Wed.Oct 16, 2019

Sales Compensation Planning: 5 Tips to Improve Performance in 2020


Sales incentives are the number one driver of team performance. Improve your team's performance in 2020 with these five sales compensation planning tips. Incentive Compensation Sales Planning

Get in any door

Sales 2.0

When I started selling technology I was told to get to the office at 8AM so I could cold call CIOs and catch them before their assistants came in. When I did succeed in catching a CIO on the phone (one in say 50 dials) they nearly all dismissed me as a time waster. In fact, looking back on my efforts, I agree with them. I was a time waster. I didn’t have any knowledge of their organization and issues. All I did was ask for a meeting.


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Critical Thinking Skills Examples to Boost Your Credibility


At the risk of sounding preachy, we’re continuing what we started last week in the CONNECT2Sell series on Critical Thinking. Last week, we looked at truth as an absolute standard that buyers demand. This week, it’s a similar take on credibility because that, too, is in short supply (at least according to buyers!). credibility critical thinking critical thinking in sales Critical Thinking Skills Examples

Asking for a pay rise, differentiate from the competition

MTD Sales Training

Episode 37: Asking for a pay rise, differentiate from the competition, quote from Jill Konrath. In this episode we take a look at how you can prepare for and confidently ask for a pay rise. Our skillspill identifies the best ways to follow up with customers. And our Inspire Me quote comes from Jill Konrath. Take a look at this episode on [link]. The post Asking for a pay rise, differentiate from the competition appeared first on MTD Sales Training.

75% of World Trade Flows Through Indirect Channels - Are You Enabling the Right People?

Speaker: Jay McBain, Principal Analyst – Channels, Partnerships & Ecosystems

We are in the middle of a major transformation of how companies go to market – in fact, 76% of global CEOs feel that their current business models will be unrecognizable in the next 3 years – and ecosystems are the main reason why. With the vast majority of business conducted through indirect channels around the world and given structural changes in our economy (before and after COVID-19), new buying journeys, subscription/consumption models, marketplace growth, and emerging technologies, most firms are now considering partner enablement as the key ingredient to survival (and success). The future of partnership ecosystems will be focused on driving intra-firm value creation, network effects, and partner co-innovation – a huge opportunity for firms to grow the right partners and enable them effectively.

Mr. Play It Safe Always Loses

Grant Cardone

Trying to avoid danger in a world that is filled with it is impossible. Bad things happen to good people every day. Sometimes you lose money before you make money. Customers betray you for the competition. Your spouse leaves you. Employees screw up. The stock market will not coddle you and the economy punishes good people and bad people alike. By being careful and trying to avoid danger, people actually spend their lives in danger.

More Trending

5 Keys to Create Massive Value During Sales Qualification

Marc Wayshak

Sales qualification is key to building value when you sell, no matter your industry. Check out my latest video to learn the 5 keys to creating massive value during sales qualification. The post 5 Keys to Create Massive Value During Sales Qualification appeared first on Sales Speaker Marc Wayshak. Blog sales qualification

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Here’s why you need to stop talking about sales opportunities


Words can change your brain. That’s the conclusion of Andrew Newberg, M.D. and Mark Robert Waldman in their book by that title, and they should know. Sales Management Sales Methodology

6 Steps to Building a Talent Pipeline Framework for Your B2B


Companies hire new talent for a number of reasons. Perhaps they’re growing, or have new goals and needs, or an existing employee is leaving, etc. But, modern recruiters can’t simply wait for one of these things to happen before they start looking for new job candidates. Given the fast-paced and increasingly competitive hiring landscape, recruiters must take a proactive approach to cultivate a group of potential hires — even before they need to fill open positions. Enter, the talent pipeline.

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The Bottom Line on the 6 Pillars of Flawless Execution

Anthony Iannarino

Ideas are easy. Execution is difficult. Much of the time, extremely difficult. Whether you are trying to stand up a high-performing sales organization or an operation that serves clients, execution comes with a set of challenges of its own. Without structure and a few disciplines, you make performance difficult at best, impossible at worst. If you want flawless execution, these six pillars will provide you with structure and a guide to making improvements. Goals and Outcomes.

The Best Sales Forecasting Models for Weathering Your Goals

Every sales forecasting model has a different strength and predictability method. It’s recommended to test out which one is best for your team. This way, you’ll be able to further enhance – and optimize – your newly-developed pipeline. Your future sales forecast? Sunny skies (and success) are just ahead!

