Tue.Jun 18, 2019

Prospecting and The 10 Rules You Need to Follow

The Sales Hunter

You don’t just think about prospecting. Prospecting is something you do, and you do it daily. Watch this video : 10 Rules of Prospecting, to learn more! 1.The number of deals you have to close directly reflects the amount of time you spend prospecting.

Plan B or No Plan B?

The Pipeline

By Tibor Shanto. I recently saw a photo of a protest addressing climate change, that read “There’s No Planet B.” Technically and scientifically speaking I am sure there is a Planet B, but the point was not lost. We best figure things out cause there no second chances.

How To Change The Way You Think About Failure In Sales

MTD Sales Training

In sales, a lot can depend on the outcome and results of our efforts. If we succeed or progress with the sale, we tend to increase our motivation, improve our self-esteem and build our credibility. If we lose a sale or don’t progress, it tends to have the opposite effect.

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Putting Some Hollywood into Your Sales Presentations

Understanding the Sales Force

Last week I wrote about First Impressions and today's topic is presentations. That's quite the change in direction from Consultative Selling, Sales Process, Assessments, and Performance. What do Bohemian Rhapsody, Rocket Man, Miracle and Argo have in common and what do they have to do with selling?

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.

How to Create Your Transformational Breakthrough

Anthony Iannarino

If you have read this humble blog for a significant amount of time, you know I believe you can be more, do more, have more , and contribute more, mostly in that order.

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In-Field Coaching Tips that will Increase Productivity and Performance

The Center for Sales Strategy

Great salespeople always want to improve. Show them that you are more than someone that manages and holds them accountable. Be a coach by helping them develop their skills on sales calls so that they can continually strive to do better and be even more successful.

50+ Candidate Sourcing Statistics for Recruiters


In a recent blog post we declared that strategic candidate sourcing was not, in fact, dead. Instead, we proposed that technological advances have simply changed the way recruiters do it. Today, we dive a little deeper and explore 52 statistics about modern candidate sourcing.

How to Succeed at Closing More Sales [Podcast]

Sandler Training

This is a special bonus episode, a look back at this year’s Sandler Summit and one of our opening keynotes by Andy McCredie. He is a Sandler trainer from the UK and did a killer hour-long talk on closing the sale. The full talk is available in Sandler Online.

Accelerating Sales Training & Coaching Adoption with Brainshark

Smart Selling Tools

Accelerating Sales Training & Coaching Adoption with Brainshark. REGISTER NOW. WHEN: THURSDAY, 7/18 AT 11AM PT. Getting reps to engage with sales training and coaching has always been a huge challenge.

Sales Training Playbook by Lessonl

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

Leaders: Why You Need a Common Sales Language and a Common Process

Sandler Training

If you are a leader in your organization, it’s a pretty good bet that you count on the members of, say, your accounting team to use the same terms and the same methodologies when they are collaborating to complete their work.

The Route to Win-Win Sales Negotiations

Janek Performance Group

Henry Kissinger’s primary axiom regarding international diplomacy negotiations (to paraphrase) was that everyone goes home unhappy, but not unhappy enough to start a war.

You’re not using the phone correctly for sales


Prospects do not want to be rushed through your buying process while feeling like just another number or box to check. When it comes down to it, buyers purchase from people they like and trust. […]. The post You’re not using the phone correctly for sales appeared first on RingDNA Inside Sales Software & Enterprise Telephony for Salesforce. Inside Sales Sales Best Practices Sales Strategy sales calls sales strategy Sales Tips

?? Panel: 26th June 2019 10.00am PT – 11.00am PT


Panel Discussion: The Mobile Salesperson. Register here! If you are a Salesperson you are used to being on the go, moving quickly from prospect to prospect, customer to customer, meeting to meeting – sometimes it seems like you are in perpetual motion!

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.

5 Signs Your Deal is Dead and What You Can Do About it

Sales Hacker

The relentless pursuit of a deal is in the blood of every sales leader and sales rep. If letting go of a deal just isn’t in a salesperson’s DNA, how do you know when to cut bait? The post 5 Signs Your Deal is Dead and What You Can Do About it appeared first on Sales Hacker.

