Wed.Feb 13, 2019

How I Made the Mental Shift with Social Selling

John Barrows

As a GenXer, when Social Selling hit the sales scene I thought it was a joke and yet another thing I was supposed to do to be successful in sales. Fantastic, add it to the list. The whole idea of tweeting and posting sounded and felt ridiculous to me.

What’s Your Channel Partner Love Language?


We all have different ways of expressing and receiving love. In his book The Five Love Languages , author Gary Chapman created the concept of love languages, which are the primary ways that we both give and receive love.

The Data Will Bring Us Together: Relationship Therapy with Sales and Marketing

DiscoverOrg Sales

The process of sales and marketing alignment is so fraught with assumptions, misunderstandings, and disagreement that we think both departments need a relationship therapy session! Marketing has certain data needs. Sales has others.

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5 Commonly Overlooked Sales Tools

Anthony Cole Training

In a business world filled with an abundance of technologically advanced CRM tools, there are 5 tools that salespeople must use and sales managers must implement throughout their day-to-day activities and agendas, in order to be successful.

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The Showpad Sales Transformation Maturity Model

The Showpad Sales Transformation Maturity Model helps organizations understand where they are today in terms of meeting buyer expectations — and how key teams can drive transformation that impacts the bottom-line. Download the free eBook for a pragmatic approach to growing sales maturity.

How to Be a Memorable Salesperson Part 5: Create Value


Being memorable matters! You work far too hard and put in way too many hours to be easily forgotten. You don’t want to be part of the ho-hum background noise in other peoples’ days. You’re better than that. You have more to offer than that.

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More Trending

How to improve sales education with technology


According to the Sales Education Foundation, on average, graduates of academic sales programs ramp up 50% faster than their peers without a sales-specific educational background, and experience 30% less turnover.

Develop Empathy With Your Prospects & Watch the Deals Roll in


Empathy (noun) – the ability to understand and share the feelings of another. Empathy helps a seller put themselves into their prospect’s shoes, fostering a relationship of mutual understanding and respect for each other’s needs. Think about it — when do sales occur?

9 Ways to Show Your Clients Love

Alice Heiman

We appreciate our customers and we all know it is important to thank them. Yet, do we do it in the best way and at the best time? . Asking clients about their level of satisfaction and thanking them for their business should be part of our routine. I believe in thanking people throughout the year in different ways. This also gives me an opportunity to ask them for a referral. . When Do You Send Gifts of Thanks? .

Use Your Heart to Increase Your Sales

Shari Levitin

I love watching the Super Bowl, and I love a good tailgate party. But to excel in sales, or any worthwhile endeavor, you need to play the game, get dirty, fall down, and get back up again! Learn how. The post Use Your Heart to Increase Your Sales appeared first on SHARI LEVITIN.

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Humans and Bots: How to blend human skills and AI to build customer intimacy and drive growth

Join Genesys for this webinar to learn how leading companies are using blended AI to drive customer intimacy and revenue growth.

How to be Human in Sales. Bots haven’t taken over yet!

Igniting Sales Transformation

In this interview, I talked with Amy Volas , Founder and CEO of Avenue Talent Partners about why relationships STILL MATTER in selling, and frankly, in life. I’m known for saying – okay, harping about – that technology only ENABLES process.

Better Business Acumen in Just a Few Minutes Per Day (VIDEO)

The Center for Sales Strategy

We always talk to our salespeople about having better business acumen, and we teach them to speak like a business owner. This gives sellers leverage and credibility when talking with prospects and customers.

5 Keys to a Sales Proposal that Closes Deals (You need to know NOW!)

Marc Wayshak

Bring your sales proposal to the next level: Watch this video of the 5 keys to a sales proposal that closes deals. You’ll walk away with the know-how to write rockstar sales proposals for any prospect. The post 5 Keys to a Sales Proposal that Closes Deals (You need to know NOW!)

Building A Richer, More Interactive Guru App With Slack's Block Kit


At Guru, Slack has been a core part of delivering on our mission to bring you the knowledge you need to do your job. As companies continue to rely on Slack for real-time collaboration and communication, it’s critical that Guru continue to live in Slack as well.

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

Reviving the Value of Association Chapter Member Experience

Babette Ten Haken

A valuable association chapter member experience is the lifeblood of an association chapter. Yet, like their business counterparts, state chapters of national associations can struggle to retain an actively engaged and growing membership.

