Thu.May 23, 2019

Make the "Business-to-People" Sale

Anthony Cole Training

Most Sales Managers would agree that completing prospecting activities and hitting sales goals are critical to success. However, what happens when we focus too much on the numbers and not enough on being a resource for prospects, we impact (or lose) the human element of our business.

How Is Your Sales Commentary?

The Pipeline

The post How Is Your Sales Commentary? appeared first on 04 - General Sales Attitude execution Tibor Shanto Video

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You Are the Brand

Sales and Marketing Management

Author: Mark H. Kalan As a long-term practitioner of marketing, now over 40 years in duration, I have often been challenged by the concept of “The Brand,” what it communicates, what it means, what it stands for and how it is integral to an organization’s position and ultimate success in the market.

Partners Can Make – Or Break – Your Product Launch

Sales Benchmark Index

Although you may have a crackerjack in-house development team, can they provide all the knowledge and horsepower you need to launch breakthrough products on-time, on-spec and on-budget? Often there are some gaps – which frequently contribute to costly delays.

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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.

The New Salesenomics

Understanding the Sales Force

Back in the 1960's it made sense for gasoline prices to be discounted down to the nearest 9/10 of a cent because gas prices ranged between 17.9 to 18.9 cents. But when gas prices are around $3.00 per gallon, how does 9/10 cent continue to make sense? Some habits die really hard.

More Trending

The Best 10 Web Chat Tools in 2019

Hubspot Sales

Did you know this? HubSpot Research found that 82% of consumers rate an "immediate" response as important or very important when they have a marketing or sales question. And 90% of consumers rate an "immediate" response as important or very important when they have a customer service question.

Tools 105

Get Out the Map: Aligning Sales Processes to the Buyer’s Path

Miller Heiman Group

In 1492, Christopher Columbus set sail across the ocean blue with the goal of finding riches in the East Indies. However, though he had a clear goal, he didn’t have a map, so he fell well short of his intended destination, landing in the Caribbean islands instead. Despite what many believe, he didn’t discover continental North America or even set foot there.).

Buyer 105

Three Variables to Improve Your Prospecting Effectiveness

Anthony Iannarino

Regardless of the medium you choose to prospect, and I hope you start with the telephone, the outcome is a meeting. Many variables play into your results, but three tend to dominate your ability to secure a meeting. Trading Value.

Are you still using old discovery call questions?


Every sales department has a standard list of discovery call questions they use to weed out disqualified leads and reveal their true buyers. Most commonly, the questions fall in line with their particular lead qualification […]. The post Are you still using old discovery call questions?

Sales Training Playbook by Lessonl

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

5 Biggest Interview Pitfalls—and How to Avoid Them

The Center for Sales Strategy

Interviewing salespeople is tough! Screening, uncovering, and selecting top talent takes a lot of practice and a reliable process. And it is essential to avoid the most common pitfalls along the way.

The Mindset to Achieve Anything

Grant Cardone

A few weeks ago, I wrote a blog post about Walt Disney and how you can make your dreams a reality just like he did with his dreams. Today, I want to follow that article up with another post that focuses more on the right mindset you need to achieve your dream.

Film 91

Effective Sales Negotiation Process to Increase Leverage

Sales Readiness Group

Before your next sales negotiation, ask yourself these questions to ensure a successful outcome. A great sales negotiation process to increase your leverage. Selling Skills Negotiating

Our First WOTC West–2019


“Courage + dreams = success”. Marlee Matin. This past week at Women in The Channel West 2019 was inspiring and motivating. The two days in Palm Springs, CA included break out sessions, keynote speakers, workshops, building relationships and morning yoga! The event left me with 5 takeaways: 1.

5 B2B Marketing Trends that You Can't Ignore in 2020

Speaker: Pam Didner, Marketing Consultant, Author and Speaker

Pam Didner, B2B tech marketing consultant, speaker, and author of Effective Sales Enablement and Global Content Marketing, will present the essential marketing trends you need to know in 2020. She'll discuss digital challenges that marketers commonly face and share actionable solutions and templates you can apply to your job in real-time.

