Tue.Aug 13, 2019

The Best Stories Are Told By Buyers

The Pipeline

By Tibor Shanto. There is a lot of focus on storytelling in sales these days and for all the right reasons. Stories help spark the imagination, help people look beyond their limits.

Buyer 227

How to Successfully Deploy a CX Transformation Program

Sales Benchmark Index

Customer Experience (or CX) is at the forefront of how B2C companies are competing and winning. B2B firms are waking up to the importance of CX, and many are on their transformation journey. However, Harvard Business Review outlines that many.

B2C 221

Five Needs Your Buyers Would Love You To Satisfy

MTD Sales Training

When we talk to buyers, we often ask what inspires them to remain loyal to suppliers. Many suppliers actually think it’s good value, cheap prices and quality products. But the answers we get often prove that those things only get you to first base.

Buyer 211

How Do I Use Email to Prospect?

The Sales Hunter

How effective are your emails? You want to think that the email you just wrote is perfect and sending it out to 100 prospects will result in at least 90 meetings.

What Awesome Sales Managers are Doing to Crush It!

Speaker: Steven Rosen, MBA, Author, Executive Coach, Speaker, and Top 50 Sales Influencer

If you're tired of continually pushing your sales reps to do more, working countless hours, and still not getting the results that you desire, then this webinar is for you. Join Steven Rosen, Founder and CEO of STAR Results, to discover the key to consistently crushing your sales goals!

How Sales and Super Mario World Are Connected

Anthony Cole Training

In this article, we discuss the similarities between Super Mario World and life in sales. After playing, I realized that I had an opportunity to make it through to the next level but I wasn’t doing what was necessary to convert that opportunity into a win. I rushed through.

More Trending

Prospecting: Why You Need to Nurture 60 Dream Clients

Anthony Iannarino

In Eat Their Lunch: Winning Customers Away from Your Competition , I wrote a chapter on Capturing Mindshare, or building and supporting a general theory about why your dream client should change. That section is practical and tactical, and it is also what is necessary for B2B sales now.

Transforming Sales: What Areas Organizations Could Benefit from Taking a Transformative Approach

Smart Selling Tools

What Areas Organizations Could Benefit from Taking a Transformative Approach. In this series, we ask Sales Tech Executives to describe how their solution can transform sales in a significant way. This week I interview Brendan Cournoyer , Vice President of Marketing at Brainshark.

A better way to scale a sales team


Scaling, or the stage that follows the growth phase of an organization, is especially hard on a sales team. At this point of growth, significant executive attention and pressure is placed on new revenue growth. […].

Genuine Rapport

Selling Energy

I frequently write about rapport-building on this blog because without good rapport, your chances of closing a sale are slim to none. Assuming you understand the basic techniques of rapport-building, how do you recognize when you have achieved genuine rapport with your prospects?

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.

How to Use Your Personal Story to Connect Emotionally with Buyers

Performance Sales and Training

Sales is a transfer of thoughts, ideas and emotions. And one of the best ways to connect emotionally with buyers is with stories. Research even shows that when listening to a story, changes take place in our brains. We actually connect emotionally with the storyteller.

Buyer 72

How to turn an outside sales rep into an inside sales rep


There’s an old saying that you can’t teach an old dog new tricks. In other words, if someone has been doing something a certain way for years, they’ll never abandon those methods, no matter how outdated they become. The truth is this: That’s a bunch of nonsense.

An Evangelist Cannot Live Without a Soul


In this, our final article on the subject of product evangelism, we’re going to take up a subject that is eternally controversial: the “spirit” or the “soul.”. There are many views and opinions of what a soul or spirit is. Hard science dictates that there is no such thing.

Why You Must Date Your COIs to Earn Referrals


Why You Must Date Your COIs to Earn Referrals. Have you heard of the show Married at First Sight? The premise is that “experts” set up arranged marriages and the couples meet at the altar. Then for 8 weeks they must figure out whether they want to build a life with this person or get a divorce.

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.

