Thu.Oct 17, 2019

Who is Your Sales Superstar?

Anthony Cole Training

Throwback Thursday Post: effective sales coaching Sales Coaching increase sales hire better salespeople consultative selling sales effectiveness training banking sales training professional sales training consultative sales coaching corporate sales training sales force performance management

Sales Process and Why So Many Salespeople Lose Their Way

Understanding the Sales Force

Last night I was on Interstate 90, the MassPike, driving home from the airport in a wind-driven rainstorm. It was so bad I couldn't see the white lines that divide the three lanes nor could I see the Jersey barriers dividing the eastbound from the westbound traffic. It was almost as scary as the plane's rocky decent from 30,000 feet in gale-force winds last night or driving in a blizzard! Dave Kurlan sales process omg sales stats


Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

Ease Compliance Woes with Better Data Management Processes

Sales and Marketing Management

Author: Ben Thoren This past May marked the one-year anniversary of Europe’s General Data Protection Regulation (GDPR), a data privacy regulation that has had a significant impact on the way enterprises process and store personal data. With this particular regulation and others like it being enacted across the globe, data privacy has become a mission critical priority.

Data 120

Prospecting Dress Rehearsal and Warm-ups

The Pipeline

By Tibor Shanto. Some may not like to say it, but there is a lot of theater in sales. Sometimes drama, sometimes comedy, at times tragic, but sales is a performance art. Once you accept that, it becomes easier to accept some of the up-front work, rehearsal and more that goes into a successful sale. Practice, warm-up, dress rehearsal and all. Much like actors warm up physically before each performance, so should professional sellers. Every little thing counts and can influence the outcome.

75% of World Trade Flows Through Indirect Channels - Are You Enabling the Right People?

Speaker: Jay McBain, Principal Analyst – Channels, Partnerships & Ecosystems

We are in the middle of a major transformation of how companies go to market – in fact, 76% of global CEOs feel that their current business models will be unrecognizable in the next 3 years – and ecosystems are the main reason why. With the vast majority of business conducted through indirect channels around the world and given structural changes in our economy (before and after COVID-19), new buying journeys, subscription/consumption models, marketplace growth, and emerging technologies, most firms are now considering partner enablement as the key ingredient to survival (and success). The future of partnership ecosystems will be focused on driving intra-firm value creation, network effects, and partner co-innovation – a huge opportunity for firms to grow the right partners and enable them effectively.

Startup sales: Should you sell the future vision or the current reality of your product?

As a founder, you have a vision for the potential of your startup. You have a successful company with a team of amazing people. You’re working on an awesome product that solves your customers' needs better than anything else in the marketplace, and your customers love you. Then, you open your eyes and look at what’s there, now, in reality: a struggling startup, a crude and buggy first version of a product. Many features are lacking. The UI is just functional enough to let people use it.

More Trending

What’s the Difference Between Brand Positioning and Brand Messaging?


So you’ve decided to become a marketer. Welcome to the club! Before you get your swag though, we have one simple request: explain the difference between brand positioning and messaging. product marketing

Helpful Ideas on How Not to Fear Your Clients

Anthony Iannarino

It is vital that you respect your client. But it is equally important that you don’t fear your clients—or your prospects. If you are afraid of clients or prospects, your aversion to conflict will cause no end of problems, beginning with things like not wanting to interrupt a prospect with a phone call , and later, should you get that far, conflicts around the decisions and investments they should make.

What Is Status Quo Bias in Sales and Marketing?

Corporate Visions

The post What Is Status Quo Bias in Sales and Marketing? by Anton Rius appeared first on Corporate Visions. What Is Status Quo Bias? Status Quo Bias is defined as a person’s innate preference for not doing something different from what they’re doing today. Over the years, a number of psychological studies have shown that when faced with a decision, the majority of people tend to stick with their status quo. And most of the time, you aren’t even aware of how this bias affects your decisions.

Real Sales Plays: How to Make $100k in One Month with Outbound Sales

Sales Hacker

Real Sales Plays is a Sales Hacker series featuring real salespeople sharing their playbook for achieving amazing results. Today, we feature Lee Constantine, Head of Growth at Publishizer, a one-of-a-kind publishing platform that is revolutionizing the way publishing and technology come together. Their aim? To change the way authors, editors, and readers connect (and get lots of great books published). Last August, our company had a record month.

The Best Sales Forecasting Models for Weathering Your Goals

Every sales forecasting model has a different strength and predictability method. It’s recommended to test out which one is best for your team. This way, you’ll be able to further enhance – and optimize – your newly-developed pipeline. Your future sales forecast? Sunny skies (and success) are just ahead!

