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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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 whitepaper to learn how important conversational AI is to your CX strategy.

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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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?

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.

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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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? .

10 Sales Leaders Share their Strategies for Writing Winning Proposals

PandaDoc interviewed 10 CROs and Sales leaders from companies like G2 Crowd, Sales Hacker, and Zendesk about their strategies for winning sales proposals. This eBook contains their insights and actionable takeaways that will give your team a leg up on the competition.

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.

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.

List Segmentation: The Key to Email Marketing


No matter how many times we’re told email marketing is dead, the channel continues to be an effective way to generate revenue. In fact, studies show that email marketing has a 4400% return on investment ( source ). But, that’s only if you do it correctly.

The Path to Journey Management

Speaker: Kerry Bodine and Lindsay Sykes

The practice of journey mapping has reached fever pitch. But your mapping efforts are only effective if the resulting maps help you drive organization change — and then measure the results of your efforts. Join Intouch Insight and Kerry Bodine, CX expert and co-author of Outside In: The Power of Putting Customers at the Center of Your Business, as she shares Bodine & Co.’s latest research on this topic.

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.

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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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.

Unifying a Sales Team with a Sales PlayBook

criteria for success

Unsurprisingly, unifying a sales team that is disjointed can be a difficult task. We are talking completely dismantling a negative, corrosive culture and replacing it with something fresh and new. Things will have to change, including how you manage your team. So where do you start?

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How to Level Up Your Marketing Strategy with Video

Building brand awareness and acquiring customers is never easy, but how can you improve your marketing strategy with limited resources? Vidyard has you covered with their 3-in-1 guide on how to use video across your marketing efforts without breaking the bank.

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.

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.

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.

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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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.

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.

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.

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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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.

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

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

Making Yourself Customer Number One

Paul Cherry's Top Sales Techniques

It can be a challenge. Our companies will typically raise the bar — asking us to to do more, with LESS resources. We try to be people-pleasers, whether it’s: Our boss Our comapny Our customers But there is only one individual we need to please: The #1 customer we need to please is ourself. When you think about it, we are all entrepreneurs at heart. When our employers hit us with those KPIs and performance standards, it’s important to find ways to: Embrace them! Live them!