Tue.May 22, 2018

21 Sales Qualification Questions to Identify Prospects Worth Pursuing

Hubspot Sales

Qualifying Questions. What's the business problem you're seeking to fix with this offering? What's prompting you to do something about it now? What has prevented you from trying to solve the problem until now? Have you tried to solve this problem in the past? If so, why didn't that solution work?

5 Tips for Mastering the Art of Sales Knowledge Management


The world of sales is full of dangerous villains – time-consuming administrative tasks , inefficient internal processes, lack of proper tools and resources, etc. that are weighing your company down. And to top it all off, there is an even greater foe – the leaking of your valuable sales knowledge.

Physics and Your Closing Ratio

The Sales Heretic

Every sales manager I’ve ever talked with has agreed on one thing: The single biggest challenge salespeople have is closing the deal. There are two reasons closing is such a big problem. One is psychology. The other is physics. PHYSICS?? That’s right, physics. Let me explain.

Incorporating Narrative into your Sales Pitch


When was the last time you heard a great story? Maybe you found one in the pages of a good book or behind a screen. However, it may surprise you to find that the greatest tales are not reserved for those spaces alone. After all, when was the last time you told a story? It probably wasn’t long ago.

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What Is Sales Enablement and Why Should I Care?

Sales enablement is not really a new concept; it has been around for over 10 years. However, understanding the full application of sales enablement is a very different thing.

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Stop Suffering from Mismatched Talent and Corporate Strategy

Sales Benchmark Index

Our guest today is Dave Loeser, Sr. Vice President of Worldwide Human Resources for Unisys. Dave has built executive teams at Pepsico, Quaker State, Mitel, and now Unisys, and is here to share his expertise on how to match executive.

The 5 Ways to Improve Your Prospecting Email Subject Lines

Marc Wayshak

Most prospecting emails never even get opened. Set your emails apart by mastering the 5 ways to improve your prospecting email subject lines. Check it out now! The post The 5 Ways to Improve Your Prospecting Email Subject Lines appeared first on Sales Speaker Marc Wayshak.

[INFOGRAPHIC] SMA Research Update: The Price of Poor Sales Territory Planning


Earlier this year, we worked with the Sales Management Association (SMA) to conduct a survey of more than 100 organizations on sales territory design and planning. Check out highlights from the survey below or download the executive summary here. Infographics

Talking to Your Customer About Price – Part 1

Jeff Shore

By Jeff Shore. The earlier you talk about price, the more likely it is that you will lose the sale. That’s the truth, and it points to one of the most common errors made in sales presentations. When you get trapped into a price discussion right out of the gate, you are jeopardizing the entire sale.

The 7 Things You Need to Know for Effective Sales Forecasting

Find out why waiting for perfection is costing you money.

Accelerators in the Sales Process


Bottlenecks & Accelerators in the Sales Process. Judy Frank talks sales bottlenecks and accelerators in the sales process with John Golden.

How to Start a Business: A Complete Guide for Startup Entrepreneurs

Hubspot Sales

Everyone wants more visitors, more qualified leads, and more revenue. But starting a business isn’t one of those "if you build it, they will come" situations.

Video: LeadGnome 90-Sec Nugget – Stop Database Decay With Reply Email Mining


I’m excited to share a new video series I just launched, called 90-Second Nuggets. Each mini video will be jam-packed full of information about the power of reply email mining and what it can do for sales and marketing teams.

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Digital Selling Strategies

The Digital Sales Institute

Companies are developing digital selling strategies to align themselves to the rapidly changing face of “the buyers journey”. A digital selling strategy goes way beyond the use of tools or technology.

Your Next Sales Coach is a Machine

Speaker: Matt McDarby & Dan Smaida, Managing Directors, Specialized Sales Systems

World-class sales managers have long used creative means to solve for time and distance. In this webinar, you’ll learn how modern sales managers are using new technology plus old-school sales management to develop their people without burning out.

Live Chat is Great — But It Doesn’t Scale: Here’s How to Use Conversational Marketing to Effortlessly Book More Meetings


The other day, I was trying to change a hotel reservation over chat. I typed out my whole story, detailing the dates, reason for wanting to cancel, and even acknowledged their current policy and why I thought this was an extenuating circumstance. 150 words. Boom. I hit send.

The Only 6 Reasons A Sales Manager Should Be Attending Sales Calls with Their Team

The Center for Sales Strategy

Sales managers, let’s be honest… it’s hard to watch a salesperson that seems to be flailing in shallow water when they are on a prospect or client call. However, if you take a step back, you realize they are probably going to find their feet and be able to stand up and be fine. Recently, I attended one of The Center for Sales Strategy's Talent Focused Management workshops led by Matt Sunshine (Managing Partner), and I walked away with a few reminders. sales performance sales management coaching

How to Prevent People From Stealing Your eBooks and Content

Fill the Funnel

If you have been creating and sharing content online for any length of time, you have probably experienced the gut-twisting feeling when you discover your eBook or slide deck is being shared freely around the web. I’m not talking about a blog post or LinkedIn post.

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Drafting a Gainshare Framework: Use this Checklist

Nyden on Negotiation

A client and I are drafting a gainshare arrangement for a complex service delivery contract. Neither my client (procurement) nor the service supplier have used a gainshare arrangement in their 26-year relationship.


