Fri.Oct 04, 2019

The Parallel Between Prospecting and Leading

The Sales Hunter

This morning, during a call with a business owner, he shared with me about their latest product upgrade. As he talked, I could hear passion in his voice about how his product could help others. Without hesitation, he stated why his solution was better than his competitor’s offering.

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How to Use Compensation Benchmarking to Make Your Number

Sales Benchmark Index

As Summer wraps up and a successful third quarter draws towards a close, it’s time for sales leaders to start looking towards 2020 and beyond as part of the annual planning process. Amongst the plethora of reports and discussions to.

A Simple ‘Thank You’ Can Make You A Better Leader

Sales and Marketing Management

Author: Cindy McGovern Remember the last time a client, a boss or a co-worker gave you a handwritten thank-you note to tell you you’re doing a good job? Maybe someone at work has surprised you with flowers, an unexpected gift or a bonus.

Vendor 203

How to Use Case Studies Effectively in Sales (And Mistakes to Avoid)

Sales Hacker

Used right, case studies can boost your deal closing ratio by 70% and your sales by 185% — making them a valuable addition to your sales enablement library. But here’s the thing… There are hundreds of tutorials on how to create them. Not so much on how to use them in your sales process.

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.

Sales Automation: The Ultimate Guide

Hubspot Sales

Sales automation may just be the answer to all your selling woes. No, really. Have you ever: Lost a deal because you forgot to follow up? Spent precious minutes adding opportunities or leads to your CRM? Overlooked an issue in your sales process for a dangerously long time?

More Trending

The Path to Year-End Success: Streamline Your Sales Process

Sales Hacker

The post The Path to Year-End Success: Streamline Your Sales Process appeared first on Sales Hacker. Choice Conga Partner Sales Process Webinars

The 5 Pivotal Stages of Sales Maturity [Quiz]

Hubspot Sales

How mature is your organization’s sales enablement structure? If you don’t know how to answer that question, don’t stress. We’re here to help you figure it out. Sales enablement is the process of providing your company’s sales team with the resources they need to be successful.

To Generate Pristine Data, Lock Down Your Buying Group


This article is part of the Mini Mighty ABM series where we ask top experts in ABM to share one actionable idea that you can use at work today. These tips are mini, but mighty. For more, visit ABM Revealed. The biggest, most underrated benefit to ABM is that it makes your data better.

Prospecting At Scale To Grow Sales

Wondering how prospecting at scale can help you grow sales? Scaling your prospecting efforts becomes easier when you focus on these four vital components. Keep reading to learn more about them here.

Sales Training Playbook by Lessonl

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

The Big Mistake in Picking a Sales Manager | Sales Strategies

Engage Selling

????????????????????????????????? We’ve seen a lot of very high performing sales managers that come through our program. And one thing I noticed was that most of them were never the best salesperson in their organization.

Forget B2B vs. B2C – Long Live B2P Sales & Marketing


A majority of modern businesses fall into one of two categories: B2C (business-to-consumer) or B2B (business-to-business). These classifications provide the building blocks at a company’s inception, as they broadly define a brand’s audience and target market.

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Why Validate an Outbound Strategy?

Predictable Revenue

Read more on Why Validate an Outbound Strategy?… … The post Why Validate an Outbound Strategy? appeared first on Predictable Revenue.

Are You Frustrated By The Ferris Wheel Syndrome?

Smooth Sale

Enjoying the National Harbor, MD, I began to compare what the sales cycle and Ferris Wheel have in common. While the idea may sound ridiculous, they both have their ups and downs. In either case, our anticipation of the highs and how we deal with the lows are quite similar. . My Story.

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.

Nominations Now Open for the 2020 Miller Heiman Group Icons

Miller Heiman Group

We’re excited to announce we’ve opened the nominations for the 2020 Miller Heiman Group Icons program. The Icons program honors outstanding client facilitators as trusted ambassadors and advocates of our sales and service methodology and skills programs. The community extends across the globe, in diverse industries and of all company sizes. What Do We Look for in a Miller Heiman Group Icon? You’re probably wondering what it takes to be a Miller Heiman Group Icon.

What’s Your Focus?

