Thu.May 17, 2018

7 Productivity Hacks to Make You a Great Salesperson

Jeff Shore

By Amy O’Connor. ?Ever Ever wonder how those great salespeople outperform everyone else year in and year out? I mean, seriously, they don’t seem that great do they?

The Best Sales Pitch Isn’t a Pitch at All

Hubspot Sales

The Best Sales Pitch. 60% of people find generic sales pitches irritating. Instead of rolling out a traditional seller-centric pitch, tell your prospect a story. First, ask questions about their pain points and needs. Then, tell a story about a customer you've helped through similar challenges.

Work in Chunks of Time to Build Sales Opportunities

Score More Sales

This time of year it is easy to get distracted from your goals in sales of working to create new sales opportunities and then moving them forward to closure. B2B Sales Productivity sales strategy

Always be Retaining!

The Sales Leader

I don’t know a single sales leader who finds hiring great new talent to be particularly easy. Especially in this virtually “full employment”current market. So, what’s the solution? Do everything possible to keep your team from leaving.

What Is Sales Enablement and Why Should I Care?

Sales enablement is not really a new concept; it has been around for over 10 years. However, understanding the full application of sales enablement is a very different thing.

More Trending

Hurdle Your Competition by Implementing These Marketing Best Practices

Sales Benchmark Index

Joining us for today’s show is Greg Clark, the Chief Marketing Officer for Caliber Collision Centers. Greg’s audience consists of B2C consumers as well as B2B audiences. Greg has built the Caliber brand to embrace the customer through the entire.

Do you Need Sales Enablement Tools and a CRM?

The Center for Sales Strategy

Is your sales team running the same plays as it did ten years ago? Even five years ago? Well if it is, then there is a good chance you need to update your sales playbook. The fact is that the way businesses buy and sell has forever changed—and to stay competitive, you need to change too.

What Sales Reps Should Say When They Call a Prospect


Although many have speculated about the viability of cold calling in the face of social selling and digital selling methodologies, it seems as though even the cold call has been retooled for the modern sales department. Nothing is “dead” except for single-channel prospecting. Sales Advice

Want a Sales Pipeline That’s ALWAYS Packing Piping Hot Deals? Follow These 6 Steps

Sales Hacker

Let’s take a minute to ensure the most important factors that affect the bottom line have a spotlight on them. Specifically, we’re focusing on the sales development process and how to build a sales pipeline—all from a high level.

The 7 Things You Need to Know for Effective Sales Forecasting

Find out why waiting for perfection is costing you money.

We Need To Stop Our Fixation On Buyer Journeys

Partners in Excellence

Recently, I participated in a discussion on “the buyers journey.” ” In some ways, I suppose I should have been happy that we were at least focused on the buyer, normally we obsess about our products/solutions and how we inflict them on our customers.

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AI and the Hubble Deep Field Connection


Customer facing selling time is precious every quarter. Sales teams have to quickly determine which deals will close and can’t afford to spend a lot of time on ‘what if’ scenarios. Time is equally valuable on the Hubble Space Telescope. Every operational second is reserved months to years in advance.

How to Use Sales Rebuttals During the Negotiation Process


Some salespeople shiver with fear when they think about customer objections. You practice your sales script until you can say it backwards. Yet, when it comes to objections, the script goes out the window. But an objection, somewhat counterintuitively, is an opportunity.

Joanna Moshman at Figure 1 on the Structured Habits of a Partially Remote Company

Episode #8 of our interview series featuring women in sales. Follow & Share the Series [Links]: YouTube | Soundcloud | iTunes | All of Our Guests. Joanna Moshman is the Senior Manager of Business Development at Figure 1.

Your Next Sales Coach is a Machine

Speaker: Matt McDarby & Dan Smaida, Managing Directors, Specialized Sales Systems

World-class sales managers have long used creative means to solve for time and distance. In this webinar, you’ll learn how modern sales managers are using new technology plus old-school sales management to develop their people without burning out.

Asking for What You Are Worth with Jennifer Trask, Jennifer Trask International

Igniting Sales Transformation

This week’s conversation was all about believing in your worth when asking for the sale. Money is one of those subjects that many people find difficult to discuss but it is an important topic to explore. If you aren’t asking, you aren’t receiving.

How Many “Leads” Does $100,000 Buy?


A senior marketing executive once got so frustrated with his sales counterpart that he offered the following choices for spending $100,000 on a lead generation campaign: Option. Quantity. Vertical Qualified. Email Addresses. Contacts (Name, Title). 200,000. Companies (Three Contacts). 100,000. Content Aggregator “Leads”. 4,319. Appointment Setting. Sales Qualified Leads.

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How to Use Humor to Close Your Next Sales Deal

Carew International

We all have moments in which sales success seems daunting, but those who master the art know there are tricks to the trade. As it turns out, humor may be one such “trick.” In a recent study, humor was found to increase sales by 15%.

The Immediate Benefits of Implementing a Sales Management System


Q & A with Derek Wong, Geopointe Sales Development Supervisor. Many modern sales teams are implementing a Sales Management System that integrates with their CRM in order to motivate, engage, and coach their teams around the behaviors that support their business goals.

