Fri.Aug 09, 2019

The Best Ways To Resolve Conflicts During A Negotiation

The Accidental Negotiator

When managing conflict, you’ll need to have some conflict resolution strategies. Image Credit: JD Hancock. Let’s face it: conflict happens in every negotiation.

10 Keys to Hiring Better Salespeople

Anthony Cole Training

Recruiting new sales talent is complicated and time consuming. Especially, when you're not prepared to fill a vacancy, don't have a pipeline of candidates or have an idea of what "better" means for your business.

Time Management: How Will You Use Your Day?

The Sales Hunter

We all say we have too much to do. Even my 84 year-old in-laws claim they’re too busy to get everything done in a day. I think the question is: do we have too much to do, or are we mismanaging our time?

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How AI Enhances Sales Intelligence

Sales and Marketing Management

Author: Anoop Bhatia 2.5 billion gigabytes of data is created daily. As a result, 90% of sales leaders cite information overload for missing quotas. So much so that 57% of sales representatives surveyed in 2018 missed their sales quotas the prior year, according to Forbes.

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 Power of Thinking BIG

Mr. Inside Sales

“Ask yourself this question: ‘How big can I dream?’”. Conrad Hilton. Ralph Waldo Emerson wrote, ‘The world is all gates, all opportunities, strings of tension waiting to be struck.’

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What Is Business Development? (And Why It’s Vital to Sales Success)

Sales Hacker

A few weeks ago, I had a conversation with the head of business development for a French logistics company. He was over the moon because in only 5 months he reached his goal of getting 10 qualified opportunities. And, even better, he managed to go beyond the target by closing a €350K deal.

Winning Deals: How to Make Nonlinearity Your Competitive Advantage

Anthony Iannarino

Despite our best efforts to see both the sales process and buyer’s journey as linear, reality provides a truth that is at odds with what might better serve us—and our clients.

Weekly Roundup: Helping Buyers Overcome Information Fatigue + More

The Center for Sales Strategy

- MOTIVATION -. OUR GREATEST WEAKNESS LIES IN GIVING UP. THE MOST CERTAIN WAY TO SUCCEED IS TO TRY JUST ONE MORE TIME". THOMAS EDISON. AROUND THE WEB -. > > Helping Buyers Overcome Information Fatigue — LinkedIn. Information overload is real. And for today’s B2B buyers, it’s a real problem.

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5 Quick Tips from My Best-Selling Audiobooks

Grant Cardone

Some people say you should never blow your own horn. I say, why have a horn if you can’t blow it? I’ve got several best-selling books , some of which have been at the top of the charts for literally over 7 years—and today I want to give you the most vital part of each of them.

Sales Training Playbook by Lessonl

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

How to Become a 1-to-1 Video Prospecting Pro

Sales Hacker

If you aren’t building sequences to provide your reps some structure in their outreach, you’re missing out. Sequences are workflows that use a series of touchpoints to connect with prospects.

What is Gamification?


Gamification is the implementation of games or activities to encourage certain behaviors through competition and fun. Simply put, gamification is the application of typical elements of game playing (e.g. point scoring, competition with others, rules of play) to other areas of activity.

Xactly C.A.R.E. Week: Who CAREs?


Xactly's second-annual C.A.R.E. Week was a huge success! Here's a recap of why our CARE values shape Xactly's culture and all the excitement from the week


The Advantage Of Non-Commissioned Sales People w/Mitch Little @Microchip

Learn the significant competitive advantage of having non-commissioned salespeople from Mitch Little of Microchip Technology. Read on to find out more.

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.

We Need Evangelists Again!


Today, salespeople have become increasingly detached from the products they sell and the companies they stand for. That is why they change jobs so frequently—an average of once every 2 years.

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Grab Your Glass of Water

Selling Energy

One of the questions that you probably ask yourself when you're trying to understand what it will take to get an organization to say "yes" is, “How do I know I’m talking to the real decision-maker?” There are lots of ways to ask that question; however, I think many of them are fraught with peril.

