April, 2020

It’s a great time for ideas

Sales 2.0

Data from Bloomberg’s economists say we are in a recession. We’re starting to get familiar with how our lives are affected by the health issues inherent in this COVID-19 crisis but the economic consequences are just kicking in. These economic issues are very likely even bigger than the health issues, at least in terms of how many people are affected. (17 17 million unemployment claims in 3 weeks is off the charts vs. anything seen since the 1930s.). Shifting from crisis to recession.

Is Pipeline Visibility Hurting Your Sales?

InsightSquared

Every sales organization is experiencing a new level of sales uncertainty in this current climate. While we can all hope for a silver-bullet solution to arrive, the best remedy right now is actually within our grasps right now. I’m talking about pipeline visibility. Every deal means more now — that’s a simple reality. While you may have felt comfortable with the status of each deal, the health of everyone is no longer black and white.

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How to Sell in Any Market

Anthony Cole Training

There is always something going on in the market that makes selling difficult. However, you can choose to develop strategies and utilize virtual technologies to get in front of your prospects and clients.

It’s a great time to start upgrading your clients

Sales 2.0

It’s a really tough time for most companies to sell their products and services. Much buying is “paused.” Buyers are wondering what the future holds for their companies–and themselves–and are having a tough time committing to purchases. Deals are stuck in the pipeline and new opportunities are in short supply. A time to plan. Conversely, this slow time is a great time to plan for the future. What happens after this crisis is over?

How to Drive Revenue Through Retention Marketing & Sales Enablement

Speaker: Ruth Stevens, President of eMarketing Strategy

In a pandemic, it’s more important than ever to focus on retaining and expanding current customers. So, how can sales and marketing support the retention effort? Join Ruth Stevens as she dives into this fast-paced session and reviews the 7 key strategies for current customer marketing, to enable sales and expand customer value.

How to Make a Remote Sale

Sales and Marketing Management

Author: Andres Lares, Shapiro Negotiations Institute There is a small truism about connecting with people that anyone in sales can tell you, and they learned it early in their careers. When speaking to somebody on the phone, they can hear the difference when you smile. It’s true. And it demonstrates a tried and true concept that is more critical now than ever before: It’s not just what you say, but how you say it. .

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5 Secrets for Successfully Working from Home

Mr. Inside Sales

So how is working at home going for you? Have you found a way to keep the dog from barking? How about the kids? And what about the gardener that blows every Tuesday? Oh, and don’t forget to actually work! You remember, the prospecting calls you need to make, the demos you need to book, and the prospects you’re supposed to be following up with.

How a Global Sales Executive Effectively Manages a Disrupted Partner Ecosystem

Sales Benchmark Index

Well-established tech companies have typically developed a large, multi-layer partner ecosystem that they rely on. For a sales leader in this environment, problem-solving, and having shared responsibilities with these channel partners is the only way to succeed in moving the.

For Salespeople, Trust Matters Most in Times of Crisis

No More Cold Calling

Why do you trust some people and not others? Trust is a word we use indiscriminately, but we do not trust indiscriminately. How do we define trust? How do we get our arms around such an emotional word? That’s a tough question to answer, because it depends on the person, and sometimes it depends on the times. Right now, in the midst of a global health emergency and a global financial crisis , we’re all asking ourselves who to trust. Who do we trust for health information?

What Do Our Retail Customers Expect From Us?

MTD Sales Training

When customers step through the door, they expect a certain level of customer service. Your customer will expect an experience that is free-flowing and completely hassle free and can set you apart from your competitors if you do it right. Each and every customer wants a unique experience where they feel like they are the only customer you have – they want it to be quick and painless but at a certain level of quality too. Click play for the video version of this blog.

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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!

Why the Future of Selling Resemble Won't Resemble the Past

Understanding the Sales Force

It's April 17 and nearly every salesperson is selling from home. It's just temporary, right? Maybe. But what if it's not? According to the President, Vice-President, Scientists and some Governors, the economy will begin reopening in stages, perhaps as soon as May 1. So it's back to the office and your territories, right? Wrong. You'll still be home. Welcome to the future of selling where I'll share my top five reasons why.

Leadership Development: How a Mentoring Approach Can Lead to Positive Outcomes & Increasing Sales

Anthony Cole Training

Guest Blog Post from Gaia Hawkes. Sales Leadership Leadership Development Leadership Skills increase sales

The Market Is Uncertain, But Your Demand Gen Strategy Shouldn’t Be

Sales Benchmark Index

There is no doubt that life is going to look a little bit different coming out of the COVID-19 pandemic. We have seen medical professionals turn to telemedicine, elementary school students begin eLearning, and even fine dining restaurants start.

5 Online Sales Meeting Mistakes To Avoid At All Costs

MTD Sales Training

Are you using online sales meetings throughout your sales process? More and more companies are going down this route especially those that sell software, SAAS products and online services. Sometimes it can save you a ton of time if you can jump on a video conference call with screen sharing capability. Do it correctly and it can work wonders for you. Do it wrong and it can completely ruin the sale! Here are 5 mistakes to avoid at all costs! Connecting & Technology Issues!

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.

It’s a great time for openers

Sales 2.0

realistic neon text Open on the brick wall. It’s definitely not easy being in sales right now. Deals are stalled in pipelines. People are putting off decision-making until the “end of the crisis”. Some accounts are taking it on the nose. It’s also a very “human time”. We are all having to adapt to new routines. We are just about all worried at some level—worried about getting sick; worried about losing our job; worried about our company going belly up. Opening time.

