Tue.Dec 04, 2018

It’s One Thing To Believe – Another To Understand

The Pipeline

By Tibor Shanto. I have talked a lot on this blog about the need for sales people to get past or over their product. Yes, your product is important, but in the end, and I am sorry if I am minimizing it for some, just a deliverable nothing more! It may do great things, open many doors, expose abundant opportunities, but there is no denying, that it is something that is delivered after the terms are agreed to.

Pitch Perfect: Selling to Legal Operations

DiscoverOrg Sales

A candid interview with Jill Konrath and Synchronoss’ Director of Legal Operations, Dana Huppert. Legal Operations might work behind the scenes of the General Counsel … but ops wears the pants on tech purchase decisions.

How Getting Feedback and Making Adjustments are the Keys to Sales Improvement

Understanding the Sales Force

Becoming a great at selling - or anything else for that matter - is about making adjustments. In order to make an adjustment you need feedback - something you see, hear or feel that informs your ability to adjust. Take Baseball for example.

What Does Your Price Say About You?

The Sales Heretic

Payless—the discount shoe retailer—recently pulled off a brilliant stunt: they sold fake designer shoes at a fake designer store. And the ruse carries lessons for anyone in sales and marketing. Payless took over a former Armani store in a mall in Santa Monica, California, and named it “Palessi.” (I

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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.

Do NOT Release Funds for Your New Product Until You Know This

Sales Benchmark Index

Has your company got a new product in development? Is it working its through your organization, from R&D, to Product, getting feedback from Marketing and Sales and gaining fans and momentum as it travels? Perhaps it’s been described, prototyped, or.

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More Trending

2 Reasons Hiring Remote Salespeople Will Help You Grow in 2019


I talk to many startups these days who aren’t keen on hiring remote salespeople. And it genuinely baffles me as to why. The main pushback I see as someone who helps businesses build sales teams is “collaboration and culture.”

How Salespeople Can Better Prioritize Using Purchase Intent Data

Smart Selling Tools

In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. This week I interview John Steinert , CMO of TechTarget.

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How to Find and Cultivate Prospects That Fit Your Business

Anthony Cole Training

Today, our customers are bombarded with sales, marketing, and advertising pitches from companies all hoping to win their business. They’re overwhelmed, or, in most cases, they simply tune us out.

Why Emotional Endorsement Must be Key in Your Sales Process

Jeff Shore

By Ryan Taft. Imagine you’re single and that we’re friends. We’re having a cup of coffee together when I say: “So, I hope this is okay…I met someone who kinda made me think of you. I mean I know you’re sort of looking for a relationship and I’m thinking this might possibly work.

10 Sales Leaders Share their Strategies for Writing Winning Proposals

PandaDoc interviewed 10 CROs and Sales leaders from companies like G2 Crowd, Sales Hacker, and Zendesk about their strategies for winning sales proposals. This eBook contains their insights and actionable takeaways that will give your team a leg up on the competition.

How Toastmasters almost ruined my presentation

Performance Sales and Training

This may offend some Toastmasters out there, but Toastmasters almost ruined my presentation. And it could ruin yours too. Now before you send the Grand Toastmaster after me, hear me out. I was a card-carrying member of Toastmasters for over a year and value much of that experience.

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How to Get Sales and Customer Service Teams Working Together

Base CRM

The customer experience today is more relational and less transactional than ever before. This is a great thing for customers, and it’s a great thing for businesses that want to build long-term relationships with those customers. But this shift towards relationships and away from mere transactions has also revealed one of the fundamental problems in how we think about sales and customer service.

Is Technology Hurting Or Helping Our Ability To Sell And Drive Revenue?

Partners in Excellence

I was invited to participate in a roundtable on the topic, “Is technology hurting or helping our ability to sell and drive revenue?” ” It’s a fascinating topic, my response is an unequivocal YES!!!

Are You On Track for A Fruitful Year-End?

Smooth Sale

Attract the Right Job or Clientele: It’s never too late to pick up the pace or try a new strategy for a fruitful year-end. Spreading joy and goodwill increase our energy and motivation for doing more with only a few days left. My Story.

The Path to Journey Management

Speaker: Kerry Bodine and Lindsay Sykes

The practice of journey mapping has reached fever pitch. But your mapping efforts are only effective if the resulting maps help you drive organization change — and then measure the results of your efforts. Join Intouch Insight and Kerry Bodine, CX expert and co-author of Outside In: The Power of Putting Customers at the Center of Your Business, as she shares Bodine & Co.’s latest research on this topic.

