Wed.Oct 09, 2019

Your Pricing Strategy Is More Than a Plan for New Logos—Why Renewals Matter

Sales Benchmark Index

At times it may seem that the shiny new toy is always better. A common mistake that many firms make is ignoring their existing customer base and focusing on marketing to and acquiring new logos. There’s still value in your.

Beyond the Pay Mix: What Makes Salespeople Tick Today

Sales and Marketing Management

Author: Mihai Popoaca, Chief Operating Officer, WorldatWork The massive shifts in today’s economy are changing what drives salespeople to be engaged and productive. Incentives and bonuses are just the starting point.

Truth in Selling Highlights the Importance of Critical Thinking Skills


A “little white lie” is one that is about a small or unimportant matter. White lies are told to please or appease another person and are viewed, by some, as an innocent part of everyday interactions.

Sales 175

Podcast 119: The Beginning of a Sales Career With Lauren Bailey

John Barrows

You may well have heard of GirlsClub , it was set up by Lauren Bailey to help coach and celebrate women in sales and their success’ in the profession. This week Lauren is our guest on the podcast and together with John, they covered a bunch of topics.

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.

Huddles: The 3rd Sales Productivity Tool That Will Change Your Results

Anthony Cole Training

Sales Training Sales Coaching sales productivity consultative selling sales productivity tools banking sales training professional sales training consultative sales coaching corporate sales training

Tools 156

More Trending

Sales Leadership: 4 Keys to Successfully Promote a Rep to Sales Manager

Sales Hacker

Sales is the most important function with any company, and the sales manager plays a critical role within it. That said… The importance of your sales manager cannot be understated. The sales force drives the company’s revenue and it’s the sales manager’s job to drive the sales force.

How To Teach Your Clients To Recognize Real Value

Anthony Iannarino

You will inevitably run into clients who, as Oscar Wilde described the cynic, “knows the price of everything and the value of nothing.” These prospective clients view everything through the narrowest possible lens, believing that a lower price is value.

eBook 92

15 Tried and True Ways to Improve Your Sales Skills

Hubspot Sales

Just like Liam Neeson in " Taken ," to be a successful salesperson, you need to have a particular set of skills. As your sales process evolves, it's important to keep your skills relevant and up to date. Plus, it can increase your sales.

Film 89

How to improve performance with a shared sales language


In the sales industry, we often talk about how process, methodology, technology, and enablement can improve performance. Sales Management Sales Methodology

Sales Training Playbook by Lessonl

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

Finding the Right “Touch” for Lead Generation


Do you need to grow the number of prospects or leads at the top of your funnel? Most businesses do. And there are many ways of yielding potential buyers. It’s like my need for fresh vegetables…I want them fresh and have more than one way to get them.

Inside sales job descriptions you can steal in 2020

Every hiring begins with a killer job description. Think about it: Before you can interview someone, you need to lure them in with a thoughtful and engaging job description, one that sparks their interest and earns you a second glance. But here’s the thing about job descriptions: A job-seeker spends, on average, only 14 seconds reviewing a job description before deciding whether to apply, according to a report by LinkedIn.

Nutshell + Intercom: Log and report on your web chats with our latest two-click integration


A well-designed chatbot helps you start conversations with website visitors when you’re online, or capture their info for later outreach when you’re not. This is a gigantic advantage for an inbound sales team.

Time Management Tip: The Problem With Your To-Do List

The Center for Sales Strategy

“Do you love life? Then do not squander time, for that is the stuff life is made of.”. Benjamin Franklin. Did you know that you’re 42% more likely to achieve your goals if you write them down?

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.

How To Use Your Sales Funnel to Grow Your Business

Alice Heiman

The sales funnel is a powerful tool. Once you understand what the stages of the funnel are and how the sales math works, your funnel will become a critical tool to manage your sales team, as well as the corporate resources needed to support sales and delivery. . What is a Funnel?

Move the Deal Episode 16: Finding the Magic in a Sales Transformation Journey with Sabre’s Nick Gregory

Miller Heiman Group

If you’ve traveled anywhere, you’ve likely interacted with Sabre , a leading technology solutions provider in the travel industry.

Do you tell Encore-Worthy Professional Stories or So-So Stories?

Babette Ten Haken

Telling encore-worthy professional stories extends the reach of stories beyond your current meeting or appointment. Strategic partners and clients cannot wait until the next time they see you: to find out what happens next.

SME 72

Why You Need Buyer Personas in Today's Sales World

Janek Performance Group

In today’s sales environment, you’re increasingly likely to deal with multiple people who partake in the decision-making process. This is especially true for complex B2B sales involving organizations of any significant size.

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.

6 Common LinkedIn Selling Mistakes and How to Avoid Them

RAIN Group

LinkedIn is a powerful prospecting and sales tool. It’s a great way to connect with new buyers, stay top of mind, and engage with your network. Social Selling Sales Prospecting

24 Hours in Grant Cardone’s Social Media

Grant Cardone

It’s 6 am, and Grant pops up ready to hit the day. He usually beats the sun up, but on this particular fall morning, the early rays of the sun were already glistening over the Atlantic as Grant walked to the kitchen while checking his emails.

Adequate Internal Support and Resources: a Key Component of Next-Generation PRM


You wouldn’t tackle heaps of dirty laundry with a washing board and wringer anymore. You wouldn’t try to binge watch a TV show on dial-up. Are you still using outdated tools for Partner Relationship Management (PRM)?

6 Legendary Marketing Mishaps You Should Learn From

Connext Digital

Marketing plays a significant role in promoting a brand and it’s products and services, especially if they’re introducing something new. Influencing your audience’s opinion and behavior while hitting all the right notes in marketing is no easy task.

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!

How to Align Your Tech Stack to Best Support Your Sales Teams

Force Management: The Command Center

Matt Payne is the Senior Sales Enablement Manager at Jama Software which is a leading product development platform provider for companies building complex products and integrated systems. Matt is in charge of equipping the company's global sales team with the ability to sell business value.

6 Ways to Keep Yourself in Step with Your Prospects

Selling Energy

If you follow up too infrequently, you’re going to lose your prospects. Here are some tips on how to keep yourself in step with those prospects, based on my own experience. Of course, this isn’t the only way to do this – just my preference.

5 Common Questions about Sales Compensation Planning


Understanding the different incentive payment structures is important, but what’s even more crucial is knowing WHEN to use them. Learn more about the common compensation plans available to your sales organization. Incentive Compensation Sales Planning

Five Steps to Maximize the ROI of Your Sales Training

Selling Power

To produce permanent behavior change among salespeople and get ROI from your sales training dollars, incorporate these five steps into your reinforcement program. Sales Training

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.

Weekly Roundup – October 09, 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. Tips to Optimize Limited Time with Your Prospect .

B2C 52

?? Being Outrageously Authentic


Most people would probably agree that authenticity is a good quality, especially for salespeople. Yet, many sales professionals struggle to embrace genuine expression of their thoughts and feelings with others.

Artesian and the Challenger Sale

Artesian Solutions

Artesian and the Challenger Sale. Unless you’ve been hiding under a rock, then I’m guessing at some point you will have either read or discussed CEB’s Challenger Sale Book.

B2B 52