Selling Energy

When you approach a prospect with a new project, you have a very limited amount of time to convince them that your product or service is a worthy investment of their time and money. For this reason, it’s vital that you decide ahead of time what you’re going to focus the conversation on.

“Would you hire this rep?” A new measure of sales rep performance


After a recent call to the customer service department of a major airline, I was presented with a single simple automated yes/no question: “If you ran a customer service department, would you hire the rep […]. The post “Would you hire this rep?” ” A new measure of sales rep performance appeared first on RingDNA Inside Sales Software & Enterprise Telephony for Salesforce.

?? Big Arrow Process


One of the many challenges that organizations face today is that there are a lot of productive people, who are trying to push the organization to success, but the organization itself is not necessarily moving forward in the direction that they want it to.


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.

Why Do Culturally Diverse Sales Teams Perform Better?


A culturally diverse sales team is a distinct advantage that many organizations fail to recognize. It’s human nature for the hiring managers to employ people that are similar to them, and companies often fall into the trap of hiring people with similar backgrounds, experiences, and habits. This can hold back an organization and cause the company to miss opportunities.

?? The Telephone Assassin


Cold calling has mostly gone by the wayside in the sales world, largely due to advancing technologies and new ways of doing things. However, Anthony Stears, “The Telephone Assassin,” says that you can still get results by calling people on the telephone.

The 7 biggest mistakes salespeople make when presenting pitch proposals


It doesn’t matter how good your product or service may be, or what kind of deal you’re offering potential clients. If you can’t clearly communicate your value proposition through a well-written and well-delivered presentation, you’re never going to land the sale.

The “Did I Manifesto”

Partners in Excellence

My friend, Kevin Dorsey, wrote a fantastic piece on LinkedIn. Be sure to read it. Kevin outlines a number of important things, but underlying these in the importance of periodic self reflection. For many, we are beginning a new quarter. It’s always a good time to go through a quick mental checklist about what we have done and not done in, for example, the past quarter. Too often, we are consumed with our day to day activities, we lose site of what we are doing and where we are going.

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!

How Negotiators Can Deal With “The Winner’s Curse”

The Accidental Negotiator

So how can you make sure that you don’t get a worse deal than you deserve? Image Credit: Steven Lilley. What would the perfect negotiation look like to you?

7 Steps to Onboard New Sales Hires Effectively

The Brooks Group

Onboarding new sales reps effectively is a critical success factor when it comes to retention and performance levels. Unfortunately, it’s an area that most sales organizations struggle with.

Let’s Talk Sales! Inspirational Quote by Pablo Picasso – Episode 192

criteria for success

Today's quote from Pablo Picasso is all about planning for success! Read on to learn more about this week's Let's Talk Sales inspiration! Pablo Picasso Quote This month's theme is Assessing the State of Your Business. And today's quote comes from Pablo Picasso, one of the best-known artists of the 20th century. He said: “Our [.]. The post Let’s Talk Sales! Inspirational Quote by Pablo Picasso – Episode 192 appeared first on Criteria for Success.

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Using Search Engine Marketing & Empathy To Connect With Customers

Women Sales Pros

Years ago when I decided to pursue a career in marketing, I was driven by the concept of motivation and persuasion. Why do people do what they do? Why is it that given the same circumstances and environment, people can have completely different perspectives? Why do people make the decisions that they make? Why, why, why… I was determined to find out, so I studied marketing plans, demographics, customer segmentation versus mass marketing, and sales processes.

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.

Mindfulness in the workplace: Passing trend or secret weapon?

Selling Essentials RapidLearning Center

You’ve no doubt heard of the supposed power of “mindfulness” – and you’d be forgiven for being skeptical about its seemingly endless array of benefits. But there is a growing body of research that demonstrates that the effects of mindfulness aren’t just wishful thinking.

Sales Enablement News Roundup – October 4, 2019


Fall is upon us! These news and tips will help you revamp your Sales and Marketing strategies for continued success into the end of the year. Artificial Intelligence Can Bring Marketing and Sales Closer Together?and and Improve the Buyer Experience. Salespeople use 17 pieces of content on average to enable the selling process, according to SiriusDecisions. We all know the importance of this content, so what if we could make it even more powerful and relevant for your audience?