Wed.Sep 18, 2019

Building Client Relationship: 3 Smart Ways to Avoid Losing Your Largest Accounts

Sales Hacker

“Get closer than ever to your customers. So close that you tell them what they need well before they realize it themselves.” – Steve Jobs. I’m massively concerned! . What’s happening with tenured sales reps? . I’m not here to show disrespect nor point fingers.

How to Calculate Sales Headcount to Secure Reps and Make the Number

Sales Benchmark Index

Many sales leaders like you are deep into annual planning right now. As budgets are determined, can you confidently defend the sales rep headcount you have now? Or perhaps more importantly, can you make a strong case for additional people.

Travel 246

How to Develop Critical Thinking Skills & Avoid Mistakes in Selling

Connect2Sell

As a sales coach, I spend a fair amount of time in the field observing sellers. As a researcher, I interview buyers and get their perspective on what sellers do during sales calls.

How To 237

New Data Shows That Top Salespeople are 2800% Better at Disrupting the Flow

Understanding the Sales Force

Fish, rafts, kayaks, canoes, sailboats and swimmers all find much more success when they are moving with the wind or the current rather than going against it. sales competencies Dave Kurlan Consultative Selling selling tips objective management group

Data 217

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.

When Leads Don’t Convert, the Blame Game Begins

Sales and Marketing Management

Author: Paul Nolan Jessica Magoch’s phone rings when businesses are struggling to close sales. When they call me that first time, they say they need help generating leads and help closing,” says Magoch, founder of JPM Sales Partners. With a laugh, she adds, “I want to say, ‘Oh, just those two things?’

Leads 189

More Trending

How Do You Build Rapport with Customers?

RAIN Group

Everybody's brain has two different processing centers: emotional and rational. The emotional brain is old.

10 Things You Are Forbidden from Negotiating Away

Anthony Iannarino

You will be asked to negotiate things you must never trade away. Whatever is offered in trade will never equal what you are being asked to give up. The following list includes the things forbidden from being negotiated away.

How to pollute your sales ocean, one technology at a time

Membrain

Have you ever had a slip of the tongue that reveals an insight? On a call with one of my team members recently, we were talking about the sales world’s overly complex landscape of technologies, and I wanted to talk about point solutions, but what I said was, “point pollutions.”.

Marketing Attribution: Keep It Simple

InsightSquared

Marketing attribution is no buzzword. It’s a fundamental building block of achieving ROI. Sometimes seen as more art than science, it’s often given too little attention – or too much. When sales cycles are short, marketing attribution can be fairly straightforward.

Sales Training Playbook by Lessonl

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

Fuel Better Experiences by Focusing on the Entire Consumer Journey

The Center for Sales Strategy

When was the last time you purchased anything without researching online? We bet it's been a while! According to studies, 81% of shoppers conduct online research before buying.

Winning Your Day With SalesAccountability

Sandler Training

Of all the sales leaders we work with, we consistently hear the same adage: “I need to hold my salespeople accountable.” That's fine in theory, but the question that sales leaders must ask themselves first is, “What exactly am I holding them accountable to?”. Read Time: 6 Minutes.

Exact 90

Packing More Than You Can Deliver into Your Sales Story?

Babette Ten Haken

More Than You Can Deliver storytelling is easily dismissed as both incredible as well as un-credible. First, you promise to deliver products, solutions, services and programs exceeding your professional capabilities.

SME 89

6 Under-Appreciated Variables That Win Deals

Anthony Iannarino

There are more variables to competing and winning in sales than your company, your products, or your pricing. Many of the variables are under-appreciated. They are also within your control. Here is a list of variables that may cause you to lose to your competition.

eBook 88

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.

