Tue.Oct 15, 2019

Timing In Prospecting is a Mug’s Game

The Pipeline

By Tibor Shanto. At one time, I had a co-worker who had a bit of a problem with the horses. He always knew just the right horse, in the right race, cause “today was the day.” He handicapped it, and every day he knew why his timing was just right; each day, it was not. A lot of people in sales remind me of a conversation I had with Leon. They seem to be convinced that not only is sales about timing, but they have divined a way to leverage it to their advantage.

The Pros and Cons of Following Sales Playbooks

Smart Selling Tools

The Pros and Cons of Following Sales Playbooks. When you think of a “sales playbook”, what’s the first thing that comes to mind? If you’re thinking of a plan or guidebook for your sales team to follow, you aren’t too far off.

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The 3 Ds of Time Management

The Center for Sales Strategy

It’s no secret time management is one of the highest requirements for succeeding in sales. Consistent questions heard within the industry are, “What are some ways I can improve my time management?” and “How can I be more efficient?”.

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4 Proven Strategies For Success In Negotiations

Anthony Iannarino

Your dream client is going to ask you about your price. More specifically, they are going to ask you if you can lower your price, even though they may use words like, “Can you do something for me?” or “You need to sharpen your pencil !”

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.

15 Key Integrations Between CRM & Your Other Business Processes

Hubspot Sales

If you are getting acquainted with your CRM software and are impressed with how it functions independently, allow us to introduce you to your new favorite feature — integrations. While CRM software is powerful on its own, integrating your CRM with other tools across your sales stack makes your job so much easier. Ideally, your CRM should serve as the core hub to all of your sales activities, and integrations serve as the supporting cast making your central software even more powerful.

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More Trending

How A CEO Can Effectively Build A Sustainable Company Culture


A company’s values are its lifeblood. When done well, they guide us on how we truly want to operate both as a company and individually as we do our daily jobs. They should be a part of every decision made, which means they must have room to grow and change as a company matures.

Tip for Dealing with Price Pressure

Anne Miller

One way to deal with price pressure (there are others) “Persist — with Justification.” ” If you can justify your terms, it is not necessary to change them. Example: WEAK: Seller: That will be $1500. Buyer: You must be joking! I will only pay $1000. Seller: How about $1200.

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2019 SAAS Private Survey Results- Part 1

For Entrepreneurs

For the seventh year in a row, we’re proud to work with KBCM Technology Group (formerly Pacific Crest Securities) to share results from a survey of ~424 private SaaS companies. Thank you to the readers of forEntrepreneurs who participated in taking the survey!

How to know when it's time for a new sales leader


Your organization's sales leader was likely hired to reach ambitious sales goals , motivate a hungry sales team and unlock new markets. Unfortunately, a great salesperson can sell themselves to a CEO as a great sales leader even when they really aren’t cut out for that job (ie. Michael Scott).

Sales Training Playbook by Lessonl

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

Get Your “Foot in the Door” with this Sales Cold Email Template


Cold email is one of the most common and tested tactics in a modern salesperson’s repertoire. And yet, sales reps still look for ways to improve their sales email strategy. It’s not hard to see why — after all, only 24% of sales emails are opened ( source ).

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Deal Strategies, Helping The Customer Buy

Partners in Excellence

Recently I wrote, “ What If We Kept The Target Close Date Sacred ?” ” It focused on improving our pipeline management, discipline, and integrity. But the way we address these issues is in our deal strategies and how we engage the customer in each deal.

PODCAST 79: Transitioning to New opportunities – Healthy approach to Leadership w/ Bryan Caplin

Sales Hacker

This week on the Sales Hacker podcast, we talk to Bryan Caplin, CRO of Andela. Bryan recently left Axiom as GM and Head of North American Sales and Marketing of Axiom to join Andela as CRO.

Sales Enablement: The Right Tools for the Right Tasks


In my final blog post on the weighty subject of sales enablement. I’m going to discuss the vital importance of having the right sales tools for the right sales tasks. Choosing Tools.

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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.

