Mon.Nov 11, 2019

5 Ways to Reduce High Turnover Rates

The Center for Sales Strategy

From prospecting clients to making the pitch, it’s the sales team that brings your business profits. When you work in a profession where quarterly quotas and revenue goals need to be met, you can’t afford a high turnover rate.

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Understanding A Sales Budget And Its Implications To You In Sales

MTD Sales Training

Do any of your prospects talk to you about their sales budgets? If they do, are you fully aware of how they set those budgets and what they use them for? Here, we discuss what it means to set a sales budget, how it’s defined and the objectives of companies setting budget figures.

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Overcome the Early Success Trap to Solve Your Product-Market Fit

Sales Benchmark Index

The following is very much based on a true story – a sad but true story from early 2019. In a company’s first meeting, their CMO announced that they were building a big brand – just like Theranos. Just from.

What lies ahead

Sales and Marketing Management

Author: Paul Nolan Casey Stengel said “Never make predictions, especially about the future.” What’s the fun in that? The country, nay, the world, is anxious to see what happens on Nov. 3, 2020. But plenty will occur before and after an expected record number of U.S. voters head to the polls.

Podcast 123: Finding Your Sweet Spot in a Sales Career with Amy Volas

John Barrows

This week we’ve pleased to have Amy Volas , CEO of Avenue Talent Partners on the podcast. Amy is experienced in the world of sales but has found her true calling in helping sales people and sales teams get recruitment right.

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Sales and Marketing Management

Author: Paul Nolan In a recent episode of his HBO show “Last Week Tonight,” comedian John Oliver ranted about media companies that bring us weather news.

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Onboarding has long-term impacts

Sales and Marketing Management

Author: TIM HOULIHAN I have a friend who started work at a new company recently. A week later, her daughter started her first post-college job.

Selling to Fortune 500 Companies (An Easy 3-Step Process)

Sales Hacker

Selling to Fortune 500 companies is a different game than SMB. Sometimes all the emails, cold calls, tweets, and inMails in the world still won’t get the attention of key contacts at that enterprise account.

8 Ethical Behaviors to Live and Sell by in Sales

Hubspot Sales

As a sales professional, how would you describe yourself? Would you use terms such as "pushy," "annoying," or "aggressive?" Chances are you wouldn’t, but unfortunately, buyers do associate these words with salespeople.

The Big Gap In Your Sales Sequences: Your People

Sales Hacker

The post The Big Gap In Your Sales Sequences: Your People appeared first on Sales Hacker. BombBomb Choice Partner Sales Prospecting Webinars

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What is #XactlyLovesMe?


Customer Focus is Xactly’s first core value, but how do we put this into action and show our customers how much we care about them? That was the question, and #XactlyLovesMe was the answer! Culture

Relying on Yesterday’s Business Backstory to drive Business Growth?

One Millimeter Mindset

Yesterday’s business backstory gets you to where you are today. However, does this history showcase how you get clients to where they need to go: tomorrow and in the future? Today’s businesses represent the intersection of people, processes and interconnected software-machine interfaces.

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9 B2B Sales Closing Techniques You Can Use Today


People buy from people first, product second, according to Director of Sales Steve Wernke. They want to feel good about who they’re buying from, and they want to walk away feeling good about the deal they’ve just made. They want to feel like they’ve won.

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The 3 Negative Outcomes Associated with Poor Onboarding And How to Prevent Them


As products and services are increasingly commoditized by automation, low-cost manufacturing, and offshore competition, value- and outcomes-based selling become the stuff of the CRO’s dreams.

Ed Calnan: Adapt and Win

How has the buyer’s journey evolved? What can modern revenue teams do to adapt and win in an ever-changing selling environment? Why is data more important than ever?

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#72: Robert Beattie, Sales Lead, Thomson Reuters — How To Create a Sales Culture Where the Motivated Can Win


Robert was our first-ever guest on the Sales Leadership Podcast, and still one of our most-listened-to episodes.

Patty McCord: Culture isn’t Built, it’s Empowered!

What’s the true impact of the people in your organization? What does an empowering culture really look like? Why should we all be challenging industry “best practices?”.

Nine Lies About Work

Selling Energy

There will always be supposedly “tried and true” advice that turns out to be a myth. When it comes to work, authors Marcus Buckingham and Ashley Goodall’s book, Nine Lies About Work: A Freethinking Leader’s Guide to the Real World, tackles a list of nine falsehoods regarding leadership on the job.


