Wed.Nov 27, 2019

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How Is Critical Thinking Used in Decision Making and Negotiating?

Connect2Sell

Each of us has a preferred style when it comes to conflict. This preference influences how we make decisions and negotiate, too. Knowing and adapting your style can make you more effective, especially when paired with solid critical thinking skills.

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The Only Black Friday Sale that Matters

Mr. Inside Sales

It’s that time of year again–the time when every company has a black Friday sale. . I’m going to make this easy for you: We’re offering just one product on sale–the best product we have at the lowest price it has EVER been offered. . It’s my bestselling 5-CD Series: “ How to Double Your Income Selling Over the Phone, “ and this audio series (available as in MP3 instant download as well), has made many sales professionals more money than they tho

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If You’re in Transition, Do This ONE thing

Grant Cardone

When you were around 30, what was the thing that you were most fearful of? Well, for me, I was working for a guy at that time and I knew it was a dead end. I’ve never said this before, but I actually went back to my treatment center that I went to when I was 25 and chilled out for two weeks. I quit the job. I had been on the road for 18 months and I thought I was burned out.

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Planning to Win: Your Sales Negotiation Checklist

RAIN Group

Preparation is often the greatest determinant of negotiation success. Across negotiation studies and surveys, sellers who get the best outcomes: Know what they sell. Research buyer wants and needs through sources other than the buyer. Have a keen understanding of the buyer’s day-to-day life and concerns. Prepare for each negotiation with trades, counteroffers, and knowledge of their walk-away points.

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Sales & Marketing Alignment: How to Synergize for Success

Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker

Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships. While many B2B organizations continue to struggle with aligning their marketing and sales teams, they can take practical steps to unify both teams and simplify their overall approach.

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Are limiting beliefs undermining your success?

Membrain

Every sales manager has encountered a salesperson who just can’t seem to “get it.” This is the underperforming team member you work with on the same thing over and over, and no matter how much training, enablement, and coaching you provide, they just keep making the same bad decisions, having the same bad conversations, and experiencing the same bad outcomes.

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20 Secrets to Sales Onboarding Success (Worth Up To $2M Annually)

Sales Hacker Training

Sales leaders have a bad habit of dumping people into a new job without properly preparing them to succeed. When I landed my first “big girl job” 20 years ago as an Inside Sales Manager , I was underqualified, overambitious, and soon underwater. Although I went through two weeks of training with my team, they were underwater too. I wondered, “How did no one teach us how to actually do the job we were hired to do?!”.

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On Gratitude

Partners in Excellence

Today, in the US, it’s Thanksgiving Day. In principle, a day of giving thanks, though most often displaced with overindulging in food and drink, followed by football games or binging on Netflix (now you know my plans). While this is not a novel idea, it’s amazing that we reserve one day, out of 365, for giving thanks. I have to confess, as much as I try, I tend to slip up, not taking the time each day do find something to be grateful for—though there is always so much, when I j

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7 Steps To Improve Membership Sales In Your Gym

Pipeliner

The health and fitness industry in the United States has seen a high level of growth over the years, with more and more people buying gym memberships than ever before. With this rise in memberships, owning a fitness business in the US is a more profitable endeavor than it has ever been. Even with that, some gym owners find it difficult to get members to walk through the doors and stay profitable.

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Want to Accelerate the Sales Cycle? Slow Down!

The Center for Sales Strategy

Studies show that reaching out to leads within an hour of them contacting you makes you seven times likelier to have meaningful conversations, and up to 50% of sales go to the vendor who responded first. There’s also a tenfold decrease in your odds of making contact with a lead if you wait more than five minutes to reach out after they submit a web form.

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Streamlining Salesforce for Maximum Impact: A People-Focused Pocket Guide

Step inside the world of Salesforce consulting, stripped of fluff and jargon. Our guide provides a detailed exploration of five key success criteria, complete with actionable steps for immediate implementation. Elevate your Salesforce investment with insights on goal setting, system design, core object utilization, user adoption, and crafting a system tailored to your needs.

