Wed.Apr 24, 2019

LinkedIn Voice Messages

John Barrows

You may have heard about the benefits of LinkedIn voice messages. Many sales reps, including Morgan, are using them with great success. Of the 125 Morgan has sent, he’s seen 50 responses and booked 25 meetings. That’s a 40% response rate, and 20% success rate in getting next steps.

Sales Strategy: 2 Ways to Determine if You’re Already Behind on Your 2012 Sales Plan

Sales Benchmark Index

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Weekly Sales Management Tip #15: You Can Never Over-Communicate

Steven Rosen

During a cycle of change, you need to clearly and concisely communicate where the organization is heading to help your salespeople understand the future. What does the new structure look like? What are the new roles and responsibilities of the team members? Discuss the rationale for the change.

Promoted! New Sales Manager Tips for a Smooth Transition


Instead of selling, what’ll you do all day long as a new sales manager? Not knowing the answer to that question will lead you astray. You’ll end up becoming the “sales prevention manager” instead of a sales manager if you get in the way of sellers making sales.

What Awesome Sales Managers are Doing to Crush It!

Speaker: Steven Rosen, MBA, Author, Executive Coach, Speaker, and Top 50 Sales Influencer

If you're tired of continually pushing your sales reps to do more, working countless hours, and still not getting the results that you desire, then this webinar is for you. Join Steven Rosen, Founder and CEO of STAR Results, to discover the key to consistently crushing your sales goals!

Standing Out From The Crowd, Tactics Buyers Use On You & A Quote From Vince Lombardi

MTD Sales Training

Episode 31: To my sales professional connections (and trainers). This podcast includes: How to make yourself stand out from everyone else. Tactics that your buyers can use on you. A quote from Vince Lombardi. Click on the link below for the podcast where you can also download/subscribe via iTunes, SoundCloud, Stitcher and Acast. link]. The post Standing Out From The Crowd, Tactics Buyers Use On You & A Quote From Vince Lombardi appeared first on MTD Sales Training.

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Are Your Employees invested in Your Company Story?

Babette Ten Haken

Your company story is compelling, at least to the leadership team. However, are your employees as invested in this story as you are? As the saying goes: “It is hard to read the label when you are inside the bottle.”. You sit at the helm of a large, 100-year old company.

The Secret to the Fastest Growing Sales Teams? It’s About Growth, Not Speed.


As a recruiter, I hear from many founders and sales leaders regularly about how many salespeople they need and how quickly they need them. I know the pressure is on – many are handed very aggressive targets (I would actually say some are unrealistic ).

Churn 108

Using Industry Insights to Get in the Door

The Center for Sales Strategy

Have you ever stopped and wondered how many other salespeople are trying to get a meeting with the same prospect as you? It’s a pretty overwhelming number when you think about it.

How To compete in a New Environment


GLC Minerals is a 5th-generation family-owned company selling a product literally as old as the earth: Pure calcium carbonate.

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.

8 Tips for Strategic Sales Planning


Discover tips and best practices for strategic sales planning. Sales Planning

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8 Sales Role Play Exercises to Prepare Your Team for the Win

Sales Hacker

No one loves practice. No medals are won on the practice field. But all around the world, the brightest and best make time for it. They push themselves to be better every day and strain against their perceived limits –– all to make their performance as close to excellence as possible.

12 of The Most Effective Email Subject Lines We’ve Ever Seen

Funnel Clarity

When sending sales emails to your prospects, one of the most important elements is the email subject line —in fact, according to Salesforce, 64% of people open an email because of the subject line alone.

How To Be Remarkable, Memorable, And Compelling In A Remote Call

Yes, you can still impress your client even in a remote call! Here are some tips to help you boost sales through remote calling.

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.

Introducing Group Demos

Accent Technologies

We're excited to announce Accent Group Demos. We will be covering a variety of modern challeneges that sales enablement faces each week in a brief webcast. Here at Accent Technologies, we’re excited to announce the launch of group demos! more…

Do You Have a Personal Marketing Plan?


How does your market perceive your business? How does your market perceive you? How would you like them to perceive your business, and you? What are you doing about it? Keep in mind that your market is what makes your living. You have to react to their needs and desires.