How to Succeed at Redirecting a Prospect’s Head Trash [Podcast]

Sandler Training

Mike Montague interviews Dan Stalp on how to succeed at redirecting prospects’ head trash. In this episode: The prospect is NOT always right. What if the opposite were true? Technique. The post How to Succeed at Redirecting a Prospect’s Head Trash [Podcast] appeared first on Sandler Training. Blog Posts Professional Development professional growth prospecting sales process

What We Learn from Veteran's Day?

Sales Lead Management Association

The lessons are as short as the lives of those who died so that we may never forget. It is the veterans and their families with the longest memories. The sadness follows us, comingled with pride, and the memories of those we served. Publish. Why It's Important


PLAN for the UNPLANNED To Take Control of your Day and Your Life

Keith Rosen

Regardless of your job or position, one thing people struggle with most is managing their time so you can end each day feeling productive, happy and stress-free, rather than frustrated and overwhelmed when looking at your long list of to-do’s that were left incomplete.

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Online Sales Courses Information

The Digital Sales Institute

Online sales courses are one of the biggest revolutions in the world of sales training. The growth of online sales courses reflects the change in expectations from the modern salesperson. They want to learn in an environment that is familiar, convenient and easier to access.

How to handle price objections

When someone tells you your product is too expensive, it's not always about the price. A classic sales mantra is that if a prospect gives you the price is too high objection , you simply haven't communicated enough value.

7 Sales Sequences Nobody Uses to Book More Meetings (But You Should)

Sales Hacker

The post 7 Sales Sequences Nobody Uses to Book More Meetings (But You Should) appeared first on Sales Hacker. Chorus Marquee Outreach Partner Sales Prospecting Webinars

The Four Seller Abilities that Deliver What Buyers Really Want

Miller Heiman Group

Sellers today face a huge challenge when engaging prospective buyers: apathy. Most buyers—70%—wait to engage a seller until after they’ve finalized their needs and are ready to move forward with a solution. Buyers’ delayed engagement of sellers is the result of what we call the buyer apathy loop. The buyer apathy loop occurs because: The majority of buyers view sellers as meeting, but not exceeding, their expectations.

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Secrets To Successful Account Management With Suneal Rao At

Learn the trends in account management and find out the secrets on how you can win in this important sales function in this Sales Secrets episode. RELATED: 7 Best Effective Account Management Strategies. In this article: Why Account Management Is Important. How to Optimize Your Account Management.

?? Rehumanizing Sales


In the wake of artificial intelligence (AI) and technological advances, the sales field has become more digital and less personable. However, there are things that AI will never be able to recreate. Levitin uses the analogy of a sous chef assisting the head chef.

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The Ultimate Guide to Discovery Calls

Discovery calls often make or break your sales process. When handled well, they can provide deep insights into how to close deals faster and at higher deal values by allowing you to smoothly navigate the sales process.

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How Can a CRM System Affect a Small Business?


Developing a small business can become challenging for any entrepreneur. The competition is very harsh irrespective of the niche that you choose. Thus, you will need to bring something new on the market and identify tools to improve your customer retention rate.

Let’s Talk Sales! Leadership & Gratitude with Judith W. Umlas – Episode 203

criteria for success

Happy Monday, Let's Talk Sales listeners! This episode's featured guest is Judith W. Umlas. Judith is the Senior VP at the International Institute for Learning, a global leader in training, consulting, coaching and more for businesses all over the world. She’s been a reputable author, speaker, and trainer for almost three decades and her latest [.]. The post Let’s Talk Sales! Leadership & Gratitude with Judith W. Umlas – Episode 203 appeared first on Criteria for Success.

?? Change in Sales


Sales expert interview, hosted by John Golden, hear how metaphor applies to sales. Get these sales tips: How to be mentally present as a salesperson. How to keep your clients mentally present. Changing habits to improve sales. Tips for reacting to rejections.

Want to use videos to boost your sales? Here’s how


What is your brand about? What does it sell? Would you believe me if I told you that, in a video marketing sense, it doesn’t really matter? Regardless of who you are or what you’re selling — there’s a type of video that can help you boost sales.

Sales Managers “Closing Business”

Partners in Excellence

I was struggling to meet with a sales manager. He really wanted to talk, we had critical issues he had asked for help in addressing. He kept postponing our calls, “Dave, I’m running all out, I’ve really got to be out in the field closing business for my people… ” We finally had our meeting.

Building Rapport with Customers: 3 Crucial Tips for Your Salespeople

The Brooks Group

Building rapport with customers is a critical component of successful selling. As technology changes, most buyers report that they prefer to search for solutions online rather than having a conversation with a sales representative.