Mon.Oct 15, 2018

Just Email Me Something….

Inside Sales Training

What do you say when you get this objection while prospecting? If you’re like many sales reps, you accept this stall and become a willing participant in the follow up drama that ensues. And you know how frustrating that is.

16 Sales Incentives to Keep Your Team Engaged and Motivated


Keeping sales reps motivated is a year-round process. As a sales leader, you should always be thinking of new ways to motivate your sales team, focus on closing deals, and keep reps’ eyes on the prize…literally and figuratively.

When Our Customers tell Overstated Stories and We believe Them

Babette Ten Haken

Current and potential customers can tell us overstated stories. To attract our attention, negotiate business with us. And lead us on and on and on. So, why do we continue to believe them? Until we don’t, anymore? First of all, we are flattered that these customers contacted us.

Where Politics & Business Collide: Political Donations of B2B Decision Makers

DiscoverOrg Sales

As the 2018 midterm election cycle heats up, demographic research and new insights about American voters has never been more in demand.

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

Design Thinking, Empathy, and the Ideal Customer Experience Design

Sales Benchmark Index

Your Design Thinking Needs Analysis and Abstract Reasoning to Align with the Customer.

More Trending

Sales Leadership Video – Don’t Take the “What If” Bait – Coach Them Instead

Keith Rosen

?. Do you and your coworkers communicate from a place of scarcity and fear or abundance, goals and pleasure? If you’ve ever gotten pushback around change, here are two questions to ask that will prevent you from falling into the abyss of, “What If’s.”

Put Them at Ease Immediately: How to Mirror Your Prospects to Increase Sales


When you meet new people, how do you connect with them quickly? Why are some people able to connect deeper, faster than others? Perhaps shared interests, mutual activities, similar feelings do play a role, but […].

The Sales Email Template That Won 16 New B2B Customers

Hubspot Sales

What's the difference between the sales email no one opens and responds to and the one that generates dozens of new customers?Is Is it the subject line, the length, the way the copy is written, or the ideas contained in the content? The answer is a combination of all of the above. B2B Email Template.

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Improve your cold email response rates with these social proof techniques

When you send a sales email, you could have the most compelling subject line. The most enticing content. The most exciting CTA. But if I don’t know you and your company, I’m always going to be left with one question: Why should I trust you?

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.

Your 4-Minute Guide to Calculating Operating Income

Hubspot Sales

Profitability is a key measure of a company's success, especially for startups. Investors want to know if a company's core activities can result in a profit, so they can get a return on their investment. Approximately 20% of small businesses fail in their first year of business.

Five Key Skills for Sales Ops Career Success


If you’ve ever thought about becoming a lawyer, the path is pretty clear: Get a Bachelor’s degree. Take the LSAT. Earn your JD. Pass the bar. The process may not be easy, but at least it’s laid out.

This “Unfair” Advantage Separates Top-Notch Sales Teams from The Rest


Imagine you’re part of a Grand Prix race through the winding streets of Monaco. You’ve got the fastest, most exotic car. The best crew. Powerful fuel. And you’ve been training for years. But, while your rivals zip along the harbor like electric slot cars, you sputter along at a crawl.

Why Your SDRs Keep Churning (And How To Start Retaining Them)

Sales Hacker

The post Why Your SDRs Keep Churning (And How To Start Retaining Them) appeared first on Sales Hacker. AltiSales Certified Sales Expert Sales Management Webinars

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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.

The Driving Force Behind an Efficient Sales Team


Efficiency [ih- fish – uh n-see] noun; the state or quality of being efficient, or able to accomplish something with the least waste of time. We’ve all heard the statistic: salespeople only spend ? of their time actually selling.

Why You Need To Stop Overcomplicating Sales Onboarding


So I have to be honest, I am really getting annoyed with sales teams or sales enablement and operations teams that are completely overcomplicating sales onboarding

Forget The Forgetting Curve To Foster True Sales Learning


Sales enablement functions typically focus on increasing rep knowledge retention. But there's a learning better model for sellers, writes Jim Ninivaggi

PODCAST 29: The Customer Success Organization Structure that Creates Alignment & Drives Growth w/ Nick Mehta

Sales Hacker

This week on the Sales Hacker podcast, we interview well-known SaaS executive & Gainsight CEO, Nick Mehta. Nick is a two-time entrepreneur, previously having started a SaaS platform called Live Office.

