Thu.Feb 21, 2019

Is Your Current Sales Opportunity Real?

Anthony Cole Training

In this article, we discuss and identify the three main reasons why salespeople get duped into believing a specific opportunity will close and why some deals are not worth chasing. They are: Weak pipeline. Failure to ask tough questions. Afraid to pull the plug.

9 Proven Tips to Speed Up Your Sales Cycle


We all know that time is money, and that’s especially true for small businesses. As a matter of fact, 82 percent fail due to cash flow issues. Keep in mind: cash flow is not just about money coming in and out. It’s also about timing.

Stakeholder Someones are doing the Selling in Your Organization

Babette Ten Haken

I have news for you. Your stakeholder someones just may really be doing the selling in your organization. Do you know who they are? You know, the stakeholders you refer to when things slip through the cracks: “ Well, someone must be in charge of that. Otherwise, how could it possibly happen?”.

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Should Your Field Marketing Team Own a Number?

Sales Benchmark Index

Pick five non-marketing employees at random, and ask them what value your field marketing team brings to your organization. If you’re reluctant to do this exercise, it’s likely because you want to avoid blank stares and wild guesses that humble you.

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 whitepaper to learn how important conversational AI is to your CX strategy.

Mission Impossible: Making Hard Choices as a First-time CMO (Part 2)

DiscoverOrg Sales

Fear isn’t a luxury the CMO can afford. Neither is hesitation. Today’s CMO position – “ a minefield where many talented executives fail ” – requires the courage of conviction to survive. If you’re a first-time CMO, this goes double.

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More Trending

SalesTech Game Changers Magazine 4th Edition

Smart Selling Tools

SalesTech Game Changers 4th Digital Magazine: 5 Executives Tell us How Their Solution Changes the Game for Sales. game changer. Definition of game changer. :a

What's the Difference Between Sales and Marketing? A Simple & Easy Primer

Hubspot Sales

What's the difference between sales and marketing? Marketing informs and attracts leads and prospects to your company and product or service. Sales, on the other hand, works directly with prospects to reinforce the value of the company's solution to convert prospects into customers.

3 Ways to Start Every Sales Meeting the Right Way

Sales Hacker

There’s something so positive and energizing about kicking off a meeting. It’s the open door every salesperson craves. But that thrill is easily toppled. With one wrong move, you can get off on the wrong foot and put your entire sales process in jeopardy. A derailed meeting is a derailed process.

5 Songs to Boost Sales Performance

The Center for Sales Strategy

Music can help you push through a difficult workout, it can calm your nerves, and it can even get you pumped up and geared towards success.

10 Sales Leaders Share their Strategies for Writing Winning Proposals

PandaDoc interviewed 10 CROs and Sales leaders from companies like G2 Crowd, Sales Hacker, and Zendesk about their strategies for winning sales proposals. This eBook contains their insights and actionable takeaways that will give your team a leg up on the competition.

Outbound Conference Sneak Peek 2019

Shari Levitin

Love is in the air! On this gorgeous Saint Valentine’s Day, why not take the time to focus on how you’re using your heart to increase your sales. To perfect selling with your heart, concentrate on these three aspects. Bonus: they rhyme!

What is Sales Compensation?


Discover everything you need to know about sales compensation and its impact on performance. Incentive Compensation

The Qualifying Conundrum


No Matter What You Think…Any Client Is Not Better Than No Client. This week I’ve spoken with three different financial advisors about a very important factor when adding new clients: Not EVERYONE is going to be a good client/customer fit for you.

Objection Handling Workshop with Josh Braun

Sales Hacker

Last time Josh Braun joined up with the Sales Hacker community, he shared a framework for making objections feel like water off a duck’s back.

The Path to Journey Management

Speaker: Kerry Bodine and Lindsay Sykes

The practice of journey mapping has reached fever pitch. But your mapping efforts are only effective if the resulting maps help you drive organization change — and then measure the results of your efforts. Join Intouch Insight and Kerry Bodine, CX expert and co-author of Outside In: The Power of Putting Customers at the Center of Your Business, as she shares Bodine & Co.’s latest research on this topic.

Getting Past Gatekeepers

Engage Selling

Are you or members of your sales team having trouble getting past gatekeepers? It’s an obvious struggle.

3 Ways Great Teams Acquire Budget for Digital Sales Transformation


You can argue that all investment funds are difficult to acquire from the CFO – but purchasing services like sales training to improve performance and consulting companies is a tough sell internally. I get it.

