Mon.Apr 15, 2019

Building Rapport in Sales: The Power of the Mirror

Closer's Coffee

A good rep who is constantly building rapport in sales knows that they must always be ready for surprises. A great one, on the other hand, uses a specific set of skills to reveal the surprises they are certain to exist.

Personal Branding in Sales: Your External Self

Janek Performance Group

Today we continue our Personal Branding series by shifting to your external self. What we mean by that is how you present yourself to prospects and clients. This is one of the most important aspects of personal branding, because it’s what’s responsible for first impressions.

Why You Should Have A Virtual Meeting To Build Pipeline

Learn the value of a virtual meeting, and how it can help increase your network and build your pipeline in this post.

Does Your Marketing Team Match Your Customer Acquisition Strategy?

Sales Benchmark Index

Marketing team structures too often are remnants from the days of print ad dominance. Sure they’ve evolved, but the core structure is often the same. Modernization has been performed by adding ‘vertical’ skills onto existing structure. Few organizations have retooled.

Why Conversational AI Is Key to Customer Service in the Customer Experience Era

In today’s hyper-competitive market, every business must become a customer experience-first business. Customer satisfaction has become more important than price or any individual feature. Read the new Tractica white paper to learn how important conversational AI is to your CX strategy.

Practice Doesn’t Make Perfect

Mr. Inside Sales

We’ve all been taught that practice makes perfect, but it doesn’t. If it did, then we’d all be great golfers, tennis players, and sales reps. But we aren’t, are we? The truth is: Practice only makes permanent. If you practice poor technique—then you’re going to get really good at being what?

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Prospects Who Demand Discount, The 5 Stages of Negotiation & A Quote From Benjamin Mays

MTD Sales Training

Episode 28: To my sales professional connections (and trainers). This podcast includes: How we deal with prospects who demand a discount. The 5 stages of negotiation. A quote from Benjamin Mays. Take a look at this episode on [link]. The post Prospects Who Demand Discount, The 5 Stages of Negotiation & A Quote From Benjamin Mays appeared first on MTD Sales Training.

Selling with Spears: Account-Based Sales Development Best Practices with Jamie Shanks


On March 15, 2019, Matt Heinz, President of Heinz Marketing and the host of Sales Pipeline Radio, had an exciting conversation with the CEO of Sales for Life, Jamie Shanks.

How To Ask Powerful & Effective Questions

KO Advantage Group

One of the surefire ways that can help you shape your proposal better and close more deals is by asking the right questions--powerful questions that can give you the most valuable answers. I know. I’ve said this before. And I’m reinstating it again. That’s just how important it is in the sales cycle.

How To Get The Most Out Of Your Sales Team: Manage Them Like They Want (VIDEO)

The Center for Sales Strategy

This is the second post in a series, "How to Get the Most Out of Your Sales Team." Check out the first post in this series here. Last week, I started a series on how you, as a sales manager, can get the most out of your sales team.

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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.

6 Ways to Effectively Manage Sales Quotas


Sales quotas are an important part of sales planning and are a foundation to success. Learn 6 ways to effectively manage sales quotas and increase performance. Sales Planning Territory Design

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Success Story: Scout Scales, Helps Sellers Win More Business

Miller Heiman Group

A software technology company with $4 billion in revenue struggled with inconsistent CRM use, long sales cycles and disparate methodologies across its three business units. The leaders at the software technology company knew they needed a solution that bridged methodology and technology to improve strategy and aggressively push deals through the pipeline. They partnered with Miller Heiman Group to adopt Strategic Selling ? with Perspective and Conceptual Selling ?

The Confidence to Start

Anthony Iannarino

If you have to choose between being overconfident in your abilities or lacking confidence, it’s better to be overconfident. If you lack confidence , then you will not try.

Three Ways to Improve Your Time Management When Leading a Large Team

Sandler Training

At many of the organizations we work with, the size of the average sales team has increased over the past decade.

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 Send an Email: 13 Mistakes You Should Avoid in 2019

Hubspot Sales

With active email accounts expected to hit 5.6 billion by the end of 2019, it's no wonder email is the one sales and marketing trend that just won't go away. But there's so much noise in our inboxes today. How do you stand out?