Maximizing Sales Training ROI with eLearning

Speaker: Ray Makela, CEO Sales Readiness Group

Companies spend about $20 billion a year on various forms of sales training. Still, many sales leaders report low ROIs from their sales training initiatives. So how can you ensure that your investment in sales training is producing excellent results? Join us for this complimentary webinar as Ray Makela, CEO at the Sales Readiness Group, discusses five essential factors to achieve sustainable success from your sales training investment, and how to leverage eLearning to maximize results.

4 Tech Tips to Improve Onboarding Efficiency


A good onboarding program ensures that sales reps receive the knowledge, skills and process expertise they need to succeed. It can also help to attract and retain top sales talent.

How to Build a Highly Efficient SDR Team


Every sale opportunity a rookie SDR misses translates into lots of losses for the company. It’s time to invest in your SDRs’ training to generate better results. SDR stands for Sales Development Representative and is a person that focuses solely on outbound prospecting.

3 Reasons You Have Account Stagnation


Empathetic salespeople know how to ?walk walk a mile? in their prospects shoes. They put on the customer hat and address change issues up front. Ask, plan and demonstrate empathy. You have several good clients. However, you know those good clients

How to Build a Highly Efficient SDR Team


Every sale opportunity a rookie SDR misses translates into lots of 0s losses for the company. It’s time to invest in your SDRs’ training to generate better results. SDR stands for Sales Development Representative and is a person that focuses solely on outbound prospecting.

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.

What is a Call Disposition, and How Can Measuring it Increase Sales ROI?


A call disposition describes the outcome of a call. They include statuses like, “demo scheduled,” “left voicemail”, and even “no longer in service.” In fact, customer service teams have actually logged call dispositions for years, […]. The post What is a Call Disposition, and How Can Measuring it Increase Sales ROI? appeared first on RingDNA Inside Sales Software & Enterprise Telephony for Salesforce. Inside Sales Sales Strategy Call Dispositions disposition metrics sales Salesforce

Speed Up Your Sales Prospecting with Growbots


Every time we write about outbound sales we emphasize the importance of effective sales prospecting. Because without nailing prospecting your outbound sales process is doomed to fail. Growbots is an all-in-one outbound sales platform which means we cover both prospecting and prospect outreach.

Don’t be Passive. Get Interactive to Generate Leads and Ignite the Journey

The ROI Guy

Another one-sized fits all white paper in a sea of look-alike white papers. It’s no wonder why your marketing campaigns aren't getting noticed, and are falling flat. Today, you have to do something different. Buyers expect one-to-one engagements, with personalized insights and specifically prescriptive advice. And 96% of your peers agree.

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Personalizing Your Internet Business


How a Live Chat Funnel Improves Your Sales Process. Global internet sales reached 2.3 trillion U.S. dollars in 2017, and they are projected to reach 4.48 trillion by 2021. All of this indicates that e-commerce is thriving and changing the way your company does business.

Found - The Best Sales Learning Methodologies

Speaker: Joe DiDonato, Chief of Staff, Baker Communcations, Inc

Finding the right learning approach for each topic you have to deliver to your learners can seem like a “problem of endless choices.” In this webinar, corporate learning expert, Joe DiDonato, shares how his teams solved these problems, as well as how new educational technology (EdTech) is changing the sales landscape for all of us. He will also tell you what he shared with the Venture Capitalist community on how to pick which EdTech technologies will likely succeed based on educational research. Joe is an engaging storyteller that uses easy-to-understand language, who promises to share what methods succeeded and which methods failed over his long career.

Storytelling for Better Sales


Storytelling is an invaluable craft for sales reps. Communication skills are as important as using the right tools to source and organize customer data. Wrapping your sales pitch around a good story can create “wow” moments for your customers. According to a Forbes article, the cognitive psychologist Jerome Bruner suggests we are 22 times more likely to remember a fact when it has been wrapped in a story. But, how can create a good story? Focus on what you can give.

Best Practices for Email List Management

Connext Digital

Finally, your list growing strategies are all in place, and you’re gaining a substantial number of subscribers. But, that doesn’t mean your work ends there. Whether you’ve employed the best email marketing service or an advanced marketing automation software, you still need email list management strategies to make sure you constantly achieve your marketing goals. Without these practices in place, you can end up with a poor deliverability rate and inaccurate marketing data.

Plan and You Will Successfully Grow Your Sales

Kim Orlesky

You want to grow your business but unsure how to start. You have exhausted resources such as facebook, linked and twitter. You feel as though you are spinning around and just getting dizzy. Find clarity in your thoughts and set yourself in the direction of success. Make the step to create a sales process. Set Goals For Yourself. When you know what you want to achieve only then can you take the next step to guiding yourself into a successful pattern.

Why and How Simple Storytelling Compels Buyers to Act – by Babette Ten Haken

Selling Fearlessly

Simple storytelling takes a lot of honesty: with ourselves, our employees and our clients. In addition, crafting a simple story involves introspection as well as insight. Consequently, there’s a lot of work involved in determining the best – and most simple – way to tell your story to the world. And it is worth it. […]. Selling

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Sales Training Playbook by Lessonl

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