Fri.Oct 11, 2019

If You Want Greater Engagement, You Go First

Anthony Iannarino

The statistics on employee engagement are not good. They often show that a large part of the workforce as actively disengaged, and many passively seeking a new opportunity. Much of what people write about employee engagement puts the onus on the employee, an unfair assessment, even when considering the negative social media filter bubbles and a general increasing sense of nihilism in our post-modern culture. But the blame for the lack of engagement belongs somewhere else, with someone else.

Getting in the door is hard

Sales 2.0

Getting in the door is the #1 problem for most small companies I know. When I first got involved in sales I was a sales engineer. I supported a technology sales force on their sales calls with semiconductor engineers. I always thought I was pretty amazing. When I got to these meetings I had many engaging conversations with these buyers that our sales team did not seem able to handle. Their knowledge seemed so “thin” compared to my in depth tech mastery.

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"Why Do So Many of My Salespeople Fail to Perform as Expected?"

Anthony Cole Training

Why do so many of my salespeople fail to perform as expected? It's a loaded question. Or, is it? In our corporate sales training experience, we've seen that evaluating underperforming salespeople in the pre-hire sales assessment is crucial for success in your business.

Who Is The Best Person to Motivate You?

The Sales Hunter

Who would you say? Your family? A boss? A co-worker? Somebody famous? I hope you said “no” to each one of those questions, because the best person to motivate you is you! Why would you want to delegate an incredibly important task to someone else? Why would you put your success in the hands of someone else? You are not only the best person to motivate you, but you are also the only one who can motivate you. You have your mind and your thoughts. Yes, even how you respond to things is up to you.

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.

Marketing Cuts Have Consequences

Sales and Marketing Management

Author: James Obermayer It was early September, late in the afternoon on a Friday, as I remember, when the company president called me into his office. It was a medical device company that had gone public the previous year. Sales were going well, so far. “We We have to cut the budget substantially in this upcoming last quarter; I need $400,000 from marketing. Please get back to me on Monday and let me know where you can cut.”. This was a 40-person direct sales force driven by leads.

More Trending

Drop The Stereotypes!

Engage Selling

Could your organization be giving into certain stereotypes? There are a limitless amount of companies out there seeking to cater to certain generations. From Millennials, to Gen Z to Gen X, organizations across the board are trying to understand how … Read More » Company Culture Hiring Observations from the real World business sales

When Business Is Slow, It's Time to Work on These 13 Things

Hubspot Sales

Mark Zuckerberg once said, "Move fast and break things. Unless you're breaking stuff, you're not moving fast enough.". However, that tendency in startups can lead to burned-out sales reps and a business ill-prepared to scale. That's why the goal shouldn't be to grow fast but to grow better. So when you experience slow business, remember that slow and steady wins the race. How can you grow better and experience deliberate growth?

The End of the SDR?

Predictable Revenue

Sure.rapidly improving prospecting tools and AI will change the SDR landscape, but are the predictions of the end of the SDR role correct? The post The End of the SDR? appeared first on Predictable Revenue.

The Ultimate Guide to Personal Selling

Hubspot Sales

As a business owner, entrepreneur, or manager (or all the above), you know how important sales is to the success of your business. Salespeople make critical prospect connections, communicate the value of your product or service, and directly impact your bottom line. However, it’s also no secret that salespeople can sometimes get a bad rap — ever see a comic strip or a meme poking fun at the stereotypical pushy, tactless nature of the traditional salesperson?

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!

The Awesome Things That Happened at InsightSquared in September

InsightSquared

September is surely a busy month with the end of quarter drawing near and everyone working extra hard for a strong Q3 finish. However, it didn’t stop the InsightSquared team from having another awesome month with tons of activities and fun. This month, InsightSquared welcomed Sitters Without Borders into the office for a lunch-and-learn event.

Self-Employed: What You Need to Know to Be Your Own Boss

Hubspot Sales

Setting your own hours. Being your own boss. Calling the shots in the workplace you’ve created. Sound appealing? These are some of the perks of being self-employed. According to the Bureau of Labor Statistics, over 16 million Americans are currently self-employed. However, self-employment isn’t without its challenges.

Leverage Top Performers at Your Next Sales Meeting | Sales Strategies

Engage Selling

Is it Time to “Argo” Your Sales Team?

Women Sales Pros

“Argo” is the 2012 movie about a high-stakes rescue of six U.S. diplomats from Tehran during the Iran hostage crisis. Ben Affleck stars as CIA operative Tony Mendez, who is charged with getting these diplomats out of the country safely. They do so by pretending to be film crew members making a science fiction movie. There is a compelling scene where Mendez is quizzing – well, drilling — the diplomats about their new personas.

Film 73

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.

65 Motivational Sales Quotes To Fire You Up

InsideSales.com

Looking for encouraging quotes to power you through another workday? These motivational sales quotes are what you need to achieve sales success, conquer the tough times, face rejection, and fill your life with inspiration. Read on to find out more! RELATED: 6 Sales Motivation Secrets So Simple Even A Caveman Can Use Them. In this article: Some Wise Words to Live By. Great Sales Quotes When You Want to Achieve Goals. Sales Motivation Quotes to Push You to Sell Well.

