Fri.Sep 11, 2020

3 Ways to Handle: “I Don’t Have Time for the Presentation”

Mr. Inside Sales

We’ve all been there – you call your prospect back at the appointed time for your presentation and they tell you any of the following: This isn’t a good time, OR. I’ve got another meeting in 10 minutes, OR. How long will this take?” What to do?

Selling into Startups 101: What You Need to Know to Find a Unicorn

Sales Hacker

Imagine having the opportunity to sell into a company like Lyft in 2011. Imagine growing with them on their journey to becoming a publicly-traded company with an $11+ billion market cap. Back then, in 2011, Lyft was a small Series-A startup called Zimride with under 50 employees.

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How to Be Your Best on a Video Call | Sales Strategies

Engage Selling

Although it’s crucial to be technically competent with video calls during these uncertain times, it’s also imperative that you don’t neglect the personal aspect of video calls.

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Weekly Roundup: Get Salespeople to Use the CRM, Sell Anything to Anybody + More

The Center for Sales Strategy

- MOTIVATION -. Whether you think you can, or you think you can't, you're right.". Henry Ford. AROUND THE WEB -. > > 6 Ways to Get Salespeople to Actually Use the CRM– LinkedIn. What’s in it for me? If sales could be boiled down to a quintessential question, this might be it.

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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.

Empathy & Sales: The Emotional Time that Sells More. Faster.

KO Advantage Group

The client still says "no" even though "logically, it makes sense". Because people buy with emotions and justify with logic. Even in business-to-business settings.

More Trending

The Definitive Guide to Sales Development


In the beginning, there was sales. For a long time, it was as simple as that. Salespeople would work their Rolodex and run the full sales process with just one goal: ABC, Always Be Closing. However, the idea that one role can address all the complexities of modern sales has changed.

Don’t Forget The Basics in Sales!

Engage Selling

It’s easy to get wrapped up in shiny new prospecting methods or techniques. But, let’s not forget about the basics in sales! The sales landscape has (obviously) changed over the past few months.

Are You Ready To Redesign Your Results?


When ready to take your career to the next level, it is possible to redesign your results. The idea of reverse engineering comes from Silicon Valley. Embracing the concept can improve your current circumstances with greater ease. Even better, engineering talent is not a requirement.

Obstacles to Being Truly Consultative

Anthony Iannarino

This list is not in any particular order, and many of the attributes or character traits depend on others. Similarly, while no single item listed here prevents you from being consultative, the more of them you possess, the less likely you are to be consultative. Lack of Experience.

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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!

How To Get A Collective Vision and Keep Your Team Motivated (video)


Do you have an entrepreneurial mind, but you are not quite familiar with the business process and practice? In this Expert Insight Interview, Jeff Chastain discusses the Entrepreneurial Operating System or EOS. Jeff Chastain is the founder and CEO of Admentus, Inc.,

Leveraging Sales Intelligence in the Dog Days of Summer


I hate the Dog Days of Summer excuse – it always felt like a cheap way for an underperforming sales rep to make an excuse for a slow month. Sales Rep : Yeah, just not a lot of movement in my pipeline – it’s the dog days of summer. You get it.

TSE 1341: How to Reach Executive Decision Makers, and Why They are Listening Right Now

Sales Evangelist

How to Reach Executive Decision Makers, and Why They are Listening Right Now In previous episodes, we’ve covered that sales reps have to touch base with several people within their industry, especially the executive decision-makers.

Migrating the Discussion

Selling Energy

When you’re selling an energy product or service, it’s pretty much a given that your prospect will raise some concern or objection during the negotiation.

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.

Reflections On 9/11 In 2020

Partners in Excellence

Pardon me from diverting from my normal writing on sales, leadership and business to reflect for a moment on September 11, 2001. It impacted and impacts each of us in very different ways. First, on the evening of September 10, 2001, I arrived home from a 3 week business trip to Africa.

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5 Ways Crunchbase Makes Prospecting More Efficient


There has never been a more challenging time to close deals. With downsizing, leadership changes, and budget tightening across the board, every minute counts. We know that strategic, account-based selling is the most efficient way to hit quotas.

