Tue.Jul 16, 2019

Winning Your Prospect’s Prospect

The Pipeline

By Tibor Shanto. We’re all familiar with the expression “ The enemy of my enemy is my friend.” Not a moto for successful selling and retention, but maybe it has some purpose. At the core, the concept points how two unrelated parties can band together for a common cause.

Who's in Charge Here?

Anthony Cole Training

A majority of sales people are so happy to get in front of a prospect that they sometimes allow them to control the sales process. qualifying prospecting Qualifying leads closing sales Business Development qualifying sales prospects sales preparation prospect engagement

How Important Is Your Brand To A Customer

MTD Sales Training

Branding is a key component in determining your success in sales and marketing.

What to do When You Can’t Get a Meeting With the Decision Maker

The Center for Sales Strategy

Everyone wants a piece of the "big cheese"… the "head-honcho," the "main man" or "main woman," or otherwise known as the decision maker.

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.

5 Deadly Coaching Mistakes Sales Leaders Make and How to Fix Them

Shari Levitin

The benefits of coaching sales teams are undeniable. However, Bad or nonexistent coaching causes negative behaviors to become ingrained in your culture and repeated year after year.

More Trending

In Search of the Scalable Sales Team

Sandler Training

The internal revolution that delivers a predictable, rapid growth curve requires a scalable sales team.

The ultimate guide to agile sales management

Zendesk Sell

The sales world is changing fast. The tools and tactics that got the job done 10 years ago don’t stand a fighting chance of enabling sales or closing deals in today’s market. Staying competitive in sales means understanding changes in the customer journey and adjusting strategy accordingly.

10 of the Best B2B Websites to Inspire Your Next Rebrand


In this digital age, a company’s website is one of their most valuable assets. Brands constantly design, redesign, optimize, and test their B2B websites on the never-ending journey to perfection.

B2B 95

How to use SPIFs effectively in sales


No matter how consistently you coach your reps or how well they’ve performed in the past, there are always times when sales teams struggle to hit their goals. This can be especially true at the […].

Sales Training Playbook by Lessonl

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

SPIN Selling | Perfect Way To Drive A Sales Conversation [INFOGRAPHIC]


An oldie, but definitely still a goodie, this traditional SPIN Selling method can help you earn more clients in no time! Read on to find out more about it. RELATED: Stop Pitching: Start Solving Problems For Your Customers In this article: What Is SPIN Selling?

The Only Real Way to Move the Middle and Turn B Reps Into A Reps

Sales Hacker

When was the last time your revenue goal decreased? Yeah, us too. The only way to hit those ever-increasing goals is to continue improving sales rep performance. But even with tools to improve efficiency, less than 50% of reps make quota.

Quota 82

Artificial Intelligence Is Designed To Learn, So Start Letting It


This article originally appeared on behalf of the Forbes Technology Council, a community for world-class CIOs, CTOs, and technology executives. Read the original post here. thought leadership


Chorus is the G2 Sales Coaching Momentum Leader


Our summer got off to a great start when G2, the peer-to-peer review site, announced that Chorus.ai ranked as a leader in G2’s Conversation Intelligence and Sales Coaching quadrants in both Momentum and Customer Satisfaction!

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.

How B2B Customer Experience can Influence Sales Growth


In the last few years, considerable attention has been paid to improving customer experience (CX) in the B2C world, however, research by Accenture Strategy makes it clear that CX is equally, if not more, important for B2B buyers as well. .

Four Competitive Advantages that Manufacturers Get When They Train Engineers as Sellers

Miller Heiman Group

Traditionally, manufacturers have turned technical experts like engineers into sellers because of their in-depth product knowledge. But according to CSO Insights’ Sales Performance Report only 32% of manufacturing organizations believe they have a sales team that’s built to succeed. One reason? Manufacturing sales organizations often assume technical expertise is enough.

Gong Labs Live: Our Best Tips for Deal-Making Discovery Calls


Deals live and die by great discovery, so don’t leave yours to chance. In this episode, we breakdown how top sales pros handle question asking, active listening, and more. The post Gong Labs Live: Our Best Tips for Deal-Making Discovery Calls appeared first on Gong. Videos

Sales 68

How One Memory Led to High Pay-off Metaphor

Anne Miller

Nayla Bahri didn’t realize it then, but an image she heard back in a college literature class was to morph over the years into an incredibly effective metaphor for getting results for her clients at work.

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.

5 Deadly Coaching Mistakes Sales Leaders Make and How to Fix Them

Shari Levitin

The benefits of coaching sales teams are undeniable. However, Bad or nonexistent coaching causes negative behaviors to become ingrained in your culture and repeated year after year.

Gong Labs Live: Learn the Secret Sauce of Sales – Interviews with the Gong Sales Team


Ever wondered what it takes to be successful at the next level of your sales career? Wonder no more. . We interviewed sales reps at Gong from commercial to enterprise to break down the recipe of their secret sales sauce.

Simple Is Often Better Than Complex

Fill the Funnel

Simple Is Often Better Than Complex. We live in a time where complexity is all around us. Simple solutions are frequently discounted due to the perception that something must be missing.

Do You Influence Others To See Value?

Smooth Sale

Attract the Right Job Or Clientele: Within the first two months of my sales career, I had to learn how to influence others to see value in my offerings. How we communicate in person and on stage influences others to listen first.

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!

Nimble Now Available Globally Through Microsoft’s New Commercial Marketplace

Nimble - Sales

How to Craft the Perfect Elevator Pitch

Selling Energy

The simplest definition of an elevator pitch is explaining in 15 seconds or less how you can create value for your prospect. Sounds simple, right? Sometimes that isn’t the case. elevator pitch Selling Performance

13 Prospecting Tools You Must Have In Your Arsenal


With 50 percent of companies failing within five years, growth is often a question of survival. Therefore, it’s important that growth strategies are as efficient as possible. It’s challenging to find a quality list of prospects.

Tools 52

5 Fundamentals of a Highly Effective Sales Manager


We can probably all agree that a great sales manager is one whose team consistently reaches or exceeds its revenue goals. Conversely, not-so-great managers may rely on their star performers or feel compelled to close business themselves, leading to more inconsistent results. .

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.

10 Ways to Increase Sales With Demand Generation

The SalesPro Leader

The article, 10 Ways to Increase Sales With Demand Generation originally appeared first on SalesPro Leads - Connecting You with Tomorrow's Buyers. B2B Blog Leads Sales #B2B #DemandGeneration #LeadGeneration

Changing Markets? 2 Areas to Focus On

criteria for success

When you think about changing markets, it’s easy to get overwhelmed. Just think about your own buying behavior. When is the last time you visited a mall? Do you enjoy paging through catalogs to mail or call in an order?

Innovation Culture


With time, massive changes and obstacles have taken place which makes leadership innovation a master of innovation. People usually don’t accept changes in their life but to taste success, you need to be flexible and get aware of the updates taking place with time. Innovation Culture.