Wed.Dec 05, 2018

Bonus vs. Commission: What’s the Difference?


Sales compensation is a balancing act. First and foremost, you need to incent your sales team to close deals. Without the right incentives and fair pay, performance will suffer. But you also must pay reps at an affordable cost to your company.

How to Assess Customer Needs in Half the Time


The discovery phase of the sales process is important but often overlooked or cut short. When asked, sellers usually say they don’t conduct thorough discovery because it takes too long. They’re concerned that their buyers won’t give them enough time and/or don’t feel they have enough time themselves.

How To Increase Your Value To Clients Without Dropping Your Price

MTD Sales Training

When someone says “That’s good value!” what do they mean? Well, there are a number of ways of interpreting value and it can mean different things to different people. For some of your customers, it could mean the actual price they are considering paying.

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A Phrase You Never Want To Hear In Sales

John Barrows

“I’ll need some time to digest what you just said.”. As a younger, less experienced rep, I used to think this phrase was awesome.

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Why Conversational AI Is Key to Customer Service in the Customer Experience Era

In today’s hyper-competitive market, every business must become a customer experience-first business. Customer satisfaction has become more important than price or any individual feature. Read the new Tractica white paper to learn how important conversational AI is to your CX strategy.

2 Ways to Win at LinkedIn

Alice Heiman

61 million LinkedIn users are senior level influencers and 40 million are in decision-making positions. There are 87 million millennials on LinkedIn with 11 million in decision-making positions. LinkedIn has almost 600,000 users in more than 200 countries ( OmniCore ).

More Trending

Are Your Engaged Employees Relentlessly Curious Employees?

Babette Ten Haken

Engaged employees are not necessarily relentlessly curious employees. Do you identify who the relentlessly curious employees are in your organization? Perhaps you should. Because they are key to positive customer experiences. And they fuel customer success and customer retention. Here’s why.

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Outcome Based Buying

Partners in Excellence

Regardless how we sell, our customers are trying to achieve one thing when they buy. They are trying to achieve some very specific outcomes. Those outcomes may be all over the place—solve a problem, address an opportunity, enable other things to happen.

Introducing Whisper™ by The Holy Grail for Sales Leaders

Whisper cracks the code on your top producers’ talk tracks and transforms average sellers into stars. The bell curve is the oldest problem in sales. You’ve got a handful of top producers who are killing it , far exceeding quota. But there’s only a few of them.

Matrix Growth Academy – Zero to 100 Videos

For Entrepreneurs

Matrix Growth Academy – Zero to 100 was an educational event held in San Francisco, aimed at providing B2B Founders with a road-map for how to get from Zero to a repeatable, scalable and profitable growth process that would take them to $100m in revenue. Please find below the primary videos for They have been. Startup Help

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10 Sales Leaders Share their Strategies for Writing Winning Proposals

PandaDoc interviewed 10 CROs and Sales leaders from companies like G2 Crowd, Sales Hacker, and Zendesk about their strategies for winning sales proposals. This eBook contains their insights and actionable takeaways that will give your team a leg up on the competition.

Great Salespeople Never Pitch for More Than 9 Minutes — Here’s Why

In the Gong Labs series, we publish what we learn from analyzing sales conversations with AI. Subscribe here to read upcoming research. Everything that follows is true. As far as I know. There was once a regional sales manager—a rising star in her company.

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The Top 5 B2B Sales Objections and How to Overcome Them


As a sales rep, you sell more than a product, or a band-aid, you sell a positive change – a future state. You sell the idea that your prospect’s problems will disappear and their life […]. The post The Top 5 B2B Sales Objections and How to Overcome Them appeared first on RingDNA Inside Sales Software & Enterprise Telephony for Salesforce. Inside Sales Sales Coaching Sales Strategy B2B B2B sales B2B sales objections inisde sales objective handling sales strategy

Using Your PRM for Channel Sales Enablement


At the core of channel sales enablement is the assurance that channel partners can function autonomously while vendors maintain and manage consistent branding, messaging, and more.

Every Touchpoint Counts: Developing Authenticity and Setting Expectations

The Center for Sales Strategy

I recently attended a session at a conference that centered around incorporating authenticity into account-based marketing, also known as ABM.

