Sun.May 12, 2019

Monday Motivation Video: Are You Giving Referrals?

The Sales Hunter

I bet you love getting referrals, but do you love just as much giving them? The next time you get a call for a job that just doesn’t quite fit you and your area of expertise, refer them to someone you know that does. By doing so, you’re helping others but also getting yourself excited.

What CRO’s Need to Ask to Land the Next Big Job

Sales Benchmark Index

You’ve led successful enterprise sales teams. Navigated through troubled waters to grow revenue and margin. Now, you’re looking for an even bigger challenge. As an experienced CRO, you now have your opportunity. You’ve been through an extensive vetting process.

Margin 162

Transparent Negotiations: The Counterintuitive Way to Negotiate More Valuable and Predictable Deals

Sales and Marketing Management

Master List of 15 Sales Tactics: Words and Phrases That Win Deals

Google sales tactics and you’ll get plenty of articles with solid offerings. Ask about pain points. Listen to your customer. Solve problems. Generate referrals.”. Yes to all those things. And a massive YES to specific sales tactics backed by data. Like the o nes from

Buyer 99

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.

Is your differentiation based on features or outcomes?


It’s a fundamental principle of value-based selling that whenever a prospective customer is unable to establish any meaningful difference between the options open to them, they are likely to choose what they perceive to be the cheapest or safest option. Sales Methodology

More Trending

Do We Know How To Do “Needs Discovery/Analysis?”

Partners in Excellence

My good friend, Brian MacIver , reminded me of the struggle sales people have in doing “Needs Analysis.” ” I suspect there are a lot of reasons. Much is simply the fact that “we” typically get involved in the customer buying process very late. Most data is now showing customers may be 70% or more through their buying process before they first involve sales.

What is the True Meaning of Leadership?


Building a Strong Culture. Garry Ridge is the CEO and a board member at WD-40, a company that is recognized not only for its name but for having a remarkable culture. In this interview, Garry talks about how when you are a leader it’s not about you. It’s about the people you lead.

CRM 55

Weekly Recap, May 12, 2019

Selling Energy

Here are our favorite sales-enhancing tips from this week's Selling Energy Blogs. sales tips