Mon.Aug 19, 2019

How Big of a Role Does Age Play in Sales Effectiveness?

Understanding the Sales Force

I'll be 64 in November which means that just like everyone else, I'm getting older. There are certain things that younger people do that change when they get older.

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How to Declutter Your Sales Process

Shari Levitin

Your junk drawer provide a perfect metaphor for your sales process. Your junk drawer, like your sales process, undergoes a natural sort of entropy. We litter them with ideas, metrics, and white papers; we pile on more information and clutter our slide decks.

Why Your Sales Training Is Doomed To Fail

Anthony Iannarino

Sales Managers and Sales Leaders often complain about the lack of effectiveness of their effort to train their salespeople. They say, “We tried this training, and it didn’t work.” The very statement elucidates the likely reasons the training was not useful for them while working very well for others.

How to Get Better at Sales (Essential Guide and 4-Step Checklist)

Sales Hacker

If you’ve struggled to succeed at sales, you have 3 options for responding. You can quit and move on… give it your all and try to get better at sales… or transition out of sales and accept a different role with your employer. There’s no shame in leaving a sales job or changing roles. .

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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.

How to Strengthen Your Team With Each New Hire

The Center for Sales Strategy

Your employees are the foundation of your company and your culture. So, it stands to reason that every hire you make will either enhance your culture or detract from it - one person at a time. We know that finding top talent is difficult!

More Trending

Customers And Rational Behaviors

Partners in Excellence

Too often, I’m in reviews with sales people whining, “The customer is irrational!”

What Project Managers Should Know About Sales

Pipeliner

Sales is an integral component of any successful business, which is part of the reason project managers and other leaders of a company need to pay attention to it. No business can be successful without customers, which is why sales process engineering was born.

Sales Organization Structure For Optimal Performance

InsideSales.com

To achieve the optimal performance of your sales team, read this article to find out what the best sales organization structure is. RELATED: Want To Increase Sales Rep Performance By 31%?

Transitioning to a New or Merged Salesforce Instance

InsightSquared

An unchanging and permanent Salesforce configuration is almost unheard of in the start-up space. As companies grow and sales processes morph, we need to reconsider our Salesforce instance and adjust the set up in such a way that reflects our maturing business.

Sales Training Playbook by Lessonl

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

The critical role of sales development in your conference and event strategy with Tenbound’s David Dulany

Predictable Revenue

Effective event outreach takes alignment with marketing, an age-old hurdle for sales teams, and a keen focus on your buyer personas. We'll teach you how to craft a solid event strategy – including sales development tactics to either invite people or book meetings.

Why more sales teams should embrace a leaderboard

Close.io

The best part about competition is that we discover what we're capable of achieving—and how much more we can actually do than we might have believed. It’s an internal passion for competition that inspired many executives to start their careers in sales.

PODCAST 71: Why is Account Based Marketing Not Working w/ Latane Conant

Sales Hacker

This week on the Sales Hacker podcast, we speak with Latane Conant , CMO of 6sense. 6sense is the leader in intent data. So if you’re ever wondering if a prospect is researching you before you’ve begun researching them, 6sense can tell you.

Transitioning to a New or Merged Salesforce Instance

InsightSquared

An unchanging and permanent Salesforce configuration is almost unheard of in the start-up space. As companies grow and sales processes morph, we need to reconsider our Salesforce instance and adjust the set up in such a way that reflects our maturing business.

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.

How to Declutter Your Sales Presentations

Shari Levitin

Your junk drawer provide a perfect metaphor for your sales process. Your junk drawer, like your sales process, undergoes a natural sort of entropy. We litter them with ideas, metrics, and white papers; we pile on more information and clutter our slide decks.

Set Yourself Up to Crush Your Next Fiscal Year

Miller Heiman Group

For many organizations, the next month is more than the end of Q3—it’s the start of budget season. As you decide how and where to invest your resources for 2020, think about what changes you want to make to improve performance at your sales organization. That’s a daunting question, especially when you only have internal data to consider. A better option is to find external benchmarking data, which will shed light on the gaps in your organization.

