Wed.Aug 15, 2018

Why Procrastination Works

John Barrows

I’ve been somewhat of a procrastinator all my life albeit I’m getting much better with age. I used to wait until the last minute to study for a test or to get a paper in on time but somehow I was able to complete and excel at whatever the task was even with my procrastination.

Creating Value in Sales When Selling to the C-Suite

Connect2Sell

As a sales coach and guest on sales podcasts, I get asked a lot of questions about selling to the folks in the C-Suite. Here are some of the questions I hear most frequently.

Who is the “Decision Maker”? 3 common sales mistakes and how to solve them

Membrain

Most salespeople don’t really know what a buying decision maker is, even though they think they do. This fact is an often unidentified cause of painful late-game losses. These salespeople may think the decision maker is the executive, or the budget holder, or whoever is in charge of procurement

Best Practices in Marketing Revenue Attribution

Sales Benchmark Index

Joining us on the SBI Podcast is Sarah Kennedy Ellis, the Chief Marketing Officer for Marketo. In today’s show, Sarah details how to apply the discipline of revenue attribution to marketing. Why this topic? CEOs, CMOs and CROs need to understand.

Why Conversational AI Is Key to Customer Service in the Customer Experience Era

In today’s hyper-competitive market, every business must become a customer experience-first business. Customer satisfaction has become more important than price or any individual feature. Read the new Tractica white paper to learn how important conversational AI is to your CX strategy.

Use These 3 Quick, Yet Effective, Tips When It Comes To Objections

MTD Sales Training

It’s one of the biggest challenges that salespeople face in today’s selling world, and one that most people ask about on our programmes; how do we deal with objections?

More Trending

How Sales Enablement Can Streamline Sales Training

Anthony Cole Training

In the fast-paced, ever-changing field of sales, it’s no wonder why systematic, repeatable training is important to keep sales reps up-to-date. Since sales reps often need to learn and adapt to the latest sales process, methodology, and messaging, offering timely training is a must.

I’m Different! Pick Me! Use Differentiation to Close More Deals

Alice Heiman

Do you feel it? Is the competition getting more fierce? Especially the competition of utilizing inside resources or worse, to make no decision. . How do you stand out from the crowd and get them to choose your solution? . If you are like me you could use a few new ideas.

Your Networking Strategy Drive Sales Success with Ryann Dowdy, iFocus Marketing

Igniting Sales Transformation

In sales, networking never goes out of style. But are you getting the most from your efforts? In this interview I talk with Ryann Dowdy, Director of Sales at iFocus Marketing about the best approaches to achieving sales success through networking. These are the topics that Ryann and I discussed.

PLANNED ADAPTATION: GROWING PIPELINES AND IMPROVING CLOSE RATIOS

Fill the Funnel

OVERVIEW Every company has a mission statement. Every company sets out each year with a plan, revenue goals and predictive changes they see as necessary to achieve their goals. But few companies outside of those with an emerging product or a disruptive service, exactly mirror the plan they establish.

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.

Sales Call Preparation

Platinum Rules for Success

Have you ever heard the saying, perception is reality? That statement is especially true in the world of sales. For this reason, it is so important to make sure you begin every sales call or meeting prepared.

Why Customer Personas and Enablement Matter for Reps

LevelJump

Let me take you way, way back to a time when I was a quota-carrying sales rep. The meeting room was filled with everyone from our sales team. Ongoing Training

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What I Learned Interning at LeadIQ This Summer

LeadIQ

By: Jack O’Hara. All work and no play makes Jack a dull boy. All work and no play makes Jack a dull boy. All work and no play makes Jack a dull boy. All work and no play makes Jack a dull boy. All work and no play makes Jack a dull boy. All work and no play makes Jack a dull boy.

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Are clients experiencing the innovative value of What We Do?

Babette Ten Haken

Our innovative value leverages the client-focused outcomes we create. This value extends beyond our employer’s or team’s value propositions. Instead, our innovative value leverages the voice which defines us as Professionals of Worth.

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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.

Set the Stage for Success: Prepare Yourself AND Your Prospect

The Center for Sales Strategy

IMAGINE THIS: After countless attempts to connect with a prospect, your persistence has paid off. You did it! You've got the meeting on the calendar, you are feeling great! Now, you have one chance to make a great first impression, and it needs to count.

