Tue.Dec 01, 2020

When it comes to getting buy-in for change, timing is everything

Selling Essentials RapidLearning Center

Some employees are excited by the prospect of change. But most aren’t, and when you have to introduce necessary change in your team or department, you want to give yourself the best chance of bringing the laggards along with you.

The Real Purpose Of Discovery

The Pipeline

By Tibor Shanto. A lot of people in sales ask questions for entirely the wrong reason. Not to be flippant but gathering information for yourself is not the primary purpose. No, the goal is to help the prospect think things through as they respond to your questions.

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Found! The Caliper vs OMG Comparison: Which Sales Candidate Assessment is More Predictive?

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan Yesterday, I received two assessments for the same candidate: one from Objective Management Group (OMG) and one from Caliper.

The Plain English Guide to Neuro-Linguistic Programming (NLP) Sales

Hubspot Sales

I've always loved hypnosis — like I'm a huge fan of those local "hypnotist" performers who do those shows where they bring up volunteers at kid's birthdays or on cruise ships and make them do jumping jacks or pretend they're turtles or something else along those lines. They always fascinate me.

75% of World Trade Flows Through Indirect Channels - Are You Enabling the Right People?

Speaker: Jay McBain, Principal Analyst – Channels, Partnerships & Ecosystems

We are in the middle of a major transformation of how companies go to market – in fact, 76% of global CEOs feel that their current business models will be unrecognizable in the next 3 years – and ecosystems are the main reason why. With the vast majority of business conducted through indirect channels around the world and given structural changes in our economy (before and after COVID-19), new buying journeys, subscription/consumption models, marketplace growth, and emerging technologies, most firms are now considering partner enablement as the key ingredient to survival (and success). The future of partnership ecosystems will be focused on driving intra-firm value creation, network effects, and partner co-innovation – a huge opportunity for firms to grow the right partners and enable them effectively.

How to Identify Where Your Sales Team is Struggling

The Center for Sales Strategy

2020 has been a strange year for everyone. Successful teams who are used to winning find themselves struggling. And managers, who are used to leading successful teams, are trying to coach and help reps who aren’t used to struggling.

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13 Questions That Hyper-Qualify Every Prospect and Selling Opportunity

Keith Rosen

Asking these questions keep your costly assumptions about each prospect at bay so you are making decisions based on the facts rather than fiction.

PODCAST 138: From Marketer to CEO: The Power of Brand as a Growth Amplifier with Jake Sorofman

Sales Hacker

If you missed episode 137, check it out here: Team Selling: A Comeback Story for 2021 with Trish Bertuzzi. Subscribe to the Sales Hacker Podcast. We’re on iTunes. And on Stitcher. Show Agenda and Timestamps. Show Introduction [00:01]. Who is Jake Sorofman and what is MetaCX?[2:00]. 2:00].

Companies Still Don’t Know What Coaching Is. Adopt This Universal Definition of Coaching to Build a Coaching Culture

Keith Rosen

When I ask senior leaders if they have a companywide adopted, universal definition of coaching, the answer is typically, “NO.” ” That’s why, when managers say they don’t have time to coach, it’s because most companies don’t define what coaching really is.

26 CRM Techniques and Strategies for Customer Retention


Your customers are one of your company’s most important assets. That’s clear from the amount of time and money businesses spend to acquire new clients. Although new sales are important, smart companies also focus on retention. What Is Customer Retention?

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 Tie Enablement to Revenue Outcomes in 4 Steps


If you are in sales enablement, you know that marrying your measures directly to revenue outcomes is a never-ending challenge. It is the number one question we get asked on our client calls at LevelJump. Here we break it down for you in four steps that any enabler can follow to tie the two together.

Objection Handling in Sales: Everything You Need to Know


We get it. Objection handling is tough. Sales objections come in many forms, and it takes experience and a quick wit to get used to them. It’s not just reps fielding sales objections who think so, either.

Automatizer: The Revolution for CRM


It’s no secret that the covid19 pandemic has pushed the digital world many years ahead—I would say at least 5 years, perhaps even more. We now see (whether you believe it or not) that with the “3rd wave” of covid19 we need to prepare ourselves for this to be an ongoing situation.

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What’s The Difference Between Sales Enablement And School?

Partners in Excellence

I just had an outstanding discussion with a very bright sales enablement team. They had been developing and delivering some of the best programs I’ve ever seen. Some of the sales people were eating up the programs–but they were the consistent top performers.

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.

10 Questions to Ask Your Prospect

Selling Energy

T he quality of your life is directly related to the quality of the questions you ask. So, I ask you, are you asking the right questions? sales tips sales Sales Questions recession selling

Dos and Don’ts of Hosting a Virtual Sales Meeting


Like so many things, the National Sales Meeting (NSM) is undergoing an unprecedented change this year. Typically, a NSM is not just a time to share goals, align on new initiatives, and learn new strategies for the upcoming year.

5 Important Factors to Consider Before Choosing a Virtual Phone Service


Virtual phone systems are an integral part of most businesses in 2020. From enhancing customer communication processes to streamlining internal communication, virtual phone systems do it all. But, to make the most out of a virtual phone system, it’s important to choose a suitable service.

What Does Salesy Mean? (With Salesy Words and Phrases)


The other day I was speaking to one of my friends who’s a startup owner. She was infuriated speaking to people who sounded too salesy. As a startup owner, she was looking for a solution to streamline her business operations.

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.

Innovation Starts With “A”


For many, 2020 has been one of the most challenging years ever, and that includes for email marketing. One upside is that innovation thrives during periods of disruption, and we’ve seen many examples this year. In this blog, we’ll review how this has reshaped email marketing—for the better!



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Bloomberg Technology Examines Salesforce’s $27.7 Billion Slack Acquisition Announcement in interview with Groove CEO Chris Rothstein


News of Salesforce’s record $5.42 billion Q3 Fiscal 2021 earnings on Tuesday was completely eclipsed by the announcement of its definitive agreement to acquire Slack for $27.7B.

New Infographic: 4 Ways to Take the Lead in Virtual Selling

RAIN Group

As we near the end of the year, we’re left wondering what the world will look like in the next stages of pandemic recovery. One thing that’s for certain? Virtual selling is here to stay.

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.