Fri.Nov 08, 2019

Warm Calling: The Comprehensive Guide


Warm Calling: The Comprehensive Guide What is warm calling? Nearly everyone in sales knows what a cold call is. But, many are not familiar with its more effective counterpart, warm calling. Warm calling is an […].

Creating Your Ideal Week: The 6th Sales Productivity Tool

Anthony Cole Training

In our next edition of Football & 9 Sales Productivity Tools That Will Change Your Results, we bring you our 6th tool, which is "Creating Your Ideal Week". Sales Coaching increase sales sales performance management sales productivity tools sales effectiveness training

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Have Your Best Sales Quarter Ever - through Focus

Score More Sales

Now is the time of year where distractions happen. It is easy to blame others for your lack of success - but in sales, it always comes down to how well you perform regardless of the obstacles. To do well this quarter, you need one thing more than anything else - focus. Focus on your sales goals.

How Top-Tier Revenue Leaders Guarantee ‘People Success’

At Gong’s #celebrate conference, sales leaders tackled three pillars: People Success, Deal Success, and Strategy Success. In the coming month, I’ll reveal golden nuggets from their talks. First up, People Success. . People Success” isn’t what you think. .

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.

Weekly Roundup: Metrics for Tracking Goals, How Millennials Are Transforming Sales + More

The Center for Sales Strategy

- MOTIVATION -. Everyone lives by selling something.". Robert Louis Stevenson. AROUND THE WEB -. > > The 5 Sales Metrics That Every Sales Rep Should Be Tracking As Goals – Databox. Sales management is not for the faint of heart.

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How to Succeed at Creating a Proactive Social Selling Plan [Podcast]

Sandler Training

This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sandler Rules for Sales Leaders. The post How to Succeed at Creating a Proactive Social Selling Plan [Podcast] appeared first on Sandler Training.

Things to Consider When Planning Your Annual Sales Meeting

Funnel Clarity

Whenever sales leaders tell me they are planning their sales kickoff (SKO) or annual sales meeting, my first question is, “what’s the purpose of the meeting?” To be more specific, nearly all meetings serve to do one of four things: celebrate, provoke, inform or review.

How to Succeed at Creating a Proactive Social Selling Plan

Sandler Training

This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sandler Rules for Sales Leaders. The post How to Succeed at Creating a Proactive Social Selling Plan appeared first on Sandler Training.

How You Make It Easy For Your Client To Say No

Anthony Iannarino

I tried to convince my publisher to name my second book, The Art of Commitment-Gaining. They called it The Lost Art of Closing. Some people equate the word “closing” with a self-oriented, pushy, high-pressure form of selling that is now so rare as to be remarkable when you experience it.

Sales Training Playbook by Lessonl

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

?? Amazement in Sales


Want to learn how to be amazing at customer service? It’s actually not that difficult. Wouldn’t it be nice if everyone regarded you as being amazing in sales? Or a wonderful leader? What if you could transform yourself into a person who was always amazing – in almost every area of life?

The Competitive Advantage of Revealing Your Higher Price

Anthony Iannarino

Salespeople who sell a product or service with a higher price complain that it is more difficult to sell , believing their competitors with a lower price have it better.

Tribe, Brand, Domain (TBD) — How to Think about Building Career

Managing a career is confusing at best. Did I take the right job? Have I stayed at this job too long? What should I do next? 100% of people who have ever had a career have asked these questions and more. Maybe you’re considering your career strategy right now?

Putting Strategic Account Planning Into Practice


When mapping a hike, some calculate the mileage “as the crow flies.” That is, the mileage doesn’t represent the additional distance of summiting and descending the peaks and valleys in between the start and end points. Nothing about strategic account development is “as the crow flies.”.

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.

GIFs in Email Marketing: Get Creative with GIFs in Emails


…And since then, there has been no looking back. GIFs in email have only got better. There was a time when Outlook did not support GIFs in email. However, now, GIFs are compatible with all email clients barring the previous versions of Outlook.