5 Questions to Assess Sales Pipeline Health

Hubspot Sales

Sales managers often get promoted to their position from the rep ranks. When they were individual quota-carriers, it was relatively easy to assess their sales pipeline.

Taking the Leap

Selling Energy

What if I told you that only 9% of Americans stick with one career for 20 years or more? The time has passed where we choose a life path and feel obligated to stick with it.

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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.

Let’s Talk Sales! Becoming a Better Leader with Libby Gill – Episode 179

criteria for success

Happy Monday, Let's Talk Sales! listeners! This episode's featured guest is Libby Gill. Libby is an accomplished executive coach, leadership expert and award winning author of You Unstuck: Mastering the New Rules of Risk-Taking at Work and in Life. She was the former head of communications at media giants Universal, Sony, and Turner Broadcasting. She [ ] The post Let’s Talk Sales! Becoming a Better Leader with Libby Gill – Episode 179 appeared first on Criteria for Success.

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How to Control Sales Conversations

CloserIQ

Many sales representatives only start to think about closing the deal later in the sales process. However, to really set yourself up for closing, you need to be setting the groundwork from the very beginning. The best way to do this is to exercise control over sales conversations. If you can do this, you can successfully deploy a solution-selling approach. This approach means diagnosing the prospect’s problems early in the sales process.

7 Reasons to Use Localization in Your Digital Strategy

Nimble - Sales

More companies are reducing spending on traditional advertising in order to spend more on digital marketing efforts. There are many reasons for this. For one, customers are finding traditional advertising less compelling.

#60: Samantha McKenna – How Knowing Your Customers Drives Success

Xvoyant

This episode features Samantha McKenna, Head of Sales, Enterprise NYC for LinkedIn. Samantha is an expert at selling to large enterprise customers, and she shows us how multithreading is essential to win those massive accounts. Her tactics on how to build engagement through personal relationships and why you need to get comfortable at being uncomfortable will help you win deals both large and small. podcast enterprise relationships samantha

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!

How to Use the ABM Data You Paid to Gather

Sales Lead Management Association

In a world where insight about prospects and customers is key to optimizing revenue, putting your data to work as part of your ABM strategy is critical to success. We’re welcoming back a return guest Nipul Chokski to discuss how to utilize data as part of your marketing strategy, and how to build a plan for success. The host is Pat Morrissey. Data Management

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How to Succeed at Mental Preparation [Podcast]

Sandler Training

Mike Montague interviews Olympic Gold Medalist Garret Weber-Gale on How to Succeed at Mental Preparation. Listen Time: 26 Minutes. Self Development

A Conversational and Effective Objection Response

Smart Calling

When a prospect or customer raises a concern, and then they hear a tired, old objection “rebuttal,” they typically become even more defensive and adversarial. However, when the next response is unexpected, more like a real conversation, that is when they open up.

Building Your Personal Brand — Again

Partners in Excellence

There’s a lot of discussion about how important it is for sales people to “build their personal brands.” ” I’ve written about this topic several times before, even using the same title before. But it’s a topic, as much as I wish would go away, doesn’t. But what does it mean to build our personal brands?

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.

How to Overcome the “I’m not interested” objection

Mr. Inside Sales

Top sales reps—the ones making the most sales and commissions—know how to handle repeatable selling situations. Instead of ad-libbing, they have learned, internalized, and use best practice responses to the objections and stalls they get over and over again.

Four Manufacturing Trends Driving Sales

SugarCRM

The global manufacturing industry is changing rapidly. Driven by the phenomenal pace of technology and ever-increasing customer expectations, modern manufacturing businesses – from producers through to wholesalers and distributors – have had to adapt to a entirely new set of rules. To say it’s been a game-changer is an understatement. Change is important – more than that, it’s necessary.

Transitioning to a New or Merged Salesforce Instance

InsightSquared

An unchanging and permanent Salesforce configuration is almost unheard of in the start-up space. As companies grow and sales processes morph, we need to reconsider our Salesforce instance and adjust the set up in such a way that reflects our maturing business.