Maximizing Sales Training ROI with eLearning

Speaker: Ray Makela, CEO Sales Readiness Group

Companies spend about $20 billion a year on various forms of sales training. Still, many sales leaders report low ROIs from their sales training initiatives. So how can you ensure that your investment in sales training is producing excellent results? Join us for this complimentary webinar as Ray Makela, CEO at the Sales Readiness Group, discusses five essential factors to achieve sustainable success from your sales training investment, and how to leverage eLearning to maximize results.

How to Build Meaningful Connections with Your Clients: The Basics

Accent Technologies

Meaningful relationships are the key to success with any B2B sales deal. So how do you build them? Follow these five tips and you’ll be well on your way.

Dumb Questions Get Similar Answers

Smart Calling

There ARE such things as dumb questions in sales. See what to avoid, and what to say in this brief video. And you’ll see and hear Alexa, Siri, and Google answering questions about beer. The post Dumb Questions Get Similar Answers appeared first on Smart Calling Blog.

Seeking Wisdom: How to Unlock Radical Growth by Creating (and Dominating) a Category


Last week AngelList sent out an email to 4.5 million people. And they had this crazy stat in there about the rise of conversational marketing. You may have seen it). It said: “The number of new jobs in conversational marketing has grown by 445% in one year.” That’s wild.

An Effective Win-Loss Analysis of Your Deals


The end of Q1 and beginning of Q2 is a great time to really evaluate your sales pipeline: what is working and what is not? Step 1: The first thing you should do is to take a quick look at the wins and losses so far this year. Step 2: Next, create a matrix of what products you have sold to your accounts and how long, on average, it took to close these deals. Step 3: From there, look at how many of your suspect leads turned into deals and how long, on average, it took to close them.

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.

Walking the Tightrope: How to Be a Good Sales Manager AND Sales Leader

Sales Latitude

As a sales manager, you know where you should spend your time. You were trained well, read books and tons of blog posts, and you know that your job as a manager is to develop and coach your team. You are also told that you should be more than a sales manager; you should also be a leader.

Structure Isn’t Strategy….

Partners in Excellence

In a recent conversation, a colleague made a very astute observation, “Structure isn’t strategy, structure it there to support the implementation/execution of strategy.” ” It was so simple and obvious when he stated it, but too often, I think we forget this as we drive performance in our organizations. We make our strategy about the “structures” we put in place–whether it’s the organizational structure, or the methodologies/tools/processes we use.

Negotiating Value in a Price-Only World Part 1

Nyden on Negotiation

Every customer wants value, and every supplier says that they provide value. But, when it comes time to negotiate the contract it’s all PRICE, PRICE and more about PRICE. So, how do you break out of the price only conversation and really negotiate value?

The Wrong Way to Use AI in Your Sales Messaging – and What to Do Instead

Outbound Works

AI is finding its way into ever more sales teams’ workflows. If you’ve ever thought that there’s a lot more talk about AI than there is actual implementation, you are on the money. There’s an industry-wide mismatch between our stated expectations of AI and our involvement with it.

Found - The Best Sales Learning Methodologies

Speaker: Joe DiDonato, Chief of Staff, Baker Communcations, Inc

Finding the right learning approach for each topic you have to deliver to your learners can seem like a “problem of endless choices.” In this webinar, corporate learning expert, Joe DiDonato, shares how his teams solved these problems, as well as how new educational technology (EdTech) is changing the sales landscape for all of us. He will also tell you what he shared with the Venture Capitalist community on how to pick which EdTech technologies will likely succeed based on educational research. Joe is an engaging storyteller that uses easy-to-understand language, who promises to share what methods succeeded and which methods failed over his long career.

Video Marketing


Videos provide a lot of information to consumers that may not always be obvious over the phone or online communication. It allows for an interested person to understand a salespersons emotions, personality, mannerisms, etc. It is one of the best ways to show who you are and what you can do.

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Tailoring your tactics: why understanding the motivations of your different markets is critical to sales success

Predictable Revenue

On this edition of The Predictable Revenue Podcast, we welcome Gabriel Moncayo, Chief Executive Officer and Co-Founder of Always Hired, a San Francisco-based firm offering immersive sales training for those looking to break into tech sales. The post Tailoring your tactics: why understanding the motivations of your different markets is critical to sales success appeared first on Predictable Revenue.

The Importance of Standardized Dashboards for Better Business Decision-Making

In many companies, data analysis teams are flooded with a never-ending stream of one-off data requests. Each department leader asks for data that supports their gut feeling or point of view, leaving little time for critical analysis or integrating the many disparate data requests into one cohesive picture. While a barrage of one-off requests can quickly lead to burnout and turnover on the data. Source. Customer Success Marketing Product Sales alignment dashboards data metrics reporting

How Lessonly & Zendesk Prepare Reps for an Omnichannel World


We’ve all heard it before: Truly world-class customer service organizations meet consumers where, how, and when they want to be met. The days funneling your customer through an automated phone tree and praying for a positive experience are long behind us. In a healthy, competitive market, the result of unhappy customer interactions is a falling NPS score, customer churn, and potential for an epic social media rant. Smart organizations create better experiences.

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Sales Training Playbook by Lessonl

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