Thu.Aug 15, 2019

Cold Calling Still Works – If You Do It Right

InsideSales.com

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.

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.

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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.

How to Reduce Turnover

Engage Selling

It’s impossible to create a non-stop sales boom in your organization with a high turnover rate. Have you thought about how to reduce it on your sales team?

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Does Your Customer Know Your Offer is Mission Critical?

Pipeliner

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 ”.

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.

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

SalesLatitude

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?

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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.

Sales Training Playbook by Lessonl

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

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).

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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.

How to Find the Right Sales Compensation Plan for Your Sales Team

Chorus.ai

Often, candidates for top jobs are pressed to convince their would-be employer of how “passionate” they are about the position.

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

BrainShark

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

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.

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The Simple Trick That Will Make You a Better Listener

Highspot

“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

Guru

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

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.

The Key to a Successful Digital Sales Transformation

LevelEleven

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.

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.

8 Signs Your Team Needs A Sales Enablement Program

LevelJump

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].

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!

Do Your Research

Selling Energy

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

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.

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.

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.

Making Salesforce Validation Rules Work Without Alienating Your Team

Troops

Ask any sales rep on your team about validation rules, and they will probably start rolling their eyes. But how else are you supposed to get the data leadership and operations needs?

How prepared is ‘The Lucky Country’ for tough times?

Sue Barrett

Ah the good times… Ah 28 years of uninterrupted growth… Ah Australia, ‘The Lucky Country’*… Ah ‘How good is Australia?’… Pssst.

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

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