Thu.Sep 12, 2019

Loss Framing

Selling Energy

I’ve often said that people make emotional decisions and justify them financially. People also value the potential of losing something more than they value potential savings. Unfortunately, we don’t live in a nation of savers, so why bring up savings in the first place?


How Science Can Save the Lost Art of Direct Response Copywriting

Corporate Visions

The post How Science Can Save the Lost Art of Direct Response Copywriting by Steve Jones appeared first on Corporate Visions. Back in my day, I had to walk ten miles uphill each way in three feet of snow to get to and from school (even though I lived in the California Bay Area).

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Your Reaction To Objections Is Hardwired

The Pipeline

By Tibor Shanto. Our reaction to rejection is hardwired on a primal level. This means it is about managing yourself and your reactions, and less about managing the objection. You are better off learning to control your emotion, and think through the issue, and rely on your process.

Blaming External Factors for Your Results

Anthony Iannarino

If you look for reasons you can’t do something, your mind will look for evidence to confirm what you want to believe. The question you need to ask yourself is, “Why do you want to believe external forces are preventing you from achieving some outcome or goal?”

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ABCs of Data Normalization for B2B Marketers

Data normalization. It’s not a far stretch to suggest that the topic isn’t exactly what gets marketers excited in their day-to-day workflow. However, if lead generation, reporting, and measuring ROI is important to your marketing team, then data normalization matters - a lot. In this eBook, we’ll break down the ins and outs of data normalization and review why it’s so critical for your marketing strategies and goals!

Grant’s Most Revealing Interview Ever

Grant Cardone

I recently had the honor of going on London Real, and here is just some of what we talked about…. Brian Rose: Grant, what do you usually think about “British European”—is it a different mentality than the Americans?

More Trending

What’s the Return on Investment?

Engage Selling

Have you ever stopped and ask yourself what the return on investment is for your clients who work with you? It’s an important thing to quantify. Think about it, behind almost every objection, the ultimate question a prospect is asking … Read More » Observations from the real World client attraction Client Communication client loyalty client relationships Client Success Pipeline Management return on investment sales quota sales success selling The Sales Leader

A Day in the Life of the Director of Business Development

Sales Hacker

Have you ever wondered how other salespeople get the job done? Or wished you could see the productivity hacks that other people use? Sales Hacker’s Day in a Life series goes behind the scenes with top salespeople to get the inside scoop. You’re welcome!).

Top 4 Reasons Metrics Are Critical

Sandler Training

Collectively over the years I’ve heard every excuse as to why people don’t need to track metrics. “You don’t understand I’m just too busy to track that type of thing,” or “what is that really going to do for me in the long run.”

Why Some Companies Win And Why Some Companies Lose

?? In this podcast, I talk about company success and some of my experiences consulting for different companies. Read on to find out more. RELATED: What Is a Sales Plan? |

Why Smoking Costs Employers More Than They Realize

Your employees are smoking, and at a cost of $7,000 per year for each employee who smokes, that adds up - fast! This free report will show you how an effective cessation program pays for itself.

Top 4 Reasons Metrics Are Critical

Sandler Training

Collectively over the years I've heard every excuse as to why people don't need to track metrics. You don't understand I'm just too busy to track that type of thing," or "what is that really going to do for me in the long run."

The 5 Stages of Developing and Launching a New Sales Strategy

There’s no way around it: Strategy is exciting

Combatting Emerging Cybersecurity Threats


The newest security threat is here — and it's in our calendars.

To Harness Informal Learning and Drive ROI, Adopt Formal Processes to Capture It


Though we’re not always conscious of it, we benefit from informal learning every day—in our homes, workplaces and on the road. . Informal learning is driven by mobile devices. For example: while on vacation we check out Yelp to find the right restaurant.

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The 2019 Technographic Data Report for B2B Sales Organizations

In this report, ZoomInfo substantiates the assertion that technographic data is a vital resource for sales teams. In fact, the majority of respondents agree—with 72.3% reporting that technographic data is either somewhat important or very important to their organization. The reason for this is simple—sales teams value technographic data because it makes essential selling activities easier and more efficient.

How to Motivate Your Team to Achieve Their Highest Potential

Nimble - Sales

Effective team members are crucial to any company’s success. They can shape the vision of the brand, affect the degree of client contentment and, in the long run, the amount of profit the business turns over. What determines the ultimate success or failure of the company is team morale.

The MOST IMPORTANT Question Salespeople NEVER Ask That Win More Sales Faster

Keith Rosen

SALES LEADERS! You’re leaving sales on the table for your competition to take because no salespeople are asking their customers and prospects THE MOST important question!

These Characteristics Make a Superstar Salesperson

Closer's Coffee

“Make the customer’s problem your problem”. – Shep Hyken. I had only been with the organization for a few months but my antennae had already picked up on something disturbing. We had a Superstar salesperson who was bringing in about $200,000 per month in high margin revenue.

