Tue.Sep 10, 2019

Let’s Not Confuse Pipeline Trends with Individual Opportunities

The Pipeline

By Tibor Shanto. Data-driven models in sales can be a double-edged sword. While they do help create focus, especially across large swaths of data and opportunities, they also have limitations.

The Two Truths and a Lie of Prospecting

Anthony Cole Training

Prospecting for salespeople is often a struggle due to varying factors including their ability to stay committed to the process and overcome rejection. sales prospecting contacting prospects reaching prospects prospect outreach creating new sales opportunities

What Is A Perfect Voicemail for Prospecting?

The Sales Hunter

First off, don’t over complicate it. Your objective is first to generate interest and then get them to return your call. That’s it! Don’t think that your goal is to answer every objective or to even motivate them to immediately buy. You’re not going to do that by leaving one voicemail.

The Powerful Beliefs of a Successful Sales Manager

Anthony Iannarino

There are all kinds of beliefs a sales management or sales leader might hold, some healthy, many more unhealthy. If you want to turn in your best performance, those results will start with your beliefs, your mindset. Here is a good set of beliefs to consider. Everything Is My Fault.

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.

31 MORE Inspirational Quotes to Motivate Your Sales Team this Month

The Center for Sales Strategy

It’s the time of year where competition is in the air. Not only is a little fantasy football floating around the office, but we’re about to tackle the end of another fiscal year. We’re all going for the “Hail Mary” pass with, what feels like, only seconds remaining on the clock.

More Trending

Account Planning: Why You Can’t Afford Not To

Sales Hacker

Single-threaded selling simply won’t cut it in today’s sales world. If you want to successfully grow and retain accounts, you need the strategic, cross-functional approach facilitated by account planning. The post Account Planning: Why You Can’t Afford Not To appeared first on Sales Hacker.

DiscoverOrg and ZoomInfo Merge Brands to Launch Innovative B2B Data Platform To Power Go-To-Market Success

Smart Selling Tools

DiscoverOrg and ZoomInfo Merge Brands to Launch Innovative B2B Data Platform To Power Go-To-Market Success.

SAP 73

The Customer Support Stats You Need to Know When Creating a Strategy


A great customer support experience can be the difference between a one-time customer and a customer for life. How can your team maximize the chances of a return customer? Here are the stats to keep in mind as you craft something that can work for you. customer support

How Salesforce Does Sales Development w/Shahan Prashad @Salesforce


??? What does Salesforce do to manage their Sales Development team? Read on to learn all about it from Salesforce’s VP of Sales Development himself, Shahan Prashad.

Sales Training Playbook by Lessonl

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

Opening Yourself to Constant Learning


In the last article in this series , I made the point that today, you must constantly be learning—there’s no other way to survive in the 21st century. How do you practically do that? Data Bombardment.

Film 63

Five Ways to Improve Communication with Current Customers

Sandler Training

Here are five simple ways we can improve the quality of our communication with the people who are currently buying from us and expand and deepen those relationships over time. Read Time: 8 Minutes. Customer Relationships

3 Steps To More Accurate Revenue Forecasting

Funnel Clarity

Revenue forecasts remain elusive - CEOs report that their pipeline forecasts are about 50% accurate. This is a real shame considering the fact that teams with accurate sales forecasts are 10% more likely to grow their revenue year-over-year.

The Power of 12

Selling Energy

How do you gain access to the influencers and decision-makers when approaching a new organization with an efficiency project? I like to say, “Use the power of 12.” Why 12? Because 12 is the biggest number I can think of that's a single syllable.

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.

30 Growth Hacking Tools Your Sales Team Will Love You For

Hubspot Sales

As a sales professional, the rate at which you’re expected to guide prospects through the sales process and drive revenue for your company is likely increasing. Many companies create ambitious targets requiring growth, scalability, and hustle. How do you achieve these goals? Through growth hacking.

Tools 82

Learning From Our Failures

Partners in Excellence

As much as we want to, and should, focus on our sales successes, a large part of sales has to do with failure. We win some, we will always lose some. We try a certain approach, say a prospecting program, or a new sales initiative, or a deal strategy.

What Millennial Sellers Need to Know to Succeed in Manufacturing

Miller Heiman Group

Sellers in all industries win fewer than half of the deals they forecast to close, according to CSO Insights’ 2018-19 Sales Performance Report. The report also found that sales leaders consider their sellers to be less effective at the vast majority of common selling activities today than they were five years ago.

