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).

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.

The Top 10 Priorities for Sales Leaders in 2020 (and How to Achieve Them) [Infographic]

Hubspot Sales

As we creep closer to the end of the year, it’s natural for sales leaders to reflect on what worked, what didn’t, and to map out their priorities for the year ahead. But what are the matters that are most important to 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.

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?

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The Best Motivational Sales Quotes of 2019


Sales is often touted as a high-energy, go-fast profession full of passionate, excited people. But sometimes it’s just plain hard to find the motivation you usually have. So, for when you are struggling, feeling stuck, […].

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!).

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? |

Sales Training Playbook by Lessonl

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

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.

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.”

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.

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 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.

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.

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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'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

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.

?? 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 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!

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.

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.

?? 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!


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.

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.

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.

Use Value Selling to CLOSE the Book on Long, Stalled Sales Cycles

The ROI Guy

It’s not about how your solutions can save the day. It’s about making your prospect the hero in overcoming their challenges.

Do You Believe in What You Sell? You Must!

Smart Calling

If a salesperson doesn’t believe in what they sell, how could they possibly get someone else excited about it. This episode has some straight talk that might cause some people to reevaluate what they are doing. Which is good. Listen Here. The post Do You Believe in What You Sell? You Must!