How to Successfully Coach Your Sales Team to Drive Efficiency

Speaker: Steve Benson, Founder and CEO, Badger Maps

A great sales team starts with a manager who’s a great coach. To stay competitive in today’s market, you need to implement a formal coaching approach that is aligned with your buyer’s journey and internal processes to drive results. Fortunately, Steve Benson is here to help you become that great coach.

How to create high-converting sales email drip campaigns (webinar)

Here's the recording of today's webinar about how to create high-converting sales email drip campaigns with our own Nick Persico and Richard Muscat. In last week's webinar, we heard from Nick and Richard about how we (and our customers) use's

Gartner Sales & Marketing Conference Recap


Last week I attended Gartner’s Sales & Marketing Conference where I joined leaders in sales, marketing, and sales enablement to discuss latest trends, Gartner research, and the future of these functions.

Learning When to Make the Jump

Selling Energy

In the business world, there is always an element of change at work in our lives. As your career progresses it’s possible to find yourself with a completely different set of priorities or a new outlook on your situation. It may be time to try something completely new.


Sales Development Performance Checklist

Quota Factory

We wanted to offer you something tangible today, so here's a checklist that you can download to make sure your sales development reps are as successful as they can be. Skill Development Leadership SDR Management

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7 Must-Have Automated Documents for Sales Success

Companies are increasingly implementing technology to bring efficiency to their workforce. Data accessibility aside, teams continuously struggle with manual processes for document generation. Learn why automating your documents is key to sales success.

Are You Giving Key Accounts the Finger?

The Center for Sales Strategy

Many years ago, I talked with the owner of a specialty grocery store in Columbus, Ohio called The Hills Market. During this conversation, I learned about the term “ giving customers the finger.”. This unfortunate situation occurs when a customer asks for help locating a product and an employee points in the direction of the product and sends the customer on their way. From a customer service perspective, this is a no-no!

How to Immediately Impact the Outcome of Your Sales Converstions

MJ Hoffman

Our success as sales people is determined on how well we can guide the conversation to a successful outcome. . Understanding social paradigms for the use of sales is not about learning how to alter the paradigms.

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A Conversation With Justin Hiatt: Empowering Your Sales Team to Solve Their Own Problems


Justin Hiatt, VP Digital Sales, Workfront. At Costello , we love highlighting unique points of view and showcasing true innovation in the world around us.

Here Are the Traits of Top Performing Sales Teams

Selling Power

The habits of highly effective sales teams are a blueprint for consistently achieving quota. Sales Leadership Sales Success

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Togetherness: Achieving Sales and Marketing Alignment

Speaker: Jeff Davis, Founder, jd2 Consulting Group

Jeff Davis is here to help you think differently about how Sales and Marketing should interact. With increased scrutiny for marketing to prove ROI on their activities and it becoming increasingly hard for B2B salespeople to even get in front of customers, the old way of doing business is no longer an option. This webinar will use evidence-based research and empirical knowledge to propose real-world strategies that work.

5 Sales Development Coaching Mistakes You Need To Stop Doing


Sales development is the most crucial aspect of every business. And your sales development representatives play a vital role in the demand generation process, especially in the B2B company. So, it should be worth paying attention to your SDRs coaching.

The Real Glory is in the Journey, Not in the Prize

Selling Fearlessly

Loyal readers of this blog know I’m retired, that this writing, coaching/training, and speaking life I’ve chosen is my retirement career; I’m not doing it to put food on the table or pay the bills.

How to Transform Your Sales Onboarding Process with Conversation Intelligence


It’s Monday morning, your new start class is bright-eyed and eager to learn, but your trainer is nowhere to be found. No one else knows how to run onboarding with the new sales reps… now what? You could send the new hires home or have them sit on the floor all day, painstakingly trying to learn something from ride alongs with seasoned reps. Either way, you lose a day of productivity, which ultimately leads to lost revenue.