Fri.Dec 09, 2016

article thumbnail

2016’s Top 5 Sales Focused Blogs

DiscoverOrg Sales

Sales is a crucible, burning away excuses and bad habits. Didn’t hit your quota? Go back to the phones and meet sales goals by providing prospects with solutions. Staying on fire requires constant honing of skills, studying the competition, and doing the hard work. To help get you start on the right foot for 2017, we reviewed our blog posts from the past year to find those that stood out in their mission to put a spark in sales efforts.

Remedy 139
article thumbnail

Executive Sales Leader Briefing: Year-End Leadership

The Sales Hunter

We’re just a few weeks from the end of the year, and that most likely means chaos on a number of fronts. First, there is the year-end pressure with most companies ending their fiscal year. Second, there is all the outside chaos of holiday activities, which means there is the continual juggling of both […].

Sales 124
Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

article thumbnail

How To Show The Prospect The Future’s Brighter With You

MTD Sales Training

Sigmund Freud had a way with words. One of his theories was that pain can be more immediate than pleasure, leading us to become more concerned with avoidance of pain and hence paying more attention to it. Many salespeople have heard this reckoning and have identified how recognising a client’s ‘pains’ and ‘problems’ can have a big effect on the decision-making process.

article thumbnail

Sales Tip: Empathy Matters

A Sales Guy

Great sales people are empathetic. You can’t sell if you’re not in tune with your buyers and prospects. Therefore you’re unable to offer a valuable solution to them. It all starts with your focus on them, their problems, their needs, their emotions, their fears, their issues. You must have empathy for those you’re selling to.

Buyer 102
article thumbnail

Brick & Mortar Retail Relevance: How to Stay Ahead of the Curve

Speaker: Jay Black, Senior Account Executive

Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an

article thumbnail

If I Only Had a Sales Brain

Increase Sales

Remember the Scarecrow in the Wizard of Oz and his fervent wish of “If I only had a brain?” Sometimes I hear this somewhat similar desire with salespeople who appear to yearn for a sales brain. Would such a brain actually increase sales? The ending lyrics to the Scarecrow’s desire may provide some insight: I would not be just a muffin’, My head all full of stuffin’, My heart all full of pain; And perhaps I’d deserve you and be.

More Trending

article thumbnail

[Podcast] How Oracle Built its Sales Enablement Function from the Ground Up with Roderick Jefferson (Episode 8)

Mindtickle

In this 18 minute interview Jefferson outlines: His formula for creating an effective sales enablement function from scratch; How sales enablement can earn a seat at the executive table; and. How sales enablement can help businesses adapt to the challenges of managing successful multi-generational sales teams. To download or subscribe to the Sales Excellence podcast login to Soundcloud , Stitcher , iTunes or find it here. “Sales enablement is the hub that spokes out to every part of

Oracle 52
article thumbnail

TSE 461: What Salespeople and Entrepreneurs Can Do To Form New Successful Habits

Sales Evangelist

Human beings are creatures of habits, which can either help us succeed or fail. But the key is to make sure you form good habits in order to be successful in your career and life in general. My guest today is Dr. Frank Gibson is going to share with us great insights into understanding more […] The post TSE 461: What Salespeople and Entrepreneurs Can Do To Form New Successful Habits appeared first on The Sales Evangelist.

Sales 40
article thumbnail

Don't Give Up - Change Your Year-End Prospecting Strategies

Sales Gravy

While you may want to stop prospecting, the reality is that you may not have enough in your sales forecast to generate the new business you need to make your sales goal for the year.

article thumbnail

Four Reasons Why Sales Teams Miss Targets

Mindtickle

Sam is the VP of Sales at a fast-growing company that offers complex B2B solutions. He is responsible for delivering quarter-on-quarter revenue growth. His success depends on his sales rep meeting quota but they are not always able to deliver. He continues to hire the best sales talent he can find and provides them with aggressive incentives. He is also considering replacing his under-performing sales reps.

Hiring 52
article thumbnail

ABM Evolution: How Top Marketers Are Using Account-Based Strategies

In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.

article thumbnail

Let’s Start Talking About Sales Manager Enablement

Partners in Excellence

There are 1000’s of articles, dozens of books on sales enablement. In the US alone, between training, technology, and tools, over $25Billion is spent each year on enabling sales people. There are dozens of software tools/platforms, with new one’s springing up every week that focus only on sales enablement. But something critical is missing from most of the conversations.

article thumbnail

The “Standard” Measure of Sales Rep Productivity

People.ai

As both the founder of People.ai and in my previous life as a sales manager I’ve often been asked what the “standard” measure of sales rep productivity is. Ultimately, I don’t think there’s a single “standard” measure of productivity that works. How you measure productivity changes from company to company. It’s critical to track activity, not just the end result of a deal won or lost.

Revenue 40