Proposal Cover Page

Selling Energy

The one-page proposal format is remarkably effective. Hundreds of our graduates have taken the time to share with me how they’re getting higher closing ratios and shorter sales cycles using this simple approach. It's definitely the wave of the future. I envision a day where the majority of proposals presented by both vendors and their internal champions will be drafted on a single page, blank on the back. One-Page Proposal

How to Create A Landing Page that Converts Leads to Loyal Customers

Smooth Sale

Attract the Right Job Or Clientele: Note: Elaine Bennett, Digital Marketing Specialist, provides today’s Blog. Bennett focuses on helping startups and small businesses grow. She is a regular contributor to Bizzmark Blog. Bennett also writes hands-on articles about business and marketing, with the focus of helping entrepreneurs on their business journey. __. A Landing Page that Converts Leads to Loyal Customers. Source: Pixabay.

65 Motivational Sales Quotes To Fire You Up

InsideSales.com

Looking for encouraging quotes to power you through another workday? These motivational sales quotes are what you need to achieve sales success, conquer the tough times, face rejection, and fill your life with inspiration. Read on to find out more RELATED: 6 Sales Motivation Secrets So Simple Even A Caveman Can Use Them In this […]. The post 65 Motivational Sales Quotes To Fire You Up appeared first on The Sales Insider. Sales Life Sales Motivation Motivational Quotes Zig Ziglar

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.

Selling with a Plan

Altify

Despite the paradigm shift that CRM brought to the world of sales, enterprises are still struggling with failure rates wildly disproportionate to the sales teams’ talent and hard work. Customers and prospects today are smart, data-savvy and very well informed before they even speak to a salesperson. This makes them more educated and demanding than ever before.

Let’s Talk Sales! Inspirational Quote by Biz Stone – Episode 194

criteria for success

Today's quote from Biz Stone is all about work ethic! Read on to learn more about this week's Let's Talk Sales inspiration! Biz Stone Quote This month's theme is Assessing the State of Your Business. And today's quote comes from Biz Stone, an American entrepreneur and Co-Founder of Twitter. He said: “Timing, perseverance, and ten [.]. The post Let’s Talk Sales! Inspirational Quote by Biz Stone – Episode 194 appeared first on Criteria for Success.

?? Risk Lessons From Poker

Pipeliner

Risk taking and decision making are key parts in the context of selling and sales. The goal for everyone is to make the best decisions and right decisions to get where you want to go, as quickly and efficiently as possible. Sometimes, it requires risk-taking activities in order to arrive at your goals. Caspar Berry, interviewed by John Golden, explores lessons on risk. This podcast is also a recorded live event you are welcome to view here: Risk Lessons From Poker. iTunes Podcast . The post ??

Sales 40

Weekly Roundup: Sales Enablement Tools, Sales Playbook + More

The Center for Sales Strategy

- MOTIVATION -. It's not about having the right opportunities. It's about handling the opportunities right.". Mark Hunter. AROUND THE WEB -. > > 71 of the Best Sales Enablement Tools to Arm Your Team With - HubSpot. Approaching a task armed with the tools, systems, and knowledge you need just feels better than walking in unprepared. This is especially important for sales professionals — and sales organizations are making greater strides to ensure their reps are successful on the job.

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.

?? Sales Hacking

Pipeliner

What if you could generate more revenue, but use fewer resources? It seems like a dream scenario, right? This dream can be a reality with sales hacking. Max Altschuler, interviewed by John Golden, explains how to increase your profits without the excessive overhead. This podcast is also a recorded live event you are welcome to view here: Sales Hacking. iTunes Podcast . The post ?? Sales Hacking appeared first on SalesPOP! PodCast

Couch Buying and Customer Thriving: 5 Customer Service Tips to Revolutionize Day-to-Day Customer Support

Lessonly

Last month I attempted to order a couch from a furniture store that will remain nameless. When I went online to order the couch, there was no option to make the purchase there. So I called the store the next day to order it over the phone, and I sat on hold for 45 minutes. You heard me—45 minutes on hold for a couch! I was frustrated, so I drove to the store, thinking it would be easiest to place my order if I could talk to someone live.

A Day in the Life of a Sr. Account Executive in Enterprise Technology

Sales Hacker

How do other salespeople work their magic? In this series, you get an inside look at the typical day, the productivity hacks, and even some of the success secrets of today’s best sales professionals. Today, we’re pulling back the curtain on the Sr. Account Executive role in an enterprise technology company — and for that, we talked to Ruthie Nissim. About Ruthie Nissim . Company Name: West Corporation (now Intrado Digital Media ). Title: Senior Account Executive . City/Country: Chicago, IL .

The Awesome Things That Happened at InsightSquared in September

InsightSquared

September is surely a busy month with the end of quarter drawing near and everyone working extra hard for a strong Q3 finish. However, it didn’t stop the InsightSquared team from having another awesome month with tons of activities and fun. This month, InsightSquared welcomed Sitters Without Borders into the office for a lunch-and-learn event.

[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.

How To Get Yourself Out Of A Bad Deal

The Accidental Negotiator

As negotiators, sometimes we get handed a bad apple. Image Credit: C-Monster. You might think that every principled negotiation starts out the same way: with a blank sheet of paper. However, in a number of situations that I’ve found myself in this is not the case. Instead, what has happened is that for whatever reason because of the negotiation styles and negotiating techniques being used, my client allowed themselves to get sucked into signing a bad deal.