Mon.Apr 17, 2017

Your 12-Step Action Plan For A Great Sales Demo

Pipeliner

“A demonstration is one of your best sales tools if you have a high-quality product. It helps get a prospect interested and excited about your solution, and is also an effective way to address the prospect’s specific product-related concerns.” – Neil Kokemuller.

Five Hints You Could Be an Underperformer… Even When No One Says Anything

The Productivity Pro

“ Is it not strange that desire should so many years outlive performance?” William Shakespeare, British playwright. After years of loyalty to an employer, you may assume you’re doing good work even when no one takes the time to say it.

Study 98

Trending Sources

What B2B Companies Must Learn from 10 Reasons Why Amazon is Destroying Retailers

Understanding the Sales Force

Image Copyright AdrianHancu. Amazon generated almost $44 Billion in net revenue last year and it had to come from somewhere. That's not $44 Billion that people wouldn't have spent if not for Amazon.

Guest Post: Three Mindsets of a Great Sales Coach

Mukesh Gupta

3 mindsets of a great sales coach by Mukesh Gupta. Intro: This is a guest post by Kevin F Davis. Kevin is the founder and president of TopLine Leadership, Inc. which provides customized sales management development programs and services.

Accelerate Your Sales Performance

While most business is digital, and business-to-business and business-to-consumer transactions - and the work that supports them -- are almost entirely digitized, most organizations still rely on paper for the “last foot” of the process - the sign-off.

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What's Your Sales Cadence?

Increase Sales

Have you ever given thought as to your own sales cadence? Probably not, but you more than likely have it. Credit www.gratisography.com. Cadence according to dictionary.com is the “flow or rhythm of events especially the pattern in which something is experienced.”

Sales Coaching and Quota Attainment

A Sales Guy

I went public recently arguing that sales coaching offered the greatest opportunity for sales organizations to accelerate sales in 2017. You can see my very public declaration here. You know me, I don’t hold back when I make a prediction. But in this case, my declaration isn’t enough.

Quota 38

The Right Sales Channels for the Omni-Channel Era

Sales Benchmark Index

Joining us for today’s show is John Kedzierski, a Corporate Vice President of Marketing who knows a thing or two about going to market with the right channels. Today’s topic is focused on selecting the right sales channels by using.

Yeah, You’re Making Quota, Are You Doing Your Job?

Partners in Excellence

Sales is responsible for executing the company strategy in the face of the customer. What’s this really mean? Let’s imagine you have two sales people, each with goals of $5M. The company they work for has two core product lines, each strategic to achieving their growth plan. Sales person A makes his numbers—but only selling his favorite product line , “C.”

The Playbook for Account-Based Marketing (ABM)

Account-Based Marketing is a Strategy, Not a Solution | Get this step-by-step playbook to implement an ABM strategy that fits your company’s objectives and resources.

Arguing Is Alienating

The Sales Blog

The salesperson sent me an email to tell me that I am wrong and he is right. I suggested that his company was not a good fit for me, and he told me I wasn’t thinking clearly.

Exact 22

The Problem With Not Failing.

Dan Waldschmidt

The problem with not failing is that you never get any better. Forward progress is a result of loss and suffering. Whatever you call it – a try or an iteration, a pivot, a test, or a trial balloon – trying and failing is uncomfortable, no matter how you tried to rationalize the outcome. But it’s also necessary. It’s the only way that you improve. Failure forces you to adapt and evolve. You can’t stay the same and improve. You have to get better.

Trigger Words That Engage Rather Than Dismiss Your Prospect

Paul Cherry's Top Sales Techniques

How many times have you gone into a meeting with a client and started the conversation by assuring the individual you didn’t want to waste their time or your own? If you’re like many sales professionals, you’ve done this more times than you can count.

Supporting Customer Values is More than a Nice Gesture—it’s A Necessity

The 1to1 Media Blog

Corporations have long avoided taking sides on controversial issues. Why risk alienating parts of your customer base? But in fact, more and more customers seek brands that proactively promote values and beliefs that are aligned with their own.

Sales Training Playbook by Lessonl

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