Why Reopening the Economy Won't Be Enough To Turn Things Around

Understanding the Sales Force

They will begin reopening the economy in three phases, but with some restrictions. Sounds exciting, doesn't it? It's sure as heck much better than what we have today, but will it work? In this article, I'll explain why it won't work like they hope, and what must occur for the economy to thrive again. grow sales revenue Economy reopen stimulus spending freeze

Sales Leadership Roundtable – Tips on How to Communicate

Steven Rosen

Sales Leadership Roundtable – Part II. This is the second post from the sales leadership roundtable. Click here to read part one. The awesome leaders shared over 30 great tips on how they are communicating during this crisis. The best section was how they are communicating with their boss. We all realized that we are all in unchartered waters. There is no playbook we can refer too, most of us are making it up as we go along.

Overcoming Covid-19 Common Objections

Mr. Inside Sales

I’d like to thank you, my readers, for your kind comments on my blog series: “Handling the Coronavirus Selling Environment. I’ve received some useful pointers that I’ll continue to pass on to you all as well as answer some of your direct questions. Several readers sent in COVID-19 specific objections and stalls they’ve received over the last two weeks, and I encourage you to send in any other questions or difficult selling situations you or your team come across.

The Revenue Leader's Guide to Prospecting

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

Sales & Marketing departments that work together guarantee higher acquisition, better nurturing, and more effective sales. Join Christopher Ryan for this insightful webinar, presenting the wide funnel lead nurturing model. Don't miss out on this opportunity to get your teams working together and your revenue performance optimized.

Top 9 Ways Remote Work is Different From In-Office Work

Allego

Almost overnight, we’ve gone from business as usual to working from home around the world. We’re taking extraordinary steps to slow the spread of the coronavirus. It’s keeping us safer and we all want that. But for many of us it’s a huge adjustment that can’t be underestimated. If there’s a silver lining in any of this, it’s that the rapid shift to remote work may ultimately have long-term benefits for employees and for businesses.

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29 Ways to Improve Your Virtual Presentations

The Sales Heretic

The current “Social Distancing” and “Shelter at Home” requirements have resulted in millions of people conducting virtual presentations for the first time. And it shows. Which is understandable. Our first attempts at most things leave a lot to be desired. And virtual presentations have a lot more challenges and elements to be managed than typical [.]. Sales eLearning presentations stories virtual webinars

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How Sales Leaders Are Prospecting in a COVID-19 World

Sales Benchmark Index

Waking up today, there is a lot of uncertainty in your world as sales leaders. The way you are interacting with customers and even your own sales team have changed overnight. As my colleague points out in his recent post, Article Sales Strategy Uncategorized

Pushing Pause During the Pandemic

Connect2Sell

Here at People First Productivity Solutions, we're taking a break

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The 5 Keys to Sales Emails That Set More Meetings

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

So many reps' email efforts could be yielding more meetings--simply by using a better strategy. Watch the webinar with Marc Wayshak, Sales Strategist and Best-Selling Author, to get lots of great strategies on how to set up meetings via email! <

How to Get Back on Track During Tough Times

Jill Konrath

Keeping a positive mindset during these challenging times can be really hard. Especially when top prospects start ghosting you, big opportunities get stalled out, and finding someone new to talk to feels like an impossibility. Working Smarter

Sales Leaders Share How They Keep Their Salespeople Focused

Steven Rosen

Sales Leadership Roundtable Discussion. I really enjoyed a round table discussion that I facilitated a couple of weeks ago. I had 8 senior sales executives join me for an open discussion. In part 1 of this two-part series, they shared how they have kept their salespeople productive and motivated over the last couple of weeks. We all realized that we are all in unchartered waters. There is no playbook we can refer too, most of us are making it up as we go along.

10 Critical Best Practices for Your Sales Force in This Crisis

Understanding the Sales Force

We are in week 6 of lockdown, week 8 of voluntary work-from-home, while adapting, guiding and directing companies who still need to sell their products and services to generate revenue. At this point sales is about so much more than generating revenue for profit or to keep employees working. For most companies, sales is now about generating revenue to survive, as we stare down a whole new way of doing business. Forget uncertainty! Where we are right now is downright scary.

Why You Need to Laugh in the Face of Death (And How to Do It)

The Sales Heretic

These are difficult times. The death toll from COVID-19 keeps climbing. Unemployment is skyrocketing. Sports, proms, conferences, festivals, trade shows, concerts, seminars, and more have been cancelled. And uncertainty is everywhere. What can you do at a time like this? Laugh. Let me explain. We’re actually dealing with two pandemics at the moment. One, of [.]. Sales cortisol COVID-19 funny humor laughter seminars stress

[On-Demand Webinar] The State of Customer Education: Trends and Benchmarks Report

Speaker: Sandi Lin & Linda Schwaber-Cohen

In this webinar, Skilljar CEO Sandi Lin shared learnings from Skilljar's recent study and her insights on the state of Customer Education. She dug into key findings so you can benchmark against industry trends and understand how your strategy and metrics compare.

Bob Layton

Sales Benchmark Index

We have seen first hand how the COVID-19 crisis has devastated businesses around the world for weeks. However, as we adapt to a new era of commerce, many companies have found opportunities to reevaluate their strategies and thrive.

WFH and Sales Managers

Score More Sales

Will all your sales team go back to working out of the office? sales leadership sales coaching

Normal Is Just Another Word For Yesterday

The Pipeline

By Tibor Shanto. You don’t need to look far today to see someone going off about the “new normal.” While it is easy to understand why people choose this lens, I find it a bit self-serving and potentially risky in the current environment. In a world where the only constant, is change, normal is just another word for yesterday. We are living through an unprecedented experience, completely new to everyone.

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