Five tips for holding a productive sales team meeting


Most people find meetings to be a painful experience—and not without reason. Meetings often lack an agenda, purpose, or direction, and on top of that, they’re usually inconveniently scheduled and easily get off track. Salespeople typically detest meetings because they take time away from what they’d rather be doing: calling prospects, scheduling appointments, and closing deals.

5 Tricks That Will Magically Get Prospects Interested in You

Hubspot Sales

It's easy to sell to prospects who are already interested in your product. They've done some preliminary research and decided you're a potential solution. Now all you need to do is answer some questions, get in front of the right people, and make sure they opt for you over the competition.

A Brief Guide to Creating Courses in Allego


This blog is written by Eric Higgins, a member of Allego’s award-winning Customer Success team. . When it comes to designing curriculum-based courses, Allego offers several advantages over classroom instruction, including offline learning and a wide variety of content types.

Twenty Years of Sales Experience or One Year of Experience Twenty Times?

The Center for Sales Strategy

As we approach the end of another year, many people are planning for 2019. Today, I'm challenging you to consider how you are going to change the way you are doing business to improve your sales performance. sales strategy sales process sales management sales performance using technology

How to Level Up Your Marketing Strategy with Video

Building brand awareness and acquiring customers is never easy, but how can you improve your marketing strategy with limited resources? Vidyard has you covered with their 3-in-1 guide on how to use video across your marketing efforts without breaking the bank.

The Glaring Disconnect in Providing a ‘Superior Client Experience’ in a Top 5 FinServ Institution


After preparing for a career in financial services, fresh out of college, I considered myself fortunate to land a position with one of the top five U.S. financial institutions in the industry.

Signs your top salesperson is about to fall behind


The sales slump is a dangerous place to be. It can happen to everyone, from a first-time sales rep all the way to a veteran enterprise salesperson. It is especially worrisome when the team’s top […]. The post Signs your top salesperson is about to fall behind appeared first on RingDNA Inside Sales Software & Enterprise Telephony for Salesforce. Inside Sales Sales Best Practices Sales Coaching B2B sales Inside sales compensation reports sales coaching sales performance

A Fresh Perspective from the Trenches

Braveheart Sales

I had the pleasure recently to meet Leah Zissimopulos of Crime Prevention, a security company in Florida. Leah is new to selling in the security industry and brings an interesting and fresh perspective. Here’s an article she wrote that I thought many would benefit from reading.

How to Set a Compensation Plan for SDRs


Formulating a compensation plan for SDRs is one of the most important tasks sales VPs perform, one which will play a major role in SDR recruitment and retention. It also impacts your SDRs’ motivation, and how they spend their time on a day-to-day basis. What behaviors do you want most to incentivize?

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 B2B Marketer’s Guide to Social Media Holidays


If you’re a regular social media user, you’re likely familiar with social media holidays—but just in case, we’ll give you a quick overview.

Can You Afford a Bad Sales Hire? Read This Now

Sales Readiness Group

If you're a football fan, you're no doubt familiar with the woeful tale of Johnny Manziel’s brief professional football career. Manziel was a star college quarterback who won the Heisman trophy as a freshman in 2012.

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Anxious about that presentation? Reframe it as excitement

Selling Essentials RapidLearning Center

“There are only two types of speakers in the world: 1) the nervous, and 2) liars.” ” That’s what Mark Twain said about stage fright, and he should know.

Cold Calling From Your Prospect’s Perspective

Funnel Clarity

Have you ever found yourself sitting at your desk with absolutely nothing to do, praying you would receive a random call from a sales person you don’t know? I’m willing to bet the chances are almost zero.

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

Collaboration Can Improve Your Sales Results

Janek Performance Group

5 Exceptional Sales Coaching Tools for Sales Leaders

criteria for success

As a sales coach, you lead the pack. Historically, coaching yields incredible results. According to the International Coach Federation, the average company can expect a return of 7 times their initial investment in coaching.

Post-Sale Strategies to Keep Your Business Running Strong

Selling Energy

Winning the sale is only half of the battle. The next steps you take determine the future success of your business. Here are some post-sale strategies that will keep your business running strong: sales success