Warm email prospecting: How to make more sales by writing to an audience of one


The best sales emails sound like they came from a trusted friend. That requires the sender to understand who their recipient is and what they want. Otherwise, you’re just another stranger clogging their inbox. Creating a sense of familiarity goes a long way in email outreach, and warm emailing helps you do that. Once you understand how warm email prospecting works, you’ll be able to generate a steady stream of leads for your business, book more sales calls, and close more deals.

Why Your Results Are What They Are

Anthony Iannarino

Your results are precisely what they should be—even if they are not what you want them to be, and if they are not what is required of you. The results you are producing now are the result of your beliefs and your behaviors, nothing more, nothing less.

Sales Training Playbook by Lessonl

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

TOPO Summit 2019 Learnings: How Effective Sales Enablement Allowed Procore to Successfully Scale Their Sales Team


I spent two days last week at the TOPO Summit, meeting with and hearing from leaders at some of the world’s best marketing and sales organizations.

6 Outdated SEO Tactics to Avoid At All Costs


The Internet has long been the dominant outlet used by businesses to reach their target audience. As a result, Search Engine Optimization (SEO) has stepped into the spotlight as a vital digital marketing tactic.

Everything You Need to Know About Sales Commission in 2019 (For Reps & Leaders)

Hubspot Sales

Did you know 43% of workers would be willing to leave their companies for a 10% salary increase ? Compensation is an important factor in attracting and retaining employees, especially in sales. Imagine if almost half of your sales team left the company because of a poorly designed compensation plan.

Dr. Howard Dover and UT Dallas


Xvoyant is being used in an academic setting at the University of Texas at Dallas. Professor Howard Dover has been using the platform in his sales classes this semester to help measure activities and goals that correspond to the curriculum.

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.

Why Marketing Teams are Taking Charge of their Channel Program


There are many benefits to investing in a channel marketing partner program, and marketing teams are beginning to take notice. In fact, many companies expect channel sales to increase in importance over the next few years.

Dr. Howard Dover and UT Dallas


Xvoyant is being used in an academic setting at the University of Texas at Dallas. Professor Howard Dover has been using the platform in his sales classes this semester to help measure activities and goals that correspond to the curriculum.

5 Tips for a Flawless Technical Demo Every Time

Hubspot Sales

Do you want to close the deal? I'm assuming your answer is a resounding, " Yes! ". The technical demo could make or break the success of the deal. It allows salespeople to establish value, buyers have the ability to voice questions and objections, and it should ultimately result in a technical win.

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What’s Next? What’s Your Deal Strategy?

Partners in Excellence

In any given year, I may be involved in doing 100’s of deal or opportunity reviews. Inevitably, I end up asking many of the same questions: What are the most important things the customer needs to do next in moving through their buying process? How will you help them? What are the next most critical things you need to be doing on this opportunity? The responses are interesting, mostly disappointing.

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.

Sales Leadership – How a World-Class Sales Leader Must Adapt to the Future of Selling

Marc Wayshak

Sales leadership today has totally different requirements than just a few years ago. And the changes keep coming. To learn how a word-class sales leader must adapt to the future of selling, watch this interview with HubSpot VP, Katie Ng-Mack. The post Sales Leadership – How a World-Class Sales Leader Must Adapt to the Future of Selling appeared first on Sales Speaker Marc Wayshak. Blog sales leadership

What Would You Be on Time’s 100 Most Influential List?

Anne Miller

How do you distinguish yourself from competition in the minds of prospects? Get some ideas from this week’s Time Magazine’s 100 Most Influential People issue. Not unlike your business challenge, the editors needed to create catchy phrases and metaphors to capture the essence of each person on their list. What crisp, memorable description can you create to describe the essence of what you do or who you are?

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Get Ready for Elevate 2019 North America

Miller Heiman Group

We’re just two weeks out from Elevate 2019 North America: Framing the Future and we want to make sure you join us! Experience three days of learning and strategizing from experts during dynamic breakout sessions, inspiring keynotes and client success stories. By attending Elevate 2019 North America, you’ll get an exclusive preview of our forthcoming 2019 World-Class Sales Practices Study results from CSO Insights Chief Research Officer, Seleste Lunsford— before they’ve been published.