Are You a Visionary Sales Leader?

Closer's Coffee

Photo by Riccardo Annandale on Unsplash. In a world where the majority of people have become salespeople, it takes more than a title to be a sales leader, especially a visionary one. And no, multiple years of experience selling does not cut it. Neither does marshalling the operations of a sales team.

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.

?? Turning Cold Calling into Smart Calling


Art Sobczak is the author of the book Smart Calling: How to Eliminate Fear and Rejection from Cold Calling. Let’s face it, when most of us hear the phrase “cold calling” they normally do associate it with fear and rejection, and generally a horrible experience.

The Breakthrough Guide to Building and Managing a Sales PlayBook

criteria for success

These days, Sales PlayBook is a pretty common term. For some people, it describes a sales manual. For others, it’s a sales bible. The truth is, a truly great Sales PlayBook is everything you want it to be. There is no set of criteria that makes something a Sales PlayBook or not. It all depends [.].

The Hidden Influence That “Price Anchors” Have on Your Prospects

Hyper-Connected Selling

Is $200,000 a lot for a house? The answer depends a lot on where you were living when you first looked into buying a house. Your opinion of what a house should cost will be shaped differently depending on the first prices you saw.

?? Building Trust in Sales


The stereotype of the shady car salesman doesn’t fit the majority of salespeople. Most salesmen and women are honest people who are professional and decent, the stereotype isn’t withstanding. However, just because the seller is honest, does not mean that they have built trust with their client.

Sales Training That Gets Results – With or Without Classroom ILT

Speaker: Mike Kunkle, VP Sales Enablement Services, SPASIGMA

Most sales ILT (instructor-led training) has historically not been very effective, if we consider “effective” to mean “changes behavior, improves results, or produces a ROI.” In this webinar, sales enablement expert Mike Kunkle will break down how modern technology removes the need for ILT in sales training - and will also explain how to effectively integrate ILT into your modern training, if you want to continue using it!

Nailing the Essentials of Data Migration for Small Businesses

Nimble - Sales

Data is important for more types of organizations than ever before. No longer are giant corporations the firms that depend the most on big data for decision-making. Small businesses and even nonprofits rely on their data for support in nearly every aspect of their operations.

Where Are You Going Wrong When Adding Data to Your Presentation?

Eyeful Presentations

3 tips for data storytelling success. We’ve never had more data available at our fingertips than we do today. While this is exciting, it can also present a dilemma to business leaders – how do you filter out the noise and crunch the data to find the message you want?

Don’t Lose the Heart and Soul with Cameron Brain {Hey Salespeople Podcast}


As salespeople, we often focus on turning prospects into customers, but how do we prevent those customers from jumping ship? Cameron Brain , CEO of Everyone Social, and Jeremey discuss strategies for driving adoption, engagement, and retention on this episode of the Hey Salespeople podcast.

Can One Size Ever Fit All?

Jonathan Farrington

If we start from a position of agreeing that as human beings we are all different, then we must also concur that all prospects/customers/clients are also different: In terms of […]. Sales Process

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.

Sales – the new team sport

Sue Barrett

Sales trend 9 from the Barrett 12 Sales Trends Report for 2019 explores what are the characteristics and benefits of truly integrated sales teams. The future of the individual ‘solo’ salesperson is coming to an end for most businesses. What is taking their place is an integrated team of people working on sales together. […]. The post Sales – the new team sport appeared first on Barrett Sales Blog.

Why You Should Hire for Coachability in Customer-Facing Roles


Why is coachability so important when you hire? Because it changes everything about your talent pool, and by extension, gets results. When a company hires for sales, or any customer-facing role, they typically recruit candidates based on a standard set of skills and attributes. Yet, organizations don’t want generic employees that tick all the boxes. They want talent that rises to the top. The problem is, they aren’t asking the right questions to reveal whether a candidate is a future superstar.

Why Every Team Needs Practice in Their Training Methods


I’m a former teacher, and because of that, I’m the biggest fan of continuous training. Learning for the sake of growing my knowledge base matters so much because the more I know, the more I can help others Do Better Work. There are so many methods of training and development, but in this day and age, I see the most value, opportunity, and progress in technology based training methods. Why This Matters. With technology, folks can partake in effective training methods at their own pace.