Mon.Oct 14, 2019

One Question to Close More Demos

Mr. Inside Sales

Have you ever gotten to the end of your demo and wondered how it was going to end? Wondered not only if the prospect was going to move forward, but also what it would take and how long that might take? If you have, then you’re probably missing one of the most important “pre-qualifying” questions you should be asking on each and every demo call before you launch into your actual presentation. Let’s review briefly: We all know that “you can’t close an unqualified lead.”

How Effective Listening Helps Build Customer Relationships and Close Deals

Sales and Marketing Management

Author: Rafael Lourenco When you work for a B2B company, it’s easy to assume that your customers and colleagues make their decisions based only on ROI and other data. However, the higher you move in the hierarchy of an organization, or the closer you get to sales activities, the more your day-to-day life becomes about interacting with people – colleagues, bosses, investors, board members, employees and customers.


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The Implications Of Integrative Negotiation

MTD Sales Training

Have you heard of the term ‘integrative negotiation’? It’s not a term used often but it’s a concept that can take your negotiating skills onto the next level. Here, we discuss what it is and how you can best utilise it in your negotiating meetings, especially if you need to get to a position during win-win bargaining. The term ‘integrative’ comes from the counselling and therapy world.

Podcast 120: Future Proofing Your Sales Career With Anita Nielsen

John Barrows

This week we have Anita Nielsen on the podcast. The Author of “Beat The Bots” has lots of thoughts on how sales is changing and the increasing role of technology in the profession. The average sales rep needs to change, because simple sales activities can become automated in years to come. Along with this, Anita tells John how she advises reps on future proofing their careers and learning an essential sales skill, empathy.

75% of World Trade Flows Through Indirect Channels - Are You Enabling the Right People?

Speaker: Jay McBain, Principal Analyst – Channels, Partnerships & Ecosystems

We are in the middle of a major transformation of how companies go to market – in fact, 76% of global CEOs feel that their current business models will be unrecognizable in the next 3 years – and ecosystems are the main reason why. With the vast majority of business conducted through indirect channels around the world and given structural changes in our economy (before and after COVID-19), new buying journeys, subscription/consumption models, marketplace growth, and emerging technologies, most firms are now considering partner enablement as the key ingredient to survival (and success). The future of partnership ecosystems will be focused on driving intra-firm value creation, network effects, and partner co-innovation – a huge opportunity for firms to grow the right partners and enable them effectively.

3 Tips to Increase Productivity and Improve Sales Performance

The Center for Sales Strategy

Do you often struggle with time management? Do you always have way too much to do? Do you ever feel buried in work? If you answered "yes" to these questions, you may not be delegating as much as you should. Delegation is one of the talents that separate the best from the rest in sales management and is crucial to developing the strengths of others, yet it’s often something leaders don’t think about on a regular basis. Talent coaching productivity

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9 Insider Tips for Closing More B2B Sales

Hubspot Sales

It’s no secret that selling to other businesses is tricky. You simply won’t succeed if you don’t take B2B selling for what it is: a high-stakes selling game that requires an entirely unique approach from direct-to-consumer selling. Before we dive into the insider tips, let’s get crystal clear on what B2B selling entails. When done right, B2B sales have the potential to be both extremely lucrative and deeply rewarding.

How Sales Compensation Plans Have Changed and What You Need to Do

Selling Power

Here are some of the sales compensation trends we’ve seen in recent years, and some best practices for building a high-performing compensation plan. Sales Compensation and Motivation Sales Management

The Truth About Gamification (The Good, the Bad, & the Ugly)

Sales Hacker


11 Insanely Effective SaaS Sales Secrets Right From The Salesforce Playbook

What’s the secret to succeeding in SaaS sales? It’s a question I’m asked a lot, so keep reading to find out more. RELATED: Enterprise-Class SaaS: Stability, Security, Reliability In this article: Jim Steele’s Strategies to Improve Sales Teams for Better Results Obsess over Customer Service Treat the Sales Process Like a Relationship, Not a Transaction […]. The post 11 Insanely Effective SaaS Sales Secrets Right From The Salesforce Playbook appeared first on The Sales Insider.

