d like to make more sales, then you need to upgrade your selling skills. Would you be willing to spend just $18.30

Why and How to Assess Customer Needs After the Initial Sale

Connect2Sell

The sale was made. The customer is on contract. Your job is to look for upsell opportunities, to keep the customer happy, and to renew the contract each year. So why bother to assess customer needs after the initial sale?

More Trending

How to Write Sales Emails That Get Responses

Sales and Marketing Management

Author: Ryan Myers You don’t have to reinvent the wheel every time you write an email to make it compelling. You just need to clearly articulate your value in a way that’s specific, relevant, and urgent to your audience.

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A Phrase You Never Want To Hear In Sales

John Barrows

“I’ll need some time to digest what you just said.”. As a younger, less experienced rep, I used to think this phrase was awesome.

Travel 193

Why are Half of All Sales Reps Still Missing Quota in a Booming US Economy?

Understanding the Sales Force

Around this time ten years ago, the US economy was famously tanking. I remember it well as revenue at Objective Management Group dropped by more than 30%, almost overnight.

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How to Assess Customer Needs in Half the Time

Connect2Sell

The discovery phase of the sales process is important but often overlooked or cut short. When asked, sellers usually say they don’t conduct thorough discovery because it takes too long. They’re concerned that their buyers won’t give them enough time and/or don’t feel they have enough time themselves.

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.

How to Ask for a Referral Without Getting Embarrassed

No More Cold Calling

Referrals aren’t favors. Salespeople often downplay the importance of referral networks or just don’t know how to ask for a referral. Don’t get distracted; don’t get embarrassed. Relationships and referrals are what business is all about!

What Makes a Champion Salesperson?

Anthony Cole Training

Welcome to our first audio blog here at ACTG! In today's episode, we talk about and explain the traits of what makes a champion salesperson. sales advice sales characteristics sales champion coaching salespeople sales activities for success coachability

SALES MANAGERS ARE STRUGGLING

Steven Rosen

I have said it before and I will say it again – SALES MANAGERS ARE STRUGGLING! Only 10-20% of Sales Managers are Crushing It! The rest are struggling to make their sales numbers. They find themselves overwhelmed, overstressed and lacking the tools and training to be the best they can be.

Four Letters Every B2B Marketer Should Know

Sales and Marketing Management

Author: Patrick Foster Instagram has become one of the most popular social networks in the world?—?it it now has 1 billion users ! While it may be known for its popularity among celebrity influencers, it also is an important channel for brands that use it to advertise their products.

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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.

The CX vs. CO Debate – Which One Wins?

Sales Benchmark Index

You know the importance of delivering on customer outcomes, while delivering a differentiated customer experience, but you may be struggling with where to start. There are many interesting perspectives on how these two key components work together to deliver Customer.

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How To Increase Your Value To Clients Without Dropping Your Price

MTD Sales Training

When someone says “That’s good value!” what do they mean? Well, there are a number of ways of interpreting value and it can mean different things to different people. For some of your customers, it could mean the actual price they are considering paying.

How To 166

Motivating Sales People: What Does it Take?

Anthony Cole Training

Frequently I am asked the following question: “How do I keep my salespeople motivated to sell?”. sales motivation motivating sales people Motivating building sales team sales advice

Guru Secures $25M Series B Funding

Guru

We are excited to announce that Guru has secured $25 million in a Series B funding round. Thrive Capital is leading the round, with participation from our existing investors Emergence Capital , FirstMark Capital , Slack Fund , and Michael Dell’s MSD Capital.

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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.

Are You Closing Sales Or Opening Relationships? with Adam, Episode #94

Vengreso

Subscribe to Selling With Social. Apple Podcasts | Stitcher | Google Play | Google Podcasts. Every sales professional wants to be closing sales on a higher level. But what most of us don’t realize is that we don’t achieve that through learning better sales techniques.

How to Mobilize High-Potential Employees and Activate Revenue Growth

Sales Benchmark Index

High-potential employees comprise the next generation of leaders within your company. As you look toward succession planning or assigning resources to key strategic initiatives, the pool of high-potential employees is where most companies look to for resources who can solve.

The Art of Asking Open-Ended Questions

Hubspot Sales

When qualifying , you bring value to your prospects, clients, and yourself through the questions you ask -- but only if they're good questions. Allow me to introduce you to a concept I call "high-value questions.".

2 Ways to Win at LinkedIn

Alice Heiman

61 million LinkedIn users are senior level influencers and 40 million are in decision-making positions. There are 87 million millennials on LinkedIn with 11 million in decision-making positions. LinkedIn has almost 600,000 users in more than 200 countries ( OmniCore ).

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.

Problem-Centric Selling vs Product-Centric Selling: It’s Time We Change the Way We Sell

A Sales Guy

For years, I mean for most of modern day sales, we have been taught how to sell and pitch our products. The product has been at the center of all that is sales, and unfortunately, it’s a problem, and we need to stop.

Buyer 78

Create Massive Leverage with the Last Week of 2018: 15 Experts Show You How to Master 2019 Now

Hyper-Connected Selling

In December it gets way too dark, way too early (at least in the northern hemisphere). Here in Chicago, the sun sets around 5:00 and then it’s a long, cold night. And the days themselves can be pretty grey. It’s not very motivating.

Sage 83

Should the VP of Customer Success Report to the VP of Sales?

Sales Benchmark Index

Customer Success continues to be one of the hottest topics on the mind of the sales leaders and CEO’s we work with. Few will argue against the benefits of Customer Success – driving profitable growth, product adoption and customer reference-ability.

Report 124

How we redesigned the sidebar of our CRM

Close.io

The left navigation is present on every page you look at in Close. It provides the main way to move through the product. It also hasn’t been touched since about 2013! It was time to show it some love.

CRM 94

Staying Relevant in Sales as AI and Technology Continue to Take Over

Speaker: John Barrows, CEO, JBarrows Sales Training

As technology and AI advance, and as companies and reps continue to look for technical solutions to increase efficiency throughout the sales process, the human element of sales is being lost.The question we need to ask ourselves is – what can we do that a computer can’t? The answer lies in context; if we as sales professionals are not adding any context to our content, then we bring no additional value to what marketing and technology are already doing. Learn about the importance of context, and where and how to add it throughout the sales process!

Outcome Based Buying

Partners in Excellence

Regardless how we sell, our customers are trying to achieve one thing when they buy. They are trying to achieve some very specific outcomes. Those outcomes may be all over the place—solve a problem, address an opportunity, enable other things to happen.

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Smart Selling Tools

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A 10-Step Guide to Building an Account List Management Strategy

The Center for Sales Strategy

A new year is around the corner, and it is time to perform some routine maintenance. A great place to start is cleaning up your account list. Follow these ten steps to get your sales organization’s account list cleaned up and ready to go for a successful 2019!

Forging the Path for Customer Operations

Sales Benchmark Index

Scott Asher most recently led Customer Operations for RentPath, a leading digital marketplace connecting millions of consumers with apartments, condos, and houses for rent through their massive network and websites. Scott spent 6 years in the emerging role of VP of Customer.

7 Must-Have Automated Documents for Sales Success

Companies are increasingly implementing technology to bring efficiency to their workforce. Data accessibility aside, teams continuously struggle with manual processes for document generation. Learn why automating your documents is key to sales success.