Tue.Jan 15, 2019

Remember me? I'm the salesman like all the others.

Jeffrey Gitomer

My cat, Lito, has a business card. She is our corporate mascot, and plays a vital role in my office productivity. Whenever I need an important paper, Lito is laying on it. I give her card out in seminars and training programs for fun and a laugh.

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Yes, Gender is a Factor in B2B Buying Decisions: Selling to Men and to Women

DiscoverOrg Sales

Are there differences selling to men and women in a B2B sales process? That was the question we set out to discover. My husband and I are avid remodelers, which means I’ve spent a lot (A LOT) of time at Home Depot and Lowe’s over the last 15 years.

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How Do You Measure Customer Experience?

Sales Benchmark Index

Recently, my colleague Sid Nakappan wrote an article on How the CEO can jumpstart the Customer Experience Transformation. If your boss put this article on your desk, you are probably getting started. With the interest of beginning with the end.

Would you like to buy some Girl Scout Cookies? I did!

Jeffrey Gitomer

Paula Kearney just spent the weekend selling door to door. She made more than 150 sales. Paula is 7. Paula's success has her so pumped to sell more, her parents have to dampen her enthusiasm with the reality of homework, school, household chores and bedtime.

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.

37 Ways to Inspire Confidence in Your Prospects

The Sales Heretic

In my last post, I discussed the role risk plays in preventing people from making purchasing decisions. The greater the risk, the less likely a person is to buy. Which means, the more you can reduce the perception of risk in buyers’ minds, the more sales you’ll make.

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SBI’s September 2018 Product Officer Newsletter

Sales Benchmark Index

Taking a New Product to Market Christopher Bray, the Senior Vice President and GM for Cylance, details how to take a new product to market… What Successful Product Leaders Do to Boost Profits Follow the three steps in this article to create. Article Product Strategy Chief Marketing Officer CMO digital strategy growth revenue revenue growth sales leader sales transformation top articles

Salesperson leaving the company? Commissions due?

Jeffrey Gitomer

Changing jobs? Get fired? Are you owed money for commissions? Are you sure you're going to get paid? I'm not. Some companies have pay problems with departing salespeople. How many? I'd just like to have the interest for one day on the commission money not paid salespeople who quit or got fired.

SBI’s October 2018 CSO Newsletter

Sales Benchmark Index

New Trends in Technology Enabling the Inside Sales Function An estimated $6,181 is spent on technology for each inside sales person per year and expected to increase 6.5% in 2018. Read this article to dive deeper into the various categories of. Article Sales Strategy Chief Marketing Officer CMO digital strategy growth revenue revenue growth sales leader sales transformation top articles

Always Be Helping > Always Be Closing

The Center for Sales Strategy

It's not out of character to hear a sales manager say, 'ABC: Always Be Closing.' Or to have a salesperson live out that phrase daily. But in reality, to close more business, you must sell less and help more. sales process sales cycle sales strategy

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.

Kajabi Review: The Best All-In-One Online Course Platform

Sell Courses Online

The post Kajabi Review: The Best All-In-One Online Course Platform appeared first on Sell Courses Online. Kajabi is one of the most popular online course platforms in the market today and you probably would have heard of it. It is pretty different from a typical online course platform.

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Why Enablement Is Not Enough: Enter Empowerment

Guru

When it comes to helping revenue teams, the term “enablement” usually comes to mind. Enabling a sales or support team to work better sounds great.

2-5x Your Revenue With These 9 Sales & Marketing Alignment Steps

Costello

“Aligning sales and marketing is an absolute must because they should work hand in hand,” says Nate Masterson of Maple Holistics. “If If they don’t, then there’s a lot of revenue being left on the table. Each team has insights that are integral to the success of the other.”.

Avoiding Cancellations: How to Handle Your Buyer’s Remorse – Part 1

Jeff Shore

By Amy O’Connor. There are two positives to keep in mind about buyer’s remorse: One, it is predictable, and two, it’s a normal part of the buyer’s journey.

Sales Training Playbook by Lessonl

A step-by-step guide for building a comprehensive training playbook for your sales team.

Do You Have at Least 4 Calls in Your Cold Calling Sequence?

