Tue.Apr 23, 2019

How to Improve Your Sales Support Model through Tech Solutions


Technology is essential in sales today. You need it to track performance, provide support and make accurate forecasts. Although technology hacks are improving every day, your top salespeople are still wasting time.

Do You Believe In Karma?

Smooth Sale

Attract the Right Job or Clientele : A surprise email from Jason after many years and a conversation had him say, ‘I believe in karma.’ Many years have passed since we initially met at a business class and several years since speaking to one another. Old acquaintances should be brought to mind.

Environmentally Friendly Prospecting

The Pipeline

By Tibor Shanto. No, I am not going to talk about green selling or climate change, not even sales change. The focus here is the actual environment of the buyer or environments. Environmentally friendly prospecting is about understanding and leveraging your mutual settings and events.

What Is An Emotional Selling Proposition & Is It Better Than A Unique Selling Proposition?

MTD Sales Training

Emotional Selling Proposition – have you got one? We all know that sales are based mostly on emotion and the decision is backed up with logic. That’s the law of the salesperson! So, do we often come up with emotional selling points in our proposals?

Why Conversational AI Is Key to Customer Service in the Customer Experience Era

In today’s hyper-competitive market, every business must become a customer experience-first business. Customer satisfaction has become more important than price or any individual feature. Read the new Tractica white paper to learn how important conversational AI is to your CX strategy.

5 Things You Need to Know Before Calling Your Prospects

Funnel Clarity

It would be tough to find a sales leader who encourages their people to call prospects without doing any research. Fortunately, it is now established practice that a good prospecting process involves researching the buyer before calling or emailing them.

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Seven Sales Motivations That Go Beyond Money and Why They Matter

Janek Performance Group

“It’s not about the salary/it’s all about reality”. This couplet, first appearing in 1988 – in N.W.A.’s s “Gangsta, Gangsta” and KRS-One’s “My Philosophy” – and revived in 2005 in Fort Minor’s “Remember the Name”, serves as the inspiration to today’s blog post.

Don’t Assume Sales Managers Know How to Coach


Behind every good salesperson is an effective sales manager who mentors, coaches and supports – that’s the goal, anyway. But most people aren’t born sales managers; often, they move up the ranks from top performing sales rep to a leadership role, so they typically need guidance and training.

10 Reasons Why I Love Sales

The Sales Hunter

Not many people dream of having a career in sales. Let’s be real here: sales was probably not your first choice. For many of you, although afraid to admit, sales wasn’t even your second, third or fourth choice.

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Don’t Be So Quick to Answer!

The Sales Heretic

We tend to think of conversations as: one person speaks, then the other responds, back and forth, back and forth. For that reason, in sales conversations, we typically feel the need to address an issue as soon as it is raised, whether it’s via a question or a statement.

How to Level Up Your Marketing Strategy with Video

Building brand awareness and acquiring customers is never easy, but how can you improve your marketing strategy with limited resources? Vidyard has you covered with their 3-in-1 guide on how to use video across your marketing efforts without breaking the bank.

Why Trade Shows Are Worthy of Your Marketing Budget

Sales Benchmark Index

If you have been to a trade show in the last 2-3 years, you know that trade show booths are becoming more and more spectacular. As a spectator just a few weeks ago, I attended one of the largest medical.

Generating Leads at Trade Shows: The A-Z Guide for 2019

DiscoverOrg Sales

The average marketing department spends a LOT of money on trade shows and events – to the tune of 32% ?f f their entire budget.

How To Maximize Modern Sales Effectiveness And Productivity, with Mat Singer, Episode #110


? ?. Subscribe to Selling With Social. Apple Podcasts | Stitcher | Google Play | Google Podcasts. The leaders of every organization want to maximize sales effectiveness and productivity. But the ever-changing digital sales landscape can make it hard to keep up.

How to Make Your Dream a Reality

Grant Cardone

Your Step-by-Step Guide on How to Take Your Idea and Bring it to the World. Walt Disney was a dreamer. And the way that Walt Disney turned his dream into reality has a lot to do with what you’ll need to do in order to turn YOUR dream into reality. First off, Walt had nothing given to him.

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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.

Eliminate Hiring Mistakes by Evaluating These 8 Fit Factors

The Center for Sales Strategy

World-class managers understand this essential element of hiring salespeople: talent is meaningless without FIT! As a hiring manager, considering fit as carefully as talent is critical to a successful hire. Unfortunately, some managers discover fit problems after they hire a seller.