Driving a Kick-Ass Coaching Culture: Dispelling Myths & Adopting Best Practices

Sales Hacker

The post Driving a Kick-Ass Coaching Culture: Dispelling Myths & Adopting Best Practices appeared first on Sales Hacker. Chorus Marquee Partner Sales Enablement Webinars

Best CRM integrations to boost your sales performance

Ready to supercharge your company’s growth? Now it’s easier than ever with powerful CRM integrations. And with the launch of the new Close Starter Plan , companies of all sizes can enjoy robust CRM and sales management features for just $35/month. Close makes it easy to integrate the apps you already use on the regular. We support a whole range of apps for communication, prospecting, analysis, and much more. Not sure where to get started?

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The 5-Step Formula for a Reliable Sales-To-Service Handoff Process

Sales Hacker

Want happy employees, happier customers, and more revenue? The secret may surprise you… It’s as simple as a solid sales-to-service handoff. For several years, I ran account management at a marketing agency — a business model infamous for mismatched expectations and subjective quality of delivery. I’ve seen lots of good AND bad handoffs, and learned what to look for the hard way.

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Helpful Ideas on How Not to Fear Your Clients

Anthony Iannarino

It is vital that you respect your client. But it is equally important that you don’t fear your clients—or your prospects. If you are afraid of clients or prospects, your aversion to conflict will cause no end of problems, beginning with things like not wanting to interrupt a prospect with a phone call , and later, should you get that far, conflicts around the decisions and investments they should make.

Want to Crush Your Competition? Read How to Build an AI-Powered Selling Roadmap

“If sales reps have the right AI tools and adoption, we see sellers easily closing 3 times as many sales each month.” Hear from 5 experts on steps you can take to reduce non-selling time and use conversational & sentiment analysis to transform how you sell.

Email Marketing Checklist: 25 Questions To Ask Yourself Before You Send An Email


Many of these questions might cross your mind during this crucial moment, and rightfully so. When this happens, you need a good email marketing checklist , and that is exactly what we are going to provide for you. Read on! How does this email marketing checklist work? We’ve gathered below 25 questions that you should ask yourself before sending an important email. Don’t panic, though! You don’t need to postpone your campaign to next month in order to improve your writing.

Other Surprising Truths About Rep Coaching


I was thrilled when the InsightSquared team asked me to guest post on their blog. I loved presenting at Ramp 2019 , and am excited to continue sharing all of the best practices we learn from our customers here at In a previous life, I ran the training and enablement function at InsightSquared. It was there that I fell in love with sales readiness.

Becoming a Master Networker – Progressive Engagement

Adaptive Business Services

One goal in social networking is to connect with others , in a meaningful manner, and then to develop these relationships. Our primary goal should be to do this with the right people … those who we can best assist with achieving their desired results and vice versa. . Twitter is fairly simple and straightforward. You follow somebody then see if they will return the favor.

Make Trade Shows a Dependable Source of Qualified Leads

Alice Heiman

Everyone wants more engagement at the trade shows and events they invest in. Everyone I know would like to fill their pipeline with qualified leads. Everyone I know would like to prove their ROI from events by showing how much revenue was generated from the leads they got. . I had a great conversation on the # SellingWithSocia l podcast (episode 125) with my good friend Mario Martinez (CEO and Founder of Vengreso ) about trade shows can be a dependable source of qualified leads.

The Revenue Leader's Guide to Prospecting

Speaker: Christopher Ryan, Founder and CEO of Fusion Marketing Partners

Sales & Marketing departments that work together guarantee higher acquisition, better nurturing, and more effective sales. Join Christopher Ryan for this insightful webinar, presenting the wide funnel lead nurturing model. Don't miss out on this opportunity to get your teams working together and your revenue performance optimized.

2019’s Top Channel Incentive Tips


Incentive programs are critical to any successful channel sales model. By inspiring or rewarding certain behaviors in your partners, incentives can help steer the course for any successful business relationship. As part of your partner relationship management (PRM), your incentive strategies help attract partners to your offerings while unifying you network and directing it towards a clear goal. That’s the idea, anyway.

3 Salesforce Email Template Tips For Effective Sales Emails

In this blog post, you’ll learn how to write the best sales email template that converts. Keep reading to find out more. RELATED: Sales Email Secrets | Secrets Of Email Prospecting To Increase Open Rates In this article: The Basics of a Compelling Email Sales Template Define Your Goal Keep It Short Personalize It Don’t Neglect […]. The post 3 Salesforce Email Template Tips For Effective Sales Emails appeared first on The Sales Insider.

