Thu.Mar 14, 2019

Objection Handling in Sales: Everything You Need to Know

We get it. Objection handling is tough. In fact, 35% of sales leaders believe objection handling is the biggest challenge their sellers face. We’re here to help you understand how to handle objections like a pro

Become the salesperson prospects want to talk to


In their 2018 buyer preferences study, CSO Insights found that salespeople ranked ninth out of the top ten ways buyers prefer to solve their business problems. Vendor salespeople” placed below websites, peers, social networking groups, […]. The post Become the salesperson prospects want to talk to appeared first on RingDNA Inside Sales Software & Enterprise Telephony for Salesforce. Inside Sales Sales Best Practices Sales Strategy B2B sales sales strategy Sales Tips target buyers

How to Coach Your B and C Sales Managers (and De-Risk Your Revenue Plan)


This is the second article of a three-part series on sales manager productivity. In Part I, I shared where and why most organizations don’t actually know who their B and C sales managers are, and illuminated the hidden cost they bring to organizational performance. TL;DR.

Establishing a GTO (Growth Transformation Office) Is the Key to a CEO-Driven Change

Sales Benchmark Index

Many CEOs are familiar with the concept of a PMO (Project Management Office). Picture a multitude of spreadsheet-savvy analysts charged with tracking various initiatives through standardized processes using metrics and reports. There is value in an effective PMO, to be.

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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.

What You Can Do About the Glass Ceiling

No More Cold Calling

Here’s why women are good for the bottom line. When I published “ The Glass Ceiling Hasn’t Shattered Just Yet ” in February 2015, the post sparked more than 80 comments. Many said the same bias exists for immigrants, even those who are extremely qualified and speak English fluently.

More Trending

What is Sales Performance Management?


Discover everything you need to know about sales performance management (SPM). Sales Performance Management

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VIDEO: The Secret to Accurate Sales Forecasting


There’s no one question that sparks more debate among sales managers as, “How can I forecast closed deals more accurately?” Many sales people attribute accurate sales forecasting to pure luck or guesswork. As a result, close dates tend to be moving targets.

How to Set up Your Inbound Efforts to Make Your Outbound Strategy More Effective

Sales Hacker

Outbound sales is often a hot topic because a silver bullet that applies to all personas and industries does not exist. Sales Managers too often get caught up in how to optimize their outbound efforts that they forget about enabling their team for handling inbound.

The Future of Advertising – TV Space without TV Price

Leading Results Rambings

The world of advertising on screens has changed immensely – and will only continue to change. Streaming services like Netflix, Hulu, and SlingTV, for example, allow consumers to choose new ways to watch TV; cable or satellite subscriptions are no longer necessary. According to eMarketer, 24.9

Sales Training Playbook by Lessonl

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

Does Your Major Account Team experience Stakeholder Resistance?

Babette Ten Haken

Major account teams strive so hard to create client-focused solutions. However, no matter how insightful the solution proposed, there can be stakeholder resistance. And not only from the client side of the table. This scenario frustrates not only the major account teams.

Now’s the Time: 5 Steps to Build a Data-Driven Sales Strategy

criteria for success

Modern sales teams cannot rely on their intuition to ensure the effective sales process. Fortunately, the rapid development of data-related technologies offers better alternatives.

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Disentangling the Sales Asset Management and Sales Enablement Relationship


We’re not here to tear apart your tightly aligned sales and marketing organizations, but there is a fundamental tension between the two disciplines: marketers need to make high-performing, broadly focused, reusable content. Salespeople need to have pointed, unique, and very specific conversations.

Qstream Strengthens Product Delivery for Customers with Appointment of New Vice President, Product

Smart Selling Tools

Qstream Strengthens Product Delivery for Customers with Appointment of New Vice President, Product. Microlearning Pioneer Welcomes Software Industry Veteran Jim Bowley to Senior Leadership Team. Organizations today need a highly skilled workforce to meet critical business goals and sales objectives.

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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.

Business Development Manager: Career Path & Job Description

Hubspot Sales

Do you have excellent communication skills? Are you a quick learner who enjoys gaining new business knowledge? If so, a career as a business development manager could be a fantastic fit for you. Business development management allows you to flex your relationship-building and strategic skills.

How an Ongoing Investment in and Commitment to Sales Training is at the Heart of any Successful Sales Transformation Effort @Qstream

Smart Selling Tools

How an Ongoing Investment in and Commitment to Sales Training is at the Heart of any Successful Sales Transformation Effort. In this series, we ask Sales Tech Executives to describe how their solution can transform sales in a significant way. This week I interview Gary Greenberger , VP of Sales for Qstream. NANCY: WHAT ARE THE TOP AREAS OF FOCUS IN THE NEXT 12-24 MONTHS FOR ORGANIZATIONS THAT WANT TO TRANSFORM THEIR SALES ORGANIZATIONS?

