Tue.Oct 20, 2020

Are You Really Differentiated?

Partners in Excellence

We all know the importance of differentiation. If we aren’t differentiated from the alternatives, how does the customer choose? If we can’t create differentiation, price becomes the differentiator. Years ago, the primary differentiator seemed to be our products/solutions.

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Prospecting Is Not Selling

The Pipeline

By Tibor Shanto. You know just because you can throw a football does not mean you can tackle the opponent’s linebacker. Sure both the lineman and quarterbacks are on the same team, with two completely different skill sets.

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The Keys to Fourth Quarter Sales Success in 2020

Understanding the Sales Force

You're probably going to hate this article! I'm going to show you that much of what is transpiring with the Pandemic could be having a greater impact than you realize relative to the future state of your business and you might not like what I have to say.

12 Ridiculously Persuasive Words Salespeople Thrive On

Hubspot Sales

Using persuasive language is central to consistently carrying out successful sales efforts. Approaching prospects with some bumbling, inarticulate, lazy, passive jumble of words can stifle any sales pitch — regardless of the product or service behind it.

How to Drive Revenue Through Retention Marketing & Sales Enablement

Speaker: Ruth Stevens, President of eMarketing Strategy

In a pandemic, it’s more important than ever to focus on retaining and expanding current customers. So, how can sales and marketing support the retention effort? Join Ruth Stevens as she dives into this fast-paced session and reviews the 7 key strategies for current customer marketing, to enable sales and expand customer value.

Talk Tracks to Speed Up the Sales Process

The Center for Sales Strategy

Salespeople in different industries encounter different questions and objections, right? Wrong. Your products and services may affect the minor details of objections, but Google the phrase ‘most common sales objections’ and you’ll find most sellers face the same objections from their leads.

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How Sleep and Positivity Power Your Sales Team

Hubspot Sales

If you’ve worked in sales, you know that your performance is based on a single premise: you have to want to sell. Prospecting effectively, rebounding quickly from rejection, and dealing with difficult customers won’t happen if your heart’s not in it.

Racing Executives Discuss Motorsport Business and eSports.

Closer's Coffee

In this Closer’s Episode, we connect with the executive team from Dawson Racing Inc. to discuss the motorsport business. The Dawson team highlights their 60 years of racing championship pedigree, their world renowned partnerships and the future of esports racing.

Sales Excellence: How to Identify & Reward Your Exceptional Reps

Hubspot Sales

Legendary football coach Vince Lombardi was an absolute goldmine for awesome quotes — one of the best ones being, "We didn't lose the game; we just ran out of time.". That one is absolutely killer.

PODCAST 132: The Internal Game: Coaching Your Way to Success in Sales with John Mark Shaw

Sales Hacker

Today we are interviewing an executive and life coach, somebody who has personally helped change my mindset. Although some of his ideas are unconventional in the way they’re articulated, I’ve seen really meaningful results from them. I’m talking about John Mark Shaw.

The Best Sales Forecasting Models for Weathering Your Goals

Every sales forecasting model has a different strength and predictability method. It’s recommended to test out which one is best for your team. This way, you’ll be able to further enhance – and optimize – your newly-developed pipeline. Your future sales forecast? Sunny skies (and success) are just ahead!

Join Us Wednesday, October 28th – 3 Steps to Start the Conversation and Close the Sale


In the age of social distancing and economic uncertainty, time with a prospect is more precious resource than ever. Are you making the most of these important opportunities by starting the conversation on the right track?

Ready, Set, Hire Your Next Sales Development Superstar!


by Danielle Benavides It’s always important to evaluate your team’s onboarding and gaining feedback on what went great and what could be improved. As a Sales Development Manager, we have the opportunity to do just that!

Medical Device Companies Are All About The Tech…

Mobile Locker

Medical device companies: Find out how you can use sales enablement to MAX OUT your sales results and protect your business. The post Medical Device Companies Are All About The Tech… appeared first on Mobile Locker. Healthcare Sales Enablement

Are Businesses Releasing More or Less Products in 2020? Depends on Size.


Any way you toss the numbers, it’s shocking: Companies have launched more new products so far in 2020 than in each of the prior two years. Through just September 2020, companies have rolled out 7% more products than in 2019 and 19% more than in 2018.

Want to Crush Your Competition? Read How to Build an AI-Powered Selling Roadmap

“If sales reps have the right AI tools and adoption, we see sellers easily closing 3 times as many sales each month.” Hear from 5 experts on steps you can take to reduce non-selling time and use conversational & sentiment analysis to transform how you sell.

9 Ways to Solve Your Technology User Adoption Problem


Change is hard. And we’ve had to change more this year than we have since … ever? Working and attending school from home has made the 2020 learning curve bend straight up.

