Wed.Nov 27, 2019

How Is Critical Thinking Used in Decision Making and Negotiating?


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.

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. .

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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.

10 Narratives You Must Avoid If You Want Success

Anthony Iannarino

You are always telling yourself and others stories. Those stories include the meaning you attach to your thoughts, beliefs, and experiences, and you may frame them as positive or negative or neutral. How you frame your views, beliefs, and experiences largely determine your overall mindset.

ABCs of Data Normalization for B2B Marketers

Data normalization. It’s not a far stretch to suggest that the topic isn’t exactly what gets marketers excited in their day-to-day workflow. However, if lead generation, reporting, and measuring ROI is important to your marketing team, then data normalization matters - a lot. In this eBook, we’ll break down the ins and outs of data normalization and review why it’s so critical for your marketing strategies and goals!

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.

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Are limiting beliefs undermining your success?


Every sales manager has encountered a salesperson who just can’t seem to “get it.”

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

Sales Hacker

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.

7 Steps To Improve Membership Sales In Your Gym


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.

How Xactly Connect™ Supports Integration


Integration between sales performance management (SPM) solutions is critical. Learn how Xactly Connect integrates with different products, including Salesforce. Analytics and Technology Sales Performance Management

Why Smoking Costs Employers More Than They Realize

Your employees are smoking, and at a cost of $7,000 per year for each employee who smokes, that adds up - fast! This free report will show you how an effective cessation program pays for itself.

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.

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

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.

Success Story: Fundera and ringDNA


About the Lending Marketplace Industry Fundera is an online lending marketplace that is the go-to financial resource for everything small business. Currently, there are over 200 digital lenders in the United States and their global […].

The 2019 Technographic Data Report for B2B Sales Organizations

In this report, ZoomInfo substantiates the assertion that technographic data is a vital resource for sales teams. In fact, the majority of respondents agree—with 72.3% reporting that technographic data is either somewhat important or very important to their organization. The reason for this is simple—sales teams value technographic data because it makes essential selling activities easier and more efficient.

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


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.

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

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.

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).

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


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.

The Time-Saving Power of Intent Data for Sales

By using the power of intent data, capturing buyer interest has become more feasible for sales. Not only that, but using it will save immense time during your workflow; a win-win on all fronts.

Goals and Vision for Success


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.

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.

3 Reasons We're All Thankful for Sales Enablement


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

A Thanksgiving Message from Rob Jeppsen


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.

How ZoomInfo Enhances Your Database Management Strategy

Forward-thinking marketing organizations have continuously invested in a database strategy for enabling marketing processes. Download this ebook to learn how to maintain a strategy that includes refreshed information, database cleanses, and an accurate analysis at the same time.

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

“I’m running into a meeting.” “I 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.

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


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. Focus. Focusing on the task at hand is difficult.

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


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.

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.

How ZoomInfo Enhances Your ABM Strategy

For marketing teams to develop a successful account-based marketing strategy, they need to ensure good data is housed within its Customer Relationship Management (CRM) software. More specifically, updated data can help organizations outline key accounts for their campaigns. And to begin the targeting process, marketing teams must develop an Ideal Customer Profile (ICP) with appropriate firmographic and behavioral data to ensure they’re going after the correct audience.Download this eBook to learn how to start improving your marketing team's data!

Jumpstart Value Selling by Using Existing Data


Value Selling is a proven way for B2B companies to increase win rates and improve profitability. Despite this, most companies don’t realize these benefits. Why is that? Why don’t most organizations get started?

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.

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


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! Needless to say, we chose the latter. So, here it is.