Fri.Aug 07, 2020

3 Keys to Dealing with Difficult Prospects

Mr. Inside Sales

I listen to a lot of calls each week that my clients send me. This week, I listened to a closing call from one of their reps, and here is how the prospect opened the call: Prospect: “Let me just tell you upfront that we’re looking at a lot of different options right now of which yours is just one…”. Then: “And also, I’m not the decision maker on this, I’m just an influencer. After this, I have to take this back to the board and let them know what I think.”.

Use Operational Value To Your Advantage

Engage Selling

The best sellers and organizations know how to effectively use operational value to their advantage. What is operational value? It’s when you take tangible and intangible values and expand it across the organization—outside of the narrow channel you actually sell … Read More » Account Management Observations from the real World how to add value when selling sales growth sales leadership sales team growth value-based selling

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MAKE A WISH and GRANT it

Grant Cardone

Make a wish and Grant it. Grant is my name and it’s also what I do. Every day I try to have a positive impact on those around me. I am honored and grateful to be able to make a difference in people’s lives and sometimes a really incredible opportunity comes along to help someone special. .

Need an Expert for Your Next Panel, Presentation, or Podcast? Here Are Over 530 of the Top Female Sales Practitioners

Sales Hacker

When it comes time to book a speaker for your next panel, presentation, or podcast there’s a lot to consider. Every detail is important, but here’s something you can’t afford to overlook — diversity. There’s no way to sugarcoat it… female speakers are underrepresented at professional gatherings. A recent study analyzed data from thousands of events over a five year period and found that approximately 70% of professional event speakers are male.

How to Drive Revenue Through Retention Marketing & Sales Enablement

Speaker: Ruth Stevens, President of eMarketing Strategy

In a pandemic, it’s more important than ever to focus on retaining and expanding current customers. So, how can sales and marketing support the retention effort? Join Ruth Stevens as she dives into this fast-paced session and reviews the 7 key strategies for current customer marketing, to enable sales and expand customer value.

Weekly Roundup: Boost Income From Existing Clients, Win Big Deals + More

The Center for Sales Strategy

- MOTIVATION -. The questions you ask are more important than the things you could ever say.". Thomas Freese. AROUND THE WEB -. > > 15 Creative Ways To Boost Income From Existing Clients– Forbes. Numerous stats show that customer retention is a key component of a business's growth strategy. Companies spend a lot on keeping customers coming back for more. However, a lot of companies don't see their existing customers as a form of regular income.

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How 360-Degree Views Can Help Get You the Most From Customers

Zoominfo

Have you ever answered a phone call from a sales rep that couldn’t remember the details of your account? It’s frustrating. You expect to be treated like a valued customer because you know the data is there, they just haven’t taken the time to study up before the call. Today, customers expect united, data-driven communications. A 360-degree approach to viewing and managing customer relationships supports efforts at every stage of the sales funnel.

Five Ways Collaborative Leaders Can Help Their Teams Succeed

Sandler Training

In today’s current market conditions, leaders need to accept that the success of their teams and their companies will rely heavily on striking a collaborative, coordinated balance between creative strategic thinking and effective implementation. The post Five Ways Collaborative Leaders Can Help Their Teams Succeed appeared first on Sandler Training. Blog Posts Management & Leadership sales leadership sales leadership techniques sales management

Sales Professional as a Symphony Conductor

Selling Energy

When planning your strategy for closing a complex sale, one of the first questions you need to ask is, “How many stakeholders will be involved in the buying process – either as an initiator, a gatekeeper, an influencer, a decision-maker, a procurement specialist, or an end user?” Those six classifications are the subject of an insightful Harvard Business Review article called, “ Major Sales: Who Really Does the Buying ? ”). sales tips sales performance recession selling

Four Important Rules That Will Help You Stay Organized

Anthony Iannarino

One of the most important disciplines for success is being organized. It is increasingly difficult now that we now have tangible things to organize and all of the digital items that are now part of our lives and our business. You also need to arrange your time, which is the most important thing that requires order, which is why we will end on that note. Keep All Things in Their Final Place. The very first rule for staying organized is to put everything in its place without fail and without delay.

eBook 57

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!

Adapter’s Advantage Podcast: Episode 6 Featuring Tim Murray

Allego

Welcome to Adapter’s Advantage: Breakthrough Moments that Lead to Success. In this episode, CEO Tim Murray describes how his search for a new challenge led him from the automotive industry in Tennessee to the Kingdom of Bahrain. Tim had an impressive career with ARC Automotive, where in his last role he was VP and CFO. After ten years in the industry, he was looking to jumpstart his career.

