Wed.Oct 13, 2021

Here’s what everyone gets wrong about sales, according to a buying facilitator


If you’ve ever had a conversation with Sharon-Drew Morgen, you know she doesn’t mince words when it comes to what sales leaders get wrong about sales. For more than 40 years, she’s been a thought leader and a provocateur, challenging the way we think about what we do and how we do it.

Most Salespeople are Underdogs Like the Boston Red Sox

Understanding the Sales Force

Anyone who has followed this Blog over the past 15 years knows that other than sales, the only thing I write about nearly as much is baseball. A Google search from within the Blog yields 605 results, and a search on my son playing baseball over the past twelve years yields 208 results.

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Who to Promote to Sales Management

Janek Performance Group

Your company is growing. Sales are up and it’s time to expand the sales department. But before you do, you need to find a new sales manager to support the additional sales reps. Peter was your first business development rep hired in the sales department.

Strategies to Enhance Your Recruitment Strategy

The Center for Sales Strategy

Your recruitment strategy pivots on how you effectively use and deploy different tactics (and mindsets) to reach ideal candidates.

Replace Your COLD Emailing with Data-Driven WARM Outreach

Many B2B professionals have a misguided perception that cold emailing has poor returns. The fact is, the effectiveness of cold emails varies greatly and is often dependent on the quality of your prospect data. In the eBook, discover the mistakes that are killing your conversions as well as the data-based techniques that can elevate your next campaign.

Scratchpad Introduces the First Workspace Commenting System Built for Revenue Teams

Smart Selling Tools

Scratchpad Introduces the First Workspace Commenting System. San Mateo, California – Oct 13, 2021. Scratchpad, Inc., pioneer and leader of the workspace for revenue teams, today announced the immediate availability of the first workspace commenting system designed and built for sales organizations.

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Building Virtual Customer Relationships


Cutomer relationships have not been easy over the past 18 months, but we have developed best practices that have helped us build strong relationships without being in the same room with our customers

How to Bring Value to the Table

Selling Energy

Meeting up with a prospect or customer is precious time. Here are some tips on how to make the most of it and put the value of your offerings first. sales tips sales sales success recession selling

Leadership Insights to Share With Your Front-line Managers

Force Management

Your front-line managers can be one of the most valuable assets for any sales organization. Top sales leaders should always be looking for ways to support and enable these critical team players.

The Problem With The Data….

Partners in Excellence

Data has always been a little problematic. Too often, we find the data that supports what the views we may have already formed. We may have problems with certain people, we find the data that supports them being the wrong people, so we can move them out of the organization. Alternatively, we have a person we really like, or a program, or a change initiatives. We find the data to support what we want to do. Sometimes we use the data to help us identify problem areas, developing plans to improve.

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This Coming Holiday Season is Shaping Up to Have the Most Spending in History

As for what shoppers want to buy most, you'll have to read the “2021 Holidays Unwrapped” report by Klarna to find out. Download it here!

3 Top Tips To Keep Your Company Out Of Legal Trouble

Smooth Sale

Image Credit. Attract The Right Job Or Clientele: Note: Our collaborative Blog provides insights on ‘3 Top Tips To Keep Your Company Out Of Legal Trouble.’ ’ The following paragraph is very telling and confirms what I witnessed over the years.

The State of Medical Technology Sales in 2021— Takeaways from Medforce Connect 2021


This year at Medforce Connect 2021 commercial excellence and marketing leaders from Europe’s top Medtech companies dug into the State of Medical Technology Sales.

The Keys to Building and Sustaining a Recession-Proof Business


It might go without saying, but a business can't thrive if it can't survive — and you, as a business owner, are almost bound to be confronted with situations that throw you into survival mode at some point.

Sales Talk for CEOs: Interviewing for Creativity with Kris Rudeegraap (S1:E11)

Alice Heiman

On this episode of the Sales Talk for CEOs Podcast, Alice speaks with Kris Rudeegraap, the CEO and Co-founder of Sendoso, the leading Sending Platform that helps companies stand out by giving them new ways to engage with customers.

7 Keys to Creating Massive Value in Your Sales Meetings

Speaker: Marc Wayshak, Sales Strategist, Best-Selling Author & Founder, Sales Insights Lab

Engaging prospects in a strong two-way dialogue is something most reps struggle with. In this session with Marc Wayshak, you’ll discover a data-driven approach to sales meetings that yields significantly better results.

Sales presentations: Why more ISN’T better when it comes to benefits

Selling Essentials RapidLearning Center

You’re a savvy sales professional, and you know it doesn’t do any good to trot out product benefits that don’t interest your buyers. You make sure to align the benefits you present with definite needs that the customer has expressed, or that you’ve teased out during discovery.

How To Build A High-Performing Sales Team For Your Small Business

Sales Pop!

Small businesses need to get their sales right to match their revenue and growth goals. But they seldom afford large teams with star employees. The secret lies in creating a high-performance team capable of achieving more with less.

Busting the myth! Live chat alienates customers


You are about to purchase a product, but there isn’t enough information. What would you prefer – waiting for hours on a call to connect with a customer care executive or just hopping on a live chat window? . I’m assuming it’s the latter option, and for the right reasons.

How To Create Experiences Your Customers Can’t Wait To Share (video)


In this Expert Insight Interview, Dan Gingiss discusses his latest book, The Experience Maker: How to Create Remarkable Experiences that Your Customers Can’t Wait to Share. Dan Gingiss is an international keynote speaker and customer experience coach.

Buyer Intent Data Guide: How to Find Prospects Already Looking to Buy

Collecting and understanding buyer intent is a must for any marketer or salesperson looking for a higher success rate in reaching active buyers. Throughout this eBook, we’ll explore how to monetize intent data, where it's sourced from (and which sources you should be wary of), as well as how to best utilize it within your outbound campaigns in order to drive more pipeline each month.

Pet Peeves–LinkedIn Surveys

Partners in Excellence

This is #B2BPetPeeves week (Thanks Hank Barnes and friends). This morning I started scrolling through my LinkedIn Feed. I hit my first LinkedIn Survey, “How much profit is ‘enough?'” ” It had the following choices, $50-100K/year, $100-300K/year, $300-600K/year, $600k-1M/year. Huh??????? I thought I misread it. I went to look at Microsoft’s net income for it’s past fiscal year, $61B. Then I looked at Amazon’s, $21.3B. Then Facebook’s, $10.3

?? Why Courage Is The Most Critical Sales Quality We Need


We can’t control whether our clients say “yes,” but we can control our actions and decisions. In this Expert Insight Interview, we welcome Dr. Nadia Brown, the founder of The Doyenne Agency, a global sales and marketing company. Visit us on Apple Podcast You can also find SalesPOP!

Tips for Personalizing the B2B Customer Experience


Whether you’re selling B2B or B2C, ultimately, you’re selling to a person and today’s buyers expect a personalized experience.

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It’s More Than Meets the Eye: Old-School Training Transformed Into eLearning


Did you know that more than 77% of Americans own smartphones, tablets, and laptops? This means 77% of Americans have a platform they can use to learn through digital learning tools. Talk about an opportunity!

The Definitive B2B Sales Playbook: Proven Path to $ Multi-Million Revenues

Sales is at the forefront of revenue growth, and so organizations with highly streamlined sales operations consistently outperform competition. How do you create a path to success and fast-track your way to multi million dollar revenues? Read the eBook.