Thu.Mar 21, 2019

Look At Objections From A Different Direction

The Pipeline

By Tibor Shanto. I hate objections, and I bet you don’t wake up looking to be rejected first thing in the morning, and then have to work the rest of the day.

Just Email Me Something….

Mr. Inside Sales

What do you say when you get this objection while prospecting ? If you’re like many sales reps, you accept this stall and become a willing participant in the follow up drama that ensues. And you know how frustrating that is.

6 Do’s and Don’ts for More Effective Sales Coaching


The following is a post by Scott Van Almen, Life Sciences Sales Director at Allego. Scott is also CEO of Versatile Performance Solutions, and is a consultant and master facilitator in the medical device industry.

As a Product Leader, Are You Regularly Engaging the Sales Team in Product Ideation?

Sales Benchmark Index

A product leader at a recent client of mine expressed a frustration that most product leaders can relate to. His organization had recently invested heavily in developing a new product that targeted a growing segment of the company’s customer base.

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.

61 is the New 51

Grant Cardone

I just turned 61 years old. Here’s what America looked like back in 1958 when I was born: The average cost of a new house: $12,750. Average monthly rent: $92. Average yearly wage: $4,600. The world population was 2.9 billion. NASA was created that year.

ACT 137

More Trending

Changing The Questions

Partners in Excellence

We know questions are critical to our success as sales people. Sadly, we ask too few, choosing instead to pitch our products and solutions, hoping the customer has some interest in considering them, though we often don’t know why.

8 Successful Sales Pitch Examples and Why They Work

Sales Hacker

Creating a winning sales pitch has never been more challenging. In a recent report, sales expert Marc Wayshak found that only 24.3% of 400 surveyed sales reps exceeded quotas last year, and that 61% consider selling harder than it was five years ago.

Why The Future Of Selling Requires A Different Kind Of Seller, with Greg Moore, Episode #106


Subscribe to Selling With Social. Apple Podcasts | Stitcher | Google Play | Google Podcasts. Many who have been in the sales industry for years are beginning to experience what Greg Moore calls a “tectonic shift”: the future of selling looks very different than the past.

Google 104

6 Ways Inbound Lead Generation Provides ROI + 6 Key Metrics to Track

The Center for Sales Strategy

There’s no doubt—lead generation that is clear-cut, clean, and specific is ideal. When we picture lead generation working at peak performance, most of us envision the salesperson being handed a lead that is already pre-qualified and only a small step from closing. Smooth and easy!

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.

How to Increase ROI of Sales Incentive Compensation with Automation


Discover how automating incentive compensation management (ICM) can improve the ROI of sales compensation. Incentive Compensation Sales Performance Management

Three Key Discovery Questions

Anne Miller

Ask any three colleagues from work what color they prefer for a car and why and you will likely get three different answers. Even if they choose the same color, they will likely have a different reason for their color choice.

Understanding Buyer Behavior in Sales: What to Look For

criteria for success

Are you looking to understand buyer behavior in sales? Well, you're in the right place! Listen, we all want to crack the code of how to increase sales.

Buyer 77

Roundup: Top 3 Sales Videos of Q1

Shari Levitin

I, like most of you, struggle to define happiness….happy happy is a word we throw around a lot. The pursuit of happiness is etched into the American psyche right there next to liberty and even life. But what does happiness really mean, and more importantly, how do we achieve it?

Video 73

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.

A Different Approach to Commission

Engage Selling

Financial compensation doesn’t have to be the only approach to commission. There’s another, perhaps more valuable approach which can further motivate your sales team to produce results. It’s time. Think about it.

How to Equip Your Sales Team With the Right Content to Close Deals


The following is a guest post by Randy Frisch , CMO and Co-Founder at Uberflip. The average prospect needs to touch five pieces of your content before they’re ready to purchase, yet only 20 percent of sales reps share content during sales conversations.

Google 102

How To Create More Mentoring Experiences in the Sales World

Nimble - Sales

“Mentoring, paying it forward, and giving back to the community are all important things for us.” – Neal Schaffer Mentorship is a much-needed resource in the business world, especially in the realms of sales and social selling.

Empower 2019: What Support Leaders Are Most Excited About


Guru’s conference Empower will be here before we know it.

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.

Breaking a Sales Slump With Sports Psychology

Smart Calling

If you’ve been in sales for more than a few months, you likely have experienced this. If you’re new, you probably will. It’s a slump. When nothing seems to be going your way. The good news, is that it’s temporary, IF you apply the right thinking.

Do You Have a Big Deal Sales Process?


Most sellers don’t want to think about their sales process, let alone their ‘Big Deal’ sales process. Even tenured account executives believe that sales is more ‘Art’ than ‘Science’, comes naturally, and that every sales situation is unique. Let the sales leaders think about it, the sellers just want to sell. Sellers, wouldn’t the below benefits be helpful? Improved close ratios by following a successful template. Predictable sales results because you have a ‘System’ that produces results.

In Utah, Young Women Engineers Are Building the AI Tech of the Future

The post In Utah, Young Women Engineers Are Building the AI Tech of the Future appeared first on The Sales Insider. Do Good Foundation Do Good scholarship Women in Tech

4 ways to use your CRM to power your sales and marketing feedback loop

Base CRM

Aligning sales and marketing teams is a struggle for many companies. When departments aren’t aligned, it can trigger multiple problems. The sales department grows frustrated because they don’t have the necessary material (i.e., blog posts, white papers, eBooks) to make a sale. Therefore, marketing may become annoyed when sales doesn’t even use what they produce. The language adopted by marketing to communicate with customers is also often different from the jargon used by sales.

CRM 58

Sales Training Playbook by Lessonl

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

Take these 3 Actions to grow Workplace Engagement

Babette Ten Haken

How do you grow employee engagement when your workforce is small? Or, multi-generational, multi-disciplinary, located in multiple divisions and represents different levels of education? Chances are, your teams are comprised of employees with several, or all, of these traits.

9 Sales Dashboard Examples That'll Help You Set Up Your Own

Hubspot Sales

"The art of moving forward lies in understanding what to leave behind." This quote, from marketing guru Seth Godin, sums up the importance of good data in making better decisions. Failing is a natural part of life, what matters most -- especially for salespeople -- is how you move forward.

The tie that binds: how sales operations inspire process, success, and adoption in leading organizations

Predictable Revenue

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Jeffrey Serlin, Head of Global Sales Operations at Intercom. The post The tie that binds: how sales operations inspire process, success, and adoption in leading organizations appeared first on Predictable Revenue - The Outbound Success Company. We help companies grow faster with Outbound Sales.

Sales Velocity: What It Is & How to Measure It

Hubspot Sales

Have you been in an interview and asked your prospective employer which sales metrics they value most? That answer is probably, " Yes. What if I asked you if you’d ever questioned your interviewer about their sales velocity?

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.

Why Active Learning Works for Sales Teams


Active learning is a form of teaching that seeks involvement and engagement from the learner that goes beyond listening.

Deal Assessment Scorecard


It is always better to have less but more highly qualified opportunities in your pipeline than it is to have a lot of poorly qualified ones. Resources and focus are better served where you have a realistic chance of success.

How to Tackle Sales Team Turnover and Grow Your Business

Selling Energy

Sales team turnover is one of the biggest problems facing today’s businesses, especially in high-growth markets. Qualified sales professionals are scarce, and they demand top dollar.