5 Call Center Pain Points Solved with Gamification and Coaching

LevelEleven

Call centers have it rough. Whether they are selling through cold calls, supporting existing customers, or conducting research for outside companies, individual contributors at call centers are often overworked and underappreciated.

The LinkedIn Free vs Sales Navigator Conundrum

Artesian Solutions

The LinkedIn Free vs Sales Navigator Conundrum. Some of my team have LinkedIn Sales Navigator, but we find it hard to assess how much value we get from it over the free version”. I’ve heard this dozens of times when I meet Sales leaders. We had the same issue at Artesian.

This Ex-Salesforce Veteran Reveals How He Transformed His Team’s Selling Skills

Gong.io

“We had a ton of inbound leads,” Paul told me with a serious look on his face. But our close rates weren’t keeping up, and I couldn’t answer why.”. Having spent his career running sales teams at Salesforce.com, Paul Snelson now found himself leading the 70-rep sales organization at TouchBistro.

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.

5 Ways to Attract More Channel Partners

Allbound

If you’re running a channel sales operation, you know that attracting the right partners is crucial. Currently, 60 percent of channel partners report needing better systems and processes to ensure quality, which means you need to have a solid recruitment plan in place.

Modern Sales Learning Transforms Coworkers into Coaches

Allego

Sometimes the term “change management” seems like an oxymoron. Last winter proved itself such a time for the Senior Director of Sales Enablement at one Chicago-based software company.

Episode #077: Hitting the Pause Button with Jeff Shore

Jeff Shore

In This Episode of The Buyer’s Mind with Jeff Shore: Jeff often uses the phrase – Easy = Right. If things get too complicated in the sales process our buyers find themselves with cognitive strain or brain strain.

9 Secrets to Getting a Response From the CEO in 2018

Hubspot Sales

When a salesperson sends a message to a lower-level prospect, they can afford to try a stronger ask at first and then tweak it or scale back as necessary. But when you’re pitching to a CEO, you really only have one shot to engage them. Bungle the ask and you might miss the runway entirely.

Sales Training Playbook by Lessonl

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

4 More Quick Sales Tips to Meet and Exceed Your Quota This Month (Part Two)

Quota Factory

If you haven’t read part one of 4 More Quick Sales Tips to Meet and Exceed Your Quota This Month, you should do that first! Prospecting Strategies Sales Development Teleprospecting

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Best Business Phone Systems: 35+ Tools to Keep You Smilin’ and Dialin’

Sales Hacker

As you likely know by now, there’s no one-size-fits-all when it comes to any type of technology. VoIP providers are no exception. We’ve thoroughly researched the best business phone systems in the market today and narrowed it down to the top 35+ here.

The Definitive Guide to B2B Employee Engagement and Brand Awareness

Zoominfo

Brand awareness is a critical, but often neglected component of B2B company growth. In fact, strong brand awareness is often linked to increased financial performance, higher sales volume, higher quality employees, valuable partnership opportunities and more.

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What Do Prospects Think When Salespeople Fail?

Selling Power

When I listen to salespeople on recorded calls, in role plays, or when personally observing them sell, I hear nearly a mistake per minute with prospects. Sales Management Selling Skills

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.

Number One Trait of Successful Salespeople

Pipeliner

What’s the Top Trait of Successful Salespeople? Bias Towards Action. Make no mistake, selling is an extreme sport. 80% of your workday is actually wasted. 20% is valuable. The Pareto Principle is an inexorable universal power distribution law to fight. Assuming you’re lucky! The distribution is more likely 99 to 1 of waste to efficiency in your output. I don’t care how aggressively you sell. Time will slay you before you slay the dragon.

Creative Sales Interview Questions to Hire the Best Reps

criteria for success

Looking to hire new sales reps? Make sure you’re using creative sales interview questions. When hiring sales reps, it can be easy to get a nice illustration of who your candidate wants you to see.

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Press Release: Video Coaching Improves Sales Performance

Veelo

Veelo announces new improvements to its award-winning sales performance platform. Veelo now offers video coaching in addition to sales training and content enablement.

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