December, 2019

Talk to grandma in an elevator

Sales 2.0

It can happen in an elevator or at a networking event or at the weekend barbecue. Most often these days it happens when you write a prospecting email. You need to say what you do.

The Harder the Questions; The Easier the Sale

Membrain

Have you ever left a sales appointment and wished you had said something else? Or have you ever debriefed a sales rep’s call and find they didn’t ask the next logical question, and now critical information is missing? Sales Process Sales Management

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A Better Way To Chart Sales Success

The Pipeline

By Tibor Shanto. Every trade has schtick, specific things that they think they are expected to say or do. It is as though absent the schtick; you are not as expert as you claim. Sales, and the corner my fellow pundits and I occupy is no different.

Best Practices in Account Planning for Sales Operations

Sales Benchmark Index

How do you leverage data to inform strategy and measure success? Our KPI Builder tool can help guide you through the process of establishing a set of KPIs for your organization that is built around clean data and automation. Through our.

Why B2B Contact and Account Data Management Is Critical to Your ROI

64% of successful data-driven marketers say improving data quality is the most challenging obstacle to achieving success. Given data’s direct impact on marketing campaigns, reporting, and sales follow up, maintaining an accurate and consistent database is a top priority for B2B organizations. This latest eBook aims to help marketing leaders understand the impact of data management on their company’s ROI.

Goal for a Healthy Sales Culture

Score More Sales

In my sales career I had 22 different sales managers (not counting a few interim ones) over time and experienced great, amazing leadership - and also horrible, disappointing leaders – from “awesome” to “awful”. sales leadership profession of sales

More Trending

Know the Influencers Who Make More Sales Possible

Engage Selling

Previously, we looked at how important it is to beware of talk traps.

Want Results? Stop Your Pitching and Try Business Storytelling

No More Cold Calling

No one really listens to sales pitching anyway. Are you focused on business storytelling? Or have you reverted to those old, tiresome sales pitches that go on and on about why you’re so great? Newsflash: Nobody wants to hear that. What do you remember about a speaker, a movie, a novel?

When NOT to Negotiate

The Sales Heretic

Negotiation is an essential element of sales, not to mention other aspects of business. It’s vital for reaching mutually beneficial outcomes, closing more deals, and growing your business. And yet, there are times when it’s in your best interest NOT to negotiate. Here are eight of them.

To Facilitate Peer-to-Peer Learning, Trainers Must Sometimes Step Aside

Allego

It’s time for all of us who no longer spend our day in “the arena” cold calling prospects and venturing out on sales calls to accept a reality: when it comes to sales readiness , no sales trainer or enablement professional can command the same level of engagement among an audience of salespeople as a rep can.

2020 Database Strategies and Contact Acquisition Survey Report

As buyer expectations continue to heighten, marketing and sales teams are feeling pressured to deliver authentic messaging to buyers at every point of their customer journey. This report aims to highlight the current state of B2B database and contact acquisition strategies, and organizations’ goals to leverage data to fuel their go-to-market strategies in 2020 and beyond.

The Best Habits of Highly Successful Sales Managers

Anthony Cole Training

In this blog, we discuss the best habits of highly successful salespeople and sales managers. Being an extraordinary sales manager is grueling and time-consuming.

The Importance of Critical Thinking for Persuasion and Influence

Connect2Sell

Sales is all about persuasion and influence. Persuasion and influence fails are usually the result of poor-quality pre-thinking. critical thinking in sales critical thinking skills The Importance of Critical Thinking

The One Thing the Best Customer Experience Companies Do Differently

Sales and Marketing Management

Author: John DiJulius The vast majority of business leaders will agree that customer service is critical to their success. However, most haven’t done what it takes to be a world-class customer service organization. .

Walking in your prospect’s shoes

Sales 2.0

You’ve heard this before but how much do you “walk the talk” when it comes to knowing your prospects? Information is power in sales. The more you know about your prospect and their situation, the more likely you are to make a sale.

Best Practices for a Marketing Database Cleanse

As frustrating as contact and account data management can be, this is still your database – a massive asset to your organization, even if it is rife with holes and inaccurate information. Entrusting a vendor to help maintain its accuracy and completeness is no ordinary engagement. Download ZoomInfo’s latest data-driven eBook aimed to help marketing leaders understand the best practices around choosing a B2B contact data provider.

