Wed.Jan 09, 2019

Stop Trying to “Sell”

John Barrows

Sales shouldn’t be thought of as trying to “sell” anyone anything. We are either helping people achieve their goals or solve their problems. That’s the mentality we need to have. If you’re trying to sell people something they don’t need and using tactics to convince people to do something they otherwise wouldn’t do, then you’re the reason the profession of sales has such a negative perception.

Margin 155

Artificial Customer Conversations beget Artificial Customer Experiences

Babette Ten Haken

Is your business fostering artificial customer experiences due to reliance on technology as the primary interface for customer conversations? Listening strategies and tools for the voice of the customer can produce skewed insights. Simply because of where, and to whom, your organization is listening.

13-Part Series: How to Be a Memorable Salesperson


There’s no such thing as a natural-born salesperson. sales success sales tricks

How To 232

Beat Your B2B Competition Like Einstein Would: A New Theory of Relativity

Sales and Marketing Management

Author: Ken Rutsky Albert Einstein thought about big things: space and time; the size, origin and destination of the Universe. Most of us business-to-business marketers are a bit more limited: Customers and competitors; the size and future of our market share.

The Showpad Sales Transformation Maturity Model

The Showpad Sales Transformation Maturity Model helps organizations understand where they are today in terms of meeting buyer expectations — and how key teams can drive transformation that impacts the bottom-line. Download the free eBook for a pragmatic approach to growing sales maturity.

The Discovery Call Questions Marketing Agencies Should Ask Their Prospects


No matter what you’re selling, great discovery calls are all about asking the right questions. Questions keep the focus 100% on the customer’s needs, not the salesperson’s goals.

More Trending

The Ultimate Guide to Real Estate

Hubspot Sales

Real estate is a linchpin industry in our society. People need to buy and sell property, and they need experts to help understand and manage the transactions. In the past decade or so, software and websites have amended the traditional real estate process.

Move Over Alexa It’s Time to Re-Humanize the Sales Process


?. Subscribe to Social Business Engine. Apple Podcasts | Stitcher | Google Play | Google Podcasts. Effective Sales A.I. Is Great, But There Are Human Things It Can’t Replace. Most sales professionals these days are excited about the ways A.I. is changing the sales landscape.

Stop Scaring Whales, Part 1

Sales Hacker

My whale hunting story (no Orcas were harmed in the telling of this tale). Call me Ishmael. For over a decade, I’ve been doing business as a Whale Hunter.

Books Our Team is Reading Now: One Book per Month for 2019

The Center for Sales Strategy

Setting your New Year’s Resolutions? Did you add exercise more frequently to your list? We are here to help you! Many studies show that exercising your brain is a key to professional development. One of the best ways to do this is to read a good book.

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.

Qstream Welcomes Gary Greenberger as Vice President, Sales

Smart Selling Tools

Qstream Welcomes Gary Greenberger as Vice President, Sales. Qstream , makers of software that uses science, data, and mobile technology to prompt meaningful behavior change, today welcomed Gary Greenberger as the company’s new Vice President, Sales.

The New Value Proposition: Sense Making

Partners in Excellence

As it should, the concept of the value proposition has changed dramatically over decades. When I was taught the concept of a value proposition, back as people were just learning how to shape wheels from stones, it was basically an enhanced version of feature, advantage, benefit (FABs). Over time, the value proposition became a financially justified business proposal, demonstrating the specific improvements the customer should expect from our solutions.

The best sales reps win with stories. Here is what inspires them.


Storytelling works in sales because humans experience life as one big story. Scholars like Walter Fischer, a USC professor and researcher, have been have been studying how we interpret our experiences and how that affects […]. The post The best sales reps win with stories. Here is what inspires them. appeared first on RingDNA Inside Sales Software & Enterprise Telephony for Salesforce. Inside Sales Sales Best Practices Sales Strategy B2B sales Inside Sales Rep inside sales tips

The Art of Re-engaging Your Prospects After the Holidays


The end of the year is a particularly challenging time for salespeople for many reasons. Not only are they rushing to close the last deals before year end, but they are also dealing with the busy holiday season. Then there’s the possibility their prospects will be on vacation.

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

How Millennial Managers Can Lead Older Sales Reps

Janek Performance Group

There’s a lot of conversation about how to work with millennial sales reps who have different ways of learning and value systems than previous generations (including one of our own posts ).