Micromanaging…a Good Thing?

Engage Selling

Micromanaging often gets a bad wrap in the professional world. But, could it actually be a good thing? Look, the term micromanage can have different meanings to different people. Often, it gets misinterpreted as “nagging” in many workplaces, but that’s … Read More » Observations from the real World client attraction Client Communication Colleen Francis micromanaging Prospecting sales leadership sales management sales quota sales success selling The Sales Leader

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The Definitive Guide to a Data-Driven PR Strategy


There’s no way around it, companies that have access to data and the means to analyze said data are often among the most successful.

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Increase Sales by Closing the Gap, with Keenan on Gap Selling, Ep #114


Subscribe to Selling With Social. Apple Podcasts | Stitcher | Google Play | Google Podcasts. We all want to increase sales, but many are still going about it the wrong way.

Does Your Sales Organization Have What it Takes to Be Elite?

Force Management: The Command Center

An elite sales organization is one that drives higher win rates , larger deal sizes , higher margins , and predictable revenue. Can you confidently say you and your team excel in all of these areas?

7 Marketing and Sales Strategies to Grow Your Revenue Fast

Speaker: Christopher Ryan, Founder and CEO of Fusion Marketing Partners

Many companies have the core marketing and sales elements to take their revenue to the next level, but are still missing out on some key opportunities. Join Christopher Ryan, CEO of Fusion Marketing Partners and writer of the recent book "The Expert’s B2B Revenue Growth Playbook," to discover seven steps that you can immediately take to grow your company’s revenue quickly and consistently!

8 Surefire Tactics Proven to Shorten the Enterprise Sales Cycle

Sales Hacker

Sales will always be a numbers game. But when you express those numbers as minutes in the day, they suddenly become a more visibly finite resource: Just 1,440 minutes in the day. Still, fewer minutes in a workday. Even with a 12-hour work schedule, there are just 720 minutes (or 43,200 seconds) in a given workday. The question is, how many of those minutes are spent managing the close? Is It Possible to Shorten the Enterprise Sales Cycle? How most sales reps spend their day may surprise you.

Identify and Manage Leadership Blindspots


The Responsibility of Leadership. You don’t know what you don’t know, right?

7 Most Common Mistakes In Sales Process Mapping And How To Avoid Them

Sales process mapping is a great tool businesses can utilize to strengthen their sales force and work on an effective marketing strategy. Here are some of the most common mistakes businesses make and how you can avoid each of them.

Simplifying ASC 606 Compliance: Hear from Real Companies at Xactly Unleashed


ASC 606 compliance has proved more challenging than expected for companies. Learn how real businesses are tackling implementation and simplifying compliance. Revenue Recognition (ASC 606) Sales Performance Management

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.

11 Tips for Asking Effective Sales Questions

Selling Energy

To get the proper takeaways from a meeting, you need to prepare yourself before going in. Here are some tips concerning which questions you should ask as well as a couple that you absolutely shouldn’t: sales tips

Being the Best Isn’t Enough Anymore

Leading Results Rambings

Imagine you’re in the restaurant business. Whether it’s been years or you’re new to the game, you know you’re the best at what you do. Your food is the best. Your service is the best. Your presentation is the best. Your atmosphere is the best. And your customers love you.

Is Your Business Getting Enough Nourishment?

Sandler Training

Just like we need food and nourishment for our physical self, so does our business. However, while our body tells us we are hungry and it is time to eat, our business doesn’t necessarily do the same. Therefore, it is critical that we put plans in to place to make time to ‘feed’ our business. .


Funnel Radio Line-up May 23

Sales Lead Management Association

Starting at 9 am our hosts' guests include: Matt Hayman, Jane Freeman, Chazz Clevinger, Michael Fox, Colleen Stanley, Phil Harrel, Theresa Kushner, Rachel Neasham, and Hiten Shah. Asher Sales Sense CRM Radio DataDump Radio Funnel Radio Channel Sales Pipeline Radio SLMA Radio

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.