Thu.Aug 15, 2019

Cold Calling Still Works – If You Do It Right

Whether you use cold calling scripts or go impromptu, this article will show you that cold calling still works in achieving the results that you want. Keep reading to learn more. RELATED: A Guide To The Basics Of Cold Calling In this article: What Is Cold Calling?

Stop Accepting Think It Overs (TIO)

Anthony Cole Training

Facing stalls and objections throughout the sales process is a common occurrence for many salespeople. What we find is that, often, it is due to ineffective qualifying and not asking for the prospects commitment to take action prior to presenting a solution.

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The Impact of a Third-Party Perspective on Customer Experience

Sales Benchmark Index

One of the most significant mistakes B2B companies can make is not utilizing third-parties to help manage their customer experience platforms. An expert in the customer success industry joins us to discuss the benefit of having a third-party perspective. In this.

24 Time Management Hacks for Busy Sales Reps

The Center for Sales Strategy

Salespeople seem to always have so much to do, yet never enough time to get it all finished. Recently I had the opportunity to meet one-on-one with about 30 different salespeople over the course of a 2-week period.

Course 114

Sales Enablement: What It Is, What It Isn't, and Where It's Going

Speaker: Roderick Jefferson, Chief Executive Officer

The biggest problem with Sales Enablement is that there is no one universal definition. If you were to ask 10 different people “What is Sales Enablement?” you would get 10 different answers, none of which would show the whole picture. Roderick Jefferson, CEO and top sales enablement consultant, is here to provide some much-needed clarity on the what, why, and how of Sales Enablement.

How to Qualify a Prospect (And 6 Common Mistakes to Avoid)

Sales Hacker

As the first step in the sales process, prospecting can make or break your entire funnel. . That’s why it’s critical you know how to qualify a prospect (the right way).

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The Unparalleled Hypocrisy Of Ghosting Your Dream Client

Anthony Iannarino

Of all the many things that bother salespeople, one that seems to dominate their attention (and emotions) is when their prospect goes dark after what they believed was an excellent first meeting.

Brainshark Wins in International Business Awards for 7th Straight Year

Smart Selling Tools

Brainshark Wins in International Business Awards for 7th Straight Year. Brainshark, Inc., announced it is a Stevie® Award winner in The 2019 International Business Awards® (IBAs).

SAP 92

How to Close More Deals with Compelling Customer Stories

Sales Hacker

What if your customer stories are actually killing your win rates? Most sales people make a critical error when telling customer stories, and it demolishes their pipeline.

Does Your Customer Know Your Offer is Mission Critical?


If the statement below should resonate with your customer, you probably operate in a mission-critical sales environment. “ {What I sell} is Cheap. It’s Trouble that’s Expensive ”.

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.

VIDEO: The 6 Basic Sales Metrics You Need to Uncover Potential Problems – Before They Get Worse


In a previous video , we talked about the difference between lagging and leading indicators when it comes to tracking your sales team’s performance. But what are the basic sales metrics every sales leader should use to detect potential problems that may be brewing – before they get out of hand?

Video 78

5 (Powerful) Sales Questions To Ask A Potential Client To Determine Their Needs

Marc Wayshak

All sales questions aren’t created equal. Check out these 5 powerful sales questions to ask a potential client to determine their needs—so you can dig deeper in any sales interaction.

Sales 76

Four Approaches to Find Hidden Gems Among the Sales Talent You Already Have

Miller Heiman Group

How do you identify the top sellers at your organization? Maybe you log into your CRM, look up which of your salespeople exceeded their quotas and brought in the highest amount of closed-won business. But do those numbers give you true insights into your best sellers and how they make their achievements? Not necessarily. For example, they may have inherited the account from someone who built a strong relationship and “farmed” it well or have a strong territory assignment.

How to build and evolve your first sales playbook with Bowery Capital’s Andrew Oddo

Predictable Revenue

We break down how to build your first end to end sales playbook. We cover everything from the benefits of having a documented sales playbook to maintaining quarterly playbook reviews.

Sales Training Playbook by Lessonl

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

Sales Enablement vs. Sales Operations: What’s the Difference?


Both functions work to improve sales force productivity and support reps throughout the sales process. How can we differentiate the two

Should Innovation Be an Important Element in Your Workplace?

Sandler Training

If your answer is “no” then you can stop reading now because nothing in here will be useful to you. If you answered “yes,” then you are definitely not alone. Here are five tools to increase innovative thinking. Read Time: 9 Minutes. Management & Leadership

Tools 72

The Simple Trick That Will Make You a Better Listener


“You said you’ve been struggling with customer retention for a while,” the sales rep said. “What led you to address it now?” ” Great question. Unfortunately, before his prospect could reply, the rep followed it with three more. “Did retention hit a new low?

Why Team Communication Platforms Should Be Your Tech Foundation


In the wild, an ecosystem’s diversity is its strength. In the business world, diversity tends to be another word for fragmentation. Your revenue teams are in one world, your engineering teams are in another, and your product teams are caught in the middle. thought leadership

7 Marketing and Sales Strategies to Grow Your Revenue Fast

Speaker: Christopher Ryan, Founder and CEO of Fusion Marketing Partners

Many companies have the core marketing and sales elements to take their revenue to the next level, but are still missing out on some key opportunities. Join Christopher Ryan, CEO of Fusion Marketing Partners and writer of the recent book "The Expert’s B2B Revenue Growth Playbook," to discover seven steps that you can immediately take to grow your company’s revenue quickly and consistently!

How Video Marketing Can Maximize Your Conversion Rate on Social Media

Nimble - Sales

Who could have predicted that social media would become such a massive influence on how we live our lives? The clothes we wear; the fragrances we buy; the brands we love; the services we choose; even the events we attend.

The Key to a Successful Digital Sales Transformation


Four years ago, in the sales tech space, there were approximately one-third of the companies that exist today. The sales tech industry has exploded in the last few years and continues to show extreme growth potential.

Do Your Research

Selling Energy

Yesterday, we discussed some strategies for getting to know your prospects before you meet with them.

Building On Shaky Foundations

Partners in Excellence

It was an interesting conversation. I was meeting with a very thoughtful sales executive. He was about to make some pretty big investments in training and in technology tools.

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.

8 Signs Your Team Needs A Sales Enablement Program


Sales Enablement Sales Enablement Best Practices

Funnel Podcast Channel Line-up August 15

Sales Lead Management Association

Today's line-up includes the following guests: Anthony Iannarino, Nipul Choski, Susan Jones, Pamela Muldoon, Keenan, Dan Englander, Christy Soderlund, Corinne McCormack, Kim Walsh. Listen live starting at 9 am Pacific [link].

How to Personalize Your Email Through List Segmentation

Connext Digital

A DMA Insight report says 99% of email users check their email every day. Salesforce also found that 84% of consumers appreciate being treated like real human beings, not just numbers in reports. What do these statistics mean? Consumers like to feel valued and important.

Free Online Sales Training

The Digital Sales Institute

Accessing free online sales training lessons are a great way to start your learning journey to improving your sales skills.

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.