Thu.Jan 10, 2019

5 Reasons Your Team Doesn’t Know How to Get Referrals

No More Cold Calling

Asking for referrals might be hard, but it pays off big! Ask most anybody for the secret to how to get referrals, and they’ll probably tell you the first step is to simply ask. That might be true, but it’s far easier said than done.

How To Find Out What The Prospect Values Most

MTD Sales Training

Years ago, when I was on holiday in Disneyland, my family and I were enjoying a drink and some snacks when we were approached by one of the sales staff from the resort we were staying at. He recognised us and got us into conversation about our holiday.

5 Pricing Pitfalls to Avoid When Transitioning from Prem Based Solutions to an SaaS Pricing Model

Sales Benchmark Index

“To increase the value of our business by 2-3.5x all we need to do is convert to a SaaS based pricing model? Let’s do it!” ” I hope your CFO does not believe it is that simple. Unfortunately, we hear from.

Margin 194

Sales and Talent Toronto Networking

The Pipeline

By Tibor Shanto. The great thing about living in Toronto, is the great diversity we enjoy in all aspects of our lives.

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 whitepaper to learn how important conversational AI is to your CX strategy.

5 Big Sales Enablement Challenges to Tackle in 2019 [Infographic]


If sales enablement wants to keep moving in the right direction, research shows that many of them can and should continue to improve in a few key areas

More Trending

6 Professional Development Targets to Hit Each Month

Babette Ten Haken

These 6 Professional Development targets are more than the six “things” you need to accomplish or “do” in order to meet your employer’s KPIs. Or, your sales manager’s quota. Creating your very own professional development targets gives you ownership of you. Perhaps for the first time?

SME 111

10 Inspiring Tips For Mompreneurs

Hubspot Sales

Let’s make this clear, right off the bat: being a mother is a full-time job. Being an entrepreneur is a full-time job. Being a Mompreneur is a feat. There’s a pretty good chance you’ve never heard of a “Mompreneur” before. We’re a somewhat rare breed, but that’s just part of what makes us so special.

System 108

Secrets To Sales Leadership And Long-Term Sales Success with Kyle Porter, Episode #98


Subscribe to Selling With Social. Apple Podcasts | Stitcher | Google Play | Google Podcasts. Sales leadership is a key piece of organizational success – it can determine the outcomes of a sales team more powerfully than anything else.

SAP 101

Stardate 1.0: Travel Lessons for the Sales Road Warrior

Engage Selling

Are you a sales road warrior? Every week I’m asked about travel tips, recommended hotels, airlines, and locations.

10 Sales Leaders Share their Strategies for Writing Winning Proposals

PandaDoc interviewed 10 CROs and Sales leaders from companies like G2 Crowd, Sales Hacker, and Zendesk about their strategies for winning sales proposals. This eBook contains their insights and actionable takeaways that will give your team a leg up on the competition.

5 Sales Coaching Tips that Are Easy to Implement

Topline Leadership

This article provides five sales coaching tips that are easy to implement for achieving the sales growth you need in 2019. The post 5 Sales Coaching Tips that Are Easy to Implement appeared first on TopLine Leadership. Sales Leadership Blog

Content marketing for sales: 6 ideas to address the bottom of the funnel

Base CRM

When you make content for the bottom of your sales funnel, you need to focus on quality rather than quantity. Your potential customer knows who you are, they know you can help solve their problem, and all you need to do is get them over the finish line.

What Will You Do When Prospects Raise Objections?

Sales Hacker

The post What Will You Do When Prospects Raise Objections? appeared first on Sales Hacker. Marquee Outreach Partner Sales Calls Sales Process Webinars

The Beginner's Guide to Balance Sheets

Hubspot Sales

Whether you're doing your own accounting with accounting software , or you hired an accountant to prepare your financial statements, you've likely seen the balance sheet.

