Wed.Oct 28, 2020

Only You Can Decide and Act

The Pipeline

By Tibor Shanto. Salespeople spend a lot of time looking for people to make decisions. Yet often the biggest decision impacting their success needs to be made by them. But most salespeople and people in general, find it easier to rationalize.

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The Importance of Learning to Expand Your Capacity


learning agility Learning Skills growing business expanding capacity


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Consumers Have Spent Over $50B in Mobile Apps This Year—How Much Did Your Company Capture?

Sales Benchmark Index

Everyone Went Digital During Lockdown – Did Your Mobile Experience Improve? Many people have found themselves spending more time on their smartphones these days. Lockdown orders and social distancing have driven an increased dependence on smartphones across all facets of daily.

Why technology-enabled services is the new frontier for sales


Not too long ago, I was chatting with the founder of a private equity firm in the US, who reaches out periodically to share what’s going on in his world and to hear about mine. He told me about one of the key trends he’s seen in the past few years in many industries: Technology-enabled services.

How to Drive Revenue Through Retention Marketing & Sales Enablement

Speaker: Ruth Stevens, President of eMarketing Strategy

In a pandemic, it’s more important than ever to focus on retaining and expanding current customers. So, how can sales and marketing support the retention effort? Join Ruth Stevens as she dives into this fast-paced session and reviews the 7 key strategies for current customer marketing, to enable sales and expand customer value.

Client Retention: It’s Personal

Sandler Training

One of best pieces of advice I ever received about holding on to important clients and customers was this: During times of uncertainty, approach your business contacts from a different perspective than during so-called “normal” times.

More Trending

Who Run The World?: Women in B2B Sales


When I think of sales floors of the past, I think of Mad Men – esque scenes of phones ringing, men yelling, and glasses of whiskey being passed around every time a deal closes, or doesn’t. Yet modern day sales floors look quite different.

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Mediafly Acquires Presentify to Transform Marketing and Sales Content

Smart Selling Tools

Mediafly Acquires Presentify to Transform Marketing and Sales Content.

How to Use a 10-K Report to Find Gold and Make More Sales

Sales Hacker

If you’ve yet to add the 10-K to your sales arsenal, you’re missing out. A 10-K is a document filed annually by public companies that outlines their financial performance. This report is more detailed than an annual report and is required by the U.S. Securities and Exchange Commission (SEC).

Here's What Sales Leaders Should Prioritize in 2021 According to a Sandler Expert

Hubspot Sales

How has your sales leadership style changed this year? As companies are facing uncertainty with their ability to operate and sell their products, effective leadership may have a whole new set of requirements. If you’re still leading the same way you have been for years, now is the perfect time to adapt your leadership style to better meet the needs of your organization during challenging times.

The Best Sales Forecasting Models for Weathering Your Goals

Every sales forecasting model has a different strength and predictability method. It’s recommended to test out which one is best for your team. This way, you’ll be able to further enhance – and optimize – your newly-developed pipeline. Your future sales forecast? Sunny skies (and success) are just ahead!

The Definitive List Of Pros And Cons Of Employee Time Tracking


Time management is known to be very beneficial to employers and employees alike. Without it, it is impossible to have any estimate about project progress and completion, and project budgets would go haywire. Employers track time to ensure good management of employee work time.

The 5 Cases Salespeople Must Make to Drive Change and Win Sales

RAIN Group

At their core, top-performing salespeople are change agents. They recommend, advise, and assist buyers (what is typically known as consultative selling ), and they aren't afraid to push when it's in the best interest of their buyers. Indeed, top sellers are Insight Sellers.

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Challenging The Status Quo

Partners in Excellence

A sale will never happen until the status quo is challenged in some way. Perhaps, the customer has experienced problems or challenges. Perhaps they are discovering new opportunities they want to pursue. They decide to change, initiating, among other things, a buying journey.

Developing True Business Integrity Throughout Your Organization

Integrity Solutions

Values statements are helpful, but they’re not nearly enough. The “culture champions” — those organizations that make integrity a way of doing business — are the ones that stand apart from the rest. The Value Of Integrity. How important is integrity in business?

ACT 64

Want to Crush Your Competition? Read How to Build an AI-Powered Selling Roadmap

“If sales reps have the right AI tools and adoption, we see sellers easily closing 3 times as many sales each month.” Hear from 5 experts on steps you can take to reduce non-selling time and use conversational & sentiment analysis to transform how you sell.

The 3 Stages of the Interview Process

criteria for success

Do you know the best stages of the interview process to hire rock-star salespeople? As a sales manager, a strong team is the best asset you can have. But in order to build a great sales team, you need to hire the best possible candidates for the job.

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How Can Teams Finish 2020 Strong…and Set a Foundation for a Great 2021?

