Thu.Jun 20, 2019

Who’s Coaching the Coaches on Coaching?

Steven Rosen

Coaching the Coaches The question of the day is, who’s coaching the coaches on coaching? The reality is, there is no one coaching the coaches. That’s right. Second line sales managers (SLM) don’t coach their FLMs on their coaching.

Marketing Is Not What You Think It Is

The Sales Heretic

Many people believe that marketing and advertising are the same thing. Or if not, that marketing consists of the promotion you do to drive sales. But the reality is very different. Marketing is everything you and your business do that can potentially impact sales. And that’s an awful lot.

Five Data Points To Sales Success

The Pipeline

By Tibor Shanto. There is a lot of talk in sales about numbers, metrics , KPIs, and many ways to assess success and progress.

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Want to Increase Selling Time? Harness the Power of AI-Driven Tools

Sales Benchmark Index

Is your sales team spending too much time doing other things besides selling? Do you feel like you can’t ever focus on strategic objectives because you are too weighed down by a constant stream of ad hoc data requests?

Tools 194

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.

Trust and the Rise of the Transparent Seller

Sales and Marketing Management

Author: Todd Caponi Every year, Gallup publishes a study focused on the most and least trusted professions. Like clockwork, this year’s results show sales once again in two of the bottom three positions, only trusted more than members of congress.

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More Trending

Does Making Excuses retain Your Clients Long Term?

Babette Ten Haken

When you continuously are making excuses for poor product quality and performance or sub-par service and maintenance, how invested are you in client success?

SME 98

3 Coaching Tips to Help Reps Overcome Sales Objections

Allego

If you were a movie producer, would you ever say this to your actors? Don’t bother coming to rehearsals. Just be poised and confident in front of the camera. Oh, and be ready to improvise in case the other actors see an opportunity to take the scene in a different direction.”. Probably not.

How to Avoid Being a Slimy Salesperson

Anthony Iannarino

I recently had a client describe me as non-slimy. Those were the words he used to describe our interaction. For this to mean anything worth exploring, you would have to believe that there is a way to be slimy in sales. Naturally, I asked for clarification. Give Up Straight Pitching.

B2C 94

Expert advice: Where should you start your sales career?

Nutshell

Don’t be discouraged if you’re not a “born salesperson.”. Anyone can learn the skills they need to be successful in sales, provided you start with the right foundation. But picking the right place to start your career can be difficult.

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.

“When Do You Need A Response?”

Partners in Excellence

We live in a FOMO, interrupt driven world. We are distracted by the Adrenalin rush of being busy, forgetting that we aren’t accomplishing the things we had intended to accomplish. One of the most devastating things to our goal attainment is our mistaken view of what it means to be “customer responsive.” ” Recently, I was watching a sales team work.

How to Improve Customer Support in Your IT Business

Pipeliner

As a business owner, it’s only natural that you will want to provide excellent customer service to whoever uses your products and services.

How to Attract and Retain Top Sales Talent

Xactly

It takes nearly three times a sales rep's salary to replace them. Here is how leading companies attract and retain top sales talent with sales compensation. Benchmarking Sales Performance Management

How to Stop Asking What’s Keeping You Up at Night

Anthony Iannarino

One of the ways salespeople were taught to uncover a compelling reason for their dream client to change or the source of their dissatisfaction, was by asking the single question, “‘What’s keeping you up at night?”

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.

3 Ways Your Sales Team Can Work With Your Content Team To Increase Conversions

Sandler Training

Many organizations underestimate the power of content when it comes to boosting sales conversions. With the right content metrics in place, your sales team will be better prepared to tackle – and close – a lead successfully. Read Time: 5 Minutes. Management & Leadership

Why Aren’t Your Key Accounts Growing?

Alice Heiman

How much money are you leaving on the table every year with existing customers that should be growing but aren’t? Do you know the revenue potential of your top 10 clients? If you don’t, you could be leaving millions of dollars on the table, because you don’t know it’s there or you have no plan to go get it. . Looking for business in existing accounts is something many sales leaders assume their salespeople or account teams are doing.

The Importance of Mentorship in Sales

Chorus.ai

You can’t always give your people a raise. And you can’t always give them the title they asked for. But through mentorship you can give them a path to those things. A mentor picks up where a manager leaves off.

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What is Working in Sales Really Like? Expectations vs. Reality

BrainShark

Working in sales can be very rewarding if you come in with the right expectations. Brainshark’s Alex Roy shares 5 realities of life as a sales rep

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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.

Coaching Maturity Model: How to Take Your Coaching Culture from Good to Great

Sales Hacker

If you sell it, you should know it, right? Well, in a previous life, I spent six years selling to, and thereby studying, Sales Operations. And following this rule of thumb I went DEEP on my target persona.

Sales Leadership Is About Human Leadership!

Partners in Excellence

There are thousands of books and articles about selling and how to be a great sales leader–either individually as a sales person or organizationally.

22 Live Streaming Statistics for B2B Marketers

Zoominfo

Live streaming, or the transmission of live video, has taken the world by storm. Whether it’s a friend live streaming their workout routine or a celebrity answering fan questions, the personal nature of live video is innately appealing.live.

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5 Road-Tested Strategies to Fill Your Sales Pipeline (and Even Re-plumb it)

Nimble - Sales

It’s not just consumers that want a personalized customer experience when they interact with a brand, online or offline. Today’s businesses also want that same experience; where the brand knows and suggests things that they personally need or want.

Sales Training Playbook by Lessonl

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

InsideSales.com Names Chris Harrington Chief Executive Officer

InsideSales.com

InsideSales.com Names Chris Harrington Chief Executive Officer Former COO and SaaS Leader to Drive Next Phase of Growth for Sales Technology Innovator Silicon Slopes, Utah – June 20, 2019 – InsideSales.com, the only AI Sales Platform powered by Collective Intelligence, today announced Chris Harrington has been appointed chief executive officer, effective immediately. Previously COO of […].

How Spendesk designed an innovative revenue pod structure to build more pipeline and better serve their customers: Part 2 of our conversation with Nicolas Marchais

Predictable Revenue

Find out why, and how Spendesk evolved from having full stack sales reps to their current revenue pod structure. Each pod is a self-contained prospecting, sales, and onboarding unit.

How Guru Uses Guru for Revenue Operations

Guru

Most sales organizations have sales operations teams working behind the scenes, removing barriers to make the sales team more productive. But when a company subscribes to a revenue team model, as Guru does (read more about that here ), a sales operations team alone won’t cut it.

Can You Spot What is Wrong With This Cold Call Opening?

Smart Calling

Art shares a cold calling opening suggestion he found in a post online. As is, it would likely get a user rejected. Can you spot what is wrong? You’ll hear what it is, AND what could have been added to make it effective.

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.

Kajabi vs Thinkific: What Course Platform Should You Use?

Sell Courses Online

The post Kajabi vs Thinkific: What Course Platform Should You Use? appeared first on Sell Courses Online. If you are looking for a platform to build your online course or membership site, there are some promising ones to choose from.

10 Things the Best Salespeople NEVER Do: The Un-Checklist

The Center for Sales Strategy

EDITOR’S NOTE: This post is by the late Steve Marx , and was written and published in 2015. To keep it current, we’ve updated the content to be relevant, but preserved the knowledge that Steve shared. There are countless lists of what the most successful salespeople actually do.

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4 Types of Customer Data to Enhance Your Marketing Campaigns

Connext Digital

In today’s digital age, it seems that the world never sleeps. As such, massive amounts of data are collected every minute of every day. In fact, more than 2.5 quintillion bytes of data are created each day, and that number will only grow bigger.