Sun.Jun 09, 2019

I’ve Mapped My Customer Journey, Now What?

Sales Benchmark Index

What Is the Purpose of This Customer Journey Map? According to a recent article from Invesprco, “Customer journey maps give businesses a way of getting into their customers’ heads, helping them gain valuable insight and understanding regarding common customer pain points.”

To Get B2B Leads, Pick Up the Damn Phone!

No More Cold Calling

Have you forgotten that selling is social? Turn off your computer. You’re actually going to have to turn off your phone and discover all that is human around. Vintage telephone on old table sepia photo.

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Monday Motivation Video: Failing Means You Tried

The Sales Hunter

What does failing do for you? It develops character, perseverance and resilience. Failing shows that you actually tried. It means that you took a step and went for it. Failures will get you one step closer to being successful, because they always teach you something. Learn from your failures.

Gatekeeper Best Practices

Mr. Inside Sales

Last week I was contacted by the American Association of Inside Sales Professionals and asked if I would share my best practices for dealing with the gatekeeper. Sure! I said. In under 10 minutes they recorded a slide presentation, and I want to share that with all of you.

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.

What I Learned Publishing 4,000 Blog Posts

Anthony Iannarino

Yesterday I published my 4,000th post here at www.thesalesblog.com. Not all of them are written posts. Around 200 of them are YouTube videos we pulled in when I was experimenting with daily video, and another 130 or so are In the Arena podcast episodes.

eBook 101

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Beyond CRM Podcast: Implementing Process & Methodology

Smart Selling Tools

Beyond CRM Podcast: Implementing Process & Methodology. Today’s episode is with George Brontén, Founder & CEO of Membrain. Complex selling requires adherence to process and methodology.

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WARNING: There’s an Economic Slowdown Ahead – Get More Yield from Your Current Sales Reps

SalesforLife

Over the last month, I’ve been having conversations with CEOs of companies that we work with and our Board advisors—and we’re hearing from them that a headwind is upon us. One of the advisors is on the Board of a ball-bearings company that goes into ocean liner freight ships.

A Progressive Approach to Qualification (that isn't BANT)

Membrain

Like a growing number of other commentators, I have come to believe that the traditional BANT (Budget, Authority, Need and Timeframe) approach to sales opportunity qualification is fundamentally flawed and not fit for purpose when it comes to complex B2B sales. Sales Management Sales Methodology

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Empowered Leadership

Pipeliner

Servant Leadership Skills. Tracey Hughes is an icon in the hairdressing industry, an internationally recognized speaker and an educator who has won Educator of the Year many times as well as many other accolades.

Sales Training Playbook by Lessonl

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

Weekly Recap, June 9, 2019

Selling Energy

Here are our favorite sales-enhancing tips from this week's Selling Energy Blogs. sales tips

Sensemaking, Time Changes Everything

Partners in Excellence

This post is the tenth post in my series on Sensemaking. Like the previous two posts, this focuses on how you apply the principles of Cynefin in your sales strategies with your customers. For links to the other posts in the series, go to: Sensemaking, The Big Issue Facing Both Our Customers And Us.

Forbes tips on How to Close The Deal: 10 Steps To Ensure Your Pitch Stands Out To Large Clients

The ROI Guy

In this Forbes article, we contributed one of the ten tips, about how to Master The Art Of Storytelling. Our advice: Sellers are all to quick to talk about themselves, their company and the product and not address the buyer. To ensure that you are differentiating your pitch from the rest, consider leveraging the CLOSE methodology: Challenge, Loss, Opportunity, Solution, Evidence.