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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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.

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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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.

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.

The 10 best sales podcasts, ranked by popularity

RingDNA

Whether you’re a top sales performer or striving to be one, you’ve got to keep learning to be your best. Reading books, blogs, and news articles, following thought leaders and researchers online, watching educational videos […].

More Trending

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

Babette Ten Haken

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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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.

Lacking This One Competency Will Destroy Your Sales

Anthony Iannarino

I first wrote about this competency in early 2010. If you are in the field selling, it isn’t difficult to determine what clients want and need from the people outside their company that they are considering making part of their team.

PODCAST 83. How to Operationalize Alignment w/ John Kaplan

Sales Hacker

This week on the Sales Hacker podcast, we speak with John Kaplan , President, Co-founder, & Managing Partner at Force Management. John has over 20 years of executive experience in sales, leadership, and execution, specializing in corporate sales strategy and performance management.

Sales Training Playbook by Lessonl

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

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.

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

Xvoyant

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

How to handle price objections

Close.io

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.

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

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.

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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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

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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.

Secrets To Successful Account Management With Suneal Rao At InsideSales.com

InsideSales.com

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.

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

Mindtickle

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.

?? Rehumanizing Sales

Pipeliner

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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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.

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

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!

9 B2B Sales Closing Techniques You Can Use Today

Zoominfo

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 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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How Can a CRM System Affect a Small Business?

Pipeliner

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.

What is #XactlyLovesMe?

Xactly

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

Supercharge Your Sales Training ROI with eLearning

Speaker: Ray Makela, CEO, Sales Readiness Group, and David Jacoby, President, Sales Readiness Group

Companies spend about $20 billion a year on various forms of sales training, but many sales leaders report a low ROI from their sales training initiatives. Join us, along with Ray Makela and David Jacoby from Sales Readiness Group, as they break down the five essential factors to achieve sustainable success from your sales training investment, and how to leverage eLearning to maximize results.

?? Change in Sales

Pipeliner

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.

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.

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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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