Wed.Aug 21, 2019

10 Sales Comp Best Practices to Improve Your Incentive Plan

Xactly

Your sales incentive plan drives rep behaviors. Use these sales compensation best practices to improve planning, quota attainment, and sales performance. Benchmarking Incentive Compensation Sales Planning

Critical Thinking: What It Is & Why It Matters in Sales

Connect2Sell

The dictionary definition of Critical Thinking is “ the objective analysis and evaluation of an issue in order to form a judgment.”. sales people sales development critical thinking

The What You Do Story is Key to Retaining Clients

Babette Ten Haken

Developing a What You Do Story is critical to serving and retaining internal and external clients. When you connect the story of what you “do,” inside the organization, to what everyone else “does,” something interesting happens. First, you start to better serve one another.

SME 105

Persuasive Words and Phrases: the Good, the Bad, and the Silent

Sales Hacker

The right words have the power to overcome most of the objections faced by every salesperson , and the best salespeople know the words that sell. They also know which words work against them… and which moments call for no words at all.

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.

How Twilio nailed a billion-dollar niche by walking in its customers' shoes

Close.io

Twilio is a “cloud communications platform as a service” company based in San Francisco valued in billions. Founded in 2008, Twilio reached $100 million in annual revenue in 2014 and $600-plus million in 2018.

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Content Marketing: The Unsung Hero of Sales Enablement

Zoominfo

There’s no denying it — sales and marketing teams don’t always work well together. The two departments may see eye-to-eye and share unified goals, but it’s less common for sales to proactively help marketing perform better, or vice versa.

A Guide to a Sales Internship

Funnel Clarity

Walking through the doors on the first day of any internship is nerve-wracking, no matter your level of confidence. Take it from me; I interned with Funnel Clarity this Summer, and even though it was an amazing experience, I was hesitant at first.

Success: Your Scoreboard Always Tells You the Full Truth

Anthony Iannarino

The score you see written on the scoreboard is always accurate. It will never protect your feelings, nor does it have the power to change the score it presents to you. Your scoreboard only tells you the full truth. About Your Theories and Beliefs.

Superpowers Every Sales Team Needs!

Alice Heiman

The Buyers Journey is Complicated . It’s more complex than ever to close a deal with a large company. There is a minimum of 6.8 buyers involved. Buyers have to validate, collaborate and come to a consensus before a decision is made. .

Buyer 80

Sales Training Playbook by Lessonl

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

Drive More Sales by Stepping Out from Under the “Streetlight Effect”

Richardson

There is an old joke with a modern insight: A police officer finds a man on his hands and knees on the sidewalk under a streetlight. The officer asks the man what he is doing. The man explains that he is looking for his keys. The officer then asks where the man last saw his keys.

Move the Deal Episode 9: What CROs Need to Know about Sales Transformation with Hexagon’s Steve King

Miller Heiman Group

In the latest episode of Move the Deal , host Greg Moore talks with Hexagon’s Chief Revenue Officer Steve King.

How Many Follow-Ups Does It Really Take?

SalesProInsider

How Many Follow-Ups Does It Really Take? At the risk of aging myself, there used to be a commercial for Tootsie Pop suckers in which a young child asks the wise owl, “How many licks does it to take to get to the center of a Tootsie Pop?”.

10 Tips for Creating a Stellar LinkedIn Profile

Selling Energy

Unlike Facebook and Twitter, which can be a chaotic blend of personal and business content, LinkedIn is the perfect social media channel for business professionals. sales tips LinkedIn

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 Unexpected Quality Your Next Sales Enablement Leader Needs

BrainShark

Sales leaders today should demand a head of enablement who has the respect, gravitas, and stature to disagree with them, writes Dave Lichtman

Sales Enablement Strategy: Programs, Tactics, and Other Tips

Allbound

Sales Enablement Strategy: Programs, Tactics, and Other Tips. According to TOPO Sales Enablement is defined as “the process of providing the sales organization with the information, content, and tools that help salespeople sell more effectively.”