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Why the Company Culture of Your Sales Training Provider Matters

The Brooks Group

Businesses spend over $70 billion annually on sales training in the United States, representing an average of $1,459 per salesperson. That’s more than 20% more than training spend for all other workers combined. Unfortunately, when considering an investment in sales training, many organizations fail to take into consideration one critical thing: The culture of their sales training provider.

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Everyone Has an Opinion on Sales Strategies

Adaptive Business Services

Techniques and tactics as well. If you have a question about virtually any aspect of selling, a simple Google search will reveal a bounty of answers and, frankly, most of them will be quite good. That’s not to say that you won’t discover a variety of totally dissenting opinions and … therein lies the rub. I happen to be cursed with a boundless thirst for new knowledge.

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3 Simple Steps to Creating an Effective Sales Process

criteria for success

It's no surprise that sales teams are most successful when they have an effective sales process in place. Over the years, we've worked with hundreds of sales teams. And we've discovered that teams that follow a sales process are 4x more successful than teams that don’t.a Following a sales process allows deals to move more quickly [.]. The post 3 Simple Steps to Creating an Effective Sales Process appeared first on Criteria for Success.

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How Xactly Connect™ Supports Integration

Xactly

Integration between sales performance management (SPM) solutions is critical. Learn how Xactly Connect integrates with different products, including Salesforce.

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3 Sizzling Ways to Warm up Cold Calls

Even in today’s data-driven sales world, cold calling remains a fact of life for many go-to-market professionals. Fortunately, today’s sales leaders have a crucial advantage over their predecessors: market intelligence and outreach platforms that can warm up virtually any introduction.

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Objection Handling: 6 Bedrock Principles That Can Get You to “Yes"

Chorus.ai

“I’m running into a meeting.” “I don’t have budget.” “Send me an email.” Sound familiar? These lines are just some examples of common objections sales professionals hear time and again from prospects. And while deflections and rejections come with the territory of sales, that doesn’t mean simply giving up on a hard-earned prospect who throws up a wall.

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How to Find, Reach & Sell to C-Level Executives in No Time!

eGrabber

If your B2B business has to grow & flourish, you need to learn the art of how to sell to C-Level executives. It’s altogether a different game. You just can’t treat them as an ordinary sales call. You have got to do a lot of homework to first target C-Level executives in a company. You need to research on their industry, businesses, the challenges that they face, etc.

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How To Master Pre-Call Planning With Jeff Boyle At Cision (PODCAST)

InsideSales.com

Learn call planning best practices from Jeff Boyle of Cision and find out why you should never skip this part of the sales call process. RELATED: How To Optimize Your Sales Process Top To Bottom. In this article: Why Pre-Call Planning Is Important. Pre-Call Planning Objectives. Is 15 Minutes Enough for Sales Call Planning? The Pre-Call Planning Process.

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Framing SIR for Homeowners

Selling Energy

If you’ve attended my sales training or are a frequent reader of this blog , you know I'm a big fan of using savings-to-investment ratio (SIR) to showcase the benefits of an expense-reducing capital investment. It’s a simple way to showcase how many dollars of present value you would receive for each dollar invested today.

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Supercharge Your Sales: 5 Steps to Effortless Selling

Sales teams often lose precious time hunting for updated sales materials, while marketing struggles to keep these assets accessible and current. It's not just about managing; it's about seamlessly finding, presenting, and sharing critical sales content. All of this takes place within an intuitive, unified platform. Dive into Showell's groundbreaking content management realm.

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Frontline Sales Managers, Forget Making the Number. Focus on These Two Things.

SalesLoft

Like it or not, your goal as a sales manager is not about making numbers. For high-performing reps who’ve moved on to management, this truth is a tough one to swallow. But as Dave Brock , author of the Sales Manager Survival Guide , says, “Your job as a front line manager is to maximize the performance of your people.”. Do you have to face the music when your team underperforms?

