Fri.Jan 24, 2020

Prospecting goggles

Sales 2.0

Don’t sell to anybody. OK, I mean don’t sell to just anybody. You really should be careful who you invite to give you their money. The problem is every deal seems great until you actually “get married” to your prospect and they become your client. As you know many such “marriages” end up in unhappy breakups. When you have a book of business and take a look at your customers, you will inevitably see segmentation. It’s nearly always the old Pareto situation.

How Key Account Management Protected Dell in the Last Recession

Sales Benchmark Index

Benjamin Franklin once said, “By failing to prepare, you are preparing to fail.” ” In a survey of 226 economists published by the National Association for Business Economics in August 2019, 72% of the respondents said they believe the U.S.

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Go Beast Mode with Your Money

Grant Cardone

Ballplayers looking for real investments to take care of themselves after retirement… Recently Seattle Seahawks running back Marshawn Lynch did an interview that went viral, sharing with ballplayer peers to get their money right because “ your career won’t last forever.”.

Is Your Sales Team Forgetting This Crucial Step?

Engage Selling

Could your sales team be forgetting about this crucial step? Recently, I was coaching a sales manager and we discovered that their inside store reps thought they were too busy to do a proper quote. So, they just printed the … Read More » Observations from the real World Prospecting follow up with prospects sales sales follow up

How to Drive Revenue Through Retention Marketing & Sales Enablement

Speaker: Ruth Stevens, President of eMarketing Strategy

In a pandemic, it’s more important than ever to focus on retaining and expanding current customers. So, how can sales and marketing support the retention effort? Join Ruth Stevens as she dives into this fast-paced session and reviews the 7 key strategies for current customer marketing, to enable sales and expand customer value.

Weekly Roundup: Expert Advice From B2B Sales Leaders, Optimize LinkedIn Profiles + More

The Center for Sales Strategy

- MOTIVATION -. Without hustle, talent will only carry you so far.". Gary Vaynerchuk. AROUND THE WEB -. > > Here's Where Sales Leaders Should Focus in 2020, According to Experts– LinkedIn. Being a leader is exciting but exhausting. Teams constantly look to their leaders for direction, motivation, and inspiration. It all comes with the territory, and most wouldn’t have it any other way, but at times, leaders themselves could use a cue to follow. Luckily, no one is going it alone.

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6 Tips for Writing Sales Copy That Gets Results

Hubspot Sales

You have a product to sell, a single chance to sell it, a prospect with some degree of interest, and a fixed amount of space and text you can use to make a pitch. You need to lead your buyer to believe you have an answer to their problem worth exploring — at the very least. That hypothetical situation isn’t really hypothetical at all. It’s essentially the background to a process known as writing sales copy.

Rick Nucci Talks Startups, Culture, and Philly on The Twenty Minute VC


Guru's CEO and co-founder Rick Nucci recently sat down with Harry Stebbings, host of the 20 Minute VC podcast and touched on everything from his vision for knowledge management to building a company culture, effective leadership, refining the interview process, and what it means to be a tech company outside of a traditional tech hub. Check out this illuminating and wide-ranging interview on iTunes , Spotify , and the The 20 Minute VC website. company news

For Women in Business Who Feel Like a Fraud

Women Sales Pros

Guest post by Maria Tribble, VP, Enterprise Sales, PathFactory [Note from Lori Richardson: This is an important post and I’m so thrilled Maria wrote it to share originally on Linkedin and gave us permission to post and share through Women Sales Pros. If it resonates with you, please share it as well. ] Maria says: This has been my part of my internal narrative and experience as a woman, a mother, and a technology sales professional.

The Number One Skill to Look for When Hiring | Sales Strategies

Engage Selling

When it comes to hiring, the number one skill or behavior to look for is teachability/coachability. As a manager, you want people who don’t think they know it all.

The Best Sales Forecasting Models for Weathering Your Goals

Every sales forecasting model has a different strength and predictability method. It’s recommended to test out which one is best for your team. This way, you’ll be able to further enhance – and optimize – your newly-developed pipeline. Your future sales forecast? Sunny skies (and success) are just ahead!

What You Need to Prospect Successfully

Anthony Iannarino

One of the more challenging commitments you must gain in sales is the commitment for time. To obtain that commitment, you must prospect. You might ask yourself, “How do I prospect more effectively?” You make prospecting easier when you have a framework and a strategy that produces results. Here is what you need to prospect effectively in B2B sales. Start Your Prospecting with a Plan. You need a plan for your territory.