Leads 68

Sales Cadence: How to Design One That Works

Adaptive Business Services

What’s the most important thing in sales? Meeting targets. Setting appointments. Prospecting. Well, you have to do them all. But the one thing you need in order to get the desired results is a plan. And that’s what most rookie salespeople don’t do.

How to Use Social Media to Recruit Channel Partners


For the longest time, channel partner recruitment put vendors in the driver’s seat. However, with the rise of digital channels and the inbound perspective on marketing, partners are able to be more picky about whom they work with.

How to upgrade your team from Google Docs to Nutshell


“We prefer to work off of spreadsheets” is one of those great lies that sales organizations like to tell themselves. Of course you don’t like to work off of spreadsheets. Nobody does. Spreadsheets might be easy to use, but they don’t actually do anything to help you close a sale. It’s hard to find important information quickly in a spreadsheet, and trying to communicate with your teammates on a spreadsheet is absolutely maddening. We’ve been over this, people.

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.

5 Insurance Sales Secrets for Millennial Agents

RAIN Group

This article was first published on and is republished here with permission. All rights reserved. The way millennials purchase insurance is worlds apart from the approach taken by baby boomers.

The Art of Re-engaging Your Prospects After the Holidays


The end of the year is a particularly challenging time for salespeople for many reasons. Not only are they rushing to close the last deals before year end, but they are also dealing with the busy holiday season. Then there’s the possibility their prospects will be on vacation.

Six Predictions on What 2019 Has in Store for Sales

Selling Power

As sales teams across the country ring in 2019 at their national sales kickoffs, here are a few predictions we think will become more noticeable in the year ahead. Sales Success

Sales 59

Search, Geofencing, and Programmatic Advertising – Oh My!

Leading Results Rambings

Psst … psst … hey you … yes, YOU! Do you want to put an ad in front of your competitors’ customers while they’re still at your competitors’ place? We can do that! Then we can keep advertising to them after they leave – it’s called geofenced programmatic advertising.

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.

Sales Performance Improvement

The Digital Sales Institute

Sales Performance Improvement programs should be constructed in a way to better manage and channel the sales team to deliver higher levels of sales performance. In fact sales teams that go through a sales performance improvement program outperform sales teams in companies that don’t.

Sales Management Training – 9 Tactical Strategies for a World-Class Sales Culture

Marc Wayshak

The best sales management training is all about how to build a world-class sales culture. Check out this video to learn 9 tactical strategies for a world-class sales culture that will help your sales team thrive! The post Sales Management Training – 9 Tactical Strategies for a World-Class Sales Culture appeared first on Sales Speaker Marc Wayshak. Blog sales management training

Video 55

How to Recruit Like a National College Football Champion

Braveheart Sales

Clemson whips Alabama for the National Championship and the 2018 college football season is over. This is an especially sad time in my house and for me. My son just graduated from the University of South Carolina and played his last football game in a disappointing bowl loss to Virginia.

A Conversation With Dionne Mischler: How to Host the Ultimate Sales Kick Off


Dionne Mischler, CEO & Founder, Inside Sales by Design. When it comes to invaluable sales training resources, there’s nothing that quite compares to the Sales Kick Off (SKO).

Supercharge Your Sales Training ROI with eLearning

Speaker: Ray Makela, CEO, Sales Readiness Group, and David Jacoby, President, Sales Readiness Group

Companies spend about $20 billion a year on various forms of sales training, but many sales leaders report a low ROI from their sales training initiatives. Join us, along with Ray Makela and David Jacoby from Sales Readiness Group, as they break down the five essential factors to achieve sustainable success from your sales training investment, and how to leverage eLearning to maximize results.

Ask Before You Pitch to Improve Your Customer Value Proposition

Carew International

One of the things sales professionals love about the new year is sharing all the new and exciting products and services being rolled out in 2019. The temptation is easy to understand – our latest offerings give us something new to talk about, not to mention fresh revenue opportunities. But before you rush in pitching all your latest stuff, pause long enough to consider whether these new offerings are actually of interest or value to your customers.

Pursuing Energy, Part Two

Selling Energy

Today, we’ll continue with more drivers for energy improvements beyond the most obvious “saving energy” or “saving money.”. energy efficiency

What makes a good mentor?


I am asked this question a lot. But I don’t think I’m informed enough to answer it well. I’d like to change that. Maybe you can help. What makes a good mentor? In your eyes, what are a mentor’s primary traits and responsibilities? Are there resources that have clarified mentorship for you? If so, please let me know. I’ll collect and consolidate the learnings from this group and share them with everyone next week.