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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The Showpad Sales Transformation Maturity Model

The Showpad Sales Transformation Maturity Model helps organizations understand where they are today in terms of meeting buyer expectations — and how key teams can drive transformation that impacts the bottom-line. Download the free eBook for a pragmatic approach to growing sales maturity.

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

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.

Considering Hiring More Salespeople? Check Out These 3 Reasons to Invest in Inbound Marketing First.

The Center for Sales Strategy

Most small growing businesses know they need to continue to make strategic investments to sustain their growth. The challenge is knowing where to invest. If t he obstacles to growth that you’ve identified are branding and visibility, hiring additional recruiters will not solve these problems.

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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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.

Humans and Bots: How to blend human skills and AI to build customer intimacy and drive growth

Join Genesys for this webinar to learn how leading companies are using blended AI to drive customer intimacy and revenue growth.

What is Sales Performance Management?


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

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Protected: Introduction to Sales Leadership

Keith Rosen

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

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.

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.

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

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.

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?

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.

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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In the Race to Win More Customers, Sales Needs Digital Transformation

Salesforce users were surveyed about the forces shaping today's workplace. Discover the results and why investments in digital transformation and automation are pushing sales teams ahead.

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

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.

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

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.

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.

How to Reduce the Creep Factor on Paid Social


In my last post, we examined the importance of defining a tailored nurture and scoring strategy in conjunction with launching any new demand generation Content Syndication program. Failure to do so will impact your opportunity to realize true ROI. Next up I’ll dig into one my favorite channels, Paid Social. Paid Social. Sounds a bit creepy, right? Well, it can be if it’s not done right. It’s one of the primary channels we leverage in our marketing programs.