Thu.Jan 16, 2020

The 5 Keys to Sales Coaching

Anthony Cole Training

In this article, we discuss the "5 Keys to Sales Coaching", or 5 critical steps you must know and execute in order to get the best effort and results out of your salespeople, to help increase sales in 2020 and beyond.

The Science Behind One Company's Top Sales Performers and Why They're So Much Better

Understanding the Sales Force

There are comparisons of apples to oranges, red or green, black or white, stop and go, and the most relevant and current of all, liberals to conservatives. In today's article, I'll share a hot/cold comparison of my own, but this one is about sales candidates.

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Up-selling & Cross-selling, Improve Your Lack of Confidence & A Quote From Elanor Roosevelt

MTD Sales Training

Episode 42: Up-selling & Cross-selling, Improve Your Lack of Confidence & A Quote From Elanor Roosevelt. In this episode we look at upselling and cross-selling in the sales environment.

Sales Managers: Think You’re Ready for Referrals?

No More Cold Calling

Here are five important steps to make your team referral sales experts. If salespeople were self-motivated, they wouldn’t need sales managers or metrics. Yep, most of us are lazy and lack discipline. I’m including myself here. It’s a lonely world for account executives.

How to Drive Revenue Through Retention Marketing & Sales Enablement

Speaker: Ruth Stevens, President of eMarketing Strategy

In a pandemic, it’s more important than ever to focus on retaining and expanding current customers. So, how can sales and marketing support the retention effort? Join Ruth Stevens as she dives into this fast-paced session and reviews the 7 key strategies for current customer marketing, to enable sales and expand customer value.

Buyers To Sellers: ‘It’s Not You, It’s Me’

Sales and Marketing Management

Author: SMM Sales managers rely on meticulous onboarding programs, continuous coaching and extensive product instruction to instill confidence in their sales reps.

Buyer 181

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Buyers To Sellers: ‘It’s Not You, It’s Me’

Sales and Marketing Management

Author: SMM Sales managers rely on meticulous onboarding programs, continuous coaching and extensive product instruction to instill confidence in their sales reps.

Buyer 156

Building Trust With Your Clients

Engage Selling

Building trust with clients should be at the forefront of every organization’s thinking and planning.

Buyer 87

The Importance Of Developing Your Own Perspective

Anthony Iannarino

Your marketing department provides you with a slide deck outlining what is changing in your client’s world as a way to start a conversation with your dream client. They intend to help you pass “ the relevance test ,” proving you belong in the room with your contacts.

SME 86

Growth Is a Team Sport: Why You Should Be Team Selling Today

Hubspot Sales

Showstoppers…we’ve all hit them before. A specific technical detail, a question about a competitor’s feature, or a hiccup that stops a deal dead in its tracks. We’ve all been there and we all hope to avoid them at all costs.

The Best Sales Forecasting Models for Weathering Your Goals

Every sales forecasting model has a different strength and predictability method. It’s recommended to test out which one is best for your team. This way, you’ll be able to further enhance – and optimize – your newly-developed pipeline. Your future sales forecast? Sunny skies (and success) are just ahead!

Product Led Growth: Turning Salespeople into Sherpas

Sales Hacker

There’s a common misconception that sales and product led growth don’t go together, and I think I understand why. Think of product led companies like Slack, Dropbox, or Zoom. Did you start using any of those products because a salesperson sold you on it? Probably not.

How to Measure Sales Productivity

Richardson

Sales productivity measurement remains a challenge for leaders. This fact is something of a paradox because sales leaders enjoy access to a wider array of tools than ever before.

The Radical Approach That Increased Productivity

Pipeliner

It’s not often that a radical idea enters the sales world and significantly alters the way that things are done. However, there are many assumptions about the traditional approach to sales management that are not correct, and a radical idea was needed to make things optimal.

Sales Productivity Best Practices

Richardson

Why does sales productivity need a set of best practices? The answer: consistency. A defined set of best practices means that sales professionals have a consistent framework for determining where to focus their efforts.

Want to Crush Your Competition? Read How to Build an AI-Powered Selling Roadmap

“If sales reps have the right AI tools and adoption, we see sellers easily closing 3 times as many sales each month.” Hear from 5 experts on steps you can take to reduce non-selling time and use conversational & sentiment analysis to transform how you sell.

2 Proven Strategies for Duplicating Your High Sales Performers

Allego

Today’s post is by Colleen Stanley, President of SalesLeadership , a sales development firm. She is the creator of the Ei Selling System ®, a powerful sales and management training program that integrates emotional intelligence skills with consultative selling skills.

How to build an Outcome-Based Sales Enablement Framework (with examples)

LevelJump

Over the last few months, we’ve gone deep on Outcome-Based Enablement. For the sales enablement function to become a mission-critical part of the go-to-market team, it needs to prove its impact on revenue. And we believe that enablement programs built outcome-first are the best way to achieve that.