Playbooks – Not Just for Sales Reps

Pipeliner

Top Line Tips by Lisa Magnuson. 97% of sales leaders believe that having a sales leader playbook would be extremely valuable and positively impact the success of their leadership teams. However, only 14% of the respondents had a formal sales leader playbook. (as

Recession-Proof Your Sales

Alice Heiman

Have you been hearing rumblings about an impending recession? Wondering if it will happen? It’s likely. As an economist, I can tell you with confidence that the economy is cyclical, and this period of expansion has been unusually long. While employment numbers are still strong in the U.S.,

9 Habits of (The Most) Successful Salespeople

Marc Wayshak

Habits of successful salespeople are easy to copy if you just pay attention. Check out these 9 habits of the most successful salespeople and start incorporating them into your selling routine now. The post 9 Habits of (The Most) Successful Salespeople appeared first on Sales Speaker Marc Wayshak.

Sales 76

Marketing Attribution: Keep It Simple

InsightSquared

Marketing attribution is no buzzword. It’s a fundamental building block of achieving ROI. Sometimes seen as more art than science, it’s often given too little attention – or too much. When sales cycles are short, marketing attribution can be fairly straightforward.

ROI 76

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.

The Key to a Pipeline of Potential Partners

Allbound

To achieve a pipeline of potential and thriving channel sales program, companies face numerous time-consuming endeavors that each present unique challenges.

Deliver Tough Love Metaphorically

Anne Miller

“Metaphor is how we nail the jelly of reality to the wall” is a quote from a new book by Joe Moran called “ First, You Write a Sentence.”

Winning Your Day With SalesAccountability

Sandler Training

Of all the sales leaders we work with, we consistently hear the same adage: “I need to hold my salespeople accountable.” That’s fine in theory, but the question that sales leaders must ask themselves first is, “What exactly am I holding them accountable to?”

Exact 68

Move the Deal Episode 13: Plan to do Something Spontaneous with Roche’s Joan Ridgeway

Miller Heiman Group

In the latest episode of Move the Deal, host Greg Moore talks with Joan Ridgeway, sales training performance consultant at Roche Diagnostics. Ridgeway operates out of Roche’s commercial education group, helping sales and marketing in North America. She recently expanded her role as a lead on the training for the Diagnostics Information Solutions framework.

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!

Why You Should Attend Dreamforce 2019

LevelEleven

Professionals who use and love Salesforce to help build their businesses know that as we dive into Q4 and the final push of the year, it’s also planning and preparation time for Salesforce.com’s premier event: Dreamforce 2019. Dreamforce isn’t just any run-of-the-mill conference.

Win Over Your Audience

Selling Energy

How do you prepare a presentation that will win over your audience? The first step is to carefully contemplate the ways in which your audience might resist.

Becoming a Master Networker – Real-Life vs. Social

Adaptive Business Services

Dependent on a variety of factors, the dynamics of effective networking can substantially change. At the very least, certain behaviors will become more critical based upon these variables including whether we are operating within a small or large group setting, engaging one-on-one, or we are actively networking online. Let’s start with the finish. Regardless of the setting, your one goal is to always develop one-on-one relationships, in real-life, with the right people.

10 Tweetable Marketing Productivity Quotes

Zoominfo

Everyone in this line of work strives to increase marketing productivity – but, as with any profession, there are productivity roadblocks around every corner. Sometimes it’s poor planning. Sometimes it’s unanticipated distractions. And sometimes you just need a quick dose of motivation.

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.

An Introduction to Data-driven Sales Planning

Xactly

Your sales plan is the foundation of success, and manual planning processes do more harm than good. Learn data-driven sales planning can improve performance. Sales Planning

Data 54

Best Small Business Accounting Software for 2019

Nimble - Sales

In any dynamic industry, it is especially important that accounting software for small businesses is as efficient as possible – easy to use, intuitive, and powerful.

Weekly Roundup – September 18, 2019

CloserIQ

The CloserIQ Weekly Roundup features a list of the best content we’ve been reading recently. We’ve compiled some of our favorite reads to help you advance in your sales career and build top sales teams. Featured Article. What Sales Professionals Should Look For in a Tech Startup.