Most Salespeople’s LinkedIn Profiles Are Terrible. Here’s How To Improve.


These days, when a potential customer begins the buying journey, he or she usually wants to learn more about their sales representative and the first place they are likely to go is LinkedIn. What will they find? Mostly it’s just egotistical nonsense inside a bland resume. But what works much better is to showcase who you are as an individual and how you help customers.

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How to Create a Successful Sales Organization Structure

Frontline Selling

If your business were a car, your sales team would be the wheels. They keep you moving forward by closing deals, making profits and paving the way for expansion. The post How to Create a Successful Sales Organization Structure appeared first on FRONTLINE Selling. Sales Management

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.

Tips for Vetting Trade Associations

Selling Energy

Trade associations can be an excellent resource for educating yourself about a segment and generating leads. Finding them is pretty straightforward; however, most salespeople aren’t sure how to utilize them.

How to Win in the New Game of Sales

Sandler Training

The days of betting everything on your quarterly quota are over. And if recent research is anything to go by, that might not actually be a bad thing.

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The professional and the personal: how to build closer relationships with your SDRs with Cognetik’s James Bawden

Predictable Revenue

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes James Bawden, Senior Business Development Representative at Cognetik. The post The professional and the personal: how to build closer relationships with your SDRs with Cognetik’s James Bawden appeared first on Predictable Revenue - The Outbound Success Company. We help companies grow faster with Outbound Sales.

Highspot and Clari Connect Go-to-Market Teams for Efficient Revenue Operations


Today’s winning sales teams know that the modern buyer has changed. Buyers expect customized experiences and prioritize vendors who empower them with valuable information and don’t sell to them with generic pitches.

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!

Protected: Introduction to Sales Leadership

Keith Rosen

This content is password protected. To view it please enter your password below: Password: Sales Coaching

A CEO Shares How to Really Sell to Them

Smart Calling

Lots of “experts” will tell you how to sell to the C-Suite. But few, if any, have actually held that position.

What a Little Bird Told Us at #Rainmaker19


We look forward to Rainmaker every year, but it’s safe to say that 2019 was the biggest and best yet. It just keeps growing and becoming more amazing, thanks in large part to all of our attendees! The SalesLoft team is already planning for 2020 when we will move the #1 sales engagement conference to San Francisco. Mark your calendars for March 2-4th! At the same time, we are recapping 2019 and sharing some of our favorite moments and incredible content from the event in the coming weeks.

Funnel Radio Line-up March 14

Sales Lead Management Association

Starting at 9am, Darryl Praill welcomes Benjamin Dennehy to talk about The Science Behind the Cold Call. Followed by Predictable Revenue Radio by Altify. Cyndi Greenglass is the host today on WVUMCToday with guest, Josh Wilson. Their topic is dta-driven marketing strategies to support community engagement. Mark Godley hosts DataDump hist guest is, Theresa Kushner, Data Guru discussing, B2B Data: Scarcity, Abundance to Blindness and What’s Next.

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.

7 Innovative Ways to Make Your e-Commerce Brand Highly Successful

Nimble - Sales

We often hear people say, “Pass me a Kleenex,” or “That picture reeks of Photoshop.” Now, even though these statements signify tissues and photo editing respectively, each of these particular brands has made such a name for themselves that they have become synonymous with the product itself. That’s the goal your brand should aim for […]. The post 7 Innovative Ways to Make Your e-Commerce Brand Highly Successful appeared first on Nimble Blog. Business Success


Sales Trend 3 – Trust me, I am in procurement

Sue Barrett

Guest author: Ben Shute, FCIPS , Chief Executive Officer Comprara & Purchasing Index Sales Trend 3 from the Barrett 12 Sales Trends Report for 2019 looks at how trust influences procurement and how changes in the industry are affecting this relationship. What does it mean to trust someone? It certainly does not mean that we […]. The post Sales Trend 3 – Trust me, I am in procurement appeared first on Barrett Sales Blog.

Sales Enablement Defined: What is the Forrester Wave?


Executives looking for the best technology solutions to aid in their sales enablement program have various resources at their disposal, one of the best being The Forrester Wave , which was established to give a thorough analysis of vendor product and service capabilities in all verticals. We previously outlined the importance of Gartner and its methodology for evaluating technology providers.