Wed.Mar 13, 2019

How to Diagnose Why Your Sales Forecast is Inaccurate


Falling short of your goal is one thing. Falling short of your quarterly goal after telling your CEO that you will definitely hit your goal? Well, that’s a different level of egg-on-your-face altogether.

One Question Provides Salespeople with Instant Feedback on How Well They Differentiated

Understanding the Sales Force

Most salespeople do not know the difference between their prospects' decision-making process compared with their decision-making criteria. What's worse is that even more salespeople don't even bother asking about it.

3 Voicemails That Will Ruin Your Deals.

MJ Hoffman

The hang-up artist, the rambler, the rapid-fire caller – chances are you know a salesperson using these voicemail techniques. Maybe you are one of these salespeople. I’m here today, on behalf of prospects everywhere, to ask you to stop.

Follow Up Tips

Selling Energy

We sow the seeds of our own destruction by not following up with customers. My philosophy is when you send a proposal, you've got to follow up from the beginning. I also recommend a multi-modal approach.

The Showpad Sales Transformation Maturity Model

The Showpad Sales Transformation Maturity Model helps organizations understand where they are today in terms of meeting buyer expectations — and how key teams can drive transformation that impacts the bottom-line. Download the free eBook for a pragmatic approach to growing sales maturity.

The 6 Proven Tricks to Get Your Prospect’s Attention in 30 Seconds or Less

Hubspot Sales

Today's buyers are busier than ever before. So for a sales rep to connect with a prospect, they must supersede all the other tasks, priorities, emails, meetings, and notifications the prospect has on their plate at that very minute.

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More Trending

Show Me the Money

Anthony Cole Training

Without revenue, a sale cannot be made. However, making a sale is not all about the money, and it is a salesperson's duty to overcome their prospect's money problem and be prepared for what objections are thrown their way.

How to Be a Memorable Salesperson Part 9: Follow Through


The opposite of memorable is forgettable. Unremarkable. Average. You are none of those things. So why act like it? Why act like every other seller out there, blending in to a sea of sameness? The work of selling is a lot more fun when you do the things that make you a standout.

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Misconceptions About Outsourcing In Emerging Markets

Sales and Marketing Management

Author: Rilind Elezaj There are people who have made it their business to use misconceptions and unfounded myths to scare businesses from outsourcing in emerging markets.

Is the bandwagon effect destroying your effectiveness?


What do fashion trends, U.S. elections, and your sales team have in common? They’re all influenced, for better and worse, by the bandwagon effect. Sales Management Research

Humans and Bots: How to blend human skills and AI to build customer intimacy and drive growth

Join Genesys for this webinar to learn how leading companies are using blended AI to drive customer intimacy and revenue growth.

Stop Focusing On The Top Of The Pipeline!

Partners in Excellence

Virtually every sales person and organization have pipeline/funnel problems. Almost all the time, they are anemic. Virtually every pipeline has quality and integrity issues. Likewise, there are too many velocity issues.

Are Transactional AE's an Endangered Species?

The Center for Sales Strategy

As I look into my "crystal ball," I foresee a future where the transactional salesperson is an elusive and rare creature. Have they all been completely wiped out by Artificial Intelligent (AI) computer networks where all advertising buying and selling occurs?

Product Centric Selling, It Really Is About Us!

Partners in Excellence

I’ve been having an email conversation with a colleague about, “Why are sales people so product focused in their sales outreach?”

Increase Your ROI with a Less Complex Sales Compensation Plan


Discover how less complex sales compensation plans can increase performance and ROI. Incentive Compensation Sales Performance Management

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

Lemons (Literally) Into Lemonade

Anne Miller

What do you do when you sell a superior premium priced product that looks to a buyer like every other (cheaper) item in your category? That is the challenge Shirl Tessier constantly faces as a distributor for Shaklee food supplements.

Struggling with Sales Enablement in Your Organization? Here’s How You Can Course-Correct Today

Miller Heiman Group

While many organizations reported increased adoption of a sales enablement function in recent years, several still struggle to use it effectively to achieve their goals. According to CSO Insights’ 4th Annual Sales Enablement Study , 61 percent of organizations have a sales enablement function. Of those, only 34.4 percent of respondents indicated they were meeting the majority of their expectations.

Weekly Roundup – Mar 13, 2019


The CloserIQ Weekly Roundup features a list of the best content we’ve been reading recently. We’ve compiled some of our favorite reads to help you advance in your sales career and build top sales teams. Featured Article. How to Write an Account Executive Job Description.

Lemons (Literally) Into Lemonade

Anne Miller

What do you do when you sell a superior premium priced product that looks to a buyer like every other (cheaper) item in your category? That is the challenge Shirl Tessier constantly faces as a distributor for Shaklee food supplements.

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.

6 Ways to Turn a List to Leads

Alice Heiman

I can never write enough about prospecting. It is essential to staying in business! Dips in sales are tough on cash flow and moral. In order for your company to have steady growth, you need a steady flow of leads. Many businesses lack a process for lead generation , if you don’t have one, you are not alone. It doesn’t have to be complicated, but you do have to have a process. Here’s a simple process you can adopt.

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Master of Negotiations


Become an Expert of Negotiations. Negotiations don’t always come naturally to everyone, and some of us absolutely despise this part of doing business. Negotiating is a learned skill that you acquire by practicing.

5 ways your sales process impacts pricing

Infoteam Consulting

Sales people who fail, often blame price. Good sales people not only make the sale but they avoid or minimise price concessions and their customers believe they’ve received great value.

Business Development Hiring Resources: Job Description Template & Examples

Hubspot Sales

What is business development? It refers to the activities designed to expand your company's reach in a new market. The primary focus of this business function is to identify potential good-fit customers using prospecting techniques.

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.

Personal Branding in Sales: Your Social Media Presence

Janek Performance Group

Recently, we provided an introductory guide to personal branding in sales. Today, we’re continuing our series by looking at personal branding on social media.

Why Sales Intelligence is The Key to Unlocking Sales Potential

The SalesPro Leader

The article, Why Sales Intelligence is The Key to Unlocking Sales Potential originally appeared first on SalesPro Leads - Connecting You with Tomorrow's Buyers. Blog #SalesIntelligence #SalesTips

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How to Kill Procrastination and Maintain Consistency


Success or failure in almost any situation doesn’t depend on our knowledge. Most of the time you know enough to succeed. The problem is not knowledge, it’s action. You may have the knowledge about what to do, but the question is, “Are you doing it consistently?”.

When it’s time for a SDR to break up with a lead


Just because a lead has been qualified, it doesn’t mean they are going to become a customer. Although it varies by industry, research has shown that only 20-30% of sales qualified leads (SQLs) close. That […]. The post When it’s time for a SDR to break up with a lead appeared first on RingDNA Inside Sales Software & Enterprise Telephony for Salesforce. Inside Sales Sales Best Practices Sales Strategy inside sales tips Lead Qualification sales qualification

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.

How to Pick The Perfect Partner Bracket


While everyone loves March Madness, the last thing anyone needs is for their search for partners to be actual madness. Just like winning the $1 Billion dollars that’s up for grabs, attaining a perfect partner bracket can seem impossible.

4 Sales Compensation Challenges and Where to Focus for Real Sales Motivation

RAIN Group

Sales compensation is typically the first topic discussed when looking for ways to boost sales motivation. Want to increase motivation? Create a compensation plan focused on driving the actions that will create results.

How to Shop for the Best Sales Training Company

Selling Power

How can you find the right sales training company? Here are five insider tips. Sales Training