Anthony Iannarino

OCTOBER 13, 2019

Much of what I write here is going to be anathema to a particular variety of sales experts and those who read too much into the idea that relationships are no longer critical in sales. Much of the dominant opinion that relationships don’t matter in sales stems from the book, The Challenger Sale. But were you to ask the authors, they would tell you that “challengers” had the second-highest score on relationships, and it was just a smidge behind “challenging.

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Membrain

OCTOBER 13, 2019

First published in 2011, “The Challenger Sale” must be one of the most widely-read sales books of the past decade, and with good reason. Together with its successor “The Challenger Customer” (which I believe is an even more influential book), it served to introduce powerful new perspectives about today’s increasingly complex B2B sales environment.

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Pipeliner

OCTOBER 13, 2019

About Michelle Weinstein: Michelle Weinstein is a Sales Strategist, Entrepreneur, and Innovator. She has over 20 years of sales experience and sold everything from mortgages to Paleo Meatballs to million-dollar homes. She has worked with multiple CEOs at billion-dollar companies, landed contracts with national retailers like Costco and The Vitamin Shoppe, and pitched my way onto ABC’s Shark Tank.

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Sales Evangelist

OCTOBER 13, 2019

Many of us are hesitant to use video because of our own fears but it’s absolutely possible to use videos to increase sales. Brenton Crane isn’t from the advertising and marketing background. He is from data analytics and started his career in Washington D.C. as a statistician at the Census Bureau and analyst in the National Intelligence Agency. He then partnered with the brothers Neil, Jeff, and Daniel for a campaign.

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Advertiser: ZoomInfo

Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.

Sales Cycle

SalesHood

OCTOBER 13, 2019

Coach your teams to sell with Mutual Close Plans to close bigger deals faster and with greater certainty and predictability. How many of your deals have well-documented and co-created mutual plans? How aligned are your teams with executive sponsors? How well do your sales teams partner with champions to co-create mutual close plans that [ ] The post Coach Your Teams To Sell With Mutual Close Plans appeared first on SalesHood.

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Selling Energy

OCTOBER 13, 2019

Here are our favorite sales-enhancing tips from this week's Selling Energy Blogs.

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Pipeliner

OCTOBER 13, 2019

For a company, selecting software platforms for business operation is a major undertaking. What are the vital questions that must be answered, and what points should be addressed? Host John Golden sits down with Gabriel Gheorghui to discuss the process of how to select the best software for your company. This podcast is also a recorded live event you are welcome to view here: How to Select Software.

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The Sales Hunter

OCTOBER 13, 2019

There are less than 90 days left in this decade, but that’s still plenty of time to make it happen. What’s the difference you will make? What do you want others to remember you by this year? Set yourself up to have the greatest decade yet in 2020! Copyright 2019, Mark Hunter “The Sales Hunter.” Sales Motivation Blog. Mark Hunter is the author of High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Result.

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SBI

OCTOBER 13, 2019

SalesTech Video Review: Qstream. Qstream can be used for sales onboarding or ongoing reinforcement and can test and reinforce sales qualification skills, sales negotiation, & product knowledge. It’s a simple, yet powerful way to make your salespeople better at what they do. I like the fact that reps can practice their responses using video and submit for certification by their managers, or to share for others to learn from. - Nancy Nardin, Smart Selling Tools.

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