PODCAST 53: Transitioning to Move Upmarket from SMB to Enterprise w/ David Katz

Sales Hacker

This week on the Sales Hacker podcast, we speak with David Katz, Senior Director of Sales and Customer Solutions at Intercom.

How to Recognize Life’s Gifts You Cannot Touch, Measure or See. A Daughter’s Present to her Dad.

Keith Rosen

Do you notice the magnificence in your life? The daily miracles, the signs you’re making a difference? Unless it’s a specific, measurable result, we don’t. Sometimes, the greatest gifts and successes in our lives are the ones we cannot always, touch, measure or see.

SevOne Up-Levels Its Sales Enablement, Strengthens Sales-Marketing Relationship With MindTickle


Opportunities abound for organizations who can branch out into new, overseas markets. Without the right Sales Readiness solution, however, it’s difficult for a geographically dispersed sales team to stay connected, engaged, and successful.

In the Race to Win More Customers, Sales Needs Digital Transformation

Salesforce users were surveyed about the forces shaping today's workplace. Discover the results and why investments in digital transformation and automation are pushing sales teams ahead.

How to Avoid Forcing People to Lie to You

Smart Calling

There are a few worthless phrases and questions that salespeople use at the end of sales conversations that cause prospects to lie. They are things like, “Keep us in mind, OK?”, ”, or, “Keep my number in case you need anything.”

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Focusing On The “Mobilizer” Is Not Enough!

Partners in Excellence

We know in complex B2B buying decisions, there are over 10 people involved in making the decision. There are many others who influence this group, and it only takes 1 person to veto a buying decision. Ideally, we have at least one “Mobilizer,” some one within the buying group that is proactively advocating for our solution. But focusing our sales efforts on that Mobilizer is insufficient to drive success.

8 Solutions to Combat and Re-Engage Your Cart Abandoners

Connext Digital

It’s estimated that, globally, cart abandonment rates are 75.25%. And for mobile users, it’s even higher. Roughly 85/65% of mobile shoppers ditch their cart before checking out. Why are so many customers not finishing their purchases?

7 Steps to Get Your Online Business Off the Ground

Nimble - Sales

Millions of people own and operate successful businesses — all of which started as simple ideas. Technology has made it easier than ever for entrepreneurs to launch, promote and live off their own online companies. Here are the seven fundamental steps to turning an idea into an online business.

Sales Training Playbook by Lessonl

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

How to Succeed at Using Sandler in a Crisis [Podcast]

Sandler Training

Tina Phillips, Sandler trainer, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful at using your Sandler techniques and tools in a personal or professional crisis. Get the best practices collected from around the world. Listen Time: 17 Minutes.

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How to Reduce Time-to-Productivity for New Hires [Kara Underwood Q&A]


Most sales enablement leaders haven’t been practitioners for very long. Kara Underwood is a big exception

SLMA Announces the Winners of Its ‘20 Women to Watch’ Annual Recognition Program

Sales Lead Management Association

The Sales Lead Management Association (SLMA) announced the winners of the 2019 ‘20 Women in Business’ leadership recognition program. 20 Women to Watch in Sales Lead Management

The Value Of Live Chat: Comparing Email and Chat Conversion Rates


Meet Will. Will is our numbers guy here at Drift. More accurately, he’s our VP of Operations. Which means he’s digging into our metrics day in and day out to learn how our customers are using Drift for sales.

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.

The New Marketing

Selling Energy

What is the difference between marketing and advertising? Seth Godin , the author of This Is Marketing , points out that while these words used to be synonymous, times have changed. Advertising is reaching out to an audience and making your presence known. Marketing, on the other hand, can be a selfless act, not a selfish one. If done correctly, it is carefully planned and thoughtful outreach. marketing

Let’s Talk Sales! Interview with Anthony Iannarino – Episode 143

criteria for success

This episode's featured guest is Anthony Iannarino. Anthony is an international speaker, author, and sales leader. He posts daily sales tips and insights to The Sales Blog. He’s also the author of The Only Sales Guide You’ll Ever Need, The Lost Art of Closing, and Eat Their Lunch.

Webinar Recap: Sales Enablement is About Alignment, Adoption, and Acceleration


You may notice more and more people with “sales enablement” in their job titles?in in fact, that number has nearly doubled since 2016. These sales enablement professionals are given a tall order: implement change within the sales organization and prove value to leadership and reps.