Sales Enablement Success Roundup: August 2019


How does the Guru team stay on top of the changing sales enablement landscape? Here's what we're reading to stay ahead of the curve: sales enablement

The Only Sales Process Blog You’ll Ever Need


Before you shut yourself in a room and whiteboard out a new sales process, read this. We’re sharing exercises and templates to help you build your sales process from scratch. sales sales leadership sales strategy Conversation Intelligence sales cycle

Top Five Sales And Marketing AI Companies | Best AI Stocks


Looking to invest in the best AI stocks? Read on to learn everything you should know about sales and marketing AI companies and how you can invest in them.

Elevating Customer Service To Meet The Wider Scope of Customer Needs


Customer service professionals have unique access to clients. Information learned on a service call reveals customer details that are more personal than any survey or study.

Sales Training Playbook by Lessonl

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

3 Sales Skills That Even Veterans Need To Practice

Funnel Clarity

Sales skills are still widely misunderstood. An HBR article on how to improve your sales skills , outlines the common misconceptions that people have about sellers.

A Picture is Worth…

Anne Miller

As different sides argue the causes of gun violence in America, one graph destroys the one that says videos are the cause, proving once again that a picture is worth a thousand words. Click here to see the article from Vox with the compelling chart from the Institute of Health Metrics and Evaluation that proves that point. What single chart can you show clients to make your point? Anne Miller. Words Matter – Make What You Say Pay!

Video 60

Do You Study Varying Business Models?

Smooth Sale

How To Attract the Right Job Or Clientele: When we take the time to study varying business models, we gain knowledge for increasing our odds for success. It is also wise to keep an eye on trade policies and how they affect the markets.

Study 85

Make Your Sales Training a Big Success


Today, most sales organizations are still enabling salespeople with classroom onboarding, certifications, and assessments. These methods are outdated and don’t reflect the dynamic, responsive way that modern sellers engage with buyers. And they’re hurting your bottom line.

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.

Frame Your Product as a Painkiller Not a Vitamin

Closer's Coffee

Pain is a powerful motivator. It drives people to do anything in their power to stop it. It’s very good to understand this while framing your product for sale because in some cases you need your potential customer to view it as a painkiller rather than a vitamin.

Podcast: How to Use Metrics in Your Sales Conversation

Force Management: The Seller's Command Center

Metrics can be a tricky concept for salespeople, especially those who are new to our Command of the Message® methodology. Typically we find these sellers are using metrics in the wrong way in the sales conversation. Metrics are important, but they're not the whole story.

Creating Sales Content: How to use content to get ready-to-buy leads


Don’t take this the wrong way, there is nothing wrong with calling, emailing or even going door to door for sales purposes. . But let’s face it. Methods like these are nearly the thing of the past for the simple reason that they cannot scale and it’s guesswork at best.

How to Preserve a Relationship During a Negotiation

criteria for success

Can you preserve a relationship while negotiating? That sounds like a trick question. Negotiations are known to be the battlegrounds of the business world. They can be messy and confrontational. But, a negotiation is simply a discussion between two parties with differing perspectives.

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 Time is Now for Manufacturers to Invest in Sales Transformation

Miller Heiman Group

American manufacturers face a shifting landscape between unpredictable geopolitical struggles, overseas competition, a looming talent crisis and radically changed expectations from their buyers.

Your Mailing List: One Key to Retail Sales Success in an E-Commerce World

Sandler Training

Retail champions, the subject of my book RETAIL SUCCESS IN AN ONLINE WORLD , outlines not only how to connect with customers face-to-face but also a long-term engagement strategy for after the customer leaves the store. . Read Time: 6 Minutes. Sales Process

The “One Thing”

Partners in Excellence

Sales people and managers struggle with achieving their goals. We have to do everything–prospect, work the deals in our pipelines, do increasing amounts of reporting, and on and on. When we struggle to achieve our goals, the answers, perhaps disguised as coaching, are to “Do More!” ” Usually, that means do more of everything; prospecting working the deals in our pipelines, and more reporting.