Tue.Sep 17, 2019

Why Finding Team Players Matters When You Hire Sales People


When you hire salespeople, you should always look for team players. It takes more than consistent coaching and training to create a productive sales team. According to CEB, the most effective sales teams no longer […].

Have We Lost The Art Of Decision Making?

The Pipeline

By Tibor Shanto. There is a lot written about what has changed in sales, no doubt a lot has, but when you look at results, not much evidence. Given all the noise about better ways to sell, one would expect better outcomes, but they are not.

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Impactful CMOs Develop Customer Experience Charters Instead of Agonizing over Renewal Rates

Sales Benchmark Index

Quick—why do top sales reps make big bucks? It’s because they make it easy for their prospects to buy and to feel good about buying. They personally differentiate their company and solutions at the crucial moment someone prepares to take.

How Do I Build a Prospecting Plan That Will Work?

The Sales Hunter

Whether you’re building a prospecting plan from scratch or reviewing your existing plan, ask yourself these 8 questions. I have said this before, but I will say it again- the biggest improvements you can make to your prospecting are to the little things. That will make the biggest difference.

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.

Three Steps to Implement a Culture of Growth

Sandler Training

The aggressive, sustainable growth so many company leaders seek, but few can actually point to, lies in moving yourself and your organization into a growth-driven sales culture. The following three steps are essential preliminaries to that shift. Read Time: 6 Minutes. Management & Leadership

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Three Steps to Implement a Culture of Growth

Sandler Training

In our book THE SUCCESS CADENCE, Tom Schodorf, Bart Fanelli and I ask these questions: How can leaders scale aggressive sales growth consistently? How can they achieve rapid, dramatic growth in their company? How can they sustain that growth over time?

How to Quickly Identify Your Human Capital Expense [VIDEO]

The Center for Sales Strategy

From identifying new opportunities for growth to driving profitable revenue streams, salespeople are the fuel to your company’s fire. As sales managers and leaders, we often state that our team is our most valuable asset, but are we doing anything about it?

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Invisible.io Launches New RevenueGrid.com Sales Engagement Platform

Smart Selling Tools

Invisible.io Launches RevenueGrid.com, New Sales Engagement Platform that Goes Beyond CRM, AI And Redefines What Sales Engagement Tools Should Be.

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How To Optimize Your Sales Process Top To Bottom


? In this episode of Sales Secrets, I talk about how to optimize sales process and, more importantly, how to do it right, from top to bottom. Keep reading to learn more.

Sales Training Playbook by Lessonl

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

Peer-to-Peer Selling: Leveraging Your Customer Voices to Better Sales Enablement in Today’s Sharing Economy

Smart Selling Tools

Peer-to-Peer Selling: Leveraging Your Customer Voices to Better Sales Enablement in Today’s Sharing Economy. The world is moving to a peer-to-peer selling environment that also now includes the sharing of experiences.

InsideSales.com Introduces the Revenue Acceleration Cloud


Create a Marketing Strategy that Drives Customer Retention in These 7 Easy Steps

Nimble - Sales

Whether you’re running a multinational agency or a small local business, you must have wondered how to properly retain your customers in the long run. Highly successful businesses understand the significant difference between customer acquisition and customer retention.

Your Knowledge Management Horoscope


As part of our company charter to make sure that the knowledge you need to do your job finds you, we thought you might want to see all your bases covered. As we were looking to seek and share knowledge, we wondered what the universe has in store for everyone, knowledge management-wise.

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.

Elevate Customer Conversations with Industry-First SmartPage Technology


We’re humans — not robots. A common thread that connects us all is our desire for genuine and meaningful interactions, which is why we’re proud to share that our new release is focused on exactly that.

Announcing The 2020 Startup Sales Playbook


We've been helping startups succeed in sales for years.and today we're taking it one step further. Download the definitive playbook for early-stage sales teams : discover actionable tactics to close more deals, grow revenue, and scale a high-performing sales operation.

How to Use Content to Enhance Your Social Selling Process


As you probably already know, social selling is very important. Many B2B companies are leveraging social selling to add value to their prospects and get clients interested in their product.

