Tue.Nov 05, 2019

Blow the Dust off Your Buyer Personas to Win More Deals

Sales Benchmark Index

As a sales enablement leader, you had probably developed buyer personas years ago. There was a big announcement and possibly some training sessions, but then everyone forgot about them, and the sales reps almost certainly stopped using them. Slowly but.

Sell Better. Coach Better. Hire Better.

Anthony Cole Training

In today's blog or "vlog", we bring you our newest Anthony Cole Training Group's brand video.

Don’t Make It Sound So Negative

The Pipeline

By Tibor Shanto. Commodity, the word is like Kryptonite for salespeople, say it out loud, and you can see their social status and sales erode. Somehow over the years, the word has come to be something negative in sales.

Good Sales Recruiting is Like Selecting Movies and TV Shows

Understanding the Sales Force

Do you like movies and TV Shows? I love them! How do you go about selecting the next movie or show you will watch? Do you look for a specific show, watch the trailer and if you like the trailer, watch it?

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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.

Transforming Sales: Ensuring that Your Sales Process is Fluid and Enabled by the Right Tech Stack

Smart Selling Tools

Transforming Sales: Ensuring that Your Sales Process is Fluid and Enabled by the Right Tech Stack. In this series, we ask Sales Tech Executives to describe how their solution can transform sales in a significant way. This week I interview Joe Caprio , VP of Sales for Chorus.ai.

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Goodbye Opinions. Hello, Reality.


Years ago, I was running a business intelligence software company and everything was going right for it. Growth, employee retention and happiness, sales numbers, customer satisfaction, plus we just completed a successful round of funding. I couldn’t have asked for more.

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Launching Your Sales Enablement Career


Sales enablement is a rapidly growing discipline. As of 2018, 61% of organizations have a dedicated sales enablement person, program, or function

2019 State of Media Sales Report - 100% Salary is Not What Salespeople Want!

The Center for Sales Strategy

Highly-talented salespeople are more in-demand than ever. In fact, of the top ten emerging high-growth jobs listed by LinkedIn , five of them are some form of sales role.

Stop saying yes: four reasons you should start saying no


Sales reps want more and more prospects in their pipeline each day. And they want to close every single one of them. You know it. I know it. But closing prospects often comes with a caveat: saying yes to a prospect’s wants WAY too often. For many businesses that’s been the way forward for years.

Sales Training Playbook by Lessonl

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

Are You Building A Unique Brand?

Smooth Sale

Attract The Right Job Or Clientele: The art of building a unique brand applies to all businesses and individuals, too. The standalone knowledge of sales is not enough for remaining in business. Our uniqueness is to be on display every way possible.

?? Fundamentals for Effective Sales


Host John Golden sits down with Andy Paul to discuss how to cuts through the noise of excessive mediocre sales tips in order to get to the effective sales advice that will make a difference for your sales in 2018.

At the Crossroads of Customer Privacy and Personalization


Are you leveraging prospect data, predictive analytics, and automation responsibly? Today, the availability of data helps us predict potential customers’ buying preferences. And automation helps us follow up on that potential with highly personalized engagement.

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Why You Can Never Have A Slow Week

Anthony Iannarino

Despite the somewhat hyperbolic title, it is possible to have a slow week. But for that to be true, it would indicate that you are reactive and that you’ve found a way to avoid doing your work.

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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.

The Three Skills to Focus on at Your Next Sales Kickoff


Customer organizations are making strategic shifts into digital transformation, customer experience, and data-driven insights. As a result, sales professionals are increasingly positioning solutions that are dynamic, abstract, and broad.

Hosting Effective Breakout Sessions at Your Sales Kickoff

Funnel Clarity

The typical sales kickoff will have information sessions that are relevant for the whole sales team and/or company. However, some things must be accomplished in smaller groups. These are known as breakout sessions.

How to Structure a Sales Team with Maslow’s Hierarchy of Needs


You might be familiar with Maslow’s Hierarchy of Needs, Abraham Maslow’s psychological theory about human needs and development. But, have you ever applied this theory to your sales team structure?

