Thu.Feb 13, 2020

To Check-in, or Not To, That Is The Question

The Pipeline

By Tibor Shanto. To Check-in, or not to, that is the question: Whether ’tis nobler in the mind to suffer. The silence of unmanaged fortunes and opportunities, Or to take arms against a sea of pundits.

Dust off some CRM records

Sales 2.0

This post is about an interesting place you can look for “suspects” when you are prospecting. This is a place that is super-obvious, but as with many real world things, often not utilized: your company’s own CRM/old contact lists. I’ve seen the scenario umpteen times.

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3 Skills for Influencing the Customer’s Thinking

Sales and Marketing Management

Author: Andrea Grodnitzky The sales professional has the job of encouraging the customer to become comfortable with the idea of committing to a product or a service.

A Winning Sales Strategy Starts with Your Customer, Not with Digital

No More Cold Calling

Put people before technology in your prospecting. Digital isn’t a sales strategy, hope is not a strategy, referrals are not a strategy, marketing is not a strategy. Sales strategy isn’t yours or mine. It’s your company’s strategy for attracting customers. Not much has changed over the years.

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.

Is The SDR Model Broken?

Predictable Revenue

Throughout the webinar, Aaron and Collin discuss what needs to happen industry-wide to get things back on track, and to change the industry in 2020 to bring the SMB Outbound SDR model back to life. The post Is The SDR Model Broken? appeared first on Predictable Revenue.

More Trending

4 Common Problems for Executives Solved With Executive Scorecard


A study done by Harvard professors Michael Porter and Nitin Nohria tracked how 27 CEOs of companies with an average annual revenue of $13.1 billion spent their days. The results? Time is the scarcest resource for executives. With an average workweek of 62.5

How to Leverage New Learning Channels for Client-Facing Professionals


Today’s post is by Joseph D. Kringdon, Principal, Kringdon & Associates/HMC. Asset management firms face some of their toughest challenges in decades, with historically low interest rates, regulatory uncertainty, product proliferation (including ETFs) and increasingly knowledgeable clients.

Moving to Enterprise Sales {Part 2}: 5 Go-to-Market Prerequisites You Need to Succeed

Sales Hacker

Transitioning from mid-market selling to enterprise selling isn’t easy. In our first post we focused on how to be product- and market-ready, but that’s still only part of the solution.

The Competitive Advantage in Value Stacking

Anthony Iannarino

Four Levels of Value. There are four levels of value you might create for your dream clients in B2B sales. The first level of value is the value found in your product or service (Level 1).

Sales Training Playbook by Lessonl

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

Your Guide to Create a Successful Referral Program for Your Business

KLA Group

By Kendra Lee I’ve watched the faces of business owners turn from agreement to confusion and then mild panic when I say referrals should make up 20% of their lead sources. They know referrals close faster than any other lead and they appreciate the spontaneous referrals their happy clients share.

Earn money with the Close Partner Program

For the very first time, we’re opening up the opportunity to promote the best freakin’ sales CRM for startups and SMBs.AND get paid for it. I’m stoked to let you know about the brand new Close Partner Program.

How to Transform How You Sell: No More Product Pushing

Sales Readiness Group

Traditionally the sales professional has been viewed with cynicism based on the perception of self-serving salespeople who are overeager to convince customers to buy the product(s) they are selling.

Information Overload


Shari Levitin talks about how we are at an information all-time high, which results in information overload for your customers. This clip comes from Episode 85 of the Sales Leadership Podcast. video information trust

7 Marketing and Sales Strategies to Grow Your Revenue Fast

Speaker: Christopher Ryan, Founder and CEO of Fusion Marketing Partners

Many companies have the core marketing and sales elements to take their revenue to the next level, but are still missing out on some key opportunities. Join Christopher Ryan, CEO of Fusion Marketing Partners and writer of the recent book "The Expert’s B2B Revenue Growth Playbook," to discover seven steps that you can immediately take to grow your company’s revenue quickly and consistently!

Three Major Changes Challenging Today’s Sales Leadership

Miller Heiman Group

It’s challenging to work in sales management today. Sales managers often resemble Atlas, tasked with holding up the world as their areas of responsibility are ever-increasing: managing their team and market. improving their sellers’ skills. bettering the customer experience and.

When Technology Use Goes Up, Empathy Goes Down


Shari Levitin talks about the important need for empathy in sales, and how when technology use goes up, empathy goes down. This clip comes from Episode 85 of the Sales Leadership Podcast. video empathy technology

Supercharging Your Value Proposition

Selling Energy

Selling Selling Performance sales success

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Empathy and Competency


Shari Levitin talks about the important roles empathy and competency play in sales. The question is, which one comes first? This clip comes from Episode 85 of the Sales Leadership Podcast. video competency empathy

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.

XANT Announces Stellar Speaker Roster for NEXT 2020

Leaders from NetApp, Forrester, John Hancock, and more set to lend their expertise to conference attendees. SILICON SLOPES, Utah , Feb.

The Three Types of Sellers


Shari Levitin talks about the three types of sellers, and which one you should try to be. This clip comes from Episode 85 of the Sales Leadership Podcast. video selling tactics

Humor and One Dog Saved the Day


It was almost painful to wake up each morning, knowing I chose the all-time worst job. Enjoying humorous conversations with clients, and our family dog gleefully greeting me at home, helped me make it through each day. Our worst experience can prove to be our gift in disguise.”.

Building Blocks of High Growth Sales Teams


by Rob Jeppsen. 6 min read. Introduction. The MORE Button. As Sales Leaders, we are weighed and measured by one metric that rules them all: Sales. Some companies grow fast, others grow slowly. But the measure of the Sales Leader often is reduced to the answer to a simple question: Did you hit goal?

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.

CMO Sales: Tips for Selling to Marketers


They delete your emails. They decline your invitations. They cut your calls short. So, what does it really take to sell to the Chief Marketing Officer? We wanted to know just like you do, so we went straight to the source: a CMO.

Some Gloomy, But Fixable, Selling Stats

Braveheart Sales

We have known for years that the percentage of salespeople who hit quota is pathetically low. Regardless of what statistics you check, all entities that track and report on it show the quota achievement around or below 50%. In 2018, CSO Insights reported that 54% of all sales reps met their quota.

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?? Leadership & Accountability


Have you ever worked in an organization without real leadership? It’s difficult, isn’t it? Without a leader that exemplifies what it means to be part of your organization’s culture, there is no accountability for the actions of yourself or others.

A Modern Guide to Building Diversity and Inclusion From The Ground Up


The need for workplace diversity is crucial for the success of any company. Learn how to create a healthy foundation of diversity and inclusion for your company to embrace. Culture Sales Coaching and Motivation

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!