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!

#68: Jake Dunlap of Skaled — Building A High-Growth Sales Team That Scales


This week Jake Dunlap, CEO of Skaled Consulting shows us how companies can grow faster and more predictably using technology, consulting, and strategy. Jake describes how sales leaders can eliminate variance by standardizing the set of core competencies reps have, and by creating common messaging that is customized to each business. Then, use technology to reinforce these skills and behaviors. podcast 1:1 onboarding process

How to Succeed at Asking for Referrals

Sandler Training

Mike Montague interviews Carlos Garrido on How to Succeed at Asking for Referrals. The post How to Succeed at Asking for Referrals appeared first on Sandler Training. Blog Posts Sales Process customer relationships networking sales process sales training

5 Benefits of Content Marketing and How it Can Help You Sell

Closer's Coffee

In today’s digital age, customers are becoming smarter and more conscious about the products they buy. In fact, recent statistics from GE Capital Retail Ban reveal that 4 out of 5 of buyers will conduct extensive online research before committing to any kind of purchase. In other words, simple sales talk is no longer going to cut it. Today, brands are turning to more audience-oriented marketing — more specifically, content marketing.

Learn Anything Quickly, Stack Your Skills, Dominate

Selling Energy

For many of us, honing a particular skill or owning a niche is the key to making it. However, the path to success is rarely the same for everyone in sales. Some of us are more adept when we focus on “specialties,” which involves honing skills in different areas and linking them together. book recommendation book review

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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.

How the Right Questions Help Your Customers Realize What They Want

Miller Heiman Group

More than half of B2B respondents to the CSO Insights 2018 Buyer Preferences Study said they found value in discussing their situations with salespeople, while only 2.6% preferred to avoid sellers entirely. The remainder fell in the middle: they found some sellers helpful, while others wasted their time. It’s no wonder, then, that buyers often don’t view sellers as a valuable resource when making a purchase decision. That’s because most sellers meet—but don’t exceed—buyers’ expectations.

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Develop Storytelling Confidence to avoid Shapeshifting Stories

One Millimeter Mindset

Do you have storytelling confidence? You know, telling stories consistently, time after time. And, telling the stories in which you are professionally invested. When you take those actions, you move away from describing someone else’s stories, as a third-party narrative. Think about it. Which type of stories do you currently tell to potential clients and strategic partners? Pre-composed, perfectly-written stories that shapeshift, depending on your desired business outcome?

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11 Insanely Effective SaaS Sales Secrets Right From The Salesforce Playbook

What’s the secret to succeeding in SaaS sales? It’s a question I’m asked a lot, so keep reading to find out more. RELATED: Enterprise-Class SaaS: Stability, Security, Reliability. In this article: Jim Steele’s Strategies to Improve Sales Teams for Better Results. Obsess over Customer Service. Treat the Sales Process Like a Relationship, Not a Transaction. There’s No Such Thing as a One-Stop Shop. Empower Your Reps and Give Them Ownership. Organizations Must Constantly Reinvent Themselves.

Let’s Talk Sales! Assessing your CRM with Adam Honig – Episode 195

criteria for success

Happy Monday, Let's Talk Sales listeners! This episode's featured guest is Adam Honig. Adam is the Co-Founder and CEO of, a company dedicated to helping sales teams spend more time selling using artificial intelligence! He has worked in the CRM and technology space for over 20 years, having previously founded Innoveer, one of the [.]. The post Let’s Talk Sales! Assessing your CRM with Adam Honig – Episode 195 appeared first on Criteria for Success.

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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.

