Wed.Sep 11, 2019

9 Shrewd Negotiation Tips Proven to Close More Deals

Sales Hacker

Negotiating is one of the most important skills salespeople can develop, yet it’s often overlooked.

Critical Thinking and Problem Solving: Do This First in Sales!


Has this ever happened to you? critical thinking critical thinking in sales Critical Thinking and Problem Solving

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How CEOs Can Shape an Agile Annual Plan to Make the Number

Sales Benchmark Index

Is all of your hard work, team offsite meetings, and weeks of collaboration leaving you with a rigid annual plan that looks too much the one from last year? No CEO wants to shape a plan that is too stiff to.

Eight Things Your Customers, Employees, and Loved Ones Have in Common

The Sales Heretic

Your customers are exactly like your employees. And both of them are exactly like the people in your life you love most. In one critically important way: They have the exact same emotional needs. They all want to feel valued and valuable. That means they want to feel: 1. Understood 2. Appreciated 3.

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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.

You need to know how Salesforce is stealing your budget


For almost 20 years, one CRM platform has been in use by more sales organizations than any other. You know the one. CRM CEO Advice

More Trending

Don’t Have the Energy to Leave a Toxic Boss? Why You’d Better

No More Cold Calling

A bad boss is bad for your health. We’ve all heard stories about toxic bosses, and many of us have had one. But I never realized the impact bad managers can have on our health—for example, that it could make us “60% more likely to suffer a heart attack, stroke, or other life-threatening cardiac condition.” Yep, that’s what one study showed. And there are other startling ramifications. For once, I’m at a loss for words, but I bet you’re not.

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Why Don’t They Just Say “No?”

Anne Miller

How often does this happen? You did your due diligence, you had a series of great meetings, your presentation went well, the prospect seemed enthusiastic and then—radio silence. You call, you write, you email, you text, you call again—and still nothing.

5 Smarter Ways to Build a Sales Pipeline


Your sales pipeline is the fuel line that powers your sales process and turns leads into revenue. A pipeline typically consists of stages that sales prospects advance through as they become a customer. Beginning with […].

Working Through Objections with Stop Drop and Roll


Working Through Objections. Let’s take a quick trip down memory lane… when you were very young you learned what to do if your clothes caught on fire… Say it with me…Stop, Drop and Roll….

Sales Training Playbook by Lessonl

A step-by-step guide for building a comprehensive training playbook for your sales team.

Advice for People Who Are Young and in Sales

Anthony Iannarino

My first job in sales was cold calling for a national charity when I was fifteen years old. When I was eighteen, I joined my family’s business and was required to sell B2B with no training, and with hair past my shoulders.

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Talk to Your Clients! Fostering Communication Through Service-Level Agreements

The Center for Sales Strategy

We know it’s extremely important to maintain open and regular communication with clients. Each team should be consistently tracking their efforts and goals and addressing any concerns along the way.

Campaign Attribution Models


Before we dive in, let’s cover the basics: what are campaign attribution models and why are they important ? . Attribution modeling is a way to analyze which marketing channels are accredited with lead conversion. Think of your attribution model as a map of sorts.

4 Fascinating Sales Research Studies You Should Know By Heart

Keep reading to check out some of these sales research studies that will help you gain some insights into what makes a successful sales team.

Fulfilling Today's (Changing) eLearning Needs

Speaker: Bryan Marriott, President, P1 Learning

eLearning cannot be a “one size fits all” proposition. It’s not enough to post 1,000+ courses and leave training up to chance. Join Bryan Marriott, President of P1 Learning, as he walks through the process of identifying learner needs, and then delivering training that specifically addresses those needs – in a short, effective, and entertaining manner.

Is Social Sensitivity a Trait of Top Sales Professionals?

Janek Performance Group

There’s quite a few key personality and emotional intelligence traits we talk about being important to those in sales careers.

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For Sales Leaders Only: Top Tips for a World-Class Pipeline Review

It’s Monday morning, and that can only mean one thing – it’s time for your pipeline review. Your team shuffles in reluctantly, yawning, coffee in hand. . Within minutes, most of them are on their laptops or phones, zoned out and waiting to update you on their deals.

