Thu.Sep 19, 2019

21 Powerful Questions to Develop More Sales Opportunities

Sales Readiness Group

Asking great questions is an essential skill every successful sales professional must master. That’s because when you ask open-ended questions, you transform the sales call. Your focus moves away from your solution to the buyer’s problems, goals, and concerns.

So, Where’s The Revenue?

The Pipeline

By Tibor Shanto. When you look at a football team, you would figure that if a team is in possession more time, running more yards than before, you would see more touchdowns and wins.

How ABM Can Help You Drive Revenue in 2020

Sales Benchmark Index

It’s coming up on the end of the third quarter and demand generation at the top of the funnel has been cooling off. As the leader of a marketing organization, you are getting pressure from the top to make changes.

Exclusive Sales Management Group

Steven Rosen

Are you a sales manager? Congratulations! You are the key to unlocking the potential of your team. You are the #1 factor that drives your team’s performance. One of my favorite quotes is from Peter Drucker which nicely sums up your role.

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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.

Time Does Not Kill Deals. These Things Do.

Anthony Iannarino

Experts will tell you that time kills deals. But time doesn’t kill deals, especially if you are engaged in a complex sales , where your buyer doesn’t make the decision frequently enough to know how to make a good decision, and where the decision is vital to their future (i.e., strategic).

More Trending

Product Knowledge: How to Train Sales on the Thing They're Selling

Hubspot Sales

Knowledge is power — especially in the world of sales. Salespeople need to be armed with the information they need to make a sale. The most important information? Product knowledge.

The Truth About Price Objections

Engage Selling

There’s a truth about price objections that you need to be familiar with. We’ve all been there as sellers. We walk into a buyer’s office, shake hands and are immediately asked what our pricing looks like.

The Answer To Building Strong Relationships In Relationship Selling With Steve Steinmeyer

JLL Senior Managing Director Steve Steinmeyer talks about the power of relationship selling and how you can start building relationships that help you sell more. Keep reading to find out more. RELATED: What Are Your Strengths and How to Sell Using Your Skills?

The Crucial Skills and Qualities of Great Salespeople


The average NBA player is 6 foot 7 inches and the typical NFL wide receiver can run a 40-yard dash in 4.48 seconds. While being tall or fast doesn’t necessarily qualify you to play professional […].

Sales Training Playbook by Lessonl

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

VIDEO: How to Win More Deals as a Change Agent


In sales, it’s more important than ever to become a change agent. Selling is all about change. In fact, that’s exactly what you’re selling. You’re asking people to buy your product or service, which will impact the buyer and other stakeholders in different ways.

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Role Of Culture In Business Management!


About our Sales Expert – Chester Elton: One of today’s most influential voices in workplace trends, Chester Elton has spent two decades helping clients engage their employees to execute on strategy, vision, and values.

How to Write a Performance Review

Hubspot Sales

You know they're important. HR is on your case about getting them done. But, they're time-consuming, uncomfortable, and difficult. And as a manager, you have more important things to focus on right now. We're talking about the dreaded performance review.

Case study: How Zuora drives 60%+ of its growth by outbound, even when accounts need nurturing for years

Excerpt from the 2nd edition of From Impossible to Inevitable 2nd Edition. More often than not, revenue leaders are impatient for results now. Everyone feels the pressure, but how do you handle it?

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.

What is a sales pipeline and how is it different from the sales funnel?

Zendesk Sell

Based on your observations of the world, would you say that a pipeline and funnel are shaped the same? Your answer would hopefully be “no,” but in the sales world, the terms “sales pipeline” and “sales funnel” are often — and inaccurately — used interchangeably.

Sales Enablement Success Roundup: September 2019


How does the Guru team stay on top of the changing sales enablement landscape? Here's what we're reading to stay ahead of the curve: sales enablement

5 Simple Ways To Improve Your SEO With CRM

Nimble - Sales

Customers are the center of every business’s growth; their strategies, plans, blogs, services, etc. are all dependant upon their user-base. And one of the best ways to fuel the master plan of retaining and establishing a powerful bond between the brand and its customers is through CRM.

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Isn’t My One-Page Proposal Just as Good?

Selling Energy

I've had a lot of conversations with people regarding what makes our one-page proposal successful. What about my one-page proposal?" they say. Isn't mine just as good?". One-Page Proposal Selling Performance

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.

12 tips for storytelling during sales calls

Sales Training Connection

Salespeople who are able to share engaging stories that resonate with the listener make a connection. It’s one thing to list why a customer should do business with you; it’s another to be able to relate a past success story that brings that list to life.

Cold Calling Guide: How to Handle Objections


Calling all managers and sales reps alike! At this point in your career, you may know how to make a great cold call, but a refresher never hurts. It’s rare to come across a step-by-step cold calling guide on how to open up a call, keep the call alive, and handle prospecting objections as they come.

The art of selling services: How Go Nimbly’s Troy Conquer listens, educates, and executes revenue operations consulting

Predictable Revenue

We'll take an in-depth look at how to scale a sales team and effectively nail each stage of sales growth. The post The art of selling services: How Go Nimbly’s Troy Conquer listens, educates, and executes revenue operations consulting appeared first on Predictable Revenue.

Commission Accounting: How to Improve Efficiency for ASC 606 Compliance


ASC 606 (IFRS 15) has completely changed commission accounting for organizations. Discover how automation helps increase your efficiency and data integrity. Forecasting Revenue Recognition (ASC 606

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!

Do You Need a Sales Funnel Assessment?

Funnel Clarity

Helping sales teams can sometimes feel like being a physician. Sales leaders come to us with challenges they are facing and often, those challenges are just symptoms of more deep rooted problems.

Funnel Radio Line Up September 19

Sales Lead Management Association

Catch our broadcast day of some of the best B2B podcast experts, hosts and guests anywhere. link] Guests include Mark Welch, Maria Ross, Mike Fulton, Dan McDade, David Priemer, Josh Baez, Leslie Shreve, and producer Neil Berkeley as a smashing ending to the day.

Understanding Why Sales Organizations Win: Q&A With Sales Researcher

Force Management: The Command Center

Melissa Short is the VP of Reporting Services at Primary Intelligence. Primary Intelligence is a global leader in Win Loss and Customer Experience Analysis.

Do You Need a Sales Funnel Assessment?

Funnel Clarity

Helping sales teams can sometimes feel like being a physician. Sales leaders come to us with challenges they are facing and often, those challenges are just symptoms of more deep rooted problems.

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.

Great Products Start by Solving Customer Challenges — and Never Stop


How do you build a culture of customer satisfaction that keeps solving customers’ challenges at its core? Oliver Sharp, our co-founder and Chief Solution Architect, sat down with Tim Porter, Managing Director at Highspot investor Madrona Venture Group , to discuss this topic.

?? Dancing With Disruption Part II


Mike Lipkin is back with more of his tips for dancing with disruption. Be sure to check out part one of his expert sales interview, if you haven’t already. John Golden interviews Lipkin on how to dance with disruption and overcome obstacles to find success. iTunes Podcast . The post ??

Handling 5 mistakes to get sales back on track

Sales Training Connection

Salespeople dread dealing with mistakes. At best they get you off track … at worst they lose you the sale. Mistakes run the gamut from corporate issues, like defective products or billing issues, to mistakes generated by the salesperson themselves, like sharing faulty information or missing a key player involved in making the buying decision. Some mistakes are just annoying, some are financially costly, and some have even more dire consequences. But no matter one’s skill or luck, mistakes occur.