Wed.Jun 19, 2019

Sale Ramp Up Time: Everything You Need to Know


Sales ramp up time is the amount of time it takes a new sales rep to become fully trained from when they are hired. Here's everything you need to know. Sales Coaching and Motivation

Don't Let The Buying Journey Turn your salespeople into lap dogs


I admit, I’m not a dog person. But those little lap dogs some people carry around are kind of cute, especially when they do little tricks like speak on command or walk at their owner’s heel. Sales Process Sales Management

Promoted! You’ll Need Sales Manager Leadership Skills, Too!


The role of a sales manager involves sales outcomes and manager responsibilities. There’s something else, too, that sets the most successful sales managers apart from others. That something extra is what inspires members of the team and ignites engagement and performance. It’s leadership.

It’s Not Small Talk; It’s Smart Talk


For two weeks I looked forward to a sales appointment. An appointment where I was the buyer, not the provider. My company desperately needed the service being offered and I had high hopes I was going to get a solution to a nagging issue.

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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.

How to Avoid Being a Slimy Salesperson

Anthony Iannarino

I recently had a client describe me as non-slimy. Those were the words he used to describe our interaction. For this to mean anything worth exploring, you would have to believe that there is a way to be slimy in sales. Naturally, I asked for clarification. Give Up Straight Pitching.

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More Trending

How to Stop Asking What’s Keeping You Up at Night

Anthony Iannarino

One of the ways salespeople were taught to uncover a compelling reason for their dream client to change or the source of their dissatisfaction, was by asking the single question, “‘What’s keeping you up at night?”

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Sales Enablement in Real Life (VIDEO)

The Center for Sales Strategy

Sales enablement. Is it a buzzword or just a misunderstood word? DEFINITION OF SALES ENABLEMENT : Sales Enablement encompasses the technology, strategy, processes, and content that empower sales teams to sell smarter and faster.

How to Build a Cold Calling Script (Step-By-Step)

Marc Wayshak

A cold calling script can make all the difference between a lost sale and a closed deal. Here, you’ll learn exactly how to build a cold calling script that really works, step by step. Check it out!

5 Account-Based Marketing Nightmares to Avoid At All Cost


Few marketing strategies have seen the same surge in popularity as account-based marketing (ABM). ABM began as a fresh and exploratory idea, and quickly caught fire as an industry trend. Now it stands as one of the most widely-adopted and celebrated strategies in the world of B2B marketing.

Sales Training Playbook by Lessonl

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

6 Effective Time Management Strategies From Sales Experts

Apply these time management strategies from sales experts to improve performance!

What You Need to Know About the Challenger Sales Model

Corporate Visions

The post What You Need to Know About the Challenger Sales Model by Anton Rius appeared first on Corporate Visions. Challenging buyers to disrupt their status quo, change, and choose you.

Sell More, Faster During Slow Season

KO Advantage Group

It’s that time of the year again--where we get the most “I’ll call you back” responses from clients. The slow months are up, and some clients will probably get back with us during the busy months, but we can’t really wait for 60 or more days.

Looking for a sales CRM with built-in calling? Here are 5 things to know

Thanks to CRM software most sales teams can’t complain much today. CRMs have revolutionized the way teams stay on top of their sales pipeline and the way they organize and track customer information.

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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.

9 Tips for Hyper-Prioritized Prospecting to Avoid the Summer Sales Slump

Sales Hacker

Your salespeople don’t need to be data experts to prospect smarter, but they do need to know how to spot the right buying signals at the right accounts — especially during summer when pipeline can slow down.

How to Choose the Right Sales Manager for Your Company

Closer's Coffee

How to Choose the Right Sales Manager for Your Company. The sales manager is arguably the most critical person in the company. Hiring a leader for a sales organization is a decision that is more critical for a company.

How to Get More Budget For Your Sales Initiative

Force Management: The Command Center

You know what’s working within your sales organization. And, perhaps more importantly, you know what isn’t. Maybe your sales team isn't focusing on value in the buyer conversations, and they're giving up too much margin or losing deals all together.

Looking for a sales CRM with built-in calling? Here are 5 things to know

Thanks to CRM software most sales teams can’t complain much today. CRMs have revolutionized the way teams stay on top of their sales pipeline and the way they organize and track customer information.

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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.

TechTarget Priority Engine Named Best Account Based Marketing and Sales & Marketing Intelligence Solution by SIIA

Smart Selling Tools

TechTarget Priority Engine Named Best Account Based Marketing and Sales & Marketing Intelligence Solution by SIIA. TechTarget, Inc.

The Top 5 Personality Traits for Problem Solving In Sales

criteria for success

Are you a sales leader looking to improve your teams’ personality traits for problem solving? Read on! Problems or obstacles are inevitable, and we are faced with them every day, but do you have what it takes to be a good problem solver?

Inspiration Business


Rob talks about how as sales leaders you should be in the inspiration business. video coaching sales leader inspiration rob j

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8 Ways to Make Your Partner Program Feel Like a Vacation


Summer is officially here! If you’re anything like me, you’re in need of a vacation. You work hard! You deserve it.) When we say the word vacation your mind may immediately jump to the idea of beaches, relaxation, amazing food, and maybe even a happy hour or two.

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!

Jake Heugly of Zions Bank and Rob Jeppsen Webinar


Jake Heugly and Rob Jeppsen talk about how they transformed the sales team and sales process at Zions Bank. webinar jake heugly rob transform zions bank

No Story No Sales


Presence in Your Own Presentations. Tanvi Gautam is an award-winning keynote speaker, coach, and consultant who works with companies large and small with go-to-market planning, narrative building, and storytelling.

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Investing in Change

Selling Energy

“Comfort and the fear of change are the greatest enemies of success.” - Jeanette Coron. When you’re meeting with a prospect and attempting to make a compelling case for change, you have to remember that people are often averse to change.

[Upcoming Webinar] 3 Strategies to Overcome Sales Leadership Challenges and Achieve Priorities

RAIN Group

Date: Tuesday, June 25, 2019 Time: 2 PM ET Presenter: Mike Schultz Cost: Free.

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.

5 Key Considerations for a Data-Driven Retail Strategy


The retail industry has undergone a significant transformation in recent years. Don’t worry, this isn’t another article bemoaning the rise of e-commerce and exaggerating the decline of physical retail. Despite these common concerns, retail of all kinds is alive and well — but today, brands must recognize the growing importance of data. The rise of big data isn’t a new development; In fact, it’s one of the most often-discussed topics among business leaders today.

You’re Not Ready For That Call!

Partners in Excellence

Somehow, it seems that a post on preparing for sales calls/meetings would be totally unnecessary. One would hope all sales professionals would have a plan for every call, if only to manage their own time very well. When I talk to sales people about the importance of sales call/meeting planning, the responses tend to fall into two categories. The first category is “the voice of experience.”

Enabling Sales Teams Through the New Buyer’s Journey


Two major factors characterize the customer’s buying journey: increased rigor and decreased resources. Customers are performing more upfront research and following an increasingly formalized process when exploring buying options. More stakeholders are involved, leading to elevated expectations. Simultaneously, customers are working under constraints as other priorities compete for their attention. Time is in short supply, and stakeholders are dispersed across the organization.