2020 Sales Coaching Resolutions

Chorus.ai

Sales call coaching and sales tools are all en vogue this season, but it’s easy to get lost on the way to the catwalk. At Tapclicks , frontline sales managers are super passionate about sales coaching styles and using sales tools properly.

How to increase your chances for success when reaching out cold

Close.io

Cold outreach is tough. It’s a rare type of sales pro that actually wants to do it, and most people sound annoyed when you call them. I mean, it makes sense—you have no relationship with this person (at least not yet), and a lot of sales outreach is, let’s face it, obnoxious.

The Revenue Leader's Guide to Prospecting

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

Sales & Marketing departments that work together guarantee higher acquisition, better nurturing, and more effective sales. Join Christopher Ryan for this insightful webinar, presenting the wide funnel lead nurturing model. Don't miss out on this opportunity to get your teams working together and your revenue performance optimized.

Crowdsourcing Sales Forecasting to deliver better certainty

Sue Barrett

People love certainty, especially when it comes to business.

The Importance of Recruiting Sales Talent

Force Management: The Command Center

As many of you know, I am a huge college football fan. I love the National Championship game (and playoffs) regardless of who is playing because there is so much “life” going on during the games. This week’s game between LSU and Clemson was no disappointment.

You Don’t Have to Wine and Dine

Selling Energy

motivation sales performance sales meeting

Sales And “Product Led Growth”

Partners in Excellence

The world goes through constant cycles. Lately, there have been a lot of “Aha, we’ve discovered the secret” posts and eBooks on Product Led Growth and the role of sales people. We can go back in history, as far as you choose, learning this hot new discovery is actually not very new.

The 5 Keys to Sales Emails That Set More Meetings

Speaker: Marc Wayshak, Sales Strategist, Best-Selling Author & Founder, Sales Insights Lab

So many reps' email efforts could be yielding more meetings--simply by using a better strategy. Watch the webinar with Marc Wayshak, Sales Strategist and Best-Selling Author, to get lots of great strategies on how to set up meetings via email! <

Four Opportunities to Use Artificial Intelligence to Master Sales Success

Miller Heiman Group

For the past few years, when the sales industry discusses sales technology trends, artificial intelligence (AI) rises to the top, although it has yet to take a foothold in the industry. In fact, the topic inspires confusion and hesitation across the marketplace, with concerns ranging from AI taking over jobs to worries about the quality of an organization’s data. These concerns may explain why the industry has shown so much reluctance to embrace AI.

3 Reasons it's Time to Put Data in the Driver's Seat

Xactly

The average quota attainment is 53%. Discover why becoming a data-driven sales organization is crucial to optimizing sales planning and driving higher performance. Analytics and Technology Sales Performance Management

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How We’re Partnering to Elevate Enablement in 2020 and Beyond

Highspot

For companies who have already invested, the impact of revenue enablement is clear: it drives strategic growth; elevates customer conversations across sales, account management, and marketing; and empowers go-to-market teams to outperform in highly competitive markets. More tangibly, revenue enablement delivers a more than 7 times return on investment and 50% greater productivity for sales reps. But skyrocketing category growth brings its own challenges.

State Of Grace

Partners in Excellence

Forgive my pure indulgence. This is primarily for me to help sort out some thoughts and deal with my profound grief. In the past 18 months, two of the people most important to me have died slowly. The first was my youngest sister, Kathy, who passed away about 18 months ago.

How You Can Triple Your Results With a More Personalized, Empathetic Approach

Speaker: Brian Carroll, CEO and Founder of markempa

Marketing and sales feel pretty tricky right now. What worked before now feels out of touch, but have you made plans for how you'll continue to move forward? You've likely tried everything: expert recommendations, best practices, the latest tools, and automation. But your results are falling short. Here's the thing: All the automation tools, best practices, data analytics won't help get better results now until you master empathizing with your customers. In this webinar, you'll learn how to go beyond rational-logic based sales/marketing and adjust your sales enablement strategy to better understand how buyers feel so that you can connect and help them on their journey.

TSE 1239: What Is The DISC Assesment Profile And How Can It Help My Sales Team?

Sales Evangelist

What Is The DISC Assessment Profile And How Can It Help My Sales Team? The DISC Assessment profile is an important training opportunity for any sales team.

What Can Leaders Learn from LSU Coaches Steve Ensminger and Joe Brady?

Braveheart Sales

If you aren’t a college football fan you may not know that Steve Ensminger is Offensive Coordinator and Joe Brady is Passing Game Coordinator of the recently crowned CFP National Champion LSU Tigers.

How To Create An Actionable Headline For Your Marketing Campaign

Nimble - Sales

Let me ask you a quick question- What makes you click on an article you see online? The headline, right? Only 20% of people who read your headline will check out your entire piece. Well, it’s quite obvious that with the fast-paced marketing world, this percentage is going to decline even more.