Charge Up Your “Passion Battery”

Selling Energy

Think back to the last time you bought something after being convinced by someone else that it was a worthwhile purchase. Chances are the thing you bought was something you weren’t planning to buy. So why did you buy it?


Agile Learning Gives Wholesalers and Advisors “Something to Talk About”


Today’s post is by Joseph D. Kringdon, Principal, Kringdon & Associates/HMC. Joe spent several decades in the Wealth and Asset Management business, managing and leading both Advisors and Wholesaler Investment Consultants.

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7 Sales Enablement Interview Questions to Ask Your Next Hire


As more organizations establish sales enablement functions, there’s a rising need for talented practitioners to lead them

Are You On Target For This Year’s Finish Line?

Smooth Sale

Attract The Right Job Or Clientele: No doubt your manager is asking, ‘are you on target for this year’s finish line?’ ’ We sometimes feel like we are competing in the Olympics with a laser focus on the end goal.

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.

Why Your Prospects Are Ghosting You (And 3 Ways to Stop It)

Hyper-Connected Selling

You had a great conversation with your prospect. Maybe even a few conversations. Emails flew back and forth. You had done your research, figured out their challenges, and developed solid solutions. You had shown the ROI that would come when they bought from you. It was going great. Or so you thought.

The Bottom Line on the 6 Pillars of Flawless Execution

Anthony Iannarino

Ideas are easy. Execution is difficult. Much of the time, extremely difficult. Whether you are trying to stand up a high-performing sales organization or an operation that serves clients, execution comes with a set of challenges of its own.

Sales Training Programs Washington DC: Not Just for Selling to the Government

Funnel Clarity

Most people hear Washington DC and think: Washington Monument, Smithsonian Museums, the Capitol, Lincoln Memorial, and the Federal Government. However, many are surprised to learn that Washington DC is much more than that.

?? Cold Email Prospecting


Cold email prospecting has taken off in the last few years and has changed the sales world. It opens up so many new opportunities, and a new way to get in touch with people and open new accounts.

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!

10 Highly Effective B2B Lead Nurturing Strategies For Your Business

The SalesPro Leader

The article, 10 Highly Effective B2B Lead Nurturing Strategies For Your Business originally appeared first on SalesPro Leads - Connecting You with Tomorrow's Buyers. Blog #B2B

What We Learned from Our Customer Community at Highspot Spark


After stepping into The Standard at High Line NYC, Alyce Bernstein, a marketer at Euler Hermes, was hoping to walk away from Highspot Spark with a handful of best practices and new industry connections. What she got was much more.

?? Reveals the Persuasion Code


Patrick Renvoise’s new book, The Persuasion Code: How Neuromarketing Can Help You Persuade Anyone, Anywhere, Anytime, was just released. It’s been 16 years since Patrick Renvoise published his first book on neuromarketing, which took the business world by storm.

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5 Sales KPI Examples to Predict Growth

criteria for success

So, you want to zero in on key performance indicators (KPIs) to predict sales growth, but you're focused on too many variables, too few, or the wrong ones. Well, you’re not alone. Some people say, “KPIs depend on your industry, market segmentation, and the complexity of your sales process."

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.

Sales Cadence – The Comprehensive Guide


Sales cadence: why does it matter? A sales cadence (also known as a sales sequence) is a scheduled set of engagements between a salesperson and a potential customer of a business. Some of the steps […]. The post Sales Cadence – The Comprehensive Guide appeared first on RingDNA Inside Sales Software & Enterprise Telephony for Salesforce. Inside Sales Sales Best Practices Sales Enablement email sales best practices sales cadence sales call sales sequence

How is Your Data Stored? 5 Questions to Ask Your Hosting Provider

Nimble - Sales

Choosing your next hosting provider is a big deal because digital marketing is critical to your success. If your business crashes and burns online, you’re in big trouble.

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Getting Creative with Prospecting with Craig Rosenberg and Dan Gottlieb {Hey Salespeople Podcast}


Everyone wants value. Craig Rosenberg and Dan Gottlieb, both analysts at TOPO discuss how to think outside of the box when delivering that value to prospects.