Mon.Jun 10, 2019

7 principles of branding that sales organizations need to know


“The reality is, the greatest companies in the world don’t sell. They brand.”— Gary Vaynerchuk. At its core, a brand is simply a company’s identity. And branding is the intentional process by which an identity is created, communicated, and, ideally, embodied.

How to close deals when you have bad reviews

Every salesperson has to deal with sales objections. It’s part of the job. And with practice, you’ll become much more comfortable dealing with them. But there’s one objection that many salespeople have trouble with even after years of experience: "I heard your company sucks.".

Hard for you to say you’re sorry?

Sales and Marketing Management

Author: Tim Riesterer Have you ever had a service problem with a customer and worried about the damage it could do to your relationship and long-term revenue prospects? Maybe they won’t renew. Maybe they won’t buy more.

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Go for the “No” Early in the Sales Process

Anthony Cole Training

In this article, we discuss the theory that a prospect might want what you are selling, if you (as the salesperson) are willing to walk away from the table first. It may sound counterintuitive but one of the keys for more effective selling is going for the ‘no’ early in the sales process.

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.

Your Effort and Pulling Your Results Forward In Time

Anthony Iannarino

If you make 20 calls a day, you will have dialed 100 numbers in the course of a week. In a month with four weeks, you will have dialed 400 numbers, even if it would be an enormous mistake to dial 400 numbers once, believing that you are prospecting.

More Trending

Does Your Sales Approach Blow Off Profits?


Many experts agree that selling with perspective/insight improves selling performance, but most ignore the role played by business acumen. Business expertise is foundational to perspective selling success.

Sales Hacker Doubles Down: What We’re Focusing On 1 Year After Acquisition

Sales Hacker

12 months ago, Sales Hacker was acquired by Outreach. It was a huge moment for me personally and the Sales Hacker team. It was also the beginning of a new chapter for the entire Sales Hacker community.

Data-Driven Sales: Why Data is Essential to Drive Growth


Sales organizations must continuously adapt their strategies to stay ahead of competition. Learn why data insights are essential to drive growth and revenue. Benchmarking Sales Performance Management

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5 Must-Follow B2B Marketing Influencers


In the age of social media, influencer marketing has become wildly popular—even among B2B organizations. But, unlike the B2C market, it’s not always easy to identify the thought leaders with the most social pull within the B2B community.

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.

Social Media Marketing (Without the B.S.)

Selling Energy

Social media is now an indispensable part of running a successful business. However, when it comes to your online presence, is that all you want it to be - a presence? marketing

Sensemaking: Sensemaking Within Our Own Organizations

Partners in Excellence

This post is the eleventh post in my series on Sensemaking. The previous posts focus on how we can align and become sensemakers in working with our customers. This will focus on how we look at our own organizations.

Sales Success 101: Here’s What Separates Crazy-Successful Salespeople

Are you trying to take your sales success to the next level, but frustrated in your path to get there? If so, you’ve likely overlooked a simple concept: Sales success is a chain-link system. In a chain-link system, the performance of the whole is limited by the weakest link.

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How to Engage Employees in a Cross-Generational Workplace

The Center for Sales Strategy

Many organizations have multiple generations represented in the workplace and with that, a plethora of stereotypes that come along with each generation. While it may not be intentional, individual bias can have a significant impact on employee engagement.

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.

Sales process: Part 4 of Predictable Revenue’s outbound sales learnings from 2018

Predictable Revenue

A robust sales process considers the mindset by which reps attack their day (and their quotas), a nuanced understanding of the buyer mindset, and tactical schemes on how to juggle a significant volume of daily touchpoints. The post Sales process: Part 4 of Predictable Revenue’s outbound sales learnings from 2018 appeared first on Predictable Revenue. B2B Blog Book Sales Management Sales Process

How To Get A Career In Sales


If you are a driven person who loves the adrenaline of getting a sale under your belt – then a career in sales may be the best way forward for you. How do you find the perfect sales job? It’s certainly a competitive area.

