Mon.Oct 07, 2019

Book the Best Speaker for Your 2020 Event!

Mr. Inside Sales

Still looking for the most dynamic speaker to make your 2020 sales conference a huge success? Then reach out to Mike today to see if your event date is still available!

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Purpose-Driven Stories move beyond Quotas and KPIs

Babette Ten Haken

Telling purpose-driven stories engages strategic partners and clients. Because these stories do not sound like the quota- and KPI-driven stories they hear from other professionals. Even when these professionals are their own internal colleagues.

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Account-Based Sales Development: 5 Factors for Success (Infographic)

Sales Hacker

Is account-based sales development right for your business? We’ve put together a flowchart that tells you in no uncertain terms whether it’s a good model for your organization, plus 5 factors that can make or break your account-based sales development initiatives.

9 Filters To Better Decide What To Do With Your Time

Anthony Iannarino

How do you decide what to do with your time when confronted with more projects and tasks than one might easily complete in a full quarter of work? Fortunately, not all projects and tasks are equal, allowing you to make values-based decisions to determine what should command your time and attention.

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.

10 Not-So-Catchy Sales Phrases That Kill a Deal

The Center for Sales Strategy

Authenticity is a buzz word in business. Today’s consumers are independent; they don’t want salespeople – or anyone – telling them what to do or how to think. Instead, they want a personalized experience and value a company that stays true to who they are, what they do, and who they serve.

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Can A Sales Rep Who's Underperforming Actually Improve and Develop Into a Superstar?

Sales Readiness Group

The short answer is "it depends." In this video, we share four proven management actions you can take to improve performance. Watch now to learn step by step how to solve performance issues or avoid wasting time with someone who's just not a good fit. Sales Management

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Are Sales People “Coin Operated?

Partners in Excellence

We are facing a crisis in sales retention. Average tenure for sales people and managers has plummeted to 16.5 months. As I speak to sales executives and managers about the reasons for the increasing voluntary turnover, too often, they respond, “It’s all about compensation!

How to Improve Sales Coaching and Performance

Xactly

For sales teams to maintain high performance, they need adequate coaching. Discover how to improve your team's sales coaching and performance with these tips. Sales Coaching and Motivation

PODCAST 78: What this Google Exec Wants You to Know About Success w/ Alison Wagonfeld of Google Cloud

Sales Hacker

This week on the Sales Hacker podcast, we talk to Alison Wagonfeld, CMO of Google Cloud. Alison brings a wealth of marketing, investor, and exec experience to the show.

Sales Training Playbook by Lessonl

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

Making Your 1:1’s Count

Xvoyant

By Rob Jeppsen. 9 min read. As the emphasis in sales coaching continues to grow, there are many different definitions on what coaching really is. Tools designed to record calls, provide video practice, or manage activities all provide value in different ways. Most “coaching” tools help prioritize areas to improve or help practice a specific skill, and they do a great job of this. What these tools don’t do is create and manage commitments to change intentionally.

Three Strategies for Messaging That Wows Your Buyers

Miller Heiman Group

It’s hard for sales organizations to stand out in the market—and it’s especially challenging to engage buyers who have progressed significantly down the purchase cycle before ever engaging sellers for input. One important way for sellers shape and grow deals is to help buyers identify and prioritize their needs, but now buyers often wait until they are ready to negotiate to engage them.

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Negotiating as If Your Life Depended on It

Selling Energy

When you’re in a sales situation there are times when the stakes seem pretty high. What if you could learn from someone who has been involved in negotiations where the stakes couldn’t be higher? In this case, we aren’t talking about saving money, but saving lives. book recommendation book review

Tips to Optimize Limited Time with Your Prospect

CloserIQ

Whether you ask for it or not, there’s only so much time that a prospect can spare out of their extremely busy schedule to entertain sales professionals. You’re lucky if they agree to give you even 30 minutes just to introduce your product/service. Yet that first conversation is critical for determining whether a deal will move forward. You should optimize every single minute that you’re in contact with a prospect.

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.

?? Data Visualization

Pipeliner

Data visualization is essentially the story behind the data. Visualization helps show what the numbers are saying and interpret the data quickly. Data in itself can be difficult to consume on its own.

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Seeing Time Come and Go

Hyper-Connected Selling

“Kids grow up so fast!” ” It’s a cliché that is so true It’s been amazing and humbling to watch my son grow and change in his first few months. His body has gotten bigger, there’s hair on his head, and the way he engages with the world evolves daily.

?? Exercise Your Courage

Pipeliner

Along with his professional credentials, our guest speaker explains how his earlier school background as a high diver is the genesis for the research that he has done on courage.

#67: Kelly Roach, Motivational Speaker & Sales Trainer — How Connecting To Your Reps’ “Big Why” Equates To Sales

Xvoyant

Kelly Roach joins the Sales Leadership Podcast and shows us why being fanatical about setting the right tone and expectation can make the difference for your reps. Kelly teaches us how spending part of each day helping each rep improve creates a culture of coaching that will create phenomenal growth. podcast Empowerment Fanatical Effort sales coaching

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.

Let’s Talk Sales! Prospecting with Dan McDade – Episode 193

criteria for success

Happy Monday, Let's Talk Sales listeners! This episode's featured guest is Dan McDade. Dan is the Managing Partner at Prospect-Experience, a company that guides established and venture-backed companies to drive engagement with future customers. And, he has over 20 years of experience in retail and direct mail marketing alongside consulting and training leaders. Fun fact: [.]. The post Let’s Talk Sales! Prospecting with Dan McDade – Episode 193 appeared first on Criteria for Success.

Podcast 118: The Age of Product-Led Sales with Evan Lewis

John Barrows

Evan Lewis is our guest on the podcast this week, and he’s got some great stories to tell. He started his own company and talks openly about why it failed. After realizing why it happened, he doubled-down on learning sales and is now in the VC world.

Sales Managers – A Tip for Finishing the Year Strongly

Jonathan Farrington

Pipeline Reviews: Asking tough questions to close more business Sales, professionals need to be objective about every aspect of what comprises their pipeline. Sounds simple, right? Wrong! Far too often, […]. Sales Management Sales Pipeline

Be Human: Why Good Customer Service In Sales Matters

Lessonly

Lately, I’ve been hyper aware of the link between customer service and sales. They’re often thought of as separate, but if there’s one thing I’ve learned as a salesperson, it’s this: We need to treat prospects more like people and less like opportunities. Customer service is not a department. It is a philosophy to be embraced by every employee.” This quote comes from a 2016 Forbes article , and the date is noteworthy because bringing customer service into sales isn’t revolutionary.

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!

Nimble Gives Global Partners Instant Access to Market-Ready Content with Qorus

Nimble - Sales

As part of its ongoing effort to provide a seamless experience to its partners and resellers, Nimble recently deployed Qorus Content Hub to accelerate channel sales by helping partners to quickly find, personalize, share, and track customer-ready content in the familiar world of Microsoft 365.