How to successfully close cold leads?


Imagine you are calling a bunch of cold leads. Just after you start talking, they end your call or do not consider lifting your call. You are saddened by this incident and lose your temper. You go to the next lead, and the same thing happens again.

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?? How to Become a Business Owner By Buying Already Established Business


There are different types of self-employment. Thus, today’s guest in Expert Insight Interview is Carl Allen, and he discusses Leverage Buyout as a strategy to become a business owner. Visit us on Apple Podcast You can also find SalesPOP! on all major podcast stations.

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.

Pipeline Forecasting

Accent Technologies

The post Pipeline Forecasting appeared first on Accent Technologies. Uncategorised

How to Build a Dynamic Sales Process


In recent years, the viability of using a defined sales process has come into question. Many selling organizations cite increased complexity and fluidity in selling as reasons for abandoning the perceived rigidness of a prescribed sales process. This position is understandable.

How to Master a Customer-Centric Approach to Your Business

Nimble - Sales

In this webinar, Nimble CEO Jon Ferrara is joined by the queen of marketing metrics Laura Patterson. Laura talks about how to refine your marketing strategy by using the concepts from her book, Fast-Track Your Business: A Customer-Centric Approach to Accelerate Market Growth.

How (and Why) to Drive Informal Learning with Video


Informal learning happens all the time at work—and that’s a good thing. Every time an employee searches for a definition of a new word, asks an experienced colleague to explain a process, or watches a video message from an executive, they’re learning.

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The 5 Keys to Sales Emails That Set More Meetings

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

So many reps' email efforts could be yielding more meetings--simply by using a better strategy. Watch the webinar with Marc Wayshak, Sales Strategist and Best-Selling Author, to get lots of great strategies on how to set up meetings via email! <

A Brief History of David Letterman’s Top Ten Lists as it Relates to Considerations for Your Next CPQ initiative


On September 13, 1988, a small but mighty team of writers were sitting around a table in a smoky boardroom in the basement of a building adjacent to Times Square (here’s a clip of me playing sax there), or at least that’s how I’m imagining it in my head.

Five tips for Getting the most out of a Virtual Conference


Traditional in-person conferences are a thing of the past — at least for the time being. But thanks to technology, it’s still very much possible to access learning and networking opportunities that’ll help you to be more effective and efficient in your professional role.

How to create sales training that gets reps excited with collaborative learning


Sometimes, it can be a challenge to generate excitement for sales training. Your reps already have a lot going on, and you need to find new ways to create a buzz around the next learning module – especially when your teams are working remotely. .

How to write a 30-60-90 day sales plan


80% of all sales are made by 20% of salespeople. The winners sell to prospects that losers gave up on. . You surely would want to prove your sales manager or seniors in the new company that you are amongst the 20% who have the potential to win.

How You Can Triple Your Results With a More Personalized, Empathetic Approach

Speaker: Brian Carroll, CEO and Founder of markempa

Marketing and sales feel pretty tricky right now. What worked before now feels out of touch, but have you made plans for how you'll continue to move forward? You've likely tried everything: expert recommendations, best practices, the latest tools, and automation. But your results are falling short. Here's the thing: All the automation tools, best practices, data analytics won't help get better results now until you master empathizing with your customers. In this webinar, you'll learn how to go beyond rational-logic based sales/marketing and adjust your sales enablement strategy to better understand how buyers feel so that you can connect and help them on their journey.

Mobilize Value Selling: How To Increase Your Sales Velocity Q&A Part 3


For our July Webinar, Rick Cantril shared his experience initiating, dialing up, and maintaining Value Selling at scale, improving win rates by 10% and decreasing sales cycles by 50-75%.

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How to Wow Your New Hires (For Real) By Optimizing Your New Employee Onboarding Software


Having worked at Lessonly for over 3 years in Services and now Account Management, I’ve had the privilege to partner with dozens of our customers as they’ve constructed and reconfigured their employee onboarding process.