The Path to Journey Management

Speaker: Kerry Bodine and Lindsay Sykes

The practice of journey mapping has reached fever pitch. But your mapping efforts are only effective if the resulting maps help you drive organization change — and then measure the results of your efforts. Join Intouch Insight and Kerry Bodine, CX expert and co-author of Outside In: The Power of Putting Customers at the Center of Your Business, as she shares Bodine & Co.’s latest research on this topic.

9 Steps to a Cold Email Prospecting Campaign That Gets You Meetings [While You Sleep!]

Marc Wayshak

Want to learn the 9 steps to a cold email prospect campaign that gets you meetings while you sleep? Check out this video to learn the best tips for sending cold emails to prospects to set far more meetings than ever before.

How to craft high-performing sales email sequences (webinar)

Here's the recording of today's webinar about how to craft high-converting sales email sequences with our own, Steli Efti. In today's webinar, Steli walks you through and answers live questions about how we (and our customers) use's

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Is your CRM an Epic-level failure?


Atul Gawande is best known for his work in reducing patient death rates by 47% by implementing the simple practice of mandatory checklists among the surgeons

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New Feature Alert! Channel11 Countdown Clock


Here at LevelEleven, we are dedicated to consistently improving our product suite to suit both our present and future customer’s needs. One feature request we hear often is the request for Channel11 to have the ability to countdown to different days or events.

How to Level Up Your Marketing Strategy with Video

Building brand awareness and acquiring customers is never easy, but how can you improve your marketing strategy with limited resources? Vidyard has you covered with their 3-in-1 guide on how to use video across your marketing efforts without breaking the bank.

The B2B Marketer’s Ultimate Guide to Reddit


Since Reddit’s creation in 2005, the platform has earned its title as the “frontpage of the Internet.” Reddit, a popular social networking site and forum, has over 300 million users, 140,000 active communities, and boasts over 14 million monthly pageviews ( source ).

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14 Holiday Gift Ideas for Your Clients


Gift-giving season is here, presenting sales professionals with an always-vexing question: What gifts should you get for clients? Before you despair (or purchase an uninspired paper weight that will gather dust), consider these great gift ideas: 1) Coffee and tea blends.

How to Never Be Rejected Again on a Sales Call

Smart Calling

The fear of rejection is what stops many salespeople from being successful, and has prevented many others from even getting into sales. It should not, and does not need to be that way.

McKinsey: Smarter Call-Center Coaching for the Digital World


In a recent survey, McKinsey revealed that of 50 senior customer-care executives, 94% expected an increase in skills shown by their contact center agents over the next five years. What exactly does this point to?

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.

The Number One Secret Sales Leaders Overlook to Close Deals Faster

Sales Hacker

The post The Number One Secret Sales Leaders Overlook to Close Deals Faster appeared first on Sales Hacker. Concord Partner Platinum Sales Development Webinars

Sales Enablement Confusion: How to Cut through the Noise

Selling Power

Let’s unpack the biggest barriers that keep your sales enablement efforts from hitting pay dirt. Sales Enablement

A Simple Way to Stand Out

Anne Miller

Two unrelated events come together this week for this blog. One is happening as I write this. President George H.W. Bush is being eulogized in Washington by his biographer Jon Meacham. The other event is being asked by Top Sales World to be one of. Building Relationships

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3 Key Things to Become an Ultimate Sales Pro

Paul Cherry's Top Sales Techniques

In working with over 1,200 organizations to date, I have discovered to become an ultimate sales professional, you must do the following three key things. ?? #1 1 Ask the Right Questions When we ask the right questions we’re learning, we’re understanding. After all. information is power. #2

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

How to Best Utilize Your Network of Referrals

MJ Hoffman

As sales reps, we’re great storytellers, listeners, and conversationalists. It’s part of the job and something we’re both naturally and trained to excel at. We’re people people! We thrive in social situations and often seek them out. We’re great listeners and even better speakers.

A Simple Way to Stand Out

Anne Miller

Two unrelated events come together this week for this blog. One is happening as I write this. President George H.W. Bush is being eulogized in Washington by his biographer Jon Meacham. The other event is being asked by Top Sales World to be one of the judges voting for the best sales book of 2018. What is the connection? Universal Advice.

How to Make Your Sales Meetings Valuable to Attendees

Janek Performance Group

Humorist Dave Berry once remarked in a column, “If you had to identify, in one word, the reason why the human race has not achieved, and never will achieve, its full potential, that word would be "meetings."