Sandler Training

You probably don’t need me to tell you that 2020 has been a year like no other. Let’s be honest: there were (and are) no playbooks for magically reversing what's happened in the marketplace during this historically tumultuous period. The post How Can Teams Finish 2020 Strong…and Set a Foundation for a Great 2021? appeared first on Sandler Training. Blog Posts Management & Leadership sales management sales management strategy sales management techniques

Sales Presentations Basics

Selling Energy

Students often ask me about how to conduct sales meetings and presentations. We spend half a day on this subject during our Boot Camps , which is much more comprehensive and in depth. However, here are some basics I’ll share with you: sales tips sales Sales Presentations recession selling

How & Why ZoomInfo Relaunched Its B2B Buyer Intent Data Product


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The Revenue Leader's Guide to Prospecting

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

Sales & Marketing departments that work together guarantee higher acquisition, better nurturing, and more effective sales. Join Christopher Ryan for this insightful webinar, presenting the wide funnel lead nurturing model. Don't miss out on this opportunity to get your teams working together and your revenue performance optimized.

How High Achievers can Optimize for Success (video)


What are the characteristics of a high achievers? In this Expert Insight Interview, Dr. Ruth Gotian discusses high achievers and optimizing success.

Video 56

The Sales Tech Upgrade That Unlocks Your CRM’s Potential

Miller Heiman Group

Sales organizations that consider their CRM as the anchor (as opposed to point solutions) have 6.8% higher quota attainment and 4.1% higher win rates. On average, organizations use 10 different sales tech tools , yet all that technology isn’t necessarily producing better sales outcomes.

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KARE: The Go-To Planning Tool For Q4

Sandler Training

Whether you are a sales leader responsible for an entire team’s performance or a single salesperson looking to hit your income target, Sandler’s KARE tool is a simple, powerful resource well worth spending some time with in Q4.

Tools 54

Crisis Drives Innovation: Businesses Release More Products than Last Year


Slack creates branded sneakers with footwear company Cole Haan. Pet insurance provider Petplan partners with The Dodo, a media brand that focuses on animals, to offer coverage via a new app. The Westin Hotel in Boston houses students from Northeastern University as part of COVID-19 precautions. In 2020, businesses have broadened partnership ideas and grabbed onto sparks of innovation that may not have been needed before the pandemic.

7 Keys to Creating Massive Value in Your Sales Meetings

Speaker: Marc Wayshak, Sales Strategist, Best-Selling Author & Founder, Sales Insights Lab

Engaging prospects in a strong two-way dialogue is something most reps struggle with. In this session with Marc Wayshak, you’ll discover a data-driven approach to sales meetings that yields significantly better results. Specifically, you’ll learn how to: • Engage prospects with authority • Keep your prospects’ attention • Achieve buy-in during sales conversations • Get prospects talking about their key challenges, • Gain a strong commitment before presenting your offer. In short, you’ll discover how to implement a process that helps you close more deals than ever before.

How Can Teams Finish 2020 Strong…and Set a Foundation for a Great 2020?

Sandler Training

You probably don’t need me to tell you that 2020 has been a year like no other. Let’s be honest: there were (and are) no playbooks for magically reversing what's happened in the marketplace during this historically tumultuous period.

TSE 1361: Three Things We Learned Analyzing Over 1 Million B2B Sales Calls

Sales Evangelist

Getting to know Shruti Kapoor Today’s guest is Shruti Kapoor the co-founder of Wingman, a company that looks at the call data to provide overall analytics to sales leaders and sales teams. She started her career in finance a decade ago as an investment banker and from there, went on to build the business she has today. Analyzing B2B sales calls Since the pandemic, Shruti has learned three things: First, there is a big dip in call volume since March but the number is slowly going up.

?? What is an Influencer in Today’s Market


Has following any influencer on social media ever made you decide to become a customer of a product he or she promoted? Our today’s guest in Expert Insight Interview is Magda Houalla, and she discusses influencer marketing as a strategy. Visit us on Apple Podcast You can also find SalesPOP! on all major podcast stations. The post 🎧 What is an Influencer in Today’s Market appeared first on SalesPOP! PodCast

10 Reasons Why Your Business Needs to Start a Podcast

Nimble - Sales

The podcast market is experiencing rapid growth. Some claim it is still not strong enough, and so there is a high chance that a pandemic may shake it too. In today’s post, we’ll discuss how podcasts work and give ten relevant reasons why your business needs a podcast. So is the game worth the candles? […]. The post 10 Reasons Why Your Business Needs to Start a Podcast appeared first on Nimble Blog. Marketing

[On-Demand Webinar] The State of Customer Education: Trends and Benchmarks Report

Speaker: Sandi Lin & Linda Schwaber-Cohen

In this webinar, Skilljar CEO Sandi Lin shared learnings from Skilljar's recent study and her insights on the state of Customer Education. She dug into key findings so you can benchmark against industry trends and understand how your strategy and metrics compare.

On Forecast Accuracy

Partners in Excellence

I’ve been having a fascinating discussion on forecasting and forecast accuracy. While we will never be perfectly predictive, we can get better than the current forecast discussions as illustrated below: Manager: “What’s your forecast for the quarter?” ” Salesperson: “What number do you need?” ” But we spend a lot of time talking about forecasting, without looking at the real underlying issue.

The 5 Best B2B Sales Techniques


B2B sales, on the whole, is slower, more labor-intensive and more consequential than B2C. A six- or seven-figure deal can make or break the entire year’s revenue, providing little margin for error. No pressure.

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Sales Forecasting – What Is It And How To Do It Effectively


Like a crystal ball, sales forecasting will surely not show you an exact view of the future. However, it will do give you some predictive insights into what is likely to happen in a specific time frame in context to your sales.