August, 2018

Sell Slower

Sales and Marketing Management

Author: Paul Cherry I was working with a manufacturer of medical instruments that use lasers to measure blood flow. The products cost upwards of $50,000 and are sold primarily to medical research facilities.

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Why the Science of Our Decision Making Is Not Always Black and White

Bernadette McClelland

It was a very simple decision between two very simple choices – Do I choose the carrot cake or the friand? I chose neither, and it had nothing to do with calorie counting. In fact, I don’t actually know what it was that made me so uncertain.

A Guide to Getting the Most Out of Networking Events

John Barrows

With Q4 around the corner and event season (September) upon us, we here at JBarrows will be making the rounds at all the events coming up like Tenbound , HyperGrowth , INBOUND , Digital Sales World and of course Dreamforce.

Sales Suffer without Delegation in Management

Connect2Sell

Is there any role in any industry with less clarity and consistency? This is an article for people who hire Sales Managers. It’s an article about the pure role of Sales Manager – a person who does not handle accounts personally but does supervise direct reports (called salespeople) whose primary function is to sell. It is not about “sales managers” who are given this title because they manage accounts or those with dual responsibility for account management and people management.

Why Conversational AI Is Key to Customer Service in the Customer Experience Era

In today’s hyper-competitive market, every business must become a customer experience-first business. Customer satisfaction has become more important than price or any individual feature. Read the new Tractica white paper to learn how important conversational AI is to your CX strategy.

What is Intent Data? The Predictive Sales Trifecta

DiscoverOrg Sales

Your prospects are out there right now, hunting for a solution to a problem you can solve. They’re searching online, consuming content, learning about options to relieve their pain, and forming opinions about solutions. But they’re not asking for help from your sales team.

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More Trending

The Best Way To Generate New Leads

MTD Sales Training

A salesperson on one of our workshops was bemoaning the fact that he had to make between 100 and 150 cold calls a week. He wanted our opinion on how to get more leads without having to cold call.

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Why the Science of Our Decision Making Is Not Always Black and White

Bernadette McClelland

It was a very simple decision between two very simple choices – Do I choose the carrot cake or the friand? I chose neither, and it had nothing to do with calorie counting. In fact, I don’t actually know what it was that made me so uncertain.

Do the Best Sales Managers Have the Best Salespeople?

Understanding the Sales Force

We all see the effects that strong leaders have when they surround themselves with either strong, mediocre or weak people. What happens when strong leaders inherit a mixed team? What happens when they hire a mixed team? What happens when we ask the same questions about weak leaders?

3 Ways to improve Your Customer Retention Scorecard

Babette Ten Haken

Do you have a customer retention scorecard? You know what I am talking about. Any of the plethora of scoring systems which measure customer satisfaction and loyalty. Chances are, your organization already has a scorecard or two.

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.

Social Selling is Just … Selling: A Contemporary Guide

DiscoverOrg Sales

The average American will spend up to 50 minutes browsing through social media today. This means the average user spends approximately 6 hours a week, or 303 hours a year, browsing over Facebook updates, Linkedin notifications, and an abundant amount of tweets.

Orchestrating a World Class Customer Experience

Sales Benchmark Index

Joining us on SBI TV is Doris Raimundi, SVP of Consumer Banking Sales and Support for US Bank. In today’s show, Doris details how to orchestrate a world class customer experience. Why this topic? The customer experience trend is sweeping.

3 Ways To Handle Clients That Won’t Stop Negotiating Discounts

MTD Sales Training

There are many times when a client tries to intimidate or get the better of salespeople.

I am not a Feminist. I am a Human Being.

Bernadette McClelland

Someone once asked me if I was a feminist and I said ‘no’. The look on their face was a combination of surprise and disbelief. After all, it was at a women’s networking group.

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.

Elite Salespeople are 26 Times More Effective at This Competency Than Weak Salespeople

Understanding the Sales Force

Dave Kurlan sales core competencies objective management closing deals OMG Assessment delayed closings

It’s A Process Not The Bible

The Pipeline

By Tibor Shanto. A sales process is a document that attempts to bring a roadmap, some objective order to an otherwise all too subjective affair. It is not a divine document passed on to Chuck Heston by a white-bearded guy or your VP of Sales.