How to sell even when you're awkward and introverted

Sales managers often expect their reps to have the charisma of Don Draper. They want you to be suave, they want you to be proactive, and they want you to have a certain way with clients.

Is Your First Impression Advancing the Sale?

Selling Power

Here’s how to make a great first impression with customers and advance the sale to the next stage. Selling Skills

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.

Move the Deal Episode 12: Growth for Both: Balancing Direct and Channel Sales with Michael DeRosa

Miller Heiman Group

In the latest episode of Move the Deal , host Greg Moore talks with Michael DeRosa, director of professional development at Travelers Insurance. With a distinguished career in the world in learning and development, DeRosa has a passion for training sellers to be their best.

How Stand-Out Channel Marketing Content Empowers Partners and Boosts Revenue


A new sales world needs new strategies. An always-connected, information-laden world has completely changed the sales process. Consumers now lead their own purchasing journeys.

How to Make a Business Presentation in 7 Easy Steps [Free Business Presentation Templates]

Hubspot Sales

There’s a reason many people despise public speaking. Defining your presentation style , putting together engaging slides, getting your point across clearly, handling unexpected questions, and squeezing a laugh out of the audience is a lot to consider.

Web Design Mistakes that Can Ruin Your Ecommerce Store


Your web design can make or break your e-commerce store. Designed your store the right way , and it can help you set a good first impression to your website visitors, build trust with your potential customers, and lets you stand out from competitors.

Sales Training That Gets Results – With or Without Classroom ILT

Speaker: Mike Kunkle, VP Sales Enablement Services, SPASIGMA

Most sales ILT (instructor-led training) has historically not been very effective, if we consider “effective” to mean “changes behavior, improves results, or produces a ROI.” In this webinar, sales enablement expert Mike Kunkle will break down how modern technology removes the need for ILT in sales training - and will also explain how to effectively integrate ILT into your modern training, if you want to continue using it!

Buying Is About The Customer Achieving Better Outcomes

Partners in Excellence

I was reading a LinkedIn discussion thread, it started with a premise that people love to buy stuff. I’m not sure that’s true, at least in B2B. But Bob Apollo and Scott Santucci started a great sub-discussion. I wanted to expand on this.

Power of Service Creates Customer Loyalty in Sales


About SalesPOP! Sales Expert Chris Widener: Chris Widener is an American author and motivational speaker. Widener has written several books on motivation and business. He is named one of the top 50 speakers in the world and he is also a part of. Magazine’s Top 100 Leadership Speakers.

7 Keys to Successful Selling for Intermediate Salespeople

Marc Wayshak

Does successful selling seem like a mystery to you? Check out these 7 keys to successful selling for intermediate salespeople who want to break into the top ranks of their industry. The post 7 Keys to Successful Selling for Intermediate Salespeople appeared first on Sales Speaker Marc Wayshak.

Take Responsibility for the Quality of Your Communication

Selling Energy

Communication is so vital to success, whether you’re guiding your prospect through the project or communicating with them regularly to make sure they’re in the loop. communication

Supercharge Your Sales Training ROI with eLearning

Speaker: Ray Makela, CEO, Sales Readiness Group, and David Jacoby, President, Sales Readiness Group

Companies spend about $20 billion a year on various forms of sales training, but many sales leaders report a low ROI from their sales training initiatives. Join us, along with Ray Makela and David Jacoby from Sales Readiness Group, as they break down the five essential factors to achieve sustainable success from your sales training investment, and how to leverage eLearning to maximize results.

5 Things Field Teams Can Learn from Online Marketing


As much of marketing moves online, businesses consistently ask themselves how they can translate their once-offline marketing techniques to an online world.

Campaign Attribution Models


Before we dive in, let’s cover the basics: what are campaign attribution models and why are they important ? . Attribution modeling is a way to analyze which marketing channels are accredited with lead conversion. Think of your attribution model as a map of sorts.



Selling has fundamentally changed, yet few understand what this change means. Many agree that the act of selling is different today than it was in the past. They cite factors like technology, pace, and complexity when articulating how the profession has evolved.

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