What World-Class Sales Organizations Do Right with Seleste Lunsford

Miller Heiman Group

In the latest episode of Move the Deal , CSO Insights Chief Research Officer Seleste Lunsford previews the upcoming World-Class Sales Practices Report and talks with host Greg Moore about shifts in buyer behavior, how sellers should respond and what it takes to be a world-class sales organization. CSO Insights is the research division of Miller Heiman Group. They collect and analyze data from thousands of sales organizations around the world to help sales leaders drive their company forward.

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How To Pitch Anything And Close More Deals


Close more deals and engage your audience and potential customers with Oren Klaff’s tips on how to pitch anything! Keep reading to find out more. RELATED: The Fast and the Frequent: How Speed and Persistency Close Deals In this article: Who Is Oren Klaff?

The Secret to Getting More Business from Your Sales Presentations

Miller Heiman Group

Sales is an essential part of being in business, which means that organizations throw vast resources to get the foundation down right. At its heart, sales is about communicating the value of your service or product in a way that resonates with your audience. The reality is that no matter how innovative and valuable your solution is, if you can’t explain why a buyer should purchase your solution, you won’t win the deal. From preparation to execution, sales presentations can be difficult to manage.

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.

Tips to Leave Sales Voicemails that get Callbacks


In today’s digital age, many sales reps stick to what they know; using email, social media, and even texts to prospect and converse with potential customers. The days of cold calling have been left behind, and leaving a sales call voicemail? Not a chance.

How Allego Helps Sales Trainers Solve The ‘One-Room Schoolhouse’ Dilemma


When it comes to national sales meetings or product launch trainings, smaller sales training departments face the same dilemma as one-room schoolhouse teachers: How do you leverage your limited time and resources to train a diverse group of people—all at the same time?

Tracking Common Problems: Why to Bother & How to Do It

criteria for success

At CFS, we often write and talk about tracking common problems you solve for your clients. We reference it as a best practice in blog posts, eBooks, and podcasts. But you might be wondering why we make such a fuss about tracking the common problems you solve. Why bother? Here are three reasons you should [ ] The post Tracking Common Problems: Why to Bother & How to Do It appeared first on Criteria for Success.

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How to Write a Newsletter That Turns Clicks into Conversions

Nimble - Sales

Source Email marketing is a very valuable tool that is often underappreciated by companies.

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!

“Whose Success Was This????”

Partners in Excellence

A client asked me to interview a candidate for a key sales role. The sales person had several jobs over the past 5 years, none lasting longer than 18 months. He had been in his current job for 9 months. In each role, he outlined his stellar accomplishments, his great wins, his quota over-attainment. I was suitably wowed! I dug in a little, what’s the onboarding time for each of these roles? What’s the average sales cycle for each role?

5 Things Your Business Degree Didn’t Teach You About Sales

Selling Energy

Though a business degree will certainly help you get your foot in the door for a sales career, there’s not much that can prepare you for your first cold call. We’ve compiled a list of lesser-known sales tips that every veteran has learned somewhere along their post-business-school journey.

Beat the Summer Sales Slowdown – 3 Tips to Battle Out-of-Office Replies


Summer time for sales can be exhaustive. Reaching people becomes a battle of out-of-office vacation replies, voicemails and follow-up calendar reminders. If you are doing some cold outreach, the tasks can be even more daunting. It is not all bad news, however. If you stick to a strategic approach you can overcome the auto replies, get a leg up on your competition and close more business.

Creating a Culture of Excellence


Small Wins and Big Victories. Rusty Komori is a motivational speaker, author, TV host, leadership consultant, and tennis professional. The varsity high school tennis team he coached from 1994-2005 won 22 consecutive state championships – the longest high school streak in US history in all sports.

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.

Why Sales Training “Experts” Fail to Deliver Results

Funnel Clarity

Meet Rick, a Director of Marketing at a successful consulting agency. Rick is 53 years old and exercises five days a week. Staying physically active and maintaining a healthy diet has been a part of Rick’s life since he was a varsity athlete in high school.

Sales Management is to Blame When the CRM Systems Fails

Sales Lead Management Association

The best, most productive CRM system is the one salespeople use; and they won’t use it if sales management won’t use it

Trust me, I’m a salesperson

Sue Barrett

Sales Trend 6 from the Barrett 12 Sales Trends Report for 2019 is about how successful salespeople are rising to the challenge of rebuilding trust at a time when trust in business is particularly low.