Mon.Jul 22, 2019

What You Can Learn From Losing The Sale

The Center for Sales Strategy

Over the last couple of months, I have had a number of clients share with me that they lost out on a couple of large deals that they had felt pretty strongly about. In each of those scenarios, my first question was, "Do you know why?" More often than not, the answer to my question was, “I’m not sure.”

How to Make Your Value Proposition Stronger

Jill Konrath

How can you tell if you have a weak value proposition? One telltale sign is that virtually no one responds to your emails or gets back to you on the phone. Selling Tools

How To 267

Creating Unforgettable Moments in Key Phases of Your Customer Journey

Sales Benchmark Index

Market-leading companies develop and execute on strategies that are aligned to their customers expressed and unexpressed needs. This is often captured in a Customer Journey Map. While this tool is frequently used to prioritize operational improvement efforts, to deliver on.

Podcast 107: Passion, Work Ethic & SaaS Sales Skills With Katy Tynan

John Barrows

This week’s Make It Happen Monday podcast guest is Katy Tynan of TESARO Inc. Katy and John have known each other for a very long time. Katy has tons of experience in Technology consulting, helping teams understand how to make humans and technology work better together. With this, Katy has extensive experience in career development and developing talent strategy. If you want to improve your game as a start-up, Katy is the person you need to see.

Salary 192

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.

The One Thing You Can Do to Triple Your Productivity

Anthony Iannarino

The word “ secret ” suggests that there is knowledge available to others that is somehow unavailable to you. There are no secrets when it comes to productivity. Instead, there are principles and disciplines not widely taught or consistently followed.

More Trending

Enhancing Sales & Marketing with

Smart Selling Tools

Enhancing Sales & Marketing with This in-depth demonstration of Unika’s Sales Enablement platform provides insights on how you can implement a comprehensive Sales Enablement program that focuses on Strategy, Process, and Technology.

How to Succeed at Winning Your Day [Podcast]

Sandler Training

Learn how to build a better day. Whether it is yourself or your sales team, Jim Ayraud will help you learn the best practices for sales accountability and building new behavior habits. Listen Time: 23 Minutes. Professional Development

A Day in the Life of the SVP of Sales

Sales Hacker

Have you ever wondered how other sales professionals are tackling their roles? Structuring their days? Overcoming their challenges? Me too. Which is why, In this series, we’re going behind the scenes with top salespeople to get the inside scoop. You’re welcome!).

Memorable Customer Experiences are driven by Co-Created Stories

Babette Ten Haken

When your goal is creating memorable customer experiences, you tend to pay more attention to your clients. Consequently, the stories they tell become more engaging to you both.

Sales Training Playbook by Lessonl

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

PODCAST 67: How Data and Metrics Fuel Revenue and Company Growth w/ David Zwerin

Sales Hacker

This week on the Sales Hacker podcast, we speak with David Zwerin , Head of Field Operations at TripActions.

#SalesChats: Sales as a Science


High-Performance Sales Culture. If you want to create a high-performing sales culture, then you need to tune in to the #SalesChats on August 8th with the excellent and insightful Roy Osing.

Make Your Sales Training a Big Success

Selling Power

Today’s post is by Haley Katsman, vice president of account development & growth at Highspot, the highest user-rated sales enablement solution. Connect with her on Twitter and LinkedIn. Today, most sales organizations are still enabling salespeople with classroom onboarding, certifications, and assessments. These methods are outdated and don’t reflect the dynamic, responsive way modern sellers engage with buyers. And they’re hurting your bottom line.

Follow-Up Strategies


When it comes to business, people get to know their prospects and their clients better if they follow the right follow up strategies. This lets you understand your different issues and get effective solutions in the shortest period of time. They build quality relationships by engaging in follow up.

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 Growth Secrets I Learned from Reading Every Interview with Alex Schultz, VP of Growth at Facebook

Predictable Revenue

8 Replicable steps to help you come up with new ways to increase retention, boost virality, and drive long-term growth! The post 8 Growth Secrets I Learned from Reading Every Interview with Alex Schultz, VP of Growth at Facebook appeared first on Predictable Revenue. B2B Blog

The 7 Deadly Sins of 1:1 Sales Coaching


The 7 Biggest 1:1 Coaching Pitfalls. Sales is hard. Leading other salespeople is even harder. The landscape is a minefield of potential blunders, all of which this eBook can help you avoid.

