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.

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

13 Ways e-Contracts Increase Hit Rates and Reduce Close Time

Hubspot Sales

One of the top things that grinds salespeople’s gears? Anything that stands in the way of sealing the deal -- fast.

How Finance Will Improve Your Sales Operations Roadmap

Sales Benchmark Index

Every well-crafted Sales Operations roadmap I’ve seen begins and ends with Sales Financial Metrics. The best roadmaps not only communicate, “How much benefit?” ” but also, “When will this benefit occur?”

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.

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.

How to Generate Larger Deals and Shortened Sales Cycles

Smart Selling Tools

In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. This week I interview John Raguin , CMO of Seismic.

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.

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.

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.

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.

Buyer 84

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.

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.

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 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.

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.

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%.

How to Successfully Coach Your Sales Team to Drive Efficiency

Speaker: Steve Benson, Founder and CEO, Badger Maps

A great sales team starts with a manager who’s a great coach. To stay competitive in today’s market, you need to implement a formal coaching approach that is aligned with your buyer’s journey and internal processes to drive results. Fortunately, Steve Benson is here to help you become that great coach.

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


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.

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.

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.

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.

7 Must-Have Automated Documents for Sales Success

Companies are increasingly implementing technology to bring efficiency to their workforce. Data accessibility aside, teams continuously struggle with manual processes for document generation. Learn why automating your documents is key to sales success.

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.

Sales Onboarding: What ‘Good’ (and Fast) Looks Like


There’s an old saying in software development: “You can have it fast, good or cheap. Pick two.”. When it comes to sales onboarding, however, savvy managers can have all three (assuming we substitute cheaper for cheap) using “just-in-time” learning. The Problem with Buying vs. Building .

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?

Togetherness: Achieving Sales and Marketing Alignment

Speaker: Jeff Davis, Founder, jd2 Consulting Group

Jeff Davis is here to help you think differently about how Sales and Marketing should interact. With increased scrutiny for marketing to prove ROI on their activities and it becoming increasingly hard for B2B salespeople to even get in front of customers, the old way of doing business is no longer an option. This webinar will use evidence-based research and empirical knowledge to propose real-world strategies that work.

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.

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.

Video 52

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.

Increasing Your Closing Rate

Selling Energy

If you have a lousy closing rate, what are you doing wrong? It's usually a combination of talking to the wrong people and saying the wrong thing in your proposals. Perhaps you’re not addressing objections or really asking for the sale. Scott Channell has a great philosophy. He says that when it comes to success in sales, 60% of it is who you call, 30% is what you say, and 10% is everything else.

Staying Relevant in Sales as AI and Technology Continue to Take Over

Speaker: John Barrows, CEO, JBarrows Sales Training

As technology and AI advance, and as companies and reps continue to look for technical solutions to increase efficiency throughout the sales process, the human element of sales is being lost.The question we need to ask ourselves is – what can we do that a computer can’t? The answer lies in context; if we as sales professionals are not adding any context to our content, then we bring no additional value to what marketing and technology are already doing. Learn about the importance of context, and where and how to add it throughout the sales process!