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. .

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 […].

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.

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.

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.

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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.”

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.

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.

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.

Sales Training Playbook by Lessonl

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

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

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.

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.

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

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.

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.

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.

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

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.

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.

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.

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).

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.

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!

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.

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.

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.

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.

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.

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.

A Thanksgiving Special


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.

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