Does Your Sales Compensation Plan Achieve these Desired Outcomes?


The best sales compensation plans are more than just money or a way to pay your sales reps. Sales compensation is a powerful lever to help companies align corporate goals with customer experience (CX) and sales strategy and ultimately selling behaviors. It’s essential to know if your plans are meeting these beneficial objectives. Not sure how to create a sales compensation plan? Canidium has provided a step-by-step on how to do so. compensation planning SPM

How to Overcome Negative Coder Thoughts


I never intended to become a software engineer. But while running a digital marketing business, I found myself without a developer and a list of customers expecting custom-built websites. A career-defining opportunity was before me: Could I learn to code and deliver for my customers? For me, the answer was yes. Now ten years into my career as a software developer, I’m glad I took the challenge. But like many who share an unusual path into engineering, self-doubt has dogged my success.

What’s In My Stack? (A Look at Bloobirds’s Go-To Sales)

Sales Hacker

What are the tools modern sales teams use to get peak results? Some of our partners have been kind enough to share their sales stack with the community, but we want to hear from other organizations as well. Because let’s face it, there’s no one way to run your sales operations, and there’s no one set of sales tools that works for everyone. In the “What’s In My Stack” series, we’ll feature one brand and look at at the sales technology they use in 5 categories: Intelligence. Enablement. Engagement.

Want to Crush Your Competition? Read How to Build an AI-Powered Selling Roadmap

“If sales reps have the right AI tools and adoption, we see sellers easily closing 3 times as many sales each month.” Hear from 5 experts on steps you can take to reduce non-selling time and use conversational & sentiment analysis to transform how you sell.

Why Ball Players are Moving to Real Assets to Assist them in Retirement

Grant Cardone

With the Super Bowl this weekend and the recent viral video of Marshawn Lynch talking to NFL ballplayers about getting their money right, I went to some of my friends in the MLB, NFL and the NBA. . Ballplayers need to find real investments to take care of themselves after retirement that doesn’t require a risk of capital loss. Lambos, chains, watches and houses won’t provide for a ballplayer and their families in transition from the game to civilian life.

8 Tips for Writing Effective Proposals

Selling Energy

One-Page Proposal sales performance writing

Introducing Nimble Prospector 2.0 – A Simply Smarter Way to Engage Everywhere You Work

Nimble - Sales

It’s now easier than ever to manage relationships wherever you engage including prospecting new contacts, enriching leads with business details including email and phone, logging activities, viewing contact and company details for existing contacts, send trackable email templates, apply tags, and more — right from the newly designed Nimble Prospector browser extension. Download the extension […].

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How to Succeed at Sandler Rule #3 – No mutual-mystification [PODCAST]

Sandler Training

David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them. The post How to Succeed at Sandler Rule #3 – No mutual-mystification [PODCAST] appeared first on Sandler Training. Blog Posts Professional Development how to succeed sales podcast sales success

The Revenue Leader's Guide to Prospecting

Speaker: Christopher Ryan, Founder and CEO of Fusion Marketing Partners

Sales & Marketing departments that work together guarantee higher acquisition, better nurturing, and more effective sales. Join Christopher Ryan for this insightful webinar, presenting the wide funnel lead nurturing model. Don't miss out on this opportunity to get your teams working together and your revenue performance optimized.

Flip the Script Tour Be a Better SDR

Score More Sales

It is difficult to share the excitement and enthusiasm I have in having been invited to be part of the Flip the Script National Tour happening in nine (9) cities in sixteen (16) days in February. profession of sales Professional Development

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How To Create More Emotional Intelligence In The Business World


Creating authenticity is one of the most impactful ways of connecting with clients and generating more business. Emotional intelligence is the key to engaging with customers with real, true authenticity, and can help a salesperson close more deals and help leaders be more effective. Leila Entezam, interviewed by John Golden, discusses how to create more emotional intelligence in the business world. This expert sales interview explores: How to engage with real authenticity.

Inspirational Quote by Abraham Lincoln

criteria for success

Today's quote from Abraham Lincoln is all about the importance of planning & goal settign. Read on to learn more about this week's Let's Talk Sales inspiration! Abraham Lincoln Quote. Today's quote comes from Abraham Lincoln, the 16th President of the United States. He said: “Give me six hours to chop down a tree and I will spend the first four sharpening the axe.”. – Abraham Lincoln. Want to earn the chance to win a $50 Amazon gift card?