TearDown or Fixer-Upper?

Anne Miller

So you have what you think is a great idea to solve a major problem. Unfortunately, your idea is rather complex to explain to the people whose support you need for it. What do you do? Drown your listeners in the details of your idea? Talk v–e–r–y s–l–o–w–l–y and hope for the best? Rushthroughthedetailsanddazzlethemwithyourenthusiasm? Or , Use an appropriate metaphor to simplify your explanation and make your idea instantly more meaningful? .

4 Ways to Focus Your B2B Enterprise Sales Team


7 Keys to Creating Massive Value in Your Sales Meetings

Speaker: Marc Wayshak, Sales Strategist, Best-Selling Author & Founder, Sales Insights Lab

Engaging prospects in a strong two-way dialogue is something most reps struggle with. In this session with Marc Wayshak, you’ll discover a data-driven approach to sales meetings that yields significantly better results. Specifically, you’ll learn how to: • Engage prospects with authority • Keep your prospects’ attention • Achieve buy-in during sales conversations • Get prospects talking about their key challenges, • Gain a strong commitment before presenting your offer. In short, you’ll discover how to implement a process that helps you close more deals than ever before.

5 Ways a CRM Can Save Your Start-up

Nimble - Sales

Start-ups are glorified as the new way of taking control of your life, foiling your 9 to 5 jobs and throwing them in the garbage. However, according to the Small Business Trends, only 40% of start-ups are profitable and 30% are at break-even point with 30% losing money. You might be having second thoughts on […]. The post 5 Ways a CRM Can Save Your Start-up appeared first on Nimble Blog. Business Success

This is why great salespeople are born that way


Great salespeople don’t become great because of the training they receive. They don’t become great because of all the sales tools they employ. And they don’t become great because they are an expert in the mechanics of the sales process defined and promulgated by the experts. Great salespeople are born to be great. Their DNA possesses the natural attributes that lead to consistently high performance.

Four Video Sales Tips to Rock Your Fourth Quarter

Braveheart Sales

It’s the fourth quarter! And whether your year so far is going great, or not, here are four fourth-quarter tips that will make the last sales period of 2019 or any year, one to celebrate. The post Four Video Sales Tips to Rock Your Fourth Quarter appeared first on Braveheart Sales Performance. Blog By Gretchen Gordon coaching sales leadership Sales Management sales tips

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The Fourth Quarter: What's Your Plan?

Force Management: The Command Center

Now is the time many of us assess how our year has gone. Some of you may be scrambling to make the number, hinging the year on a few deals that you're waiting to close. Others of you may be riding out the quarter, perhaps pushing some deals into next year to give yourself a little runway. Sales Leadership sales challenges Sales Productivity

[On-Demand Webinar] The State of Customer Education: Trends and Benchmarks Report

Speaker: Sandi Lin & Linda Schwaber-Cohen

In this webinar, Skilljar CEO Sandi Lin shared learnings from Skilljar's recent study and her insights on the state of Customer Education. She dug into key findings so you can benchmark against industry trends and understand how your strategy and metrics compare.

Why Procurement can and should be the epicentre of innovation for business

Sue Barrett

Procurement, whether they are aware of it or not, are the epicentre of innovation and leadership of complex systems management within organisations and across the supply chain, or at least they should be. Their exposure to all elements of the supply chain can and should inform them and in turn other key stakeholders within and […]. The post Why Procurement can and should be the epicentre of innovation for business appeared first on Barrett Sales Blog.

Move the Deal Episode 17: Using AI to Improve Talent Strategy with Talkpush’s Max Armbruster

Miller Heiman Group

This week’s episode of Move the Deal features Max Armbruster, founder and CEO of Talkpush. Based in Hong Kong, Talkpush brings artificial intelligence to large-scale recruiting to make hiring and finding talent easier. Subscribe to the podcast on your favorite podcast network: iTunes | Stitcher | Spotify | Google Play. Delivering a Seamless Hiring Experience.

Weekly Roundup – October 16, 2019


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. 7 Traits I Look for When Hiring Sales Talent. There are seven things sales reps need to have if they’re going to be successful. That applies to reps looking for their first jobs just as much as it does to people with decades of experience.