Wed.Feb 20, 2019

Under Fyre: Former Chief Storyteller at Box Dissects the Fyre Pitch Deck


Doug Landis knows a thing or two about how to tell a great story. As the former Chief Storyteller at Box, Doug is an expert at crafting slide decks that tell compelling stories and take audiences on a journey. Today, as a Growth Partner at Emergence Capital, Doug has helped our team at Guru refine our storytelling chops, and he’ll be joining us at our upcoming conference Empower to discuss how storytelling should be the backbone of any revenue-centered culture. thought leadership

How to Get an Appointment With Anyone in 3 Simple Steps

Hubspot Sales

In order to sell someone, you first have to get them to book a meeting with you. And as salespeople know, this is far easier said than done. Reps make countless calls each day, hoping and praying that one of their prospects will pick up the phone. Finally, someone does -- and what do they say?

Pay Attention to Your Superstars, but Don’t Forget Your Rock Stars

The Center for Sales Strategy

As a department project, our group read the book Radical Candor by Kim Scott. Everyone had a different primary takeaway, but the one that stuck with me was the difference between Superstars and Rock Stars. What's the Difference between a Superstar and a Rock Star?

Are You Smarter Than Jeff Bezos?

Anne Miller

You have heard the saying , “If you’re so smart, why aren’t you rich?” I propose a new saying, “If you’re so rich, why are you so dumb?” which would be applied to Jeff Bezos and his lost bid to move Amazon’s second Headquarters to New York City.

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 whitepaper to learn how important conversational AI is to your CX strategy.

How to Be a Memorable Salesperson Part 6: Take Risks


In a research study with 530 B2B buyers, we gathered information about buyer experiences with sellers. In related research, we collected over 500 stories from sellers about their own personal best in selling. Every single one of the sellers’ stories had something in common.

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9 Things Terribly Wrong With Sales Today

A Sales Guy

Sales is suffering from 9 brutal ills: The Bro Culture, Lack of Coaching Too Product-Centric Not enough sales people understand the game/rules of sales Too much reliance on selling tools.

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Your Sales & Prospecting Assessment

The Sales Hunter

Ask yourself the following 10 questions to help assess how you’re doing with prospecting and selling: What do I feel is the #1 reason holding me back from being more successful? What is my plan to do something about it? What would I say is the strongest part of my sales process, and what can I do to leverage it more? What is the weakest part of my process and why? How much time do I spend customer facing? What can I do to increase that?

13 Tips to Improve Your Sales Performance


See how you can boost sales performance and motivate reps with these 13 tips. Sales Coaching and Motivation Sales Performance Management

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Bringing Your Authentic Self to Sales

Igniting Sales Transformation

In this interview, I talked with Amanda Georgoff , Enterprise Sales Rep at SalesLoft. She has 15+ years of frontline experience selling software and services to CFOs, CMOs, Heads of Sales and other functional executives at F500 companies across her time at SalesLoft, Xactly and CEB (now Gartner).

10 Sales Leaders Share their Strategies for Writing Winning Proposals

PandaDoc interviewed 10 CROs and Sales leaders from companies like G2 Crowd, Sales Hacker, and Zendesk about their strategies for winning sales proposals. This eBook contains their insights and actionable takeaways that will give your team a leg up on the competition.

How David Young Built Drone Launch Academy to $50K/month in 24 Months

Sell Courses Online

The post How David Young Built Drone Launch Academy to $50K/month in 24 Months appeared first on Sell Courses Online. Today, we have an interview with David Young. He is the founder of Drone Launch Academy where he teaches online courses to help people who are looking to use drones commercially.In

Looks At The Future of Technology


Crystal Washington: Looks at the Future of Technology as a technology strategist and certified futurist, she explains aspects of how technology will impact our future and how to be using it more effectively.

5 Things to Know About Gen-Z: The ‘Kids’ Taking Over Your Sales Team

Chances are, you already have a member of Gen-Z on your sales team and at least a few of your SDRs are likely “post Millennial.” The oldest members of Gen-Z are already 22 and were born between 1995 and 2010. In 2019 they will be 24. And by 2021, they will make up ? of the workplace.

5 ways your salespeople are failing your prospects


How many sales have you lost even though you knew you were the best choice for the customer? Sales Management Sales Methodology

The Path to Journey Management

Speaker: Kerry Bodine and Lindsay Sykes

The practice of journey mapping has reached fever pitch. But your mapping efforts are only effective if the resulting maps help you drive organization change — and then measure the results of your efforts. Join Intouch Insight and Kerry Bodine, CX expert and co-author of Outside In: The Power of Putting Customers at the Center of Your Business, as she shares Bodine & Co.’s latest research on this topic.

