Thu.Sep 24, 2020

5 Tips on How to Close a Sale Faster Than Ever Before

The Center for Sales Strategy

Everyone knows that sales is a numbers game. The more you have out there, the better off you are, which is why we all typically agree that sales is a numbers game,right? What are the numbers everyone is talking about? As sales managers, are you looking at the wrong numbers?

How to Incorporate Value-Based or ROI Selling for Business Growth

Sales and Marketing Management

Author: Tom Pisello Due to COVID-19 and the current economic downturn, sales reps are facing a new set of challenges due to uncertainty. A recent LinkedIn survey of more than 500 sales professionals indicates: 51% of customers are experiencing budget cuts.

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WEBINAR: John Barrows speaks at GlueX’s “MSP Innovators Panel: Pivoting for Success”

John Barrows

The post WEBINAR: John Barrows speaks at GlueX’s “MSP Innovators Panel: Pivoting for Success” appeared first on JB Sales

Predictive Sales Analytics: Actionable Insight for Smarter Plans

Hubspot Sales

Wouldn't it be awesome if you could stay one step ahead of your prospects and customers at all times — to know what to expect, their individual and collective preferences, and the right strategies to employ to make the most of them?

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.

This Sales Sequence Sat in Our CRM for Months. Then It Improved Our Conversion Rate by 5%.

Sales Hacker

The product you were selling six months ago is not the product you’re selling today — not if you’re improving it correctly. The team that was selling product six months ago is not the same team out there hustling leads today? —? not if you’re hiring and training right.

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Evolving Your Revenue Strategies for 2021 Growth

Sales Hacker

The post Evolving Your Revenue Strategies for 2021 Growth appeared first on Sales Hacker. Sales Operations Live Events

Overcoming ‘Queen Bee’ Syndrome


“Can you imagine what the world would be like if women who constitute almost half of the global population had access to education and opportunities and were allowed to contribute their best? We would achieve prosperity globally in all spheres.” ?Professor Professor M.S. Rao, Ph.D., HeForShe.

How to Build A Global Sales Team and Boost Your Growth

Sales Hacker

The post How to Build A Global Sales Team and Boost Your Growth appeared first on Sales Hacker. Sales Management Live Events

Don’t Let Your Sales Initiative Fail: Lead from the Front

Force Management: The Command Center

With any strategic change initiative, there’s always the question of whether or not it will stick. Anyone who’s been involved in a sales transformation knows, going from point A to point B, the desired future state, is no simple feat.

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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!

The Most Overlooked Step Strategy in Virtual (or Face to Face) Selling

Shari Levitin

When I first started in sales, one day I thought I had done an amazing Discovery. I told my boss about it. “It was amazing”, I said. “You would have been so proud of me. I hit every major point.” ” . “So”, So”, he said, “Did you get the deal?”. Shari: “Well, no.”. Greg: “Did you schedule the next appointment?”. Shari: “No, but…”. Greg: “Did they commit to doing anything like sending you materials, financials, booking another meeting?”.

Does Your Customer Understand Their “Why?”

Partners in Excellence

When we engage our customers in discussing opportunities, we know it’s critical to understand “why.” ” Why are they considering making a change? Why now? What are the consequences of doing nothing? What are they trying to achieve? Why is this important to you and the organization? We are much more effective when we understand what’s driving the customer and we align our strategies around helping the customer navigate the change initiative.

Two Hacks For Building a Healthy Pipeline

It’s amazing how many people sell products they don’t actually use but should, for the same reasons they’re telling prospects they should. If you believe it’ll work for them, it will work for you. Drinking your own kool-aid, as it turns out, adds credibility to your story. .

Does Cold Email Still Work During COVID–19?


It is a highly competitive world we live in, with millions of products and service providers catering to the ever-growing needs of people. COVID- 19 has crippled the economy and sent us all in reeling in a downward spiral in isolation.

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.

6 Tips for Dealing with Difficult Customers

Selling Energy

It has happened to all of us: we’ve encountered a prospect who is demanding and difficult throughout the sales process. What are the best ways to deal with them? Here are some tips from my own experience, as well as some contributions from other sales professionals.

How fear of uncertainty is holding us back (and why it shouldn’t)

Predictable Revenue

A deep dive into the essence of fear, whether or not we should be fearful of the uncertainty we’re experiencing right now, how salespeople can fight the fear of missing quota, how sales leaders can erase the fear in their teams, and much more. The post How fear of uncertainty is holding us back (and why it shouldn’t) appeared first on Predictable Revenue.