CRM Selection


Does Underlying Technology Matter? This begins a series on down-to-earth criteria for selecting a CRM solution. For any company, selecting a CRM solution for a company is a major undertaking.

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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.

Networking Effectively, Part One

Selling Energy

“If you're not networking, you're not working.” – Denis Waitley. networking

?? Sales Presentation Secrets


An important aspect of selling to a group with a sales presentation is selling within the presentation. It’s one thing to sell one-on-one, where the person you’re selling to is going to be talking as much as you. But what does it look like when you as the salesperson are doing most of the talking?

InsideSales Rebrands to XANT


Originally posted on Silicon Slopes. Up and to the right- always. This is a quote that takes Chris Harrington to the next level. As CEO of XANT, formerly known as InsideSales, Harrington announced the rebrand and new direction of the company, with a new leadership team at the helm.

Aviso Selected For Third G2 Crowd Award This Year


At Aviso, we pride ourselves on our customer service, experience, and satisfaction. This is why we are thrilled to announce that we have been selected for our third G2 Crowd award this year. Earlier this year, we were recognized as a “Top 50 Sales Tools 2019” and a “G2 Sales Analytics Leader for Winter 2019.” […]. The post Aviso Selected For Third G2 Crowd Award This Year appeared first on Aviso. AI for Sales

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!

Utah company InsideSales announces rebrand, new CEO


Originally posted on Daily Herald. InsideSales announced a corporate rebrand to XANT Monday morning, as well as a new CEO and CMO, following months where several new executives have been hired.

Gong Labs Live: The 3-Step Process to Handle ANY Sales Objection


Sales objections are inevitable. Let’s face it: If your prospect didn’t have objections (whether about price, value, or relevance), they would have already signed the deal. The most successful sales reps know how to overcome objection. And while there are lots of objection handling techniques , there’s one you probably don’t know about (but should). It’s called “the squeeze” and it’s a three-step process that will ensure that you 1) handle any objection, and 2) book the meeting.

Five Seller Skills to Master When Offering Perspective

Miller Heiman Group

More than half of the deals that are forecasted to close don’t, according to the 2019 CSO Insights World-Class Sales Practices Study. And, for six years in a row, only slightly more than half of sales representatives—56% in 2019—met or exceeded their sales quotas, according to the 2018 CSO Insights Buyer Preferences Study.

Don’t Let Head Trash Derail Your Sales Meeting

criteria for success

What is head trash? Let’s get technical, here. Everything exists in language and conversations make language meaningful. There are two types of conversations: public and private. Public conversations are self-explanatory, they occur with people! Private conversations occur in your head. Only you can hear them. Studies have shown that those private, internal conversations are usually [.]. The post Don’t Let Head Trash Derail Your Sales Meeting appeared first on Criteria for Success.

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.

Reverse Auction: What It Is & How to Crush It in Sales

Hubspot Sales

If you’re in the business of selling to other businesses, the competition to land the sale can be fierce. With 58% of B2B buyers doing their own research before engaging with sales reps , many buyers are over halfway through the sales process before even speaking with a rep. With customers having access to more information than ever, how can you make your offering stand out? By knowing how and when to implement a reverse auction strategy.

InsideSales.com Rebrands as XANT to Reflect Focus on New Revenue Acceleration Solutions


Originally posted on Customer Think. SILICON SLOPES, Utah — November 4, 2019 — InsideSales.com today announced its corporate rebrand to XANT. Under the new name, XANT will continue to build upon the company’s innovative foundation and customer adoption for its intelligent sales engagement solutions. A play on the word cognizant, XANT embodies how its data and platform makes sales organizations “all-knowing.”

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The Power of Product Qualified Leads with Tyler Bench {Hey Salespeople Podcast}


Tyler Bench is king of the wide funnel. With over 700,000 new Lucidchart registrations a month, Tyler has a big task as Director of Demand Generation. However, with great user numbers, comes great responsibility.