Perseverance, Resiliency and Revenues

Women Sales Pros

A few years ago, I was talking to a successful colleague who also is in the sales training business. Pete had just returned from an appointment where the purpose was to close a $100K deal.

Proactively Managing Your Team’s Talent | Sales Strategies

Engage Selling

????????????????????????????Far too many sales teams underperform because they have underperforming sales reps in the team. These sales reps need to be replaced.

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.

The Most Important Coaching Moment


4-minute read. When I was 14 years old, I played guitar in a band. I decided that I wanted to play the piano, too, so I began taking lessons from a lady in our neighborhood. She was an excellent teacher, and I was motivated to learn, so I advanced quickly.

How to Succeed at Prospecting Your Own Clients [PODCAST]

Sandler Training

David Mattson, President and CEO of Sandler Training and 6-Time Best-Selling Author, talks about his fifth book, Sandler Rules for Sales Leaders. Listen Time: 10 Minutes. Sales Process

Effective Ways to Keep Your Millennial and Gen Z Employees Productive

Smooth Sale

How to Attract the Right Job or Clientele: Note: Jomel Alos, Project Consultant, Guthrie-Jensen Consultants, Inc. provides today’s Infographic of how to keep your Millennial and Gen Z employees productive. The company is a management training and consultancy firm in the Philippines.

How to Get the Right Kind of Self-Belief


The more you believe in something; the better chance that it going to come true in the upcoming future if you work hard enough at it. Gary J.

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!

How to Drive Adoption of Sales Technology


You finally signed the contract on the new sales tool you’ve championed for months. Weeks of research, stakeholder meetings, and contract negotiations are behind you, so the hard part is over, right? Not quite. Now you need to drive adoption across your sales team.

No One Can Sprinkle Sugar on Bulls and Call it Candy

Sales Lead Management Association

For most companies adding a CRM and Marketing Automation System to the sales process is like sprinkling sugar on the problem. They know they need to do something, and heck, everyone else is doing it, but managing sales leads crosses so many department barriers that it resists change. Even the best CRM and Marketing Automation Systems can only do so much. Why is that? CRM Marketing Automation Marketing Management

Let’s Talk Sales! Inspirational Quote by Harvey Robbins – Episode 176

criteria for success

Today's quote from Harvey Robbins is all about perspective! Read on to learn more about this week's Let's Talk Sales! inspiration! Harvey Robbins Quote This month's theme is handling objections. And today's quote comes from Harvey Robbins, a world class speaker, author, and educator. He said: “Place a higher priority on discovering what a win [ ] The post Let’s Talk Sales! Inspirational Quote by Harvey Robbins – Episode 176 appeared first on Criteria for Success.

Weekly Sales Enablement News Roundup – August 9, 2019


Summer might be winding down, but we’ve still got hot Sales and Marketing tips, tricks, and news! 5 Biggest Sales Pitching Mistakes. Are you confident in your Sales pitching capabilities? You could be making one of these five mistakes that may result in losing a prospective sale. . Account-Based Marketing For More Sales And Bigger Deals. Account-based marketing (ABM) is a force that is driving results. Read here to learn how ABM helps you target the best prospects and get them to convert. .

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.

Quantifying and Selling Value for Services Q&A


For our July Webinar, Todd Snelgrove shared strategies that helped viewers rethink how to price, present, and negotiate based on your value of their Services. To conclude the webinar, he answered some questions from the audience. Here are his live answers: What are the system and process requirements for an organization beginning outcome or performance-based contracts?

Training Talks—Outsourcing Success: A Chat with Thomas Siebert


At Lessonly, we’ve helped hundreds of teams across the globe learn, practice, and Do Better Work. We found that the best teams examine their training efforts through six key phases: Assess, Plan, Build, Learn, Practice, and Perform. That’s why we decided to create Lessonly’s Better Work Guide to Customer Service Training. In the process of putting together The Better Work Guide, Lessonly’s VP of Marketing, Kyle Lacy talked with Thomas Siebert, Consulting Director at TBS Inc. Consulting.