Sales AI will soon replace you, unless you follow these two rules


Sales AI will replace some salespeople. No doubt about it. Want proof? I bet you’d HATE talking to a salesperson to buy a book on Amazon. You’d rather buy with “one-click” and be done! An Amazon book rep would introduce friction to an otherwise seamless buying process.

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Defend Yourself Against Productivity Dragons


Something new vies for your attention every few minutes: emails, text messages, collaboration tools, phone calls, co-workers, meetings, customers, and the list goes on. The result? Productivity suffers. But with discipline and preparation, you can defeat these productivity dragons.

Overcoming Buyer Apathy: Using the Five Buyer Personas to Close More Sales

Miller Heiman Group

Closing the deal can be challenging—but it doesn’t have to be. In most cases, sellers lose deals because they don’t make the right connection with the buyer, leading to buyer apathy, indecision and stalled progress. Often, this happens because sellers have simply taken the wrong approach: one that doesn’t speak to their particular buyer. Admittedly, it can be difficult to hone in what the right approach should be. On average, an organization’s purchasing decisions involve 6.4

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

Pipeliner CRM Partners With Colleges To Launch Technology In Sales Higher Education Council


Pipeliner CRM hosted the inaugural meeting of the Technology in Sales Higher Education Council at the Jonathan, Club in Los Angeles on April 18th, 2019. The founding schools include. Bradley University. California State Poly-Technical University Pomona. DePaul University. Indiana University.

The Perpetual Sales Engine

Anthony Iannarino

Creating continuous growth , what some people describe as a sales engine, begins with accountability. If the leadership team isn’t committed to creating and sustaining a sales organization, something different than just having salespeople, it isn’t going to happen.

Who coaches the coach? Why training for sales coaches is so important.


Sales managers must juggle many responsibilities, but out of all of them, coaching makes the greatest impact on an organization’s bottom line. After all, managers are responsible for the development, inspiration, and growth of their […]. The post Who coaches the coach? Why training for sales coaches is so important. appeared first on RingDNA Inside Sales Software & Enterprise Telephony for Salesforce.

Perhaps Artificial Intelligence Really Is

Partners in Excellence

I’m almost embarrassed to write this post. Having co-founded an early AI based software company, I have seen both the great power and many of the challenges in effectively leveraging these technologies.

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.

When to Say When: A Guide to Letting Go of Prospects

Closer's Coffee

8 Ways to Let Go of Prospects Clogging your Sales Pipeline. Ever have a prospect that hangs around like the massive burger you ate three days ago? Clogging your sales pipeline by taking the precious time you could be spending on candidates that will buy? We all know that breaking up is hard to do. However, you are in this game to make it happen, so don’t let people willing to take all of your time, but never buy, be part of the game.

Why Employee Retention is Important and How to Increase It

criteria for success

It doesn't take a rocket-scientist to understand why employee retention is important. If you're in sales, you know how painful high turnover can be. With that said, hiring the right people is something that takes a lot of time, effort and energy.

Troops Raises $12 Million Series B And Launches Deal Rooms to Increase Account Based Collaboration In Sales


We’re excited to announce an additional $12m Series B funding round led by Aspect Ventures. Since closing the round, Troops has focused on R&D to build products that help sales teams work better together.

Highspot Sales Acceleration Partners Fill a Growing Need for Sales Enablement Expertise


We all know that dynamics between buyers and sellers have changed and continue to evolve faster than the time it takes a hot prospect to turn cold. As power shifts increasingly to the buyer, sales organizations must transform — or get outmaneuvered by competitors. Buyer demands make it more difficult to engage, connect, and close deals, especially as these buyers become educated earlier in their journey.

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.

Using Buying Groups to Accelerate Your Sales Process


Yet Another Marketing Buzzword? Every few years there is a new buzzword in B2B marketing. A few years ago it was “Inbound Marketing.” The inbound philosophy advocates publishing content through digital channels to entice qualified individuals to consume the content and enter the sales cycle. Then, there was “Account-Based Marketing.” The ABM approach advocates for targeting a predefined and limited set of companies and running campaigns to engage all individuals at these companies.

Lead Management Software Review


Want to learn how some lead management software stack up against the others? Here we provide information on the benefits and specs, as well as customer reviews for nine lead management tools to help you decide on the right fit for your company. Read on to find out more.

The Beginner’s Guide to Marketing for Financial Advisors


Due to the legal issues with compliance, many financial advisors choose to avoid the headache and stay away from digital marketing. This is a wasted opportunity. There are ample marketing solutions that can help you increase your online presence while staying FINRA compliant.