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Life in London: 4 Things to Look For in a New Sales or Services Job

Highspot

For sales and services people in particular, several unique factors play into job satisfaction. If you’re selling an unreliable product, or have an endless list of unhappy customers, chances are you’re not going to be skipping to the office every morning. And those are just the foundational pieces. A proper workplace should do far more than keep you from dreading the alarm clock.

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NEW EVOLVERS Podcast: Myth Busters: Why Sales Enablement Doesn't Have To Be Hard - with Carson Conant

The ROI Guy

This episode of the EVOLVERS podcast series features Carson Conant, the CEO of sales enablement firm, Mediafly, with a lively discussion where we pull the covers back on four Sales Enablement myths. Fear doesn't need to hold you back, as we debunk each of these myths one by one. [link] with-Carson-Conant-e8vnik.

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Goals and Vision for Success

Pipeliner

David Collins builds great teams, inspires and empowers people to exceed all expectations. He selects sales teams and individual producers. He has worked at fortune 500 companies. Expert insight interview with David and John as they cover the following points: Everybody knows that you should set goals for success but not everyone has that vision – how to set the right goals and what goals really look like?

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Outrun Your Competition: Best Practices for Accelerating Sales Processes

Longer sales cycles. Larger buying committees. Slow-moving compliance reviews. Every go-to-market team knows the frustrations that come from a drawn-out sales process. How can you speed it up? By building a modern GTM motion that uses data, automation, and proven best practices to unlock insights, engage customers, and win faster.

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New EVOLVERS Podcast: From Pitching Products To Communicating Value - with Neil Menard

The ROI Guy

When it comes to successful sales leaders in financial services, it's hard to beat Neil Menard's track record. In this episode, we get to learn from one of the best, as he discusses lessons learned evolving an old school sales approach and how to build a world class sales organization. [link] with-Neil-Menard-e8osh8.

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A Thanksgiving Message from Rob Jeppsen

Xvoyant

As a boy I always thought Thanksgiving was a cool holiday. I got the day before and the day after off of school, had amazing food, and watched tons of football. It was awesome. When I lived abroad for two years, Thanksgiving was not celebrated there. It gave me a reason to think about why such a National Holiday is so important. Each year I become more aware of just how important it is to be grateful and realize just how much each of us have going for us.

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IDC: Buyers Expect You to Provide a Business Case

The ROI Guy

I remember the first time I visited West Point like it was yesterday. I was still in high school, and a dear friend invited me to see her brother graduate. To make this even more special, I was lucky enough to hear the great communicator, President Ronald Reagan, deliver the commencement speech. Two things immediately strike you on a visit to the institution: first the idyllic location and beautiful grounds along the Hudson; and second, the discipline of the student soldiers who march in unison

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10 Ways to Save Time in Your Day-to-Day Activities

Xvoyant

Don’t multitask. Multitasking has come full circle. Once considered a useful skill, it has been shown to be a deterrent to productivity and it actually hurts productivity. In fact, a Stanford study shows multitasking actually lowers your IQ. The American Psychological Foundation found data that says the more complex your tasks become, the more time you lose when you switch back and forth.

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1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.

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3 Reasons We're All Thankful for Sales Enablement

BrainShark

In the spirit of Thanksgiving, we’re calling attention to just a few of the many ways sales enablement helps other teams shine all year.

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7 Insider Tips to Rock Your Sales From Agencies’ Top Dogs

OnePageCRM

Day-to-day work in agencies can be hectic. And when it comes to sales — even more so. So we decided to think about the top tips we can give to the agency owners and salespeople. But the fact is, we can do all the research, come up with smart copy and write up yet another ‘X tips for agency’s salespeople’ post. Or — we can go directly to the source and ask our clients coming from marketing, creative, web and other agencies!

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A Thanksgiving Special

InsightSquared

When you start seeing Christmas decorations on the streets and stores start stocking whole turkeys, you know the end of the year is drawing near and it’s time to reflect on your journey. 2019 has been an amazing run for the team at InsightSquared with exciting opportunities to work with amazing people. We’re thankful for all the support we have received, and that’s why this Thanksgiving we would like to give a shout out to all the customers and partners that have shared with us this adventure. .

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