Thu.Dec 15, 2016

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CRO Dave Wirta: Getting New Sales Reps Productive Quickly

SBI Growth

Today’s topic is how to improve the efficiency of a sales team by getting new hires productive quickly. To help you capture the key points, download our 10th annual workbook, How to Make Your Number in 2017 and turn to.

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Prospecting? – “Not As Much As I’d Like To”

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . Why Not? I never understood why sales people and sales leaders who have anaemic pipelines and matching sales results, think they solve their issues by focusing on everything but. They need to stop symptoms, and work on curing the cause. Success in prospecting starts with fully committing to it, and then actually executing.

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Is Sales Automation Making Your Team Soft?

No More Cold Calling

As your reps rely more on sales technology, they may be forgetting how to actually sell. . I used to add long columns of numbers and never had to check my math. I knew I got it right the first time. Not anymore. I usually still get it right, but I feel the need to double check. I’ve become reliant on calculators, because between my phone and my computer, I pretty much always have one on me.

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Six roads to move others in your direction

Sales and Marketing Management

Issue Date: 2016-11-01. Author: Paul Nolan. Teaser: “Optimal persuasion is achieved through optimal pre-susasion,” states author Robert Cialdini in his new book, "Pre-Suasion: A Revolutionary Way to Influence and Persuade." He revisits six key concepts that are aligned especially well with the broad goal of obtaining agreement.

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Brick & Mortar Retail Relevance: How to Stay Ahead of the Curve

Speaker: Jay Black, Senior Account Executive

Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an

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Are These Words Hurting Your Sales Conversations?

Increase Sales

Words are powerful. Words can make a break a sale. So what words are hurting your sales conversations? Credit www.pixabay.com. One of the most damaging words is “need.” This word implies judgement and suggests potential incompetence on the part of the sales lead. What is even worse most sales training focuses on “needs” and “wants” and reinforces this word within the salesperson.

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Get Your Sales Team to Do This Each Day

Engage Selling

If there’s one habit that will make your sales team successful, it’s this one.

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The Top Five Reasons Why Sales Training Doesn’t Work — and How to Fix It, FAST

Paul Cherry's Top Sales Techniques

An astonishing 85% of sales training falls short of delivering on its ROI. Additionally, approximately 80% of new skills are lost within one week of training if they are not used, and about 87% of skills are lost within a month of training if they are not used regularly. Sales are the lifeblood of a company. Without steady sales, companies fail. Yet, some sales teams receive little, if any, training.

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Making Salesforce Home Base for Your Sales Operations Process

SalesLoft

What’s the first word you think of when I mention the role of Sales Operations ? If you thought to yourself, “process,” then you must be a data-driven sales nerd, too! In truth, the backbone of the Sales Operations role, and ultimately the purpose of its introduction into the modern sales organization, is the implementation of a modern Sales Operations process.

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TSE 465: TSE Hustler’s League-“Prospecting At Networking Events”

Sales Evangelist

As a sales professional, networking is one of our regular activities to find and build relationships with potentials prospects. In this episode I will share with you some key places you can go online and offline to find where your ideal customers maybe spending time. The most important thing for you to do is to […] The post TSE 465: TSE Hustler’s League-“Prospecting At Networking Events” appeared first on The Sales Evangelist.

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ABM Evolution: How Top Marketers Are Using Account-Based Strategies

In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.

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Taking Aim at the Top 2017 Sales & Marketing Technology Trends

DiscoverOrg Sales

Earlier this fall, I saw a presentation from a trend consulting firm, The Future Hunters , at the SiriusDecisions Tech Exchange show. These guys are total geniuses at predicting future trends, and quite frankly, it inspired me to try my hand at “future-hunting.” Anyone who knows me realizes that while I am from Texas, hunting + Katie may not be the best combination (given my sheer lack of hand-eye coordination), but with 24/7 practice in the sales and marketing technology world, I’m confident th

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