Five Areas That Will Improve Your Sales Negotiation Skills

MTD Sales Training

Being able to negotiate effectively is one of the most important skills you can build in your sales armoury, as it has a direct effect on your margins and overall profitability, as well as ensuring your customers get the best service possible.

What Are You Willing To Learn To Grow?

The Pipeline

By Tibor Shanto. Given that we are about to enter a new decade, you get a rush of prophecies from the chattering class. As with anything in life, one’s view is shaped by their experience. In sales, this is further influenced by when you started selling.

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The 9th (and Final) Sales Productivity Tool: Performance Recording

Anthony Cole Training

In our 9th and final installment in the Sales Productivity Tools blog series, I dive into an essential item on the list: the Performance Recording tool.

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Boosting Sales Success Begins with Developing Critical Thinking Skills

Connect2Sell

ATD’s sales competency model builds on four foundational competencies: collaboration, solution, insight, and effectiveness. critical thinking in sales critical thinking skills Developing Critical Thinking Skills

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Cold Calling Tips and Tricks

In recent years, cold calling has become synonymous with rejection and failure. But the numbers aren't that clear; while less than 2% of today’s cold calls actually result in meetings, 78% of decision-makers have taken an appointment or attended an event as a result of a cold call. What’s the verdict?

How a Marketing Leader Overcomes Common Outbound Obstacles

Sales Benchmark Index

One of the biggest challenges among Marketing Leaders is being able to reach an audience who wants to be engaged successfully. Additionally, trying to remain or gain new customers is a costly investment. Eric Quanstrom, CMO at Cience, joins us in.

The Most Successful Negotiation is The Negotiation That Isn't Needed

Understanding the Sales Force

The last few years it seems that each time it snows, even a little, they cancel school. Are school officials convinced that parents and bus drivers will put kids' safety in jeopardy because snow is falling?

What Is Key Account Management?

MTD Sales Training

It is 6 to 7 times harder to convert a new customer than to sell to an existing one. This is exactly why Key Account Management is one of the most important aspects of the sales process and an integral facet of every single business.

Unboxing Days

The Pipeline

By Tibor Shanto. For many, Thursday will be Boxing Day , a good time for salespeople to think about how they will break out of their box next year? The New Year brings hope and new quotas, you know the drill, more expected in the same exact amount of time.

How to Overcome the Pain Points of Your CRM

When used effectively, a CRM can be the life blood of your sales team – keeping everyone organized, efficient, and at peak productivity. However, as a company, sales stack, and database grow, it becomes difficult to uphold structure and governance to keep a CRM up-to-date. The result? Less organization, more confusion, and fewer deals closed. Leveraging leading industry research from industry analysts, this eBook explores how your sales team can gain back valuable time.

Using Old School Sales Tools in New Ways

Anthony Cole Training

In this blog post, we discuss the idea of using older (yet effective) techniques to find success in the chaos of today's selling landscape. Let's face it; with the influx of social media, apps, and online distractions, it is actually harder to reach a prospect than ever before.

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The Benefits of Critical Thinking When Engaging with Buyers

Connect2Sell

This is what you can expect when you work to build your mental might and eradicate lazy thinking. critical thinking in sales critical thinking skills the benefits of critical thinking

A Deal Desk Is the Secret to Maximizing Efficiency for Your Sales Teams

Sales Benchmark Index

As a sales leader, you are always looking for ways to make your team more productive. At the end of the day, you want your sales team to be data-driven, you want them to react in real-time, and you want. Article Sales Strategy Uncategorized

4 Keys to Exceeding the Expectations of the Evolving Customer

Sales and Marketing Management

Author: Marie Rosecrans With social and mobile tech now at our fingertips, people today are ultra-connected. And with artificial intelligence integrated into our daily experiences, consumers are also more intelligent than ever.

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!

The MOST Important Part Of Your Sales Call

MTD Sales Training

What would you consider to be the most important parts of the sales call, when calling a prospect? Well, one of my consultants was with a company recently and was listening in to their sales reps’ calls to make appointments.

My Decade Of Decluttering

The Pipeline

By Tibor Shanto. People seem to want to make things complex, almost like a badge of honour, “I thrive in complexity.” People talk about the complex sale , but when you explore a bit, scratch the surface, you find that the complexity is neither natural or necessary.

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Is Your Sales Growth Stuck in the Chimney with Kris Kringle?

Anthony Cole Training

In this blog, we discuss the concepts behind real, tangible sales growth and ask the question, "Is Your Sales Growth Stuck in the Chimney with Kris Kringle?".