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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Humans and Bots: How to blend human skills and AI to build customer intimacy and drive growth

Join Genesys for this webinar to learn how leading companies are using blended AI to drive customer intimacy and revenue growth.

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

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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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.

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.

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.

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

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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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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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 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

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.

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

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.

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.

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.

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?

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 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.

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.

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

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?

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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Asking the Right Questions: Beyond Vanity Metrics

Leading Results Rambings

One of the biggest challenges marketers and business owners face isn’t that they don’t have enough data to make good decisions – it’s that they have TOO MUCH data. The problem with having too much data is that the answers you need get buried under vanity metrics. metrics

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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.

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

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.

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.