Thu.Nov 08, 2018

7 Questions to Build Rapport in Sales

Sales and Marketing Management

Author: Mike Schultz, President, RAIN Group Before buyers will open up to you about their needs and desires, they have to first be comfortable with you. Comfort (and trust) begin with rapport. Building rapport is sometimes dismissed as a ploy to make a superficial connection with a buyer.

Sales Prospecting Techniques: What Works and What Doesn’t

Funnel Clarity

There is still a lot of confusion about how to achieve sales prospecting success, and it makes sense why. The efficacy of prospecting channels, messaging, and cadence of touches is constantly evolving. Prospecting

How The CEO Can Jump-Start The Customer Experience Transformation (CXT)

Sales Benchmark Index

As The CEO, you obsess about your Customer. You also know you need to transform your Customer Experience. You are aware that customer expectations have risen, however, your company has not evolved to address them. You are committed to CX.

Do Words Make a Difference for Women in Sales?

No More Cold Calling

Watch what you say, and do what you say. . “I I want you to know it hasn’t gone unnoticed that there are no women on our sales team.” That comment came from the CEO of a fast-growing software company. Not only were there no women, but the sales team was all white men of a certain age.

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.

Why Profitability Matters When Creating, Maintaining, and Renewing Customer Prices

Smart Selling Tools

Customer-Specific Prices: The Silent Source of Margin Leakage.

More Trending

One Bad Apple Does NOT Spoil the Bunch

Engage Selling

3 Common Sales Follow-Up Mistakes That You Might be Making

Jeff Shore

By Ryan Taft. ?I I have never met a sales professional that didn’t agree that follow-up is essential to a healthy sales career. It doesn’t matter if you sell, cars, homes, medical supplies or dog food. Follow-up is essential. Of course, we can all agree that follow-up isn’t created equally.

Forecasting Games

Partners in Excellence

We’ve all been there, we’ve played the same games. It’s about the forecast–the monthly, quarterly, annual forecast. We’re pressured to commit. Ultimately, we agree on a commitment, “Lock me in at $10M for the quarter, boss!

Are You Using Your Sales Superpowers?

The Center for Sales Strategy

Sales superpowers? Yes, really. To understand what I mean, please take a step back from the world of selling and focus instead on the process of buying.

B2C 110

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.

Forecast Integrity

Partners in Excellence

Recently, I was in a discussion with a great sales management team. At one point in the discussion, we started discussing forecast and accuracy. It’s a difficult topic, too often, I think management spends entirely too much time obsessing over the forecasting process.

How to Communicate Winning Sales Techniques With Automated ‘Win Reports’


This blog is written by Maxine Jackson, a member of Allego’s award-winning Customer Success team. A famous thought experiment goes something like this: “If a tree falls in a forest and no one is around to hear it, does it make a sound?” The logical answer is yes.

VIDEO: At Audible Studio Recording My Sales Leadership Audio book -Chapter One Summary

Keith Rosen

Last day in the studio! Finished the Audible, Inc. audiobook of Sales Leadership and excited to share it with you. Thought you’d enjoy this video in the studio talking about my new book and Chapter One.

Video 67

Struggling With Inside Sales Turnover? Coach Your Reps Through Rejection


As a sales manager, you may be glad to put the days of handling rejection behind you. Let’s be frank: selling is a hard job. Getting hung up on, losing a deal, and being told […]. The post Struggling With Inside Sales Turnover? Coach Your Reps Through Rejection appeared first on RingDNA Inside Sales Software & Enterprise Telephony for Salesforce. Inside Sales Sales Best Practices Sales Coaching Coaching sales coaching sales development team sales goals

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.

Part 2: Mastering Client Communications

Accent Technologies

Good communication takes time to master. But your efforts will pay off in the form of stronger client relationships and a steeper competitive advantage. If your company provides a service to other businesses, you’ll need to communicate regularly with your clients.

17 Incredible Real Estate Closing Gifts You'll Want to Copy Immediately

Hubspot Sales

Congratulations! Your client closed on their dream home and it's time to show your appreciation. Or your client's home finally sold, and it's time to celebrate. You've been working with them for months and you've likely learned a lot about them.

Ignoring Your Pipeline? 3 Things You Must Examine Every Month


When I talk to different sales people, it always surprises me how few spend time evaluating their sales pipelines. Now, I know many sales managers regularly look at dashboards and other types of analysis to gauge the health of their team’s sales pipelines.

23 Ways to Improve Employee Morale in the Workplace


Discover 23 ways to inspire employees and improve morale with different types of incentive compensation. Sales Coaching and Motivation

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

Are You Driving Sales?

Smooth Sale

Attract the Right Job or Clientele: Year-end is when car dealerships provide sales offers that may see us coming to a halting stop. The excitement of the holidays, the need for a newer car, and gift-giving all come into play.

Webinar Recap: Artificial Intelligence in Cloud-Based Solutions


With the advent of things like chatbots, artificial intelligence (AI), interactive voice response, and machine learning, novel technologies continue to disrupt the contact center industry. These advances often fuel the fear that automation will someday replace humans.

5 Steps to Structuring Your Marketing Strategy


Structuring a marketing strategy is a complicated task. As a marketer, you’re expected to stay within a pre-determined budget and come up with viable, affordable opportunities to bring in qualified leads. It’s a lot of moving pieces for one person to manage. But, fear not dear marketer.

Why You Need A Formal Sales Onboarding Process Right Now


What do you mean you don't have a sale onboarding process in place? Are you kidding me? Every one of you, you need to have a sales onboarding process in place. Onboarding Sales Enablement

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.

Sales Targeting Techniques for Better Prospecting

criteria for success

If you’re looking for sales targeting techniques for better prospecting—and less stress—then you’ve come to the right place. You'll find some tips and resources here. Targeting and prospecting isn't easy! And many times, we think we’ve got it down. We sit down, take the time to focus some time on prospecting, and cross our fingers [ ] The post Sales Targeting Techniques for Better Prospecting appeared first on Criteria for Success.

Placing the Right Salesperson in the Wrong Sales Role

Selling Power

One of the biggest mistakes I see in sales talent management is placing a good sales hire into the wrong sales role. Sales Hiring Sales Leadership Sales Management

7 Of The Most Common Mistakes Made Building Your First Sales Team

SaaStr - Sales Strategy

Building your first sales team will be an endless series of mistakes. It’s OK. Plan for me. But there are a few avoidable , key mistakes I see start-ups making > 50% of the time.

How to Succeed When You’re an Accidental Salesperson

Selling Energy

Traditionally, if you were a salesperson, you probably received a business degree and had a seasoned sales pro as a mentor. Or maybe you just loved selling, so you read every sales book available and kept abreast of industry trends online. However, with 7 million unemployed workers in the U.S.

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.

A Perfect Pair: How Lessonly and Zendesk Lead to Extraordinary Service


The world of customer service is multifaceted. To be successful, teams need the right training, channels, and solutions. To help our customers do the best work possible, we’re partnering with other companies that are revolutionizing customer experience.