The Path to Journey Management

Speaker: Kerry Bodine and Lindsay Sykes

The practice of journey mapping has reached fever pitch. But your mapping efforts are only effective if the resulting maps help you drive organization change — and then measure the results of your efforts. Join Intouch Insight and Kerry Bodine, CX expert and co-author of Outside In: The Power of Putting Customers at the Center of Your Business, as she shares Bodine & Co.’s latest research on this topic.

What it Takes to Create a Successful Coaching Culture

Sales Hacker

The post What it Takes to Create a Successful Coaching Culture appeared first on Sales Hacker. Choice Chorus Partner Training & Coaching Webinars

The Top 3 Takeaways From Salesforce’s State of Sales Research Report

Smooth Sale

Attract the Right Job or Clientele: NOTE: Adam Draper, Vice President of Sales, Introhive provides today’s guest blog.

7 Signs You Should Invest in Sales Enablement Today

Interested in this topic? Check out Consistency Selling 101: A Sales Enablement Playbook here for tips on how to “clone your closers” and crush quota in 2019. 2019 is the year of consistency selling.

Reflecting on the Dynamic, Evolving Sales World as SalesLatitude Turns 10


Today marks a milestone for my sales consulting business, SalesLatitude: we hit the 10-year mark. I find myself contemplating how and why it all started, what I’ve learned and what the future holds.

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.

How to align marketing and sales to increase revenue with expert coach and consultant Jeff Davis

Predictable Revenue

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Jeff Davis, Founder, Keynote Speaker, and Coach at the JD2 Consulting Group. The post How to align marketing and sales to increase revenue with expert coach and consultant Jeff Davis appeared first on Predictable Revenue.

Industry Leaders Agree: Support Is a Revenue Generator, Not a Cost Center


Support has gone through a noticeable evolution in recent years. While traditionally viewed as a department that racks up costs, industry-leading organizations have begun recognizing opportunities for their support teams to actually generate revenue.

Better Sales Planning in Three Easy Steps


Sales planning can be complicated, really complicated—and “three easy steps” may sound too good to be true. When it comes to hitting sales targets, sales leaders must balance their overall pipeline opportunities with their team’s actual bandwidth.

Make Time to Coach Reps or Make Time to Vet Their Replacements


The investment required to turn a “B player” into a top sales performer is a terrible thing to waste. Yet that’s exactly what many sales organizations do: they let a big chunk of their sales training investment fall by the wayside. The average tenure of a salesperson is just two years.

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.

Have a Bloated Sales Pipeline? Here’s the Remedy.

The Center for Sales Strategy

Editor's Note: This post was originally published on The longer a sales proposal sits, the less likely it is to convert to an actual sale.

How to Avoid Data Dumping, and Creating Objections

Smart Calling

Many sales reps “data dump.” ” That is backing up the truck and dumping out everything they know about their product or service on the prospect or customer. Of course, just as if someone had the load from a real dump truck poured on them, that is not a good thing.

Better Sales Planning in Three Easy Steps


Discover how you can improve sales planning with data-driven planning and analysis in 3 easy steps. Sales Planning

Sell More by Getting Organized: 3 FoolProof Tactics

criteria for success

It’s the new year and that means new beginnings. Are you looking to sell more by getting organized? I get it, not everyone is a neat freak. And being considered “organized” may seem like the farthest thing from one of your capabilities.

Tools 56

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

Your Website Sucks? Here’s How to Fix It

Leading Results Rambings

If you read my previous article , you might be trembling with fear and wondering how you can fix this mess and make your website not suck. website

Should Virtual Classrooms Replace In-Person Events to Keep Valuable Reps in the Field?


With demand on the rise for measurable sales skills training that keeps reps in the field, companies are turning to virtual classroom experiences as a replacement for in-person events. But should they be?

Did I Hire a Dud?!

MJ Hoffman

Evaluating the Success of Your New Hire. The beginning of the year often brings on the addition of new team members. As a manager, or team lead, you’re responsible for making sure that your team continues to perform well and hit your numbers.