Tue.Jul 09, 2019

In The Beginning

The Pipeline

By Tibor Shanto. Every journey has a beginning, middle and an end, and this is true for a buying cycle and sales cycle. And while it may work for Zen and motorcycles , in sales, it is not about the journey but the destination, the win.

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Six Ways Of Dealing With A Client Who Won’t See You

MTD Sales Training

It may sound strange, but there will be people you know you can help who will refuse to meet with you! How dare they! Don’t they know you have their holy grail, the answer to their prayers, the very thing they have been looking for?

Are You Even Ready to Prospect?

The Sales Hunter

How can you ever expect to achieve the results you need from prospecting if you aren’t prepared to prospect? Prospecting is tough enough, so you shouldn’t make it even harder on yourself.

Entering a New Market? Avoid This Common Market Research Pitfall

Sales Benchmark Index

Often entering a new market represents a significant growth opportunity for a company. As the CEO setting the strategic vision deciding which markets to pursue and when is one of the most important decisions, you can make. Despite this, far.

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.

The 3 C’s Needed to Achieve Your Sales Training Goals

Smart Selling Tools

The3 C’s Needed to Achieve Your Sales Training Goals. Salespeople love to talk. We like sharing our wins and cursing our losses, but we also enjoy discussing big-picture issues, like the challenges we face, where the sales industry is as a whole, and where it’s going.

More Trending

Roundup: Top 3 Sales Videos of Q2

Shari Levitin

Can you believe it? The second quarter of 2019 is already over. In my quarterly roundup, I share with you my top three LinkedIn sales videos from the last three months. All of them have valuable tips that’ll help you increase your sales and achieve your goals for Q3. .

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How to Transform Weekly IFM's from Time Wasters to Performance Improvement Meetings

The Center for Sales Strategy

Sales managers know that if they want salespeople to have a healthy sales pipeline, they need to have a balance between proactive, upstream sales activities, and reactive, day-to-day tasks. sales management coaching

How to Get Started with Sales Enablement


Sales enablement is an art. It’s about helping your salespeople—the people who spend every day on the front lines of your company—better tell the story of your product and company.

60 Key @Microsoft Influencers to Learn from at #MSInspire 2019

Nimble - Sales

Microsoft Inspire, the annual conference that Microsoft provides for its global partner community, is just around the corner (July 14 – 18, 2019).

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.

What Works at Wimbledon Works in Sales

Anne Miller

Fifteen year old Coco Gauff made history last week, first, by becoming the youngest player to qualify for the main draw at Wimbledon, second, by defeating Venus Williams in the first round. and, then, by winning her next two rounds.

What’s Your Niche?

Selling Energy

I believe that no niche is too small if you own it. You’re better off initially narrowing your focus to a couple of segments that you deeply understand for a couple of reasons. Selling Performance

Best Jokes About Salespeople: 18 Stories To De-Stress


Ease the pressures of hitting quotas and closing deals by distracting yourself for a bit with these sales jokes. Keep reading to check them out here.

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July 2019 B2B Blog Post Round-Up


Welcome new readers and ZoomInfo regulars to the latest edition of our B2B Blog Post Round-Up series. For those of you who are new to the ZoomInfo blog, we regularly publish monthly round-ups to feature top B2B content from industry professionals, leading brands, and subject matter experts. .

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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.

Every CRO Needs Sales Readiness and Why MindTickle Is the Secret to Driving Revenue Growth


I have spent more than 20 years of my career being responsible for driving revenue for sales organizations – large and small, direct and channel, proprietary and open source, product and services-based, SaaS and perpetual license, SMB and enterprise.

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The Cost of a Bad Hire [Infographic]


A key component of organizational growth is hiring—but, if you hire the wrong candidate you can do more harm than good. Although it’s a drain on resources to replace a bad hire, that’s the least of your worries.