How to outrun the coming avalanche in the sales training landscape

Membrain

I love to ski. It’s one of my top “flow” activities, and I especially love the alps, which has some of the best ski slopes in the world. But as any skier knows, it’s a sport with some very specific risks. One of the most dangerous things that can happen, is to get caught in an avalanche.

How To Build Your Partner Marketing Library From Scratch

Allbound

Your partners can sell only what they know, right? That’s why a robust partner marketing library is an essential component of every great channel program. It’s where you can share the assets and educational resources that make it easier for your channel partners to sell more of your product faster.

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.

Social Media Ethics, And Yes, You Can be Fined by the FTC

Sales Lead Management Association

Joe Barnes walks into businesses, for profits and non-profits, and asks: “What’s your social media policy?” The usual response is: We don’t have one, or “Go talk to marketing about that.”. Social Media

The Best Ted Talks for Handling Sales Objections

criteria for success

Are you looking for the best Ted Talks for handling sales objections? You're in the right place! As a sales professional, sales objections are just part of the job. Sometimes, we need a little more inspiration than what we can get from a list of common objections and responses.

Our Best Sales Kickoff Resources

Force Management: The Command Center

It is never to early to start thinking about your sales kickoff. Having a specific plan to align the event with the overall company growth goals and objectives for the year is critical to not only the event's success, but will help drive results after the kickoff.

“The Right Commission Plan Will Fix Everything….”

Partners in Excellence

It’s that time of year. Many senior sales execs are starting their planning for next fiscal year. Inevitably, the commission plan becomes part of the discussion. “Dave, if only we get the right commission plan, we will fix all our performance problems! Can you help?” ” Of course I can help, but I always ask, “What makes you think it’s the compensation plan that’s standing in the way of sales performance?”

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!

Podcast: Sales Futurist Roundtable – An Abundance of Managers and Too Few Leaders

Keith Rosen

SALES LEADERSHIP was named the Top Sales and Leadership Book of 2018 by Amazon.com and Top Sales World! You can buy someone’s physical presence, but you cannot buy loyalty, enthusiasm, coachability, accountability, passion, or commitment. These you must earn, learn, and develop, starting with trust.

5 Great Tips on Quality Link Building for SEO in 2019

Nimble - Sales

Link building is the heart and soul of digital marketing success. It is simply the process of getting other websites to link back to your website. This helps improve the status of your website or business in search engine results.

Becoming a Master Networker – The Fundamentals

Adaptive Business Services

Now that we have discussed some of the qualities that will help you to become a master networker, what about some actions? What will it take to become successful in any networking activity? . Let’s focus on some fundamentals … You don’t have to be a mad extrovert to be a successful networker – I am largely introverted. I can appear to be extroverted when needed, but only to a limited degree and not in every situation.

10 Ways To Achieve Your Top Sales Priorities

Pipeliner

RaiN Group recently surveyed 423 sales and enablement leaders and discovered their top 10 sales priorities for the year ahead. Rain Groups results from the survey: The post 10 Ways To Achieve Your Top Sales Priorities appeared first on SalesPOP! Motivating Sales Teams

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.

Artificial Intelligence: Increasing the Human Touch in Sales

SalesLoft

Artificial Intelligence (AI) is the unquestionable technological advancement of our era. Many believe that AI will replace humans to expedite transactional exchanges.

Buyer 72

The Power of Narrative and Storytelling in Sales

Janek Performance Group

Storytelling and sales have always gone hand in hand. Science and art agree on this point: employing narrative is more persuasive and engaging than a mere listing of objective statements. But how does it work? And how do we tell a tale that speaks to our clients?

CPSA And Renbor Sales Solutions Inc. Announce Accredited Partnership

The Pipeline

TORONTO, Canada (August 15, 2019) – The Canadian Professional Sales Association (CPSA) and Renbor Sales Solutions today announced a new accredited partnership. Graduates of Renbor Sales Solutions’ Proactive Prospecting program will now earn credit toward CPSA’s professional sales designations.