What Do You Value?

Hyper-Connected Selling

The post What Do You Value? appeared first on David J.P. Fisher. Quotes Brendan Behan compassion


The Time Value of Selling Value


You are probably aware of the time value of money, but did you know that there is also a time value of selling value? In the finance world, when someone talks about the time value of money , they mean that a dollar received now is worth more than a dollar received in the future.

10 Best Business Card Scanner Apps in 2020

Hubspot Sales

Picture this — you’re at a major conference connecting with leads left and right. At the end of a stellar conversation with an executive whose company is the ideal fit for your product they hand you their business card and tell you to keep in touch. Cue the record scratch — business card? In 2020?

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.

?? Consistency in Sales


The benefit of consistency in sales is very simple. We know that consistent sales activities produce consistent sales results. Random sales activities produce random sales results.

10 Essential Traits of Highly Successful Salespeople

Sales Hacker

The most successful salespeople think and act differently than your average sales rep. What sets them apart? They’ve discovered the traits that ensure selling success, and work incessantly to cultivate those traits in themselves. We’re going to share with you their secret sauce.

Be An Opportunity Maker

Selling Energy


Gong Labs Live: 5 Reasons Deals Get Stuck (and Sales Techniques to Treat It)

We’ve all had a deal get stuck. You thought your deal was on its way to a signature. Your prospect seemed interested. Maybe they even gave you the verbal greenlight. . And then…nothing. . Good sales reps are self-starters and self-motivated. But the most important trait of a great sales rep? They’re Proactive. . But even the most proactive sales reps hit a snag and their deals get stuck. . At this point, lesser reps call it quits. They move on. But not you! .

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!

Making “Land and Expand” Work for You | Sales Strategies

Engage Selling

I want to highlight a sales strategy I’ve noticed perform incredibly well as of late. We started calling this the “land and expand” strategy. What is the “Land and Expand” Strategy?

This Manager Got Fired After Checking-In for a Flight at JFK Airport

Keith Rosen

What do you do when you observe someone blatantly disrespect another person in some way? Do you intervene or idly stand by? Here’s one manager who took matters into his own hands, and the difficult stand to do what’s right.

Expecting Our People To Think For Themselves

Partners in Excellence

I’ve not been following my normal cadence of blog posts the past couple of weeks. Normally I publish 4-5 a week, in the past two weeks, I published about a third that number.

Let’s Talk Sales! Inspirational Quote by Melody Beattie – Episode 202

criteria for success

Today's quote from Melody Beattie is all about benefits of gratitude! Read on to learn more about this week's Let's Talk Sales inspiration! Melody Beattie Quote This month's theme is Gratitude. And today's quote comes from Melody Beattie, a best-selling author. She said: “Gratitude turns what we have into enough, and more. It turns denial [.]. The post Let’s Talk Sales! Inspirational Quote by Melody Beattie – Episode 202 appeared first on Criteria for Success.

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.

Win Back Your Lost Customers by Following These Tips

Nimble - Sales

Do not give up on the customer if you lose them. It is much easier for a business to retain a customer than find a new one. Rejection is difficult to deal with, how customer relationship management (CRM) is crucial for any thriving business.

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How To Close A Deal When You Are Negotiating

The Accidental Negotiator

After you’ve tried everything, you need some suggestions on how to make a close happen Image Credit: Thomas Weidenhaupt.

Don’t Miss REV2020 (We’ll Help You Make the Case)


Sure, Dreamforce hasn’t happened yet. But it is just around the corner. With the holidays (and food comas) swiftly following, now’s the time to start thinking about what events to attend in 2020. Let’s start here. If you’re part of your company’s revenue organization, you must attend REV2020 in San Francisco. For those already familiar with SalesLoft, this is the epic event formerly known as Rainmaker. REV2020 is THE sales conference for you. Because it’s about the future of sales.