3 Success Factors for Prospering During Economic Uncertainty

The Brooks Group

There’s been quite a bit of noise around the prospect of an economic downturn, if not a full-blown recession, based on forecasts from many economists. While new projections indicate a recession may be farther off than previously predicted, and likely different than those in the past, one thing is clear: we’ve seen one of the longest expansionary phases in recent history. This means that we’ve officially entered unchartered territory.

How to Design a Leadership Training Program

Carew International

We have all met a natural leader. Whoever this person is for you, you can likely feel their presence from a mile away. There’s something about this person that makes you want to be around them and listen carefully to the words they say. Natural leaders seem to get along with everyone they meet. They are skilled decision makers and they always know what to say, when to say it and how to act.

Four Ways to Empower Your Reps and Drive Results for Your Organization


Let’s be honest, the job of a Sales Development Representative can be overwhelming. In order to successfully move leads through the sales pipeline, SDRs have to be quick on their feet, be experts in their product offering, understand customer pain points, be proficient with various technologies and have a positive outlook that’s immune to bad interactions.

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The Science of Sales: How to Improve Performance by Moving the Middle

Moving the middle 60-70% of your sales team — your core, average performers — is the best way to maximize overall organizational performance. Typically, bottom performers are there due to motivational or job-fit issues, and it’s incredibly difficult to squeeze any more revenue from your top-most performers. The middle, or “Core”, is where you can drive the greatest impact on your top. Source. Sales sales sales coaching

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.

How to Build a Prospect-Friendly Qualifying Process

Consider the following: When eating at your favorite restaurant, do you want to receive your order fairly quickly or are you satisfied waiting for an hour? And before you can have your order, do you want to answer a lot of seemingly unnecessary questions from the restaurant staff? Becc Holland, Head of Sales Development at, asks the same questions of Chorus’ ace demand-gen marketer, Shawn Parrotte, in a recent episode of our webinar series, “Flip the Script.”.

?? Sales and Marketing Alignment


Sales and marketing alignment is a challenge that has come about in recent years. Especially as the sales industry has undergone a technological revolution, it is even more critical than ever to unify the sales and marketing teams. Maribeth Kuzmeski, interviewed by John Golden, discusses some changes that marketing people can make to help unite these formerly separate entities. This podcast is also a recorded live event you are welcome to view here: Sales and Marketing Alignment. iTunes Podcast

The 3Cs of Content Scoring

The ROI Guy

You've likely heard of lead scoring, but how about content scoring? See this new article to check out the 3 C's of content scoring and learn how it could be a valuable measure and method to optimize your sales content: [link] @AskJamieTurner #60secondmarketer #salesenablement #salestools #contentmarketing #valueselling. content marketing content scoring Mediafly Pisello Sales content Sales Enablement sales technology Value Selling

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?? The Pitch Whisperer


Most people associate “sales pitch” with a pushy salesperson trying to manipulate you into buying something. In reality, this isn’t a very accurate description, but the fact remains that a pushy message isn’t often well received. Instead of pushing your message onto potential buyers, John Livesay, interviewed by John Golden, explores ways to pitch, not push. This podcast is also a recorded live event you are welcome to view here: What Are The Secrets of a Great Sales Pitch? iTunes Podcast .

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[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.

Bought In or Sold Out? – The Importance of Training


Time for some stats—as of the writing of this blog, there are 7.5 million unfilled job openings in the United States. On top of that, at any given time, nearly half of the millennial workforce plans to leave their current job in less than two years. With a tight labor market and frequent job switching, it’s becoming increasingly difficult for companies to find the workers they need. This problem manifests in phrases like: “We just can’t find people to do the work,” or.

5 B2B Sales Strategies to Win Customers


Strategy is essential to success in B2B Sales. Having a defined roadmap for reaching goals will ensure your company’s Marketing and Sales efforts are targeted, measured, and highly effective. . Yet the B2B Sales landscape is always changing. New strategies for lead generation and customer acquisition have to be continually tested and incorporated. Sales professionals must then be equipped with strategic materials and methods as they are developed.