Chorus.ai

We’re back with our next cold calling tip, after The secret to a scheduled meeting - longer cold calls. In this article we tell you how to craft an ideal cold calling cadence. Cold Calling Conversation Intelligence

Multiply Your Sales Coaching Efforts with Modern Learning

Allego

At a global contact lens provider, the sales training team recently overcame an all-too-common challenge: doing more with less. Charged with the training and long-term development of 150 medical device salespeople across the U.S.

InsideView Apex Boosts Go-to-Market Planning Decisions with Full Funnel Analytics

Smart Selling Tools

InsideView Apex Boosts Go-to-Market Planning Decisions with Full Funnel Analytics.

What are the differences between live and recorded sales call coaching?

RingDNA

Like many things in life, the answer is “it depends.” Live or recorded sales calls are both a critical component of sales coaching. With inside sales teams becoming more prevalent, it’s no wonder that coaching […]. The post What are the differences between live and recorded sales call coaching? appeared first on RingDNA Inside Sales Software & Enterprise Telephony for Salesforce. Sales Best Practices Sales Coaching Call Barging call recording Coaching sales coaching

Fulfilling Today's (Changing) eLearning Needs

Speaker: Bryan Marriott, President, P1 Learning

eLearning cannot be a “one size fits all” proposition. It’s not enough to post 1,000+ courses and leave training up to chance. Join Bryan Marriott, President of P1 Learning, as he walks through the process of identifying learner needs, and then delivering training that specifically addresses those needs – in a short, effective, and entertaining manner.

How Safe is Your Job in 2019?

Shari Levitin

As the battle rages on between robots and human capital, many sales professionals are asking themselves the question, “Am I replaceable?” It’s a valid concern. The post How Safe is Your Job in 2019? appeared first on SHARI LEVITIN. Keys to Success Selling Techniques

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10 Most-Read Sales Articles of 2018

Zoominfo

For most of the world, the beginning of a new year signifies a fresh start– a chance for re-dos and second chances.

4 principles of the consultative sales approach

Base CRM

Have you ever heard the phrase, “People don’t like to be sold…but they love to buy?”. The consultative sales approach reflects the truth of this statement. In other words, customers don’t like a sale pushed on them. It only feels like the sales rep is interested in making a commission rather than actually caring about needs. Consultative selling helps to avoid this problem.

Starting With A Blank Sheet Of Paper

Partners in Excellence

I’d like to go through a thought experiment. You can play along, take out a sheet of paper or open a blank document. First, as an introduction, our mental models and experience are often great help in understanding our jobs, how we are successful, and how we perform.

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.

Are You Beginning to Make Progress?

Smooth Sale

Attract the Right Job or Clientele: By December, we eagerly look forward to celebrating the end of one year and are mentally onto the next. Resolutions are made, and we are excited about executing a new plan. But what sometimes unfolds reveals a brand new story. My Story.

Building Your Support System

Partners in Excellence

This is one of those topics I never thought I would have to write about. It’s a subject I assumed was such common sense and common practice that there was no value I could add by writing about it. Turns out, I’m probably a little naive.

Building Your Brand of Gold: 6 Step Process

Pipeliner

There is a lot of conversation circulating about building your personal brand.

An Interview With Scott Leese: How to Weather the ‘Ups and Downs’ of Sales While Building Your Career

Costello

Scott Leese, SVP Sales, Qualia. As anyone in sales knows, the disparity between the good days and bad days can quickly eat away at your resolve until it seems like you’re hanging on by a thread.

Sales Training That Gets Results – With or Without Classroom ILT

Speaker: Mike Kunkle, VP Sales Enablement Services, SPASIGMA

Most sales ILT (instructor-led training) has historically not been very effective, if we consider “effective” to mean “changes behavior, improves results, or produces a ROI.” In this webinar, sales enablement expert Mike Kunkle will break down how modern technology removes the need for ILT in sales training - and will also explain how to effectively integrate ILT into your modern training, if you want to continue using it!

Building Your Brand of Gold: 6 Step Process

Pipeliner

There is a lot of conversation circulating about building your personal brand.

A Conversation With Scott Leese: How to Weather the ‘Ups and Downs’ of Sales While Building Your Career

Costello

Scott Leese, SVP Sales, Qualia. As anyone in sales knows, the disparity between the good days and bad days can quickly eat away at your resolve until it seems like you’re hanging on by a thread.

How Salespeople Can Make Videos Quickly and Easily for Social

Hyper-Connected Selling

When I’m speaking to sales teams on the power of sharing content online, one of the most common responses I get is: “How am I going to find the time!”

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