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How to Succeed at Connecting with Content [PODCAST]

Sandler Training

Ilise Benun is the founder of, the go-to online resource for creative professionals who want better projects with bigger budgets, through which she offers business coaching to small groups and 1:1. The post How to Succeed at Connecting with Content [PODCAST] appeared first on Sandler Training. Blog Posts Professional Development professional development professional growth sales podcast

7 Keys to Creating Massive Value in Your Sales Meetings

Speaker: Marc Wayshak, Sales Strategist, Best-Selling Author & Founder, Sales Insights Lab

Engaging prospects in a strong two-way dialogue is something most reps struggle with. In this session with Marc Wayshak, you’ll discover a data-driven approach to sales meetings that yields significantly better results. Specifically, you’ll learn how to: • Engage prospects with authority. • Keep your prospects’ attention. • Achieve buy-in during sales conversations. • Get prospects talking about their key challenges, • Gain a strong commitment before presenting your offer. In short, you’ll discover how to implement a process that helps you close more deals than ever before.

?? Misunderstood Traits of Millennials


Podcast interview with Connor LaRocque who is an entrepreneur, author, speaker, and his company helps organizations in sales marketing. The video consists of insights into the most fascinating of generations and millennials. Visite us on Apple Podcast You can also find SalesPOP! on all major podcast stations. The post ?? Misunderstood Traits of Millennials appeared first on SalesPOP! PodCast

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Let’s Talk Sales! Inspirational Quote by Abraham Lincoln – Episode 221

criteria for success

Today's quote from Abraham Lincoln is all about the importance of preparation and planning. Read on to learn more about this week's Let's Talk Sales inspiration! Abraham Lincoln Quote. This month's theme is Planning & Goal Setting. And today's quote comes from Abraham Lincoln, the 16th President of the United States. He said: “Give me six hours to chop down a tree and I will spend the first four sharpening the axe.”. – Abraham Lincoln.

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?? What is the meaning of relationship economy


Here we are interviewing John DiJulius who is redefining customer service in corporate America today. One of the most captivating and charismatic speakers today, John’s keynotes and workshops are used by world-class service companies to provide unforgettable customer service every day. In his high-energy presentations, he uses powerful visuals as he discusses the 10 commandments of customer service and explains how to improve the service aptitude of employees at all levels.

Happy MLK Day!

The Accidental Negotiator

Happy MLK Day! Image Credit: ???????. This week in the United States we celebrate the life of Dr. Martin Luther King. Just in case you’ve forgotten who he was, he is best known for his role in the advancement of civil rights using nonviolent civil disobedience. On Oct. 14, 1964, King received the Nobel Peace Prize for combating racial inequality through nonviolence. To honor his memory, the U.S. has a federal holiday this week.

[On-Demand Webinar] The State of Customer Education: Trends and Benchmarks Report

Speaker: Sandi Lin & Linda Schwaber-Cohen

In this webinar, Skilljar CEO Sandi Lin shared learnings from Skilljar's recent study and her insights on the state of Customer Education. She dug into key findings so you can benchmark against industry trends and understand how your strategy and metrics compare.

?? Leadership – 3 Words to Lead By


We are interviewing Rory Peters who is a speaker, author, peak performance business coach, and leadership trainer. His mission is to help as many people as he can with attaining goals, both in their personal and professional lives. When evaluating the way he was able to personally achieve his goals, Rory came up with the 5 Steps to Success Mastery. Visite us on Apple Podcast You can also find SalesPOP! on all major podcast stations. The post ??

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How The Importance of Training Inspires Me to Do Better Work


Alright, I won’t lie to you. When I was a kid, I didn’t dream of writing content for a company that builds training software for customer service and sales teams. What did I want to do, you ask? Be Dora. Yeah, as in the Explorer. I think this is true for a lot of us. Maybe you didn’t want to be Dora specifically, but likely your life, career, and situation look completely different now than what you imagined when you were younger. And I’m learning that’s a really good thing.

Sales Brief: $40K startup mistake, happy salespeople, SMBs, and more

In this latest Sales Brief, we dive into a variety of sales articles posted this week, including a solid cautionary read for aspiring founders on how quickly startups can go south if you're misguided. Also this week, we cover an article from Yammer CEO David Sacks , where he tackles the topic of Enterprise vs SMB sales models , and why going after big deals isn't always the best strategy.