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.

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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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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Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

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 ).

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.

More Trending

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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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.

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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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.

In the Race to Win More Customers, Sales Needs Digital Transformation

Salesforce users were surveyed about the forces shaping today's workplace. Discover the results and why investments in digital transformation and automation are pushing sales teams ahead.

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.

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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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.

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."

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.

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

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?

Episode #093: Use Your Sales Resources with Alice Heiman

Jeff Shore

In This Episode of The Buyer’s Mind with Jeff Shore: Alice Heiman and Jeff talk about your greatest sales resource your network. A great salesperson thinks like an entrepreneur, networks like crazy, has high achievement drive and must win! But you can’t do it all on your own.

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

How to Successfully Coach Your Sales Team to Drive Efficiency

Speaker: Steve Benson, Founder and CEO, Badger Maps

A great sales team starts with a manager who’s a great coach. To stay competitive in today’s market, you need to implement a formal coaching approach that is aligned with your buyer’s journey and internal processes to drive results. Fortunately, Steve Benson is here to help you become that great coach.

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

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.

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 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.

7 Must-Have Automated Documents for Sales Success

Companies are increasingly implementing technology to bring efficiency to their workforce. Data accessibility aside, teams continuously struggle with manual processes for document generation. Learn why automating your documents is key to sales success.

The Top 5 Opportunities for Sales Growth in 2019 [Upcoming Webinar]

RAIN Group

The only thing we know about the future is that it will be different. Peter Drucker. With the New Year less than a month away, it's time to think about what will be different in the year ahead. Where will you direct your focus to reach your goals and grow your sales?

Two clarifying questions that make my heart sing


What’s our goal here?” ” At Lessonly, we sometimes forget to set clear goals for our projects and initiatives. We assume everyone is on the same page about why we are working on something, so we jump right to the planning stage.

Mental Habits to Drive Sales Success

Carew International

We can all appreciate the importance of mental strength and resilience for sales professionals. Ours is a career requiring great emotional strength, with rejection, setbacks and failure an inevitable part of our daily landscape. How we cope with these challenges has a huge impact on our long-term success. In a recent article for Forbes , author Jack Kelly wrote about the Habits of Mentally Strong People, and How They Can Help You Succeed.

Selfie Video to Perfect Your Pitch

Selling Energy

From the minute you step through the door to meet with a prospect, you’re being evaluated on your appearance and demeanor. No matter how valuable your product or service is, if your prospect detects something amiss, your odds of closing the sale plummet. So how do you make sure you are making the best possible impression? Try out your smartphone’s camera and take a “selfie” video of your presentation. Selling Performance

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Togetherness: Achieving Sales and Marketing Alignment

Speaker: Jeff Davis, Founder, jd2 Consulting Group

Jeff Davis is here to help you think differently about how Sales and Marketing should interact. With increased scrutiny for marketing to prove ROI on their activities and it becoming increasingly hard for B2B salespeople to even get in front of customers, the old way of doing business is no longer an option. This webinar will use evidence-based research and empirical knowledge to propose real-world strategies that work.

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.

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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Gartner Recognizes Showpad as Representative Vendor in Market Guide for Digital Content Management for Sales


Earlier this year Gartner predicted global IT spending to total $3.8 trillion in 2019 — a 3.2 percent increase from 2018. And as companies invest more than ever in digital, the amount of solutions available to them only continues to grow. The process of identifying and implementing the right sales enablement technology specifically can be daunting so you need to know where the players fit in the solution ecosystem.

Staying Relevant in Sales as AI and Technology Continue to Take Over

Speaker: John Barrows, CEO, JBarrows Sales Training

As technology and AI advance, and as companies and reps continue to look for technical solutions to increase efficiency throughout the sales process, the human element of sales is being lost.The question we need to ask ourselves is – what can we do that a computer can’t? The answer lies in context; if we as sales professionals are not adding any context to our content, then we bring no additional value to what marketing and technology are already doing. Learn about the importance of context, and where and how to add it throughout the sales process!