August, 2019

Five Tips for Transitioning Into a Sales Leadership Role

Sales and Marketing Management

Author: Chris Mason So many of us begin our sales careers as representatives of a company, product, service or all the above. We learn the tricks of the trade, the importance of customer service, the power of relationship building and what it feels like to win and lose.

Turn Pains Into Priorities

The Pipeline

By Tibor Shanto. While some may argue, salespeople are people, with all the pluses and minuses that come with that. One thing about people you can count on, is they usually find what they are looking for while ignoring the rest.

Buyer 262

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

Are CEOs Focusing on the Right Sales Opportunities?

Sales Benchmark Index

Most CEO’s have good visibility into the top deals in your sales pipeline and are reviewing with their CRO and CFO at least weekly. And often, CEO’s will review top deals with their Chairman or a board member in a.

Critical Thinking: What It Is & Why It Matters in Sales

Connect2Sell

Sales 266

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.

The Magic Customer Service Question

The Sales Heretic

I was hungry. I had just checked in at the Sheraton hotel in Tampa, Florida, where I was conducting a sales training seminar the next day. Now, normally when I’m traveling, I like to get out of the hotel and find a good, local restaurant to eat at. But this evening, it was late and [.].

More Trending

Does Remote Working Really Work?

Sales and Marketing Management

Author: Rilind Elezaj Remote working invokes different pictures in the minds of different people. For workers, it’s a dream come true – a peaceful day spent away from the busy and chaotic workplace.

Salary 212

Behavioral science can accelerate lead generation

Sales and Marketing Management

Author: TIM HOULIHAN Face it, your lead machine is tired. You’re hitting the gas, and you’re not getting the speed you once did. To change things up, you’ll need to go deep on new technologies and new media outlets, not to mention deciding what you’re going to say in your promotions.

Persuasive Words and Phrases: the Good, the Bad, and the Silent

Sales Hacker

The right words have the power to overcome most of the objections faced by every salesperson , and the best salespeople know the words that sell. They also know which words work against them… and which moments call for no words at all.

How a Marketing Leader Normalizes Outbound

Sales Benchmark Index

As a marketing leader, if you have ever thought about where your next new form of revenue is coming from, the answer is Outbound Marketing. Eric Quanstrom, CMO of Cience, joins us to discuss how Outbound is the new normal.

Sales Training Playbook by Lessonl

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

Podcast 113: The Inside View at High Growth Companies

John Barrows

This week we’re excited to have 2 killer guests on the podcast. We have a duo from Looker, Rafael Jara-Simkin , Director of Eastern Americas as well as Talal Assir , Director of Sales Engineering.

Don’t Ask Them That!

The Pipeline

By Tibor Shanto. I understand connecting with decision-makers or influencers is a challenge, we are all looking for good ideas. But some things sellers are told to do are not just silly but can cost them opportunities. See what I mean: [link]. Please, don’t ask them that.

Promoted! What Is Strategic Sales Management?

Connect2Sell

Friday Five - Cold Calling Dead or Alive

Score More Sales

Let’s get some sales activity going! How great will you feel when you connect with the right buyers and have a strong conversation today? Here are a few great resources we like. Cold Calling Tips from Gong’s research – 17 Proven Techniques. 21 Cold Calling Secrets From the Sales Masters.

5 B2B Marketing Trends that You Can't Ignore in 2020

Speaker: Pam Didner, Marketing Consultant, Author and Speaker

Pam Didner, B2B tech marketing consultant, speaker, and author of Effective Sales Enablement and Global Content Marketing, will present the essential marketing trends you need to know in 2020. She'll discuss digital challenges that marketers commonly face and share actionable solutions and templates you can apply to your job in real-time.

How to Sell Without Value Proposition Metrics

Jill Konrath

Knowing the business impact of what you sell makes a huge difference. It's how your prospects decide whether or not your products or services are a match. Yet so many companies fail to quantify the business value of their products/services. And sometimes, it’s just not possible. Winning Deals

How To 248

How Revenue-Focused CMOs Make Their Number

Sales Benchmark Index

It is well-documented that CMOs now need to be revenue generators. Gone are days of being primarily measured on brand reach and field marketing events. The modern-day CMO works with the CRO in driving revenue and making the number. However, in.

Podcast 111: Supporting Women In Sales with Natalie Severino

John Barrows

Joining us this week is Chorus.ai VP Marketing Natalie Severino. She’s one of the top names in Sales and Marketing working on making salespeople able to review data that can improve their performance instantly.

What’s Your Time Worth

The Pipeline

By Tibor Shanto. Ask most salespeople what their time is worth, or if they value their time, and they respond in the affirmative. But as is often the case, the observable behaviour says something different.

7 Marketing and Sales Strategies to Grow Your Revenue Fast

Speaker: Christopher Ryan, Founder and CEO of Fusion Marketing Partners

Many companies have the core marketing and sales elements to take their revenue to the next level, but are still missing out on some key opportunities. Join Christopher Ryan, CEO of Fusion Marketing Partners and writer of the recent book "The Expert’s B2B Revenue Growth Playbook," to discover seven steps that you can immediately take to grow your company’s revenue quickly and consistently!

What Do I Do When a Prospect Goes Silent?

The Sales Hunter

You have the perfect prospect. You know how you can help them. You have that initial phone call, and everything feels good. They share great information and provided even more information and insights in response to your questions. You feel like life is good.

What To Do When Something Goes Wrong In Your Presentation

MTD Sales Training

Many of us have been there. The presentation is going well, the customer is appreciating all our demonstrations, your ideas are being well-received…. Then….Wham! Something goes wrong! The laptop freezes. The demonstration falls apart. A member of the buyer team asks a question that you can’t answer.

ACT 245

Why Are Critical Thinking Skills Important in Sales?

Connect2Sell

Sales competencies, outlined in job descriptions, usually include traits like outgoing, self-motivated, organized, persistent, and resilient.

Which Sales Org Structure Is Right for You?

Sales Benchmark Index

Far too often, sales leaders look to org structure first regardless of the underlying cause of their performance issues. It is viewed as an easier change to make, and it is likely you have executed or been a part.

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.

Podcast 110: The Changing Role of SDRs in Sales With Amir Reiter

John Barrows

In this week’s episode we have Amir Reiter on the podcast, the CEO of outsourced sales company CloudTask. Amir has traveled far and wide having started businesses young and learn the hard way.

Oracle 284

The Best Stories Are Told By Buyers

The Pipeline

Buyer 275

Hitting Your Sales Goals – 3 Challenges to Overcome

Anthony Cole Training

In this article, we discuss the 3 challenges facing salespeople today: sales skills Sales DNA developing sales skills will to sell sales challenges

How Do I Use Email to Prospect?

The Sales Hunter

How effective are your emails? You want to think that the email you just wrote is perfect and sending it out to 100 prospects will result in at least 90 meetings.

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.