3 Keys to Better Sales Talent Management


Selling is hard enough, but without the right people in place, ensuring your sales organization hits its numbers and increases company revenue becomes even more difficult

How Little Changes To Your Sales Message Can Have Incredible Results, with Tim Riesterer, Episode #102


Subscribe to Selling With Social. Apple Podcasts | Stitcher | Google Play | Google Podcasts. It’s amazing but true – in 101 episodes of #SellingWithSocial I’ve published so far, I have not recorded one conversation focused on what goes into an effective sales message.

How to Level Up Your Marketing Strategy with Video

Building brand awareness and acquiring customers is never easy, but how can you improve your marketing strategy with limited resources? Vidyard has you covered with their 3-in-1 guide on how to use video across your marketing efforts without breaking the bank.

Why Even Seasoned Sales Pros Need Prospecting Training

Funnel Clarity

“A thirty-year veteran improved his ability to add new opportunities to his funnel by 500%!! Impossible. Whoever heard of a 30-year veteran learning anything new about sales?”.

The ingredients of effective cold call conversations


There are many methods of communication in a sales rep’s toolkit. There are emails, texts, LinkedIn messages, and more, but nothing works quite like a phone call. Phone conversations the best way to engage with […]. The post The ingredients of effective cold call conversations appeared first on RingDNA Inside Sales Software & Enterprise Telephony for Salesforce. Inside Sales Sales Best Practices Sales Strategy cold calling inside sales call outbound calls sales calls

How To Be “The Shark” In A Room Full Of Sharks!


As our business culture continues to change and become less and less people-focused with the use of the internet and cell phones, face to face interactions are becoming increasingly pivotal to our success. If you aren’t sufficiently prepared and equipped, your chances of thriving in a room full of Sharks is severely compromised. Do you think you have what it takes to keep from being their personal chum?

Sales Training Programs Worth Taking

The Digital Sales Institute

Sales training programs worth taking is a constant topic in the world of sales. The truth is that whether delivered in class, in house or online sales training programs have helped thousands of salespeople to improve their selling skills.

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.

Win/Loss Reviews

Partners in Excellence

One of the key questions I ask when I meet with sales executives and sales people is, “What causes you to win, what causes you to lose?” ” Often, I ask to see any data and analysis they have on wins and losses.

How to tailor your cold calls to match your prospect’s communication style with Shawn Sease

Predictable Revenue

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Shawn Sease, Director SDR Client Services at outbound sales consultancy Sales Developers. The post How to tailor your cold calls to match your prospect’s communication style with Shawn Sease appeared first on Predictable Revenue.

What Sales Leaders Need to Do to Hire and Evaluate Talent More Effectively

Miller Heiman Group

Sales leaders do not want to make mistakes when hiring new members of their sales team. In 2018, just 54 percent of all sellers met their sales quotas, according to CSO Insight’s 2018-2019 Sales Performance Study. Furthermore, only 16 percent of sales leaders say they are confident they have the talent needed to succeed into the future, according to CSO Insights’ 2018 Sales Talent Study.

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2019 Selling Challenges Study


Richardson’s 2019 Selling Challenges Study research reveals a panoramic view of the changes confronting sales professionals today. With hundreds of responses, we’ve captured timely insights into how 2019 will unfold and how to address emerging challenges.

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Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

Establishing Collaboration Within Your Sales Team: 5 Focus Areas

criteria for success

Are you focused on establishing collaboration within your sales team? One of the best benefits of having a sales team is their ability to collaborate. In small businesses with just one or two salespeople, it’s hard for them to effectively collaborate. But even a small team of 4-5 salespeople provides an excellent opportunity to collaborate. [ [ ] The post Establishing Collaboration Within Your Sales Team: 5 Focus Areas appeared first on Criteria for Success.

Never Respond To An RFP That You Didn’t Write!

Partners in Excellence

At a kickoff meeting earlier this week, I was having a disturbing conversation with a group of sales people. It seemed a big part of their “prospecting,” was trolling customers for RFPs and RFIs. I probed them on this, their response was, “It’s so easy, these are people who already want to buy, they’ve put together their requirements, all we have to do is just respond to the RFPs! It’s pretty easy to chase after them!”

Characteristics of an Energy Sales Professional, Part 2

Selling Energy

Energy Sales Professionals are: Effective Communicators. You know how to word things in a way that a wide range of people can understand. You use intonation, facial expressions, and body language in a way the makes people trust, like, and understand you.