Highspot Launches Industry-First SmartPage Technology to Turn Sales Strategy into Action


Fall ‘19 Product Release Introduces New SmartPage Marketplace, Data Slices and Web Apps, Enabling Go-to-Market Teams to Elevate Customer Conversations.

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.

Sales Value Proposition: How to Build and Deliver a Powerful SVP

Corporate Visions

The post Sales Value Proposition: How to Build and Deliver a Powerful SVP by Tim Riesterer appeared first on Corporate Visions. Your sales value proposition, or SVP, is a powerful messaging tool for communicating the unique value of the solution you’re selling.

Boost Your Email Effectiveness With This Email 2.0 Tool

Fill the Funnel

Pretty much every client I work with understands that email is the most powerful tool in their arsenal when it comes to generating business results. I know this post will bring some immediate improvements to the emails you send out.

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Direct-Dials: More Than Meets The Eye


In case you haven’t heard the news, DiscoverOrg and ZoomInfo have joined forces! And as one unified company, we humbly believe there’s no one better equipped to discuss the importance of high-quality contact information.

What Does My Listener Need to Know?

Selling Energy

I talk a lot about communication strategies on this blog because effective communication is vital to success in sales (see last week’s “ Take Responsibility for the Quality of Your Communication ” blog).

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Sales Training That Gets Results – With or Without Classroom ILT

Speaker: Mike Kunkle, VP Sales Enablement Services, SPASIGMA

Most sales ILT (instructor-led training) has historically not been very effective, if we consider “effective” to mean “changes behavior, improves results, or produces a ROI.” In this webinar, sales enablement expert Mike Kunkle will break down how modern technology removes the need for ILT in sales training - and will also explain how to effectively integrate ILT into your modern training, if you want to continue using it!

Learning – The Pipeliner Mission


In this blog series about learning, we’ve covered the fact that the learning landscape has certainly changed in this modern, global digital age. Now, what is our particular mission, here at Pipeliner, with regard to learning? We certainly have one. We have created a new model with which people the world over can learn to build their own business. We call this model the Pipelinerpreneur model.

How to Define and Leverage Indirect Channels to Maximize Manufacturing Sales

Miller Heiman Group

Channel sales present a challenge for several industries, but it’s a particular concern for manufacturers. For instance, the added layer between your organization and your end-user means you have less access to understand their behaviors and needs and track associated KPIs. Additionally, some organizations struggle to clearly define the difference between channel customers and the end-user.

Fundamental #3 – Guiding Versus Telling


Fundamental #3 – Guiding versus Telling , is part of our series, The Making of a Highly Effective Sales Manager. I’m stepping through each of the 5 Fundamentals of a Highly Effective Sales Manager , offering depth around what each means to me. Catch up here and here. .

?? Being Remarkable


There are an estimated 18 million salespeople in the United States. So how do you stand out in today’s noisy and distracted world, and how can you strive to be remarkable? Now, I know what you’re thinking – How does being remarkable pertain to the business world?


Supercharge Your Sales Training ROI with eLearning

Speaker: Ray Makela, CEO, Sales Readiness Group, and David Jacoby, President, Sales Readiness Group

Companies spend about $20 billion a year on various forms of sales training, but many sales leaders report a low ROI from their sales training initiatives. Join us, along with Ray Makela and David Jacoby from Sales Readiness Group, as they break down the five essential factors to achieve sustainable success from your sales training investment, and how to leverage eLearning to maximize results.

4 Common Myths About Creating a Sales PlayBook

criteria for success

Have you been thinking about creating a sales playbook? If so, you're not alone. In a recent conference I attended, three speakers on completely different topics talked about playbooks.

?? How To Win Well


Karin’s book is described as a manager’s guide to getting results without losing your soul as a practical guide to achieving breakthrough results and remain a good human being along the way. Winning well is showing up with confidence and humility, focusing on results and relationships.

8 Common Social Media Marketing Mistakes and How to Correct Them

Connext Digital

Social media has changed in the last decade, going from a tool to reconnect with old friends and meet new people to a vital and highly effective channel for digital marketing and brand-building. Just how effective is social media as a digital marketing tool?