Funnel Radio Line Up September 12

Sales Lead Management Association

Our streamed broadcast starts at 9 am Pacific and airs through 1:30 pm. Tune in or go to the individual. Guests today include Ryan Reisert, Bronwyn Saglimbeni, Molly Gilmore, Chris Ryan, Steen Pearl, David Nilssen, Ron Konrblum, Emily Parker, and Will Collins.

The Time-Saving Power of Intent Data for Sales

By using the power of intent data, capturing buyer interest has become more feasible for sales. Not only that, but using it will save immense time during your workflow; a win-win on all fronts.

What’s Disrupting Sales? Part 2: Perspective

Miller Heiman Group

A B2B sales strategy used to be simple: discover the buyer’s needs, then offer your solution. But now buyers’ expectations have changed, largely because of their experience as consumers. Consumers use a variety of tools, from social media to web search, to research and make purchases; some even allow their in-home digital assistant or internet-connected appliance to shop for them. And shopping brings instant gratification, as delivery is nearly immediate.

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Perfecting the Sales Formula with Henry Schuck {Hey Salespeople Podcast}


Not only do we have a featured guest, but also a guest host on this special episode of the Hey Salespeople podcast. SalesLoft’s CEO, Kyle Porter , sits down with the CEO of ZoomInfo and DiscoverOrg, Henry Schuck , to discuss how to scale a sales organization.

The 5 Stages of Developing and Launching a New Sales Strategy

There’s no way around it: Strategy is exciting. It’s even more exciting when you’ve got a new or revamped product, or a slew of new features, and you need to develop and launch a brand new sales strategy that will take your product to the top spot it was made for.

'X' Marks the Spot: Here's Where you can Find Xactly During Denver Startup Week 2019


It's time for 2019 Denver Startup Week. Here's where you can find Xactly throughout the week as we discuss diversity, sales performance, and company growth! Sales Coaching and Motivation

How ZoomInfo Enhances Your Database Management Strategy

Forward-thinking marketing organizations have continuously invested in a database strategy for enabling marketing processes. Download this ebook to learn how to maintain a strategy that includes refreshed information, database cleanses, and an accurate analysis at the same time.

Be Our Guest: How to be the PERFECT Host at Trade Shows

Mobile Locker

Want to achieve ULTIMATE success at trade shows and other events? Don’t think like a business person trying to sell stuff to prospective customers. Instead, act like a host, treating attendees as guests at your booth, table or break out sessions.

?? Organizational Design


Organization design involves the options and implications around how to make sound decisions to structure your organization. Amy discusses how in the past organizations were fairly simple.

Sales Kickoff Checklist


Read our sales kickoff planning eBook but can’t remember all the steps? Use this kick-off meeting checklist as a resource to make sure you’ve crossed all the t’s and dotted all the i’s for your most impactful sales kickoff yet. ? Select a date and time for the event.

Can AI Help You Overcome “No Decision”?


Artificial intelligence (AI) may be coming for your job. But debating AI’s impending (or not) domination is blasé and ultimately unimportant for business leaders responsible for driving revenue and growth. Instead, we need to focus our attention on AI’s potential to transform how we sell. AI is already making waves in sales, from intelligent content recommendations for reps to sales pipeline insights.

How ZoomInfo Enhances Your ABM Strategy

For marketing teams to develop a successful account-based marketing strategy, they need to ensure good data is housed within its Customer Relationship Management (CRM) software. More specifically, updated data can help organizations outline key accounts for their campaigns. And to begin the targeting process, marketing teams must develop an Ideal Customer Profile (ICP) with appropriate firmographic and behavioral data to ensure they’re going after the correct audience.Download this eBook to learn how to start improving your marketing team's data!

Amy Porterfield’s Digital Course Academy: The Ultimate Review

Sell Courses Online

The post Amy Porterfield’s Digital Course Academy: The Ultimate Review appeared first on Sell Courses Online. The online learning industry is huge and it's only going to get bigger which presents a great opportunity to anyone interested in turning their knowledge/passion into a profitable online course.

?? Trap Tales – Obstacles to Success


People struggle with why they aren’t where they think they should be in their career and their life. They don’t always have the capacity to figure that out what has been holding them back for themselves. If you find yourself stagnated or not achieving the goals that you have set for yourself it is because of these traps that you have fallen into. Anyone can change the trajectory of life and at any stage of their life. The post ?? Trap Tales – Obstacles to Success appeared first on SalesPOP!


Be Interested in Your Customers

Carew International

How many times have you begrudgingly attended an event thinking about all the other places you would rather be during that time? Or things you could be getting done if only you didn’t have to be where you were? If you’re like most of us in these types of scenarios, you probably faked your interest. As much as you didn’t want to go to that particular event, you knew you needed to be there, so you put on your “happy” face. Now apply this to a sales situation.