Mon.Mar 18, 2019

Key Account Management: The Ultimate Guide

Hubspot Sales

At some point, most company leaders have looked at their list of best clients and thought, "It would be really bad if we lost any of these accounts."

Prevent Your Revenue Desk From Becoming the Discount Approval Board

Sales Benchmark Index

If you follow our Sales Benchmark Index blog, you have read our take on enhancing your Deal Desk to a Revenue Desk in the recent post “What Do You Do When Your Deal Desk Is Failing – Set up a.

Why Sales is a Lot Like Dating

Janek Performance Group

I had the stray thought the other day that sales is a lot like dating. Although it seemed like just a funny one-liner if I ever go into stand-up comedy, the more I think about it, the more it actually makes sense. Consider the following: Sales Culture

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How to develop a winning sales mindset: Critical self talk vs pep talk

We’ve all been there: you’re in the middle of a sales call, and you start rambling. You only realize it after you’ve been going on for a few minutes. You kick yourself, try to focus on the topic at hand, and wonder why you always have trouble sticking to the topic.

How to Level Up Your Marketing Strategy with Video

Building brand awareness and acquiring customers is never easy, but how can you improve your marketing strategy with limited resources? Vidyard has you covered with their 3-in-1 guide on how to use video across your marketing efforts without breaking the bank.

Negotiating a B2B Sale? Be Proactive versus Reactive

Sales and Marketing Management

Author: Andres Lares, Shapiro Negotiations Institute A sales negotiation is a process, not an event. Events are reactive; they require you to think nimbly on your feet. Effective sales negotiations, however, are fundamentally proactive.

More Trending

How Coaching Helped a Seasoned Seller Rediscover Her A-Game

The Center for Sales Strategy

There is a sales organization I work with that has a consistent track record of finding highly talented candidates to join their sales team. Time and time again, they hire and develop top talent and in turn, quickly see results from these sellers. sales management coaching

Great views from the Summit -- the Sales Summit, that is.

Jeffrey Gitomer

What makes sales happen in the real world? A few weeks ago I asked you to send me your best sales idea or philosophy. I want to share a few of the ticket winning responses from fellow sales professionals: Show–up. When the bell rings, be there. Bob McWaters, regional partner of ReMax).

Energy 206

A More Beautiful Question – Change

A Sales Guy

I absolutely love this. I talk about change in Gap Selling and how the discovery is critical to creating the gap. When you’re asking your buyers questions, your helping them look at things differently and are setting the stage for them to change. And that’s your job as a sales person.

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What Type of Professional Legacy are You creating?

Babette Ten Haken

Ever consider the type of professional legacy you create? As you strive to meet an organization’s KPIs for the functional role in which you serve?

SME 98

Humans and Bots: How to blend human skills and AI to build customer intimacy and drive growth

Speaker: Claire Beatty, Editorial Director - Asia, MIT Technology Review Insights

Join Genesys for this webinar to learn how leading companies are using blended AI to drive customer intimacy and revenue growth.

Is Leadership Really About Solving Problems?

Partners in Excellence

All of us, me included, often think a key aspect of leadership is about solving problems. Whatever the problem–a strategy problem, a market problem, a product problem, operational problems, sales/marketing problems, people problems…… We tend to think of ourselves as problem solvers.

Your Culture Sucks. 15 Questions To Assess Your Company Ecosystem and Coaching Effectiveness

Keith Rosen

Does your company culture re?ect ect your people and their personal values? Are your people a re?ection ection of your culture? Does the attitude and behavior within your organization re?ect ect your desired culture? Does your culture re?ect

Your Sales Tech Is Destroying Your Relationships With Prospects. Here's What You Can Do About it.

Hubspot Sales

The best salespeople have always been knowledgeable, empathic, and helpful. They seek to uncover and capitalize on any edge they can find to help them win more deals. That's just part of the job.

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Managing the EOQ Scramble (And Minimizing Deal Slippage)

Sales Hacker

Sales cycles are getting longer and more complex. Buyers are more informed (and demanding) than in the past, and reps are busier than ever – in fact, on average, only 34% of a rep’s time is being spent on selling each week. What steps can you take to more effectively manage the EOQ scramble?