The step-by-step guide to building an effective sales strategy

Zendesk Sell

In construction, it’s impossible to erect a building if you don’t have one critical document — a blueprint. Steel frames, power tools, and a team of builders are all important elements, but they’re useless if you don’t have a document to guide the process. Like a blueprint is essential for constructing buildings, you need a strategy as a manager to build a successful sales department — a step-by-step plan to help you and your team drive company revenue.

It’s Too Simple

Selling Energy

Simple Payback Period (SPP) is a metric that all too many prospects are tempted to use when deciding whether or not to fund an expense-reducing capital project. As many of you already know, I am not a big fan of SPP. In most cases, it’s far too simple a tool to evaluate proposed projects accurately. Here’s an example where relying on SPP along would clearly steer you wrong: financials Selling Performance

Swimming upstream: how Proposify went from selling self serve deals to working with enterprise clients with CEO Kyle Racki

Predictable Revenue

Enterprise deals are tough, long, and require a robust product to compete. Find out how Proposify went from selling self serve deals to working with enterprise clients. The post Swimming upstream: how Proposify went from selling self serve deals to working with enterprise clients with CEO Kyle Racki appeared first on Predictable Revenue.

How Sept 11th Transformed Me And My Career w/ Jim Donovan (Bonus Episode)

?? 9/11 was a time everyone in the U.S. would never forget, and was a day that changed lives forever. In this Sales Secrets Episode, sales exec Jim Donovan talks about how 9/11 changed him. RELATED: Why Being An Inside Sales Professional Is A Great Career Choice (Part 1) In this article: What Happened on September […]. The post How Sept 11th Transformed Me And My Career w/ Jim Donovan (Bonus Episode) appeared first on The Sales Insider. Podcast Sales Life

Want to Crush Your Competition? Read How to Build an AI-Powered Selling Roadmap

“If sales reps have the right AI tools and adoption, we see sellers easily closing 3 times as many sales each month.” Hear from 5 experts on steps you can take to reduce non-selling time and use conversational & sentiment analysis to transform how you sell.

How to Successfully Prospect Enterprise Clients

Smart Selling Tools

How to Successfully Prospect Enterprise Clients. REGISTER NOW. WHEN: FRIDAY, 10/25 AT 8AM PT. Key Takeaways from the Webinar: Strategies to win at enterprise sales prospecting. How to prospect C-level executives for effective ABM closure rates? Using videos in prospecting to deliver a better experience. Webinar Speaker: Morgan J Ingram, Director of Sales Execution and Evolution, J Barrows Sales Training. Morgan has improvised a countless number of sales teams as a star sales trainer.

5 Traits Great Sales Leaders Have In Common


By Steve Jensen. 4 min read. What sets great sales leaders apart from their less effective peers? What habits and personality traits make them different? Exceptional sales leaders share a number of traits that make them great, and each trait can be cultivated to enhance leadership skills and become more effective. Empathy. Although this trait has taken on new importance in the workplace, it has always been a key differentiator between managers and leaders.

Everything You Need to Know About Sales Opportunity Management

Nimble - Sales

Even if your business is profitable, sooner or later you will face the question of how to boost your sales. To achieve this goal, you need to analyze your company’s sales processes and determine exactly what you can do to boost returns. One of the main things you need to do is identifying sales opportunities. […]. The post Everything You Need to Know About Sales Opportunity Management appeared first on Nimble Blog. Sales

5 Steps to Boost Your Sales Success Rate by 250%

criteria for success

Looking to boost your sales success rate? Well - if you're not, you probably don't work in sales! Why do 70%+ of businesses fail? What causes your employees to fail to meet their objectives? Why are your salespeople missing quota? It’s not that the ideas weren’t great, it’s not because your employees don’t work hard [.]. The post 5 Steps to Boost Your Sales Success Rate by 250% appeared first on Criteria for Success.

Quota 46

The Revenue Leader's Guide to Prospecting

Speaker: Christopher Ryan, Founder and CEO of Fusion Marketing Partners

Sales & Marketing departments that work together guarantee higher acquisition, better nurturing, and more effective sales. Join Christopher Ryan for this insightful webinar, presenting the wide funnel lead nurturing model. Don't miss out on this opportunity to get your teams working together and your revenue performance optimized.

Design Your Sales Process for a Smoother Customer Journey


There is a lot of effort that goes into selling and creating a sales process. A sales team needs to be constantly checking into new trends, tools, and needs in the market in order to know how to sell. However, none of that work will be fruitful if the customer does not relate to it at all. The customer journey is what makes a sale happen, and it is as important as the product. Establishing a good relationship with a prospect early on can greatly impact the outcome of your sales deal.

The Radical Shift in Learning: How to Learn in Today’s Data Overwhelm


In the world I was born into, people went to school in the traditional way. During that time, you were asked what you wanted to be one day. You went to elementary, middle school, high school and university. You learned a profession, and you worked in that profession most of your life. In those days not many people switched from one profession to another. Not only did most remain in the same profession, but even with the same company.

