INDUSTRY INSIGHTS YOUR PEERS ARE READING
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. MORE
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 MORE
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 MORE
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. MORE
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. MORE
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. MORE
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. MORE
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. MORE
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
I recently attended a session at a conference that centered around incorporating authenticity into account-based marketing, also known as ABM. MORE
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
The post The Number One Secret Sales Leaders Overlook to Close Deals Faster appeared first on Sales Hacker. Concord Partner Platinum Sales Development Webinars MORE
Let’s unpack the biggest barriers that keep your sales enablement efforts from hitting pay dirt. Sales Enablement MORE
“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. MORE
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. MORE
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 MORE
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. MORE
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. MORE
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." MORE
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. MORE
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. MORE
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? MORE
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. MORE
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. MORE
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. MORE
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? MORE
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. MORE
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 Close.io's MORE
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. MORE
Xactly
DECEMBER 5, 2018
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.
Connect2Sell
DECEMBER 5, 2018
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.
John Barrows
DECEMBER 5, 2018
“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.
MTD Sales Training
DECEMBER 5, 2018
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.
Advertisement
A blueprint for turning average performers into top reps.
Alice Heiman
DECEMBER 5, 2018
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 ).
Partners in Excellence
DECEMBER 5, 2018
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.
|
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
|
|
Close.io
DECEMBER 5, 2018
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 Close.io's
The Center for Sales Strategy
DECEMBER 5, 2018
I recently attended a session at a conference that centered around incorporating authenticity into account-based marketing, also known as ABM.
Membrain
DECEMBER 5, 2018
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
CloserIQ
DECEMBER 5, 2018
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.
Advertisement
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.
Marc Wayshak
DECEMBER 5, 2018
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.
Gong.io
DECEMBER 5, 2018
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.
Allbound
DECEMBER 5, 2018
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.
Janek Performance Group
DECEMBER 5, 2018
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."
Advertisement
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.
Sales Hacker
DECEMBER 5, 2018
The post The Number One Secret Sales Leaders Overlook to Close Deals Faster appeared first on Sales Hacker. Concord Partner Platinum Sales Development Webinars
Mindtickle
DECEMBER 5, 2018
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?
Jeff Shore
DECEMBER 5, 2018
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.
RingDNA
DECEMBER 5, 2018
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
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.
Paul Cherry's Top Sales Techniques
DECEMBER 5, 2018
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
Gong.io
DECEMBER 5, 2018
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.
LevelEleven
DECEMBER 5, 2018
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.
MJ Hoffman
DECEMBER 5, 2018
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.
Advertisement
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.
RAIN Group
DECEMBER 5, 2018
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?
Lessonly
DECEMBER 5, 2018
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.
Carew International
DECEMBER 5, 2018
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.
Selling Energy
DECEMBER 5, 2018
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
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.
Smart Calling
DECEMBER 5, 2018
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.
Selling Power
DECEMBER 5, 2018
Let’s unpack the biggest barriers that keep your sales enablement efforts from hitting pay dirt. Sales Enablement
Anne Miller
DECEMBER 5, 2018
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
Showpad
DECEMBER 5, 2018
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.
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!
72 
Let's personalize your content