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

4 Ways Automation Improves the Commission Process


Learn how automation improves the sales commission process and improves performance. Incentive Compensation

Why an Industry Giant Left Their Traditional CRM

Smart Selling Tools

Why an Industry Giant Left Their Traditional CRM. Global Marine Group is a market leader in offshore engineering and underwater services. The company has a legacy of 165 years in deep and shallow water operations, and operates all over the globe.

The Top 5 Things Unleash Taught Me About the State of Sales Tech in 2019

Sales Hacker

I still have not recovered my voice from last week’s Unleash Conference put on by Outreach. The gorgeous venue – an amazing resort in San Diego – was second only to the caliber of attendees and conversations that I was able to have.

Effective Questions To Uncover Customer's Needs

KO Advantage Group

“What goals would you like to achieve this year?”. Don't you think it’s better to start every conversation in a positive note? Well, actually, it is better.

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.

PODCAST 49: KPIs to build World-class Customer SuccessOrganisation w/ Roger Scott

Sales Hacker

This week on the Sales Hacker podcast, we interview Roger Scott , Chief Customer Officer at New Relic. Roger is a world class technology executive who has spent the last 25 years in customer facing roles, first at Oracle and now at New Relic.

How to schedule your month for success


Do you wish you had more time each month to hit your targets? Most Sales Development Reps (SDRs) would agree that time is one of their biggest challenges. According to Ralph Barsi, two of the […]. The post How to schedule your month for success appeared first on RingDNA Inside Sales Software & Enterprise Telephony for Salesforce. Inside Sales Sales Best Practices Sales Strategy productivity Sales Development Sales Productivity sales strategy

Why Your Cost of Sales Generally Doubles As You Scale

SaaStr - Sales Strategy

One of the biggest things first-time founders intuit wrong is how much sales efficiency plummets … just as it is getting good. Usually, most SaaS start-ups follow a pattern where the CEO starts off doing founder-led sales. Then, after she hires a few sales reps, and makes a few mistakes.

Quota 100

5 Best Practices To Deal With Phone Anxiety As A Sales Rep

If you suffer from phone anxiety at work, apply these five helpful practices to work better!

Study 61

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.

Gaining the Attention of Executives by Selling to Value

Selling Power

If you want your salespeople to have conversations prospects find valuable, then your team needs to learn the Selling to Value approach. Customer Relationships Selling Skills

Last Chance to Uncover What World-Class Selling Means in 2019 Survey

Miller Heiman Group

As sales professionals, it’s in your blood to push the envelope and continue to explore opportunities to take your skills to the next level. In order to be the best, it’s important go back to the basics and understand what’s working and not working with your current sales process by tracking, measuring and analyzing your performance. Those who take the time to uncover this are the people who will ultimately win more business.

Making Smarter Decisions When You Don't Have All the Facts

Selling Energy

A study of executive decision-making behavior several years back found that the average CEO made 139 decisions in the average week, and that more than half of those decisions were made in nine minutes or less.

Study 56

Get the Most from Your Channel Sales Process with These 5 Tips

The Brooks Group

When executed effectively, channel sales can allow your company to grow and expand rapidly. But the approach doesn’t just mean shipping your products off to a third party and hoping for the best.

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.

Business-Friendly Admin


CRM Administration has become its own cottage industry over the years – with expensive certifications and all-powerful administrators demanding large salaries and often even support staff. This has somewhat taken control over the CRM away from those working in the business everyday, (i.e.

Could You Sell Without the Tools and Trappings

Anthony Iannarino

What if you didn’t have access to email as a medium available to you as a sales tool? What if you couldn’t send an email as a way to warm yourself up to make an unexpected phone call to your prospect to ask for an appointment? What if you couldn’t email information to your clients, especially the unwanted emails, the ones where you expect your company and product to do all the value-creating you are supposed to be doing? What if there was no CRM ?

Tools 50

Let’s Talk Sales! Interview with Jane Laino Episode 135

criteria for success

This episode's featured guest is Jane Laino. Jane is the owner of DIgby4 and has spent most of her life helping organizations with the challenge of managing communications technology. From her days of explaining bills and processing orders for the Bell system to the present where her firm assists large global clients, Jane Laino and [ ] The post Let’s Talk Sales! Interview with Jane Laino Episode 135 appeared first on Criteria for Success.

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