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A Sneak Peek at Highspot Spark 2020


At Highspot, we strive to deliver beautifully designed software with a spark of magic. And now we’re bringing that same spark to our inaugural global customer conference. Welcome to Spark 2020 — a two-day virtual conference during which you’ll learn the best ways to enable your teams on Highspot, how to configure the product to suit your organization’s needs, and gain the know-how to strengthen your sales enablement function as a whole. But that’s just the beginning.

Building a Sales Enablement Practice: An Interview with Allego’s Mary Charles


Selling today is harder than ever. Buyers have unlimited access to information and compare vendors and solutions without ever interacting with sellers. At the same time, more teams are working remotely. Managing a dispersed sales team is a unique challenge.

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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.

Do Our Discovery Questions Really Allow Us To Do That?

Partners in Excellence

The discovery part of the buying and selling proceesses are, perhaps, the most important part of the process. It is a huge amount of the shared learning process we start with our customers. But, do we really “discover,” in this process, or are we just seeking confirmation for what we want to hear? Too often, our discovery questions are highly scripted to get us to learn the things we need to know to better sell?

6 Best Practices for Protecting Customer Data in 2020

Nimble - Sales

How well you protect customer data can directly impact your reputation and limit your organization’s progress. If people perceive that you fall short of safeguarding their information adequately, they’ll resist giving it to you. Some may even take their business elsewhere rather than continuing to support you. Here are six data privacy and protection best […]. The post 6 Best Practices for Protecting Customer Data in 2020 appeared first on Nimble Blog. Customer Focus

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Important Versus Urgent

Carew International

I recently listened to a talk by Scott Belsky, author of The Messy Middle. A portion of his talk emphasized the necessity for leaders to stay focused on the “important,” even when the “urgent” is demanding their attention.

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Eddie Murphy Shows How to Make Coaching Fun

Braveheart Sales

Of all the things that a sales manager needs to do, the most important is clearly coaching. Honestly, it has the biggest impact on sales success. This isn’t just my opinion, we have data that supports it (see below). Lots of Coaching, Not Necessarily Effective Coaching. What’s most important is the amount of coaching, not how good it is. This is surprising but the data backs me up. However, the combination of coaching frequency and effectiveness is simply amazing.

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.

Beyond the Beginning: Refining Your Triggered Email Program in the Age of Personalization


Triggered emails, defined as an email deployed when an individual takes an action or meets a condition defined by the sender, has been around since the early 2000s (SmartInsights).

Method Matters: VP of Research Raphael Cohen Reflects on’s 13-Patent Milestone

We’re at it again! Chorus has been granted our 13th patent , backing our AI-powered solution for conversation intelligence — the fastest-growing category in sales technology. We are dedicated to helping our customers solve real problems with real data and machine learning. Our continuous innovation and investment into AI underscores why is the No. 1 conversational intelligence platform for high-growth sales teams.

How COVID-19 Has Affected the Sales World


With the business world still experiencing great disruption from COVID-19, we are taking an in-depth look at exactly how sales teams are being altered by this situation — and the best ways to adapt for success in the uncertain future.

How to Get from Commit to Close

Watch This Week's Episode. CLICK TO VIEW. Forecasting has never been more essential to the bottom line of business. In the COVID market landscape, sales teams have to work harder for each deal, and they have to make the most out of each and every conversation. On this week’s Weekly Briefing, Jim Benton and Trey Boyer , the VP of Sales and CS at Hudl , discussed the importance of accurate forecasting and the behaviors that drive a deal from commit to close.

[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.

Groove Wins the 2020 SalesTech Innovation Award from MarTech Breakthrough

On Wednesday, MarTech Breakthrough announced Groove as the winner of its 2020 SalesTech Innovation Award.

Revisiting: “If we’re going to turn down the likes of Fitzgerald. ”


In 1919, the editorial board of Charles Scribner’s Sons unanimously denied F. Scott Fitzgerald’s first novel, This Side of Paradise , for publication. Maxwell Perkins, a young Scribner editor, threatened to resign in protest, telling the board, “My feeling is that.


What Pressure Cookers and Phoenixes Have To Do With New Employee Onboarding Software


Whenever we talk about creating the best onboarding experience around trainers, it seems to hold a little bit of daunting weight. New employee onboarding training is going to be each employee’s first impression of your company and it’s your responsibility to ensure that not only are they excited to be there, but that they understand how to do their job and do it well. That can often feel like being tossed into a pressure cooker on high!