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Leading Your Team to Success: 3 Key Competencies of a Sales Manager

criteria for success

What makes an effective sales manager? Acting as sales manager can be a difficult job because you wear two bulls-eyes: one on your front and one on your back. Your senior management is pushing for results, numbers, revenue, and profit. Your sales people are looking to you for guidance.

Why Performance Measures Don’t Guarantee Performance (Part 2)

Nyden on Negotiation

There are two reasons why performance measures don’t guarantee performance. In this article, I address the second reason performance measures don’t guarantee performance. Click here to read the first article discussing the first reason. In the next article, I will offer a solution.

Establishing A Unified Sales Process at Philips Healthcare


The Revenue Leader's Guide to Prospecting

Speaker: Christopher Ryan, Founder and CEO of Fusion Marketing Partners

Sales & Marketing departments that work together guarantee higher acquisition, better nurturing, and more effective sales. Join Christopher Ryan for this insightful webinar, presenting the wide funnel lead nurturing model. Don't miss out on this opportunity to get your teams working together and your revenue performance optimized.

Sales Development Manager Training November 10th, 2020


Sales Development Management Training – Now Virtual! Two, 3-hour Sessions on Zoom. Currently a Sales Development Manager/Director? Team Lead or SDR who wants to move to management? Get the solid foundation you need to run a high-performance Sales Dev program.

Why You Need To Measure Seller Behaviour Change


Charles Darwin said it’s not the strongest or smartest species that survives, but rather the species that’s the most adaptable to change. Chuck might as well have been talking about sales enablement. Sales reps’ tactics often need to change to meet the required revenue goals set by leadership.

How to Interview a Sales Candidate

Sales Manager Now

Here you are again. You have a sales opening to fill and you need to know how to interview a sales candidate. So, what is your interviewing process? Are you trying to get better at it? Have you actively done… The post How to Interview a Sales Candidate appeared first on Sales Manager Now.

Empowering Your Sales Team With AI- How Online Payday Loans Edmonton Can Help


Sales are the lifeline for any business, no matter what you size, scale, or domain is. But as the business landscape gets more competitive, achieving sales targets becomes more challenging than ever for organizations.

7 Keys to Creating Massive Value in Your Sales Meetings

Speaker: Marc Wayshak, Sales Strategist, Best-Selling Author & Founder, Sales Insights Lab

Engaging prospects in a strong two-way dialogue is something most reps struggle with. In this session with Marc Wayshak, you’ll discover a data-driven approach to sales meetings that yields significantly better results. Specifically, you’ll learn how to: • Engage prospects with authority • Keep your prospects’ attention • Achieve buy-in during sales conversations • Get prospects talking about their key challenges, • Gain a strong commitment before presenting your offer. In short, you’ll discover how to implement a process that helps you close more deals than ever before.

7 Best Practices for Acing Virtual Presentations

Selling Energy

As sales professionals intent on prevailing during COVID-19, we’re called upon to give online presentations and webinars or have video conversations. Here are seven tips to help you present virtually like a pro: sales sales success Sales Presentations recession selling

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Effective Lead Management Through CRM


As there are many, many books on sales management, so there are endless publications, articles, and blogs on the subject of lead generation.

How KF Sell benefits reps, managers, and leaders

Miller Heiman Group

At a time when sellers have immense pressure to close deals with limited time to engage customers, sales technology is an invaluable tool to give organizations clarity regarding what they need to do to be successful.

Best Practices for Managing International Employees Remotely

Nimble - Sales

Difficulties associated with the COVID-19 pandemic meant that many people began working from home for the first time. Many got so used to the option that they’re ready to accept offers from their companies to continue working that way for the foreseeable future.

[On-Demand Webinar] The State of Customer Education: Trends and Benchmarks Report

Speaker: Sandi Lin & Linda Schwaber-Cohen

In this webinar, Skilljar CEO Sandi Lin shared learnings from Skilljar's recent study and her insights on the state of Customer Education. She dug into key findings so you can benchmark against industry trends and understand how your strategy and metrics compare.

How to Find the Right Sales Compensation Plan for Your Sales Team


Often, candidates for top jobs are pressed to convince their would-be employer of how “passionate” they are about the position. A great sales team has to be built from people who can prove their passion, ambition, and drive, but a great sales team also has to feel that they’re getting paid according to their value. Having an attractive sales compensation plan is essential not only when adding sales talent to your team but also when retaining your top performers and fortifying your bottom line.

Using GridBuddy Cloud to Maximise CRM ROI


There’s a common misconception within many businesses today: that faster is always better. But occasionally it’s healthy to stop and evaluate what your organization is doing to meet its business objectives.

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SDR Cheat Sheet: Google Edition

Sales Hacker

Hint: click the blue text for a deeper dive on the topic. . ?. The post SDR Cheat Sheet: Google Edition appeared first on Sales Hacker. Sales Development Infographics