6 Things to Consider When Adding Foreign Partners


Howdy, Zdravo, Bonjour, Ciao, Hola. There’s nothing more exciting than saying hello to new channel partners. Growing your channel is something to be thrilled about, but there are a few things you should consider before expanding your partner program into foreign soil.

Cold calling tips and tricks for dealing with the toughest gatekeepers


There’s an ongoing debate about whether or not cold calling is dead. Regardless of what you’ve read or heard elsewhere, the truth is cold calling is alive and well. A recent study revealed that 71% […]. The post Cold calling tips and tricks for dealing with the toughest gatekeepers appeared first on RingDNA Inside Sales Software & Enterprise Telephony for Salesforce. Inside Sales Sales Best Practices Sales Strategy B2B sales outbound sales sales calls sales voicemails

How to Conquer Common Sales Objections in 6 Steps

Alice Heiman

Are members of your sales team having trouble closing deals because of the objections your prospects raise? . Objections are a natural part of the sales process. When you and the prospect are taking the steps to move forward in the sales process it’s natural that objections will arise. They are questions about whether it’s a fit, it will work, it’s affordable, valuable and if it’s the right choice. . What are Objections? .

4 Buyer Personalities & How to Sell to Them


A popular movie was released in 2005 called The Sisterhood of the Traveling Pants , which told the magical tale of a pair of jeans that fit everyone in a group of four friends, all with different body types.

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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.

4 Sales Collaboration Tools for Sales Teams

criteria for success

Creating a collaborative learning culture isn't something that just happens overnight. It also isn't something that you can simply speak into existence. In order to encourage collaboration, sales leaders need to take advantage of some of the best sales collaboration tools on the market.

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The Sales Motivation Myth You Need to Stop Believing

RAIN Group

This RAIN Group article was originally published on the LinkedIn Sales Blog. Some sales leaders believe that a quota and an attractive compensation plan are enough to ignite the hustle, passion, and intensity in a seller.

How to Train Your Young, Inexperienced Sales Force

Janek Performance Group

If you’re a sales manager these days, there’s a good chance you’ve faced the problem of having young, inexperienced sales reps who don’t have the background or training to succeed in their new career without help.

7 Ways Dirty Data is Hurting Your Bottom Line


Using dirty data to fuel your business initiatives is akin to putting the wrong type of fuel in your car. You think you’re doing everything right to keep your car running smoothly when, in reality, you’re doing serious damage to your engine.

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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.

Evolving Sellers From Pitch to Purpose

The ROI Guy

The bad news for B2B sales cycles everywhere is that 84% of B2B buyers report that purchase decisions take longer than expected – twice as long for most. One reason for the delay is that modern B2B buyers want help accelerating the decision process and assuring decision success.

The #1 Selling Challenge – Find New Business

Adaptive Business Services

Selling is not a “chicken or egg” riddle. There is no question that, if you can’t find new sales opportunities, there will be no new revenues. In today’s world of social selling, this task falls into two disciplines … being found and finding. Both can be applied to recurring orders from existing accounts as well as referrals from these customers. This is called prospecting and it is hard, back breaking work. Sometimes you feel like a hog snorting the ground in search of elusive truffles.

I WANT A RAISE! How to Get Everything You Want and More From Your Boss.

MJ Hoffman

When I think about tough conversations a rep might have with their boss, three big ones come to mind. From compensation splitting and territory assignments, to the right way to ask for vacation and how to increase your potential earnings.

Why You Fail in Changing Your Selling Habits (And What to Do Instead)

Hyper-Connected Selling

There’s an often-quoted, always mis-attributed aphorism that goes, “ If you always do what you’ve always done, you will always get what you’ve always got.” ” It points to the fact that if you want to get different results, you have to change your activities.

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

The Big Shift in Sales Enablement

The ROI Guy

Let’s explore two very different sales scenarios. In scenario one , a well-dressed salesperson walks into a boardroom.

To Fill Your Sales Funnel, Focus on the Customer Life Cycle

Selling Power

Shifting from acquiring new business to expanding and extending the customer life cycle is not only worthwhile, but also a potential game changer for your revenue potential. Sales Leadership

The Seven Deadly Sins of Spreadsheet-Based Value Selling

The ROI Guy

Today’s digitally-savvy, economic-focused buyers require a different kind of sales interaction. While static PowerPoint presentations touting product capabilities won’t work, value selling will. What is value selling?