Sun.Oct 13, 2019

Unscalable: How to Build Relationships at Scale

Anthony Iannarino

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.

How To 111

A fresh perspective on the Challenger Sale research

Membrain

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.

Weekly Recap, October 13, 2019

Selling Energy

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

Coach Your Teams To Sell With Mutual Close Plans

SalesHood

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?

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.

?? Competitive Advantage in Sales

Pipeliner

95% of business don’t know what their competitive advantage is. This shocking statistic means that the vast majorities of companies are not promoting and utilizing their top skill sets that customers want, and are likely losing out on revenue.

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How to Have High-Value Conversations in Sales

Pipeliner

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.

SalesTech Video Review: @Qstream

Smart Selling Tools

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.

?? How To Select Software

Pipeliner

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?