Hit the Bullseye: Know and Do the Most Meaningful Activities w/Kristina McMillan

Igniting Sales Transformation

In this episode, Barb talks to Kristina McMillan , VP of Research at TOPO about why it is so important to FOCUS on the right activities if you want to achieve the right sales results. Sales activities should be driven by current data, trends and buyer expectations.

Which Type of Sales Job Is Right for You?

Hubspot Sales

Just like Girl Scout cookies come in many different flavors, sales jobs are incredibly varied. Rather than learning from direct experience which type of sales job you love -- and which ones you’re ill-suited for -- use this comprehensive guide. What to Look for in a Sales Job.

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Danger, Danger! The Pitfalls of Premature Proposals

SalesProInsider

Yet in sales…I see buyers ask for a proposal from well-meaning sellers before this “courtship” – and too many sellers anxiously agreeing to put something together. Free Training Workshop. Crank Up Your Close Rate: Increase Sales Conversions With 3 Simple But Powerful Steps.

The Qualifying Conundrum in Sales: Misfit Clients Beware

SalesProInsider

Your buyer is qualifying you from the start to determine if they will give you time, attention, trust needed during the sales conversations, and eventually commit to doing business with you. Free Training Workshop.

12 Sales Time Hacks so You Can Sell More

Score More Sales

Want to know some of the top time hacks that sales reps can use to get more done? I recently did a webinar on being more productive in sales with Velocify. Below are 12 of the top time hacks you can put in place to grow sales.

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Stop the Lose-Lose-Lose Selling and Increase Your Close Rate

SalesProInsider

At the start of a recent workshop, I asked the group, “What do you want to get out of your investment of time and energy today?” At least 50% mentioned a desire to close more sales. Not a surprise for people in a sales workshop, I’m sure.

The 23 Best Sales Training Programs for Every Budget and Team

Hubspot Sales

Sales training programs help salespeople learn and/or improve their selling technique, skills, and processes. According to CSO Insights, salespeople who complete highly rated sales training programs have 10% higher win rates. On-Site Sales Training Programs. Focus: Sales process.

Social Selling Success Stories

Score More Sales

Many who work for companies – especially mid-sized ones selling to other businesses – get stuck in doing the same old things year after year to build sales. Just four years ago, I had a different target market and was giving workshops around the U.S.

Stop the Prospect Chase and Follow-up

SalesProInsider

It’s a situation I hear about several times a week during sales strategy conversations. Always identify the objective of the conversation in preparation of a sales conversation. Close the conversation, if not the sale! Free Workshop Training - Don't Wing It!

Why is Getting New Clients So Hard? 3 Hidden Traps You Don’t Know You’ve Fallen Into

SalesProInsider

Selling is simply earning trust, demonstrating expertise, and guiding the prospect through their buying process to the next step in the sale — because it is the buyer’s buying process that will always win. Trap 2 for getting new clients: You’ve told yourself “I’m not in sales”.

Why You Must Avoid Value Blindness in Sales Conversations

SalesProInsider

If buyers don’t see the beauty or value of what you sell, that’s value blindness. And buyer’s value blindness will stop your sales opportunity right in its track. The buyer’s eyes start to glaze over (that’s value blindness) and their mind wanders.

Sales Hacker’s 35 Most Influential Women in Sales

Sales Hacker

Welcome to Sales Hacker’s first-ever Influential Women in Sales list! In this exclusive list, we wanted to honor not just female leaders that promote their own sales platform (no shame in that!) They say “You can’t be what you can’t see,” and the sales floor is no exception.

How Many Follow-Ups Does It Really Take?

SalesProInsider

And the answer “We may never know because 44% of sales people give up after 1 follow-up, and 92% give up by the 4th follow-up. How many follow-ups will it take to get a response from your buyer? Free Training Workshop. It's so easy to lose a sale.during the sale!

Discovery, Demo, or Disconnect?

DiscoverOrg Sales

Sales people have been giving tech demos for a long time. SDRs motivated only by activity metrics cast a precariously wide net, without gathering adequate sales intelligence. Top sales teams execute and quantify discovery data before a demo.

The 3 Questions You Must Answer at the Start of Your Sales Conversation

SalesProInsider

You’ve scheduled an appointment with a prospective buyer and, like all top performing sales reps, prepared for your conversation by identifying your objective planning your questions and everything you want to tell them. Sales

B2B Sales Outsourcing Is Dicey. Here’s How to Do It Right

Sales Hacker

I run a European-based sales agency for software and technology companies. In this article, I will summarize what I’ve learned about B2B sales outsourcing. W hat is Sales Outsourcing? Sales outsourcing gives parts of your own sales process to others (individuals or agencies).