It’s Not You – It’s Me | Sales Strategies

Engage Selling

Many of you are getting ready to go back to work or are already in the field making sales calls. However, some of you are facing an unexpected obstacle: you are ready to see your clients, but they’re not ready … Read More » Observations from the real World Sales Tips Business Review Success Business Reviews Colleen Francis coronavirus business coronavirus sales covid19 business covid19 sales Engage Selling Engage Selling Solutions video and sales video calls video conferencing

Our Customers Don’t Know What They Don’t Know

Partners in Excellence

Recently, I was in a discussion with a group of outstanding sales people. They were talking about how to align their selling process with the customer buying process. One of the sales people asked, “How do we learn their buying process?” ” Some readers may think, “Isn’t this obvious?”

The Sandler Negotiation Matrix

Sandler Training

Sandler’s Negotiation Matrix is a simple, powerful tool you can use to prepare for and respond effectively to requests for concessions from the other side. The post The Sandler Negotiation Matrix appeared first on Sandler Training. Blog Posts Professional Development negotiations professional development professional growth

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.

Roll it out: Troops first helped Handshake win at MEDDIC, then customer retention

Troops

Handshake is the college career network of the future, built to transform the recruiting experience for college students, career centers, and employers. Their mission is to democratize access to opportunity: to help every college student find the right job for them, no matter where they go to school, what they're majoring in, or who they know

Minimizing Disruption on Your Sales Team When New Skills and Capabilities Are Required to Succeed

Sandler Training

Most business leaders have grown accustomed to the comforting concept of “normal” market conditions. The post Minimizing Disruption on Your Sales Team When New Skills and Capabilities Are Required to Succeed appeared first on Sandler Training. Blog Posts Management & Leadership sales management sales management strategy sales management techniques

MindTickle and MEDDIC Academy Partner to Raise Your Sales Team’s Qualified-Leads Game

Mindtickle

Every quarter, sales teams work tirelessly in pursuit of leads that might not ever turn into a sale anyway because they were unwinnable to begin with –the epitome of wasted time. Why not just eliminate unqualified leads and focus on pursuing only the qualified leads? Sales is likely collectively chuckling at that question right now. If only it were that easy, they might ruefully say.). But what if it was that easy?

How To Make These Hard Times Into A Positive Experience

Pipeliner

Do you have the right approach to solving problems? In this Expert Insight interview hosted by John Golden, Kevin Popovic discusses how to make these hard times into a positive experience in the long run. This interview discusses: Problem Solving. Changes Enforcement. Problem Solving. The pandemic that is happening now brings problems that we did not have before, thus we must approach the problems differently. The solutions we had before might not be beneficial in this situation.

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.

Coffee, Commissions, & CPQ: What is SPM, CPQ, SaaS, ICM

Canidium

Candium 's podcast Coffee, Commissions, and CPQ is a podcast that will cover topics about all things sales, sales operations, sales enablement, and SPM! In the sixth episode of our series, Renae Carlson helps explain all the sales acronyms in simple terms that people in the industry throw around. Tune into our podcast by clicking the link below, or read the transcripts on this blog

3 Step Sales Job Finding Hack

eGrabber

Do this to improve your chances of getting a sales job and making money. Remember, all VP of Sales & CEOs are looking for new customers now, to keep their jobs. You can leverage that to make money. Step-1 : Make a list of sales & marketing tools that helped you to be competitive. Step-2 : Pitch those tool benefits to people in your network, as though you were a salesman for the tools company. See if you can get a couple of decision-makers to agree to a demo.

Coffee, Comissions, & CPQ: Why Xactly Connect?

Canidium

Coffee, Commissions, and CPQ is a podcast by Canidium that will cover topics about all things sales, sales operations, sales enablement, and SPM! In the tenth episode of our series, Chris Pickens explains the importance of Xactly Connect in relation to your other sales tools. Tune into our podcast by clicking the link below, or read the transcripts on this blog! Canidium ·. Episode 10 - Why Xactly Connect?

Easy Hack to Find Remote Consulting Job

eGrabber

If you are looking for a job and have the skills to deliver great results from home, try this. Job boards are now showing companies that are open to remote workers.Go to LinkedIn job search & select the ‘Remote” filter. You will notice 73,000+ WFH jobs. The hack is, regardless of the nature of the job posting, to assume these hiring companies are open to any type of Remote job, including yours.