Sales Lessons from a World Champion Poker Player

Smart Calling

There are many similarities between poker and sales. Art had the opportunity to be at a dinner with world champion poker player (and author, and Celebrity Apprentice finalist) Annie Duke.

3 Ways Your Sales Rep's Selling Style is Frustrating Your Buyers

The Brooks Group

Every salesperson will have a unique selling style and way they interact with prospects and customers. For most sales reps, the selling style they use is based on their own behavioral style, and what they’re most familiar and comfortable with.

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.

How to Succeed at Building a Modern Training Program [Podcast]

Sandler Training

5 Simple Methods to Improve Your Active Listening Skills and Be Better at Sales

Janek Performance Group

We’ve often highlighted the importance of active listening. But that naturally raises the question – how can you become a better listener? What are the drills, the techniques, you can practice in order to listen to hear and understand? It’s an excellent question – one we’re here to answer today.

Ten Simple Sales Hacks the Pros Use to Close More Deals

Nimble - Sales

Many modern sellers, marketers, and representatives of other professions are oblivious to basic sales techniques and do not know how to close a deal in sales. Closing a Sale Closing the sale is tough. Indeed, at this stage, the client must make the final decision on the purchase.

Now is the time to "Buy an Appointment" for a Fall Pipeline Sale

Sales Lead Management Association

No one can deny that there is no better qualified lead than an appointment with the right person that is considering purchasing a product in their space. If you need to make your number by December, now is the time to consider buying an appointment. On average, at least one in four will close

Sales Training Playbook by Lessonl

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

SaaStr Podcast Episode 216: CEO Dan Reich on Account Based Collaboration


Last year, our Co-Founder and CEO, Dan Reich, joined Harry Stebbings for an episode of the SaaStr Podcast. In the episode , Dan talks about how he found his way into the world of SaaS, ended up starting Troops, and built the ultimate Slack bot for sales teams.

Data Powers Digital Transformation and is a Corporate Asset

Cincom Smart Selling

The power of digital transformation does not reside in specific software, hardware or even business mission. Data is the power, … Continue reading "Data Powers Digital Transformation and is a Corporate Asset".

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5 Sales Culture Differentiators You Need to Know


This guest post comes from Kayleigh Alexandra at Micro Startups. Every smart seller understands that a great sales team is more than the sum of its parts: it also showcases a well-honed sales culture that enhances productivity and wellbeing, making it possible for those people to outperform their comparably-competent competitors. What’s more, the process of building and maintaining such a team is vastly easier when you have such a culture in place.

State of Sales Performance Survey Report 2019

Sales Hacker

The post State of Sales Performance Survey Report 2019 appeared first on Sales Hacker: B2B Sales Tips, Strategy, Training, Technology. Ambition Certified Sales Expert Choice Factor 8 Gong Marquee Partner Platinum Sales Management Vidyard E-Books

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.

Let’s Talk Sales! Using Storytelling to Solve Problems – Episode 159

criteria for success

Last month's theme was storytelling. This month, although our focus has shifted to problem-solving, the following resource addresses both themes in a way that'll encourage you to implement one to strengthen the other. If you want to learn more about how you can become a better problem-solver by implementing stories in your sales process, you [ ] The post Let’s Talk Sales! Using Storytelling to Solve Problems – Episode 159 appeared first on Criteria for Success.

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The best sales advice I ever got

Selling Essentials RapidLearning Center

On the first day of my first job in sales, I received the most valuable advice I ever got about selling. I was 30 years old and had accepted a job as an account executive at Lewis, Gilman & Kynett — Philadelphia’s largest public relations agency.

Relationship Selling: Don’t Propose Marriage on the First Date!

Jonathan Farrington

You have to sell and prove yourself first before you can hope to develop a relationship… Leading with the notion that you can build any sort of relationship from the […]. Relationship Selling