Move the Deal Episode 5: Harnessing the Power of Millennial Talent with Pam Hammers

Miller Heiman Group

The latest Move the Deal episode features Pam Hammers, sales performance consultant at Miller Heiman Group. With more than 15 years of experience and a focus in the manufacturing industry, Hammers’ expertise includes attracting, training and retaining millennial sales talent—and she’s sharing her advice with Move the Deal listeners. Win More With Your Sales Team. Millennials will represent the largest generation in the workplace by 2020.

Are You The Salesperson Creating Value For Your Customer?

Partners in Excellence

I was talking to a team of sales people about engaging their customers with insight and getting them to think about their businesses in different ways. They happened to sell supply chain management software.

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.

Conversation Mastery Is Key to Fast and Successful Onboarding


A great first week of onboarding is not enough to accelerate new hire time-to-productivity. There is a gap in many organizations’ approaches to preparing sellers to lead compelling and repeatable customer conversations.

Does Native LinkedIn Video Drive Engagement? I Posted Video for a Month to Find Out

Hyper-Connected Selling

Native video on LinkedIn has become a hot topic. These days it’s common for social media gurus and marketing experts to extol the virtues of video for sharing your brand message and engaging your audience.

The Ultimate Guide to Sales Management

Hubspot Sales

When thinking about ways to boost your revenue and grow your business, you might consider evolving your product line, reaching your buyer personas in new ways, or launching a brand awareness campaign. But what about considering the people who are working to sell your products every day? Specifically, the managers who lead your sales teams — they oversee the reps who communicate directly with your prospects and customers daily.

CSO Insights Study Issues Warning: Sales Practices Study

Sales Lead Management Association

The study reported that many organizations saw increases in quota attainment and reve[link] in 2018, however, key metrics showed a decrease and adherence to sales best practices.;are are they getting lazy? Funnel Radio Channel White Paper Reviews

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Sales Training Playbook by Lessonl

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

The Perils of a Short Horizon: Transformation Takes Time

Cincom Smart Selling

Balance is the key for most enterprises. The short-, medium- and long-term futures are all important. Throwing away one for … Continue reading "The Perils of a Short Horizon: Transformation Takes Time".

Six Essential Traits of Highly Successful Salespeople in 2019


B2B sales ain’t what it used to be. Gone are the days you could cold call an enterprise organization and reach the final decision maker on your first try. The modern B2B sales average more than 6 DMs per deal, which means salespeople always have to be on their A-game. It goes without saying that good salespeople are competitive, passionate, hard-working, accountable, and resilient.

How to Succeed at Sharing Your Vision Through Questions [Podcast]

Sandler Training

Hamish Knox, Sandler trainer from Calgary and two-time author, shares and audio blog about how to share your vision for the future of your team through questions. He talks about the attitudes, behaviors, and techniques needed to be more successful in sales management. . Listen Time: 5 Minutes.

The Do’s & Don’ts of Demos with Rob Falcone {Hey Salespeople Podcast}


What do bartenders, Legos, and iPods all have in common? According to Rob Falcone , Director of Sales Engineering at Guru, they all can teach a valuable lesson about demos. In this episode, Jeremey Donovan, SalesLoft’s VP of Sales Strategy, and Rob walk through the entire demo process.

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.

Remote Sales Productivity: 7 Ways to Adapt Your Sales Management

criteria for success

With more companies establishing remote sales teams, they are looking for ways to ensure optimal remote sales productivity. After all, only an organized remote team will deliver good sales results. Working with remote teams presents unique challenges that working with in-house sales teams does not.

So, What Makes a Successful Sales Team?

Jonathan Farrington

An organization’s vision is a guiding image of success formed in terms of a huge goal. It is a description in words that conjures up a picture of the organization’s […]. Sales Management

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6 Ways to Keep Salespeople Engaged During Training 

The Brooks Group

Engaged salespeople are the difference between a high and low ROI on your sales training. Your But with attention spans at an all-time low, just what must be done to make participants focus during training? These 6 ideas based in best practice adult learning principles will help you earn and hold the attention of even the most phone-addicted or resistant salesperson. Customize the Content.