Mon.Nov 20, 2017

9 Ways to Crush Your Sales Goals in 2018/Infographic

Pointclear

Delivering a superior sales experience is the best way to increase B2B sales success, and the RAIN Group sales training folks have the statistics to back it up. Their new infographic is an interesting and timely read—highlighting what differentiates top performing sales organizations. For example, the ones that win consistently share key characteristics, like driving value (81%) for their prospects, listening to buyers (75%), and understanding prospects’ needs (73%).

The Ultimate Guide to Writing LinkedIn InMails That Get Results (With Examples)

Hubspot Sales

What if you tripled your typical email response rate? People are three times likelier to reply to a LinkedIn InMail message than a traditional email -- so if you’re going to reach out, an InMail might be the way to go. What Is LinkedIn InMail?

Trending Sources

The Selling Coach: The Evolution of the Salesperson to Coach Customers to Succeed – Part 1

Keith Rosen

Sales training isn’t dead, it’s evolved. Instead of training salespeople with recycled techniques your competitors are using, developing high performance sales teams requires transforming the traditional salesperson into The Selling Coach.

Pro Tips on Scaling an Enterprise Sales Organization

Openview

Scaling a sales organization is both exciting and a little terrifying. Having been in sales for thirty-eight years, I know there’s a lot on the line, and a lot of things that can go wrong if you don’t know what you’re doing.

12 Must-Ask Questions for Sales Managers

If you want to improve your sales team's results, you need to start by asking the right questions.

More Trending

One of Sales Ops Toughest Jobs: Managing the Managers

InsightSquared

Guest blog by Joe Rodden, Sales Systems Manager at Catalant Technologies. In previous posts, I’ve discussed how to avoid the most common traps that lead to systems issues, and how to identify when the problem you’re solving really is a training issue. On to the last lever: Management.

Agreeing To Disagree May Work at the Thanksgiving Table, But Not in Business

Sales and Marketing

Author: Michelle Huff and David Satterwhite Ahh, Thanksgiving, the holiday of turkey and stuffing, pumpkin pie, football games, cozying up by the fire… and praying that Grandpa Joe and your brother Lucas don’t get into it over politics or some other divisive topic. Most families are likely to adopt an “agree to disagree” policy in an effort to keep discord off the festive table. That’s typically a good thing (unless you enjoy dysfunction), and it usually works.

Proving Math Works, Flawed Coaching Arguments

Partners in Excellence

There seem to be no end of articles on who and how managers should invest their time in coaching. Recently, I read another, with lots of people piling on with their opinions and proving it with numbers. As is usual, most of these discussions that prove little more than math works.

Analysis of 2 Million Emails Reveals an Alarming Trend Taking Over Your Sales Reps’ Inbox

Sales Hacker

Email is one of the bigger mysteries of business. It’s one of the main means of communication for companies – every company has email. For sales reps, it is a key channel to get first appointments and share documentation or contracts. For many, email is essential to succeed.

CRM 15

30 Ways to Get Inside the Mind of Your Target Buyer

Trust, support, and transparency: that's what your target buyer really wants. These 30 findings show the path from respect, to relationship, to business win.

Know The Prospective Buyer

MTD Sales Training

Know The Prospective Buyer. Understanding and dealing with different personality types. Buyer Traits. While every person is different, you will find that most prospective customers fit into certain categories. We will examine how to recognise each one, and then provide tips on how to deal with them. These tips, of course, are not concrete rules that apply to every personality and every situation.

Buyer 21

Rethink How You Select The Right Target Accounts With Social Proximity

SalesforLife

When selecting the right accounts to go after, remember to choose wisely. How you and your sales organization identify which accounts to target will dictate your time, effort and deal velocity. Social Selling Account Based Sales Development

How Many Times Are We Going To Have This Discussion?

Partners in Excellence

Sales is an interesting function, we seem to be caught in a perpetual “deja vu” or one of those scenes in the movie “Ground Hog Day.”

How to Build a Winning Sales Tech Stack in 2018

Sales Hacker

The post How to Build a Winning Sales Tech Stack in 2018 appeared first on Sales Hacker. Adobe Choice Partner Sales Technology Webinars

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.

7 Holiday Email Templates for Salespeople

Hubspot Sales

‘Tis the season for sugar plums and stalled deals. You release emails into a void darker than Black Friday, and the only thing you’re collecting is OOO auto-replies.