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Five Sales Certifications to Help Advance Your Career

CloserIQ

Where a career in sales is concerned, on-the-job experience is only part of the equation. Whether you’re a first-time job-seeker looking for a career in sales or a seasoned professional, there’s always something more you can learn. You need to always be on the lookout for a program or sales certification that could help you take your knowledge and expertise to a new level. 1) Certified Professional Sales Person (CPSP). The foundation of a career in sales.

The Language Barrier That Can Kill Your Sale

SalesProInsider

Have you ever left a sales conversation and wondered why what you were trying to explain didn’t seem to be heard? Or why the buyers didn’t see the value of your product or service? I had to speak his language – or stall the conversation and sale.

Why Does Sales Still Get a Bad Rap?

SalesProInsider

” chit chat… she said, “Are you…uh… still in sales?” ” At first, she impressed me by remembering that I have spent the last 20 years not only “in sales” but as a champion for everyone in sales.

40+ of the World’s Best Sales Training Programs to Get Your Team Into Shape

Sales Hacker

If talent acquisition, development, and retention are top-of-mind for you as a sales leader, here are 40+ of the best sales training programs to check out! The same calculus especially applies the sales team. Great Sales Training = The Best Sales Outcomes.

25 Must-Read Sales Blogs

Zoominfo

As a busy sales rep, you don’t have a ton of time to spend perusing blog posts. But, what if we told you a quick reading break might actually increase your sales productivity? Here are 25 of our favorite sales blogs. Top 25 Sales Blogs for all Sales Professionals.

The Qualifying Conundrum

SalesProInsider

He and his partner explained to me that they were “difficult buyers”, but great clients once they made the decision. Free Training Workshop. 3 Key Ways to Start the Conversation and End With the Sale. Sales Conversations Sales Professionals

16 Top Sales Conferences You Should Attend in 2017 & 2018

Hubspot Sales

So we’ve compiled a list (in chronological order) of the top sales conferences you should attend in 2017 and 2018. The Best Sales Conferences. Digital Sales Engine. Sales Acceleration Technology Summit. Sales 3.0 AA-ISP Digital Sales World 2018. 4) Sales 3.0

Never Ever Ever Make the Same Stupid Sales Mistake I Did

SalesProInsider

I recently found myself in a sales situation that brought back memories of a sale I am not proud of. Years ago I built a relationship with a buyer…a manager of a district branch with 475 other branches throughout the US. Sales

25 Must-Read Sales Blogs

Zoominfo

As a busy sales rep, you don’t have a ton of time to spend perusing blog posts. But, what if we told you a quick reading break might actually increase your sales productivity? Here are 25 of our favorite sales blogs. Top 25 Sales Blogs for all Sales Professionals.

Your Greatest Sales Tool (It’s Not What You Think…)

SalesProInsider

What do you need to accomplish in your sales efforts? From closing a sale, creating a lead gen campaign, sending a proposal…or even painting a room,; anything you need to get done is easier when you have the right tools…and use them correctly. Sales Professionals

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The 14 must-attend sales conferences of 2020

Nutshell

There’s something special about attending a sales conference. Whatever it is that excites you the most about attending sales conferences, you’ll find it at the various events listed below. Keep reading for our list of the 14 must-attend sales conferences of 2020!

Sometimes You Just Have to Drive

SalesProInsider

Since that presentation “way back when” there have been many more “firsts” I have learned to tackle so I could keep evolving in sales. And before you know it you’ll be driving down the sales success path easier and more effectively than ever.

The ultimate guide to sales development

Close.io

Marketing was responsible for building interest and generating leads and then sales would pick up the baton and close revenue. Meanwhile, sales has always been driven by quotas. Enter sales development. Overview of sales development. What is sales development?

Top 17 Sales Conferences to attend in 2019

OnePageCRM

If you’re looking for a way to rejuvenate or get an energy boost during the year, attending a sales conference can help do just that! I have put together a list of top sales conferences taking place in 2019 which all salespeople should consider attending. Unleash your inner sales guru!

Top 17 Sales Conferences to attend in 2019

OnePageCRM

If you’re looking for a way to rejuvenate or get an energy boost during the year, attending a sales conference can help do just that! I have put together a list of top sales conferences taking place in 2019 which all salespeople should consider attending. Unleash your inner sales guru!

The 33 Best Sales Training Video Channels on YouTube

Hubspot Sales

in 2013 on hiring sales training companies, one of the top five outsourced training expenditures, according to Training Industry. Clearly, if your team needs sales training, there's a lot of options out there. Best Sales Videos. Sales Videos by Well-Known Selling Experts.

Top 18 Sales Conferences to attend in 2019

OnePageCRM

If you’re looking for a way to rejuvenate or get an energy boost during the year, attending a sales conference can help do just that! I have put together a list of top sales conferences taking place in 2019 which all salespeople should consider attending. Unleash your inner sales guru!