Why Procrastination Works

John Barrows

I’ve been somewhat of a procrastinator all my life albeit I’m getting much better with age. I used to wait until the last minute to study for a test or to get a paper in on time but somehow I was able to complete and excel at whatever the task was even with my procrastination.

Advocate Marketing: How to Leverage Your Biggest Fans for the Biggest Return

Sales Benchmark Index

It’s August and for most Marketing Leads that means the looming pressure of Q4 is right around the corner. In order to hit revenue targets, you’ve been instructed to generate more leads, of better quality, with less money. But what do.

In the Race to Win More Customers, Sales Needs Digital Transformation

Salesforce users were surveyed about the forces shaping today's workplace. Discover the results and why investments in digital transformation and automation are pushing sales teams ahead.

Creating Value in Sales When Selling to the C-Suite

Connect2Sell

As a sales coach and guest on sales podcasts, I get asked a lot of questions about selling to the folks in the C-Suite. Here are some of the questions I hear most frequently.

I am not a Feminist. I am a Human Being.

Bernadette McClelland

Someone once asked me if I was a feminist and I said ‘no’. The look on their face was a combination of surprise and disbelief. After all, it was at a women’s networking group.

If the Whole Company Supported Revenue Generation

Score More Sales

If the whole, entire company supported revenue generation, how strong would your customer care or customer service team be? Would nothing ever slip through the cracks? If everyone supported revenue generation, how easily could we detect a disgruntled customer about to leave us?

Taking Customer Service from Cost Center to Profit Center

Sales and Marketing Management

Author: John Larson How many times has one of your customers approached you with an issue or a problem? For instance, “I purchased this product from you and it does not work.” Or, “I thought this product had feature X, but I found out it doesn’t and I want to return it.”

Sales Training Playbook by Lessonl

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

Going Over Someone’s Head Without P **g Them Off

John Barrows

This is one of the hardest things to do in Sales in my experience. You have a good relationship with someone below the Power Line who is telling you what you want to hear and being just nice enough for you to stay with them even though you know they can’t get the deal done for you.

If You Are Not Doing Customer Success Launch Planning in September, You Are Behind

Sales Benchmark Index

On July, 17 1955 it was well over 100 degrees in Anaheim, CA on the first day in the original Magic Kingdom. Women’s heels were melting into the asphalt, and people were thirsty but there wasn’t enough to drink.

How Do You Know Your Customer Will Be A Returning Client?

MTD Sales Training

Unless you’re working with customers who are purely in transactional mode, the holy grail of sales is gaining repeat business. Turning a one-time customer into a loyal client increases revenue, profit and probable recommendations exponentially.

Are You Treating Your Salespeople Too Well?

The Sales Heretic

If you saw that title and clicked over here to see if you might be treating your salespeople too well, I can guarantee you—you aren’t. In fact, you probably don’t treat your salespeople well enough. Your salespeople are among the most important employees in your company.

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.

The Art of Cold Calling | How to Make B2B Cold Phone Calls for Sales

Mr. Inside Sales

5 New Cold Calling Openings. By Mike Brooks, [link]. Learn the art of top B2B cold calling opening scripts, tips, techniques and best practices on how to make effective, successful cold phone calls that really work to get appointment for sales.

Relationships Rule, but Data Drives Sales, Too

No More Cold Calling

The odds might not be in your sales team’s favor … yet. I’ve interviewed many sales reps over the past two months, trying to better understand the challenges they face in today’s fast-paced, digital-first sales environment. They tell me they’re overwhelmed.

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New Data Shows That Elite Salespeople are 700% Less Likely to Do This

Understanding the Sales Force

How effective are salespeople when it comes to creating urgency? I'm not talking about salespeople who create urgency by telling their prospects that if they don't order today the price will go up or it won't be available.

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