Why I’m Thankful for a Career in Sales

The Sales Hunter

It’s a time for reflection as we here in the United States celebrate Thanksgiving on Thursday. I do hope you will have the opportunity to spend the holiday with family and friends and take a few minutes to reflect on all you have despite whatever challenges you might be facing. Let me share with you […]. Blog Sales Motivation grateful sales sales motivation thanksgiving

Prepare Yourself AND Your Prospect!

The Center for Sales Strategy

You finally secured that all important meeting with a prospect you’ve been trying to reach for weeks. Your carefully constructed Valid Business Reason along with persistence paid off and the prospect has agreed to meet with you. You are on an adrenaline high as you think about the possibilities. Now what?! Give yourself a pat on the back and begin to prepare! Remember, the prospect is taking time out of their busy schedule to meet with you.

Stop Sacrificing CRM Usability for Your Sales Process!

Base CRM

The more your company grows, the more complex your sales process becomes. When configuring a CRM to fit your process, this complexity becomes overwhelmingly evident. The usability of a CRM tends to be the first sacrifice made when attempting to account for every sales action and task in a sales cycle. Though it may seem like a necessary sacrifice at first, you will likely come to find that the data within your CRM suffers as a result.

Account-Based Marketing: A Practical Guide

Your step-by-step manual on all aspects of ABM.

The Sales Playbook That Increased Lessonly's ARR by 63% in 4 Months

Hubspot Sales

Editor’s note: Sales managers and leaders are often faced with creating a sales playbook from scratch. The more inspiration and examples you have, the easier that task becomes. Here’s the first playbook in our series, brought to you by Lessonly.

Best Motivational Book Recommendation

Inside Sales Training

Thanksgiving is in two days, and the holidays are right around the corner. As we work to close the year strong, many of us begin thinking about our goals for 2018. And, more importantly, we begin thinking about what we can do differently next year to achieve them.

Change Their Direction – Not Their Mind

The Pipeline

By Tibor Shanto. No one likes objections when prospecting, rejection in any form is never fun, but when it cost you money and opportunity, it’s even worse. If you are in sales, you need to quickly figure out how to best deal with objections in a way that leads to more opportunities.

How to Be a CRM Maverick

SugarCRM

Competition is increasing, the pace of change within business is getting faster and digital technology is disrupting traditional work practices. The pressure to keep pace with digital transformation is a concern for many firms, according to our recent SalesTech report – 63% of companies are worried about the cost and effort needed to keep systems up to date and 34% view their organizations resisting change as a major hurdle to deploying new technology.

Why Marketing, Sales, and Business Owners Love Marketing Automation

Learn what Marketers, Sales and Business Owners each have to say about what Marketing Automation has done for their business.

Flip your Demo – Improve Your Win Rate

Performance Sales and Training

How long before you get to the “big reveal” in a customer demo? 10 minutes…20 minutes…an hour? Turns out, that’s too late! If you’re not starting with the end result in those critical first few minutes of your demo, it may be costing you the deal. In other words, you need to Flip your Demo! In fact, in Gong.io’s

Press Release: James Muir to Speak at OutBound Conference 

SalesGravy

Atlanta, GA — James Muir, author of the #1 bestseller: The Perfect Close, has been announced as a Training Track speaker for the OutBound Conference on April 12, 2018. The Outbound Conference is the only event dedicated exclusively to sales pro

Thanksgiving and Gratitude, in our own Words

DiscoverOrg Sales

We love coming to work each morning. We’re grateful for the daily trust of our customers, for the encouragement and camaraderie of our colleagues and coworkers, and for the community that welcomes and makes a space for us. DiscoverOrg is a special place to be, and we have much to be thankful for. Before the rush of the holiday season, before the end-of-year hustle takes over completely, a few DiscoverOrg customers and employees have something to say: Henry Schuck, DiscoverOrg CEO and Co-founder.

What Ski Instruction Taught Me About Coaching Sales People

A Sales Guy

Many of you have heard me talk about ski instruction and how I’m a PSIA Level 2 Certified Ski Instructor at Vail. Beyond being a blast to do, like most things, parts of what I’ve learned teaching has bled into my sales consulting and coaching salespeople is a perfect example of that.

Sales Training Playbook by Lessonl

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