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 TiborShanto.com. 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.

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.

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.

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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More Trending

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.).

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Our First WOTC West–2019

Allbound

“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.

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.

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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.

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.

Are you still using old discovery call questions?

RingDNA

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?

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

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

Vengreso

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.

Plan, Implement & Measure Your Sales Enablement Initiatives with Chorus’ Coaching Programs

Chorus.ai

Here’s a familiar scene from a fast-growing company near you: The sales managers tell Bob, the Sales Enablement Manager, that they feel their reps aren’t really handling pricing discussions well.

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 Definitive Guide to a Data-Driven PR Strategy

Zoominfo

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

Xactly

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

When “A Players” Fail

Partners in Excellence

I’ve been participating in a great discussion on the importance of talent. It’s an area that doesn’t get the attention needed and is critical to organizational performance. Too few managers pay the right attention to talent, both recruiting, onboarding, developing, and retaining the right people. As a result, the costs of this inattention to talent is millions to hundreds of millions of dollars.

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

InsideSales.com

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.

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.

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.

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

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.

“Forwarding This Marketing Email Is Strictly Prohibited By Law….”

Partners in Excellence

It’s been a while since I’ve whined about the stupid prospecting emails I get. I could literally post every day–even if I set the criteria “I’ll only post unsolicited marketing emails from ‘Global 1000’ corporations.” ” Today, I received an intriguing email from a Fortune 50 corporation. I’ll overlook: The fact that our company is already a customer, using some of the services they are trying to get me to buy.

Sales Training Playbook by Lessonl

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

Identify and Manage Leadership Blindspots

Pipeliner

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

The Prospecting Objective is Not to JUST Set the Appointment

Smart Calling

One myth that has been around for a long time, is that the first prospecting call should be to just set the appointment. Nothing more. And, that causes salespeople to miss opportunities, and waste time.

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

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.

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.

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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Why You Shouldn’t Lose Sight of Lead Generation

Closer's Coffee

Being at the helm of your own company has many challenges. One of the main ones is balancing client acquisition with work execution. With only twenty-four hours available to you every day, it’s always tempting to lean towards the task you find easier or more enjoyable.

Why Open-ended Questions Drive Effective Coaching

Richardson

Effective sales coaching is collaborative, and to be collaborative, you must ask questions. However, too often, people misunderstand this critical component of coaching. They ask questions designed to elicit a specific response. These kinds of questions feel like an interrogation.