How Best-in-Class Companies Maximize Sales Compensation


Sales compensation is a foundational component of successful businesses. Discover how best-in-class companies are designing their sales compensation plans. Incentive Compensation Sales Performance Management

Webinar! Key Components for Building a Data-Driven Sales Playbook


Join Rob Jeppsen and Tiled’s Vice President of Sales, Jake Reni, for a conversation on the ins and outs of the key elements for building a data-driven sales playbook. Rob and Jake discuss the fundamentals and the practical application of sales coaching, with examples and actionable insights.

Data 62

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 Knowledge Playbook: 3 Ways to Reimagine Your RFP Process


We’ve all been there—an RFP (request for proposal) comes across your desk and you’re met with equal parts excitement and nausea. It’s a process that’s well established, and one that’s simply unavoidable when selling enterprise software. sales enablement

10 Tips for Developing a Successful Cross-Functional Team

Nimble - Sales

Cross-functional team collaboration is applied in increasing frequency nowadays. It can be seen in numerous businesses and branches of industry. When a team is multifunctional, it can solve multiple challenges employing different concepts, technologies, and more. What is a cross-functional team?

Assess Your Sales Performance with the Sales Performance Meter Diagnostic

Miller Heiman Group

In “All That Glitters Is Not Gold: 2019 World-Class Sales Practices Study,” CSO Insights, the research division of Miller Heiman Group, shared the top 12 best practices that are aligned with world-class sales performance (download it here if you haven’t read it yet). World-class Sales organizations that demonstrate adoption of these practices outperform everyone else—getting a 23% edge in win rates and quota attainment.

How to Rock the World with OKRs 

Selling Energy

Everyone makes mistakes, regardless of their experience or status. I found it interesting to read an article in which Bill Gates admits to a gaffe he made during the early days of Microsoft.

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!

Skip configuration and get straight to work with pre-configured ReadyGrids


Have you ever found the perfect app, downloaded it from the Salesforce Appexchange, and then forgot all about it as other fires took priority? Me too – Haven’t we all? The lack of time and resources can result in great solutions not getting implemented. . Problem solved with ReadyGrids.

An Interview With Sarah Young: Developing Young Sales Reps Into Sales Leaders


Sarah Young, Director of Sales Strategy & Operations at Springbuk®. All great sales leaders had to get their start somewhere. Whether they worked their way up from an SDR role or moved over from another team, every sales leader has a story.

#55: Daren Tomey of Revenue Path Group – Being a Co-Pilot and Not a Micromanager


This week Daren Tomey of Revenue Path Group teaches us about the importance of role clarity and how to guide your reps as a co-pilot to reach success. He talks about how using coaching during one-on-ones with each rep can help them focus on the activities and skills each individual needs to win. Daren shows us how each sales leader’s primary role should be about developing people. podcast coachability engagement passion process sales leaders salespeople

“What Could Go Wrong?”

Partners in Excellence

It seems to be human nature that we don’t want to think about what could go wrong. Particularly in sales, we are continually optimistic, we want to be positive, particularly with our customers. So why would we ever want to talk about what could go wrong? Particularly when we are in the middle of the customer buying process? But it’s an important discussion with our customers, primarily because it helps them think differently and more completely.

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.

Let’s Talk Sales! #SalesTruth with Mike Weinberg – Episode 171

criteria for success

Happy Monday, Let's Talk Sales! listeners! This episode's featured guest is Mike Weinberg. Mike is a world-renowned sales consultant, coach, speaker and bestselling author. Named a Top Sales Influencer by Forbes, his first book, New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development has remained a #1 Amazon Bestseller for the last six [ ] The post Let’s Talk Sales!

Ethics Start with Marketing, Do it Wrong and Cost Your Company Millions - Podcast with Amy Teller

Sales Lead Management Association

Ethical issues in marketing stem from a disconnect in the set of expectations between businesses and consumers. The direct impact on the consumer and the repercussions for the marketer, should their practices be deemed unethical, can undermine brand trust.

What if you asked this question more often?

Smart Calling

Here’s a question that is proven to unlock creativity and possibilities in the minds of people who hear it. And we should be asking it more of everyone, especially our prospects and customers. Listen Here. The post What if you asked this question more often?