Wed.Nov 06, 2019

Critical Thinking Skills for Sales Success and Invalidating Objections


No one wants so hear an objection from a buyer. Sellers would prefer smooth sailing from open to close. overcoming objections critical thinking skills Critical Thinking Skills for Sales Success

Video Conferencing for Salespeople - To Zoom or Not to Zoom?

Understanding the Sales Force

No data or statistics today. No sales training or coaching either. This won't be a lesson for sales managers or sales leaders. This is my rant of the day. Dave Kurlan video zoom

Video 156

Abandon Dead-End Thinking: Best Practices for Working Leads

Sales and Marketing Management

Author: Rachel Krug Leads are the lifeblood of your business, yet, more often than not, leads fall outside the category of “sales ready” opportunities. As a result, reps often dismiss these as a dead end. But, as Orrin Woodward said, “There are no dead ends in life, only dead-end thinking.”.

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Xvoyant is coming to Dreamforce 2019


Rob gives a preview of what he will be speaking on at Dreamforce 2019, and how you can meet with Xvoyant during the week. video Dreamforce sales coaching sessions

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.

To Make More Sales, Make Time for Preparation


Have you ever watched what an athlete does before their event? Or any type of performer before their production? There’s stretching, visualizing, time with their coach and teammates or cast members, practice, and often quiet reflection.

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Stop the Interrogation: Go Forward with Conversion Copy


I am a Law & Order SUV junkie – I enjoy figuring out the plot twists and whodunnit. I watch with interest how the detectives interrogate the suspects to get to the truth…or what they believe is the truth…and the information they seek. They sit across the table and look them straight in the eye.

Time-Based Branding: You Grow by Making Things Easier

Engage Selling

Time-based branding makes it as easy as possible for your customer to find you and buy from you. Get this right and you will unlock new growth in even the most competitive of marketplaces.

Q4 sales strategies to end the year winning

It’s the end of the year, and you’re focused on making these final days count. You have some leads that have been in your pipeline for some time—some that you’ve yet to make contact with, and others that have yet to commit.

Overlooking This One Key Factor When Hiring Will Hurt You!

The Center for Sales Strategy

Finding a candidate with top talent to fill an open position is a good feeling. You’ve found someone that possesses the skills and experience necessary to perform the job at hand and do it well. Box checked!

Sales Training Playbook by Lessonl

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

Can a unique Way of Selling win more deals?


My wife and I love a little restaurant near our home. They have the absolute best poke bowl we’ve eaten anywhere. Sales Management Sales Enablement Sales Methodology

A Strategic Approach to Exploring the Customer’s White Space


Research from Bain shows that it is six to seven times more expensive to acquire a new customer than to retain an existing one. In fact, boosting customer retention by just five percent increases profits by 25 to 95 percent. These findings illustrate the importance of strategic account planning.

Eat Their Lunch at One Year

Anthony Iannarino

Today marks the first anniversary of my publishing Eat Their Lunch: Winning Customers Away from Your Competition. Eat Their Lunch is my third book. The first primary concept in that book, Level IV Value Creation , is my oldest framework.

?? Sales and Marketing Convergence


In the last decade, we have entered into a new era of selling. This has affected all areas of sales, including the sales team, the marketing team, sales management, technology and software systems, and most importantly, it has changed the way buyers buy.

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.

Sales Hiring: The Ultimate Guide

Hubspot Sales

Your organization needs an effective sales hiring strategy to survive. The average annual turnover for sales teams is around 27% , meaning that if you have 10 reps, you could lose three of them within the year.

Human Resources: How to Recruit the Recruiters?


The whole management looks to HR for recruiting talented new employees for the company, but how is one supposed to recruit a recruiter? Of course, if you already have a HR department with an experienced staff and a good HR Head, things will become a lot easier.

Is the Pendulum Swinging Back?

Braveheart Sales

If it isn’t obvious from my many posts using the Objective Management Group’s database, I love to mine facts on salespeople. I’m fortunate to have access to this large database and all the information it provides.

4 Essential Elements of a Winning Prospecting Strategy

RAIN Group

There are few areas of selling filled with more uncertainty, challenges, and conflicting advice than prospecting. Success in sales prospecting requires breaking through the noise to capture buyers' attention and influence them to meet with you.

Buyer 52

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.

Five Characteristics that Build Successful Sales Leaders

Force Management: The Command Center

Sales managers play a critical role in driving your sales organization’s success. Leaders in today’s top companies understand that it takes an enabled, successful sales management team to really impact revenue. Front-line Managers Sales Transformation Sales Leadership

Frank Cespedes: How to Build and Manage Your Multi-Channel Marketing


Frank Cespedes teaches at Harvard Business School.

Are You Willing to Lose For A Win?


It was an exciting time to be an appreciated member of a sales team finally. My motivation was at an all-time high to pursue the larger companies in my territory. Most of my teammates focused on the medium-sized businesses, but I always included a few Fortune 500 and 100 companies on my list.

The Benefits of Expressing Real Gratitude in the Workplace

criteria for success

I used to think gratitude was nice but not necessarily critical. Everyone likes to be appreciated, and thanking people is just polite. But then I started hearing about studies showing how it reduces depression, deepens relationships, improves optimism and even extends lives.

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!

?? Sales Opportunity Analysis


Salespeople are optimistic by nature. They have to be, in a career where rejection is commonplace. However, it’s not always smart to go after every sales opportunity, especially when it’s a sale that utilizes a lot of resources.

Everything You Need to Know About Value-Based Pricing

Hubspot Sales

Imagine a sales conversation unfolding as follows: Salesperson: " So, you’re interested? ". Potential Buyer: " Yeah, I might buy this. How much will it cost me? ". Salesperson: " That depends — how much are you willing to pay for it? ".

A Leader with His Eye on Culture and Technology


Xactly is disrupting the SPM space with its data-driven platform. Learn how CEO Chris Cabrera’s innovation was recognized with his latest award win

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Career Advice from the Pros: Starting a Sales Career in 2020? Do This

Sales Hacker

Sales development representative roles have grown 5.7X since 2012, according to LinkedIn’s State of Sales report. That’s a lot of new people entering sales! If you’re one of them, that’s both good news and bad: It means sales is growing, but you’re going to have a lot of competition getting started.

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.

Networking Effectively, Part Two

Selling Energy

“Networking is a lot like nutrition and fitness: we know what to do, the hard part is making it a top priority." – Herminia Ibarra. networking

OpsStars – A Sales Operations Event Not to be Missed!


ringDNA is pleased to sponsor OpsStars – Journey to Revenue Operations, the largest standalone event alongside Dreamforce. This unique three-day event, focused on sales operations professionals, takes place on November 19 -21, 2019 at The […]. The post OpsStars – A Sales Operations Event Not to be Missed! appeared first on RingDNA Inside Sales Software & Enterprise Telephony for Salesforce. Inside Sales Dreamforce events Sales Operations

Fresh New Approach To Gaining Customer Leads

Fill the Funnel

What Is This New Approach To Obtaining Customers? If you are interested in trying a fresh approach that will compliment your other marketing and sales campaigns for lead generation, this new tool is worth your investment of under $30. VidScratch is a powerful cloud app that creates irresistible “video scratch card” lead campaigns that help […]. The post Fresh New Approach To Gaining Customer Leads appeared first on Fill the Funnel.