Data 59

How Xactly's Prior Payment Processing (PPP) Improves Payroll


Prior period adjustments complicate payroll for companies. Discover how Xactly Incent's automated Prior Period Processing (PPP) helps improve your efficiency. Incentive Compensation Revenue Recognition (ASC 606

Cultural Difference in Business


About Rhett Power: Rhett Power co-founded Wild Creations in 2007 and quickly built the startup toy company into one of the fastest-growing businesses in South Carolina and now he travels the globe speaking about entrepreneurship and management. He and his team won over 40 national awards for their innovative toys. Recently he was named one of the world’s top 100 business bloggers and in 2018 the Best Small Business Coach in the United States.

7 Keys to Creating Massive Value in Your Sales Meetings

Speaker: Marc Wayshak, Sales Strategist, Best-Selling Author & Founder, Sales Insights Lab

Engaging prospects in a strong two-way dialogue is something most reps struggle with. In this session with Marc Wayshak, you’ll discover a data-driven approach to sales meetings that yields significantly better results. Specifically, you’ll learn how to: • Engage prospects with authority • Keep your prospects’ attention • Achieve buy-in during sales conversations • Get prospects talking about their key challenges, • Gain a strong commitment before presenting your offer. In short, you’ll discover how to implement a process that helps you close more deals than ever before.

TSE 1200: How To Elevate Your Sales Game

Sales Evangelist

How To Elevate Your Sales Game As a salesperson, you might have asked yourself the ways to elevate your sales game. Dug McGuirk is a national trainer with Tony Robbins. He is a peak performance strategist to help people get a clearer picture of where they are right now in their sales organization including the results they’re experiencing as an individual salesperson or as a team leader. He and Tony help individuals see their role in the organization.

How Sept 11th Transformed Me And My Career w/ Jim Donovan (Bonus Episode)

? ?. 9/11 was a time everyone in the U.S. would never forget, and was a day that changed lives forever. In this Sales Secrets Episode, sales exec Jim Donovan talks about how 9/11 changed him. RELATED: Why Being An Inside Sales Professional Is A Great Career Choice (Part 1). In this article: What Happened on September 11. The First Plane. Going Down to Ground Zero. When the Towers Fell. The Final Days in New York. The Aftermath. Lessons Learned from the 9/11 Experience.

Funnel Radio Line-up October 17

Sales Lead Management Association

Starting at 9 am Pac Line up includes these guests on our podcasts streaming - Denis Champagne, Tzeitel Hviland, Mark Coronna, David Keane, Kyla O'Connell, Kristin Roberts [link] to listen live or go to the post for individual links to the shows. The Best B2B line-up for at-work listeners. Artifical Intelligence Asher Sales Sense CRM Radio Patrick Morrissey Revenue Rebels Sales Pipeline Radio SLMA Radio

How to Manage a Sales Team Like a Championship Football Coach

Frontline Selling

Managing a team, whether it’s a sales team or a football team, is not easy. Expectations are always high, and all eyes are on you as a manager to teach. The post How to Manage a Sales Team Like a Championship Football Coach appeared first on FRONTLINE Selling. Sales Management

[On-Demand Webinar] The State of Customer Education: Trends and Benchmarks Report

Speaker: Sandi Lin & Linda Schwaber-Cohen

In this webinar, Skilljar CEO Sandi Lin shared learnings from Skilljar's recent study and her insights on the state of Customer Education. She dug into key findings so you can benchmark against industry trends and understand how your strategy and metrics compare.

What the Challenger Sale Gets Wrong about Customer Relationships

Miller Heiman Group

The Challenger Sale—popularized in 2011 by the book of the same name—posits that consultative selling is dead. Instead, it recommends that sellers use friction to aggressively take control of buyer conversations and drive results. While this approach can generate net-new business, its approach contradicts a key concept that research has proven: in uncertain economic times , the best way to grow your sales organization is to invest in deepening customer relationships.

Sales Training Through Continual Improvement

Frontline Selling

“Practice makes perfect,” they say as you grow up with a ball in your hand or instrument at your feet. That same theory held true with sales when you entered. The post Sales Training Through Continual Improvement appeared first on FRONTLINE Selling. Sales Management

Sales Enablement CRM: A Guide


Sales enablement is about ensuring Sales reps have the resources and tools necessary to connect with leads, prospects, and customers in a way that prompts further engagement. While a Sales enablement strategy is key to supporting your process, it can only get you so far without customer relationship management (CRM). Many organizations may think the two are one and the same, but they in fact have several key differences, but integrated into one strategy can drive the Sales cycle.