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.

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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

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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.

Why Conversational AI Is Key to Customer Service in the Customer Experience Era

In today’s hyper-competitive market, every business must become a customer experience-first business. Customer satisfaction has become more important than price or any individual feature. Read the new Tractica whitepaper to learn how important conversational AI is to your CX strategy.

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

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.

6 reasons revenue attainment may be the wrong measure for success


CSO Insights has published their 2018-2019 Sales Performance Study , and the headline news sounds promising: More organizations are attaining their revenue goals than last year. 93.9% of surveyed organizations reported achieving their revenue numbers, against 88.9% last year. Research

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.

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.

10 Sales Leaders Share their Strategies for Writing Winning Proposals

PandaDoc interviewed 10 CROs and Sales leaders from companies like G2 Crowd, Sales Hacker, and Zendesk about their strategies for winning sales proposals. This eBook contains their insights and actionable takeaways that will give your team a leg up on the competition.

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

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.

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.

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.

The Path to Journey Management

Speaker: Kerry Bodine and Lindsay Sykes

The practice of journey mapping has reached fever pitch. But your mapping efforts are only effective if the resulting maps help you drive organization change — and then measure the results of your efforts. Join Intouch Insight and Kerry Bodine, CX expert and co-author of Outside In: The Power of Putting Customers at the Center of Your Business, as she shares Bodine & Co.’s latest research on this topic.

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.

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.

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.

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.

How to Level Up Your Marketing Strategy with Video

Building brand awareness and acquiring customers is never easy, but how can you improve your marketing strategy with limited resources? Vidyard has you covered with their 3-in-1 guide on how to use video across your marketing efforts without breaking the bank.

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.

Using Grassroots Selling to Jumpstart Your 2019 Business Goals

criteria for success

Are you a sales leader looking to improve grassroots selling in your organization? January brings many new things with its arrival, and amongst those are a new year, a new quarter, and new goals.

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.

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

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4 Steps to Developing Your Customer Care Strategy

The quality of a customer care strategy can make or break a company, but simply resolving a customer service issue or complaint is no longer enough. Learn the 4 steps that address the major points you need to consider when building a customer care roadmap.

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.

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).

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 ).

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

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

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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

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.