Words, Walls, Wins

Anne Miller

For readers who appreciate the underlying sales and presentation “Words Matter” theme of this blog, it is impossible not to note the power of language in today’s news.

The Top Mistakes to Avoid in Strategic Account Management in Consolidated Markets

Miller Heiman Group

When managing top-tier accounts in consolidated markets, it’s critical to work strategically to close more deals. Unfortunately, in large markets controlled by a small number of companies, such as automobile manufacturing or medical devices, this can be riddled with challenges. Losing a strategic account represents a monumental loss and you may find yourself banging your head against a wall, asking where you went wrong or if you missed early warning signs.

How to Differentiate Your Solution from the Competition

Sales Readiness Group

In today’s crowded marketplace, it’s easy to forget how many choices your buyer has. Buyers have a difficult time differentiating your solution from the competition’s solution. What may be an obvious distinction to you may not be so apparent to the buyer.

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.

Setting Sales Up for Success to Meet Quota


See how you can improve quota attainment with these tips to set up sales for success. Incentive Compensation Sales Performance Management Sales Planning

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Onboarding sales reps: 6 tips for increasing new hire productivity and engagement


Even if your hiring process is bringing in the right talent, you can’t expect your new rock-star sales reps to succeed without an equally effective onboarding plan. Generally speaking, employee onboarding is the process of training a new team member and integrating them into your organization.

11 Ways You Can Influence Buyers to Connect With You

RAIN Group

This article was originally published on the Sales Enablement Society. Sellers often complain that it's impossible to get through to buyers. Gatekeepers are tough. Buyers are busy. Calls go to voicemail. Email goes to junk. The list goes on.

Selling Effectively to Condo Boards

Selling Energy

Students often ask me how to sell to condo boards. I’ve experienced things from both sides. I was on a condo board for four years in Philadelphia, and two of those years I served as president, so I know what it’s like to run a board of five or six people and hold a three-hour meeting each month.

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.

The four pillars of sales tool evaluation


According to a study by CSO Insights, sales organizations are using an average of 10 sales tech tools, with a plan to add another four in the next 12 months. Affectionately named the “sales stack,” […]. The post The four pillars of sales tool evaluation appeared first on RingDNA Inside Sales Software & Enterprise Telephony for Salesforce. Inside Sales Sales Best Practices Sales Enablement B2B marketing B2B sales Sales Productivity sales tools selling tools

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The True Cost of a Bad Sales Hire and How to Avoid It


Bad sales hires are expensive. But even highly experienced sales leaders may be surprised to learn just how expensive these bad hires can be. It’s not just that the company has sunk salary into a salesperson who hasn’t worked out for the business. There’s also a host of other expenses—recruitment costs, lost productivity, potentially lost business, and more. Given these stakes, avoiding bad hires is critical. But how much does a bad sales hire really cost?

Raising Your Game


Alan Stein Jr.: As a performance coach this interview looks at the benefits of a coach from a business perspective. Coaches are essential in an athletic context and should be from a business perspective as well.

Big Brothers Big Sisters of Massachusetts Bay and InsightSquared: Paving the Way for Data-Driven Social Service


Over here at InsightSquared , we love data. We love rolling up our sleeves and digging into the best ways to give sales and marketing teams the insights they need to thrive.

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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.

How to Shorten The Sales Cycle

Carew International

There is a universal quest among sales professionals of how to shorten the sales cycle. Afterall, the faster we close the sale, the faster we get paid and the sooner we can move on to other promising leads in our sales funnel. This can also be one of the most frustrating of goals because it is ultimately the customer who sets the pace of the sales cycle, with little recourse on our part for speeding their pace of decision making or purchase commitment.

Smart Apps Transform Data into Useful Intelligence

Cincom Smart Selling

Today, Sales will engage with a prospect by utilizing a script-driven interview. The response data the prospect supplies will guide … Continue reading "Smart Apps Transform Data into Useful Intelligence". The post Smart Apps Transform Data into Useful Intelligence appeared first on Cincom Blog.

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How Agile Selling Leads to Better Results

Selling Power

Despite all the technology tools and advances in selling, sales results still stink at most companies. Here’s why, and how the right approach to sales training can reverse this trend at your company. Sales and Marketing Sales Leadership