The 5 Keys to Sales Emails That Set More Meetings

Speaker: Marc Wayshak, Sales Strategist, Best-Selling Author & Founder, Sales Insights Lab

So many reps' email efforts could be yielding more meetings--simply by using a better strategy. Watch the webinar with Marc Wayshak, Sales Strategist and Best-Selling Author, to get lots of great strategies on how to set up meetings via email! <

Inspirational Quote by Jen Sincero

criteria for success

Today's quote from Jen Sincero is about getting out of your comfort zone. Read on to learn more about this week's Let's Talk Sales inspiration! Jen Sincero Quote. Jen Sincero is an author, speaker and success coach. She said: “You need to go from wanting to change your life to deciding to change your life. If you want to live a life you’ve never lived, you’ve to do things you’ve never done.”. – Jen Sincero. Resources on Personal Development.

eBook 40

Is COVID Layoffs Destroying Your B2B Lists?

eGrabber

Read to know how we can extricate the accuracy of B2B lists and sales forecasts. 25%+ of most B2B lists have been obsoleted in the past few months. This will impact your renewals or new sales & pipeline projections. Do you know which of your customers, users, influencers, and prospects changed jobs? Job Change Finder from eGrabber can help you scan and update your B2B and CRM lists faster. It will flag all those who quit jobs recently or who changed job title.

The next big idea in sales leadership in 2020 & beyond

Salesmate

A competitive market is a never-changing scenario, and so is the fight for having better sales than your competitor. Sales – is the world giving sleepless nights to millions of people around the globe. Organizations across the world invest a lot of time, effort, and resources into the development of marketing strategies and innovating services and products. Coaching the sales reps is one of the most trusted sales leadership ideas.

Companies that are Actively Hiring Despite the Pandemic

eGrabber

We all are aware of the fact that pandemic has affected a large number of industries. But can you imagine? There are sectors, which on the contrary, need the workforce to handle the current crisis. Amid all the layoffs and pay cuts happening, there are still a good number of companies that are actively hiring. According to news reports, eCommerce and online delivery services may hire despite the pandemic, however, these are not the only sectors that are looking for new hires.

How You Can Triple Your Results With a More Personalized, Empathetic Approach

Speaker: Brian Carroll, CEO and Founder of markempa

Marketing and sales feel pretty tricky right now. What worked before now feels out of touch, but have you made plans for how you'll continue to move forward? You've likely tried everything: expert recommendations, best practices, the latest tools, and automation. But your results are falling short. Here's the thing: All the automation tools, best practices, data analytics won't help get better results now until you master empathizing with your customers. In this webinar, you'll learn how to go beyond rational-logic based sales/marketing and adjust your sales enablement strategy to better understand how buyers feel so that you can connect and help them on their journey.

I’m Brad Friedman, Digital Marketing Strategist, and This Is How I Use Nimble CRM

Nimble - Sales

We got inspired by Lifehacker’s How I Work series and decided to ask some of our customers why and how they use Nimble. Please meet Brad Friedman, an inbound marketing/social media strategy consultant and a licensed attorney. Brad has been using Nimble for more than six years for contact management and enjoys using the Nimble […]. The post I’m Brad Friedman, Digital Marketing Strategist, and This Is How I Use Nimble CRM appeared first on Nimble Blog. Case Studies

Dealing With The Challenge Of Online Dispute Resolution Using AI

The Accidental Negotiator

When we negotiate online, we need to find ways to deal with disputes Image Credit: Let’s face it, negotiating has never been easy to do and with the arrival of the Covid-19 virus, it just suddenly became a lot harder. These days nobody really wants to sit in a closed room for a long time with a group of people who may or may not have been practicing safe social distancing. However, life must go on and so negotiations do continue. Many of our negotiations have now moved online.

Tools 43

Dealing With The Challenge Of Online Dispute Resolution Using AI

The Accidental Negotiator

When we negotiate online, we need to find ways to deal with disputes Image Credit: Let’s face it, negotiating has never been easy to do and with the arrival of the Covid-19 virus, it just suddenly became a lot harder. These days nobody really wants to sit in a closed room for a long time with a group of people who may or may not have been practicing safe social distancing. However, life must go on and so negotiations do continue. Many of our negotiations have now moved online.