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.

The Best Sales Forecasting Models for Weathering Your Goals

Every sales forecasting model has a different strength and predictability method. It’s recommended to test out which one is best for your team. This way, you’ll be able to further enhance – and optimize – your newly-developed pipeline. Your future sales forecast? Sunny skies (and success) are just ahead!

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

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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.

Why Smoking Costs Employers More Than They Realize

Your employees are smoking, and at a cost of $7,000 per year for each employee who smokes, that adds up - fast! This free report will show you how an effective cessation program pays for itself.

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 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 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.

Lead Generation Checklist to Get Better Results Now

You spend time, energy, and money to generate demand and get leads. It's how you manage them that makes the difference between success and failure. This checklist gives you an easy way to focus on the most critical tasks to get better results now.

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.

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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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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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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Want to Crush Your Competition? Read How to Build an AI-Powered Selling Roadmap

“If sales reps have the right AI tools and adoption, we see sellers easily closing 3 times as many sales each month.” Hear from 5 experts on steps you can take to reduce non-selling time and use conversational & sentiment analysis to transform how you sell.

Delivering on Customer Experience—Your Technology Is Only as Good as the Strategy It’s Supporting

Sales Benchmark Index

For some time now here at SBI, we’ve been describing the measurable benefits of taking a more holistic approach to customer experience.

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.

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.

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.

B2B Pocket Playbook: End-to-End Guide to Sales Enablement

Sales enablement is the strategic process of providing sales teams with the content, guidance, and mentorship needed to engage targeted buyers. It’s all about equipping sales professionals with the tools they need to put their best-selling foot forward. And if sales teams want to continuously sell better -- and faster -- their sales enablement process must have a game-winning strategy. It's time for you to start selling smarter - and hitting your sales number - with the best B2B database in the market. Get started today.

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

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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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.

Why You Should STOP Cold Calling Immediately (2020 Update)

No More Cold Calling

Repeat After Me: I Will Not Cold Call.

Pressure Points: How to Ensure Your B2B Pipeline Passes Inspection

This eBook highlights best practices for developing a pipeline management process that helps sales leaders and their team C.L.O.S.E (you’ll see what we mean in this eBook) more revenue through data-driven prospecting, stage analysis, and subsequent sales enablement.

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.

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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Using Critical Thinking and Problem Solving Skills in Sales Post-Mortems

Connect2Sell

Continual improvement. Never becoming complacent. Striving to learn from every success, every failure, and every event. This is what it takes to get to the next level, and the next one after that. It’s what enables the most successful sellers outperform themselves over and over again.

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