May, 2020

4 Ways Inside Sales Can Enhance Customer Experience

Sales Benchmark Index

Whether you are about to go on a first date or preparing for a discovery call with a prospect – first impressions matter. Regardless if it is from their initial website visit to their first discovery call, the prospects’ experience.

Sales Are Stabilized Now What?

Score More Sales

You have leveled out and adjusted to the new reality of selling today. Great job -- but what happens now? sales leadership profession of sales sales coaching

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The Difference Between Effectiveness and Efficiency Explained

InsightSquared

What is the difference between effectiveness and efficiency in sales? When it comes to B2B sales tools, efficiency is prioritized more so than effectiveness. But what do you gain by reps generating more meetings if they are all mediocre at best?

Technology Can Wait … What About You?

No More Cold Calling

Please take care of yourself. “ The pendulum has swung too far in the direction of superficial online communications at a time people are hungry for true personal connection.”

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!

Digital selling is Not Optional

Sales 2.0

Stormy clouds covering the Serengeti while on game-drive on the way to Seronera. We are starting to reopen but it’s pretty clear things will be different. Things will be some kind of new but not the same as before. The good news is that some things will be better. than before.

More Trending

Keeping Remote Sales Teams Productive

Sales and Marketing Management

Author: Dave Gerry From the U.S. and the U.K. to France and Japan, global companies and global communities everywhere have rolled out mandatory work-from-home policies amid the spread of COVID-19.

Revenue Multiplier, Not Cost Center: Why Sales Leaders Should Invest in Customer Success

Sales Benchmark Index

As a sales leader, you have most certainly heard the words “Customer Success,” especially if you are a sales leader for a subscription-based technology company. Some companies tout customer success as the critical driver of their growth.

18 Sales Mistakes To Avoid At All Costs

MTD Sales Training

We’re all looking for the silver bullet technique when it comes to increasing our sales but we can also learn a great deal from those salespeople who make the most mistakes! We’re often looking for “what to do.” ” Just as powerful is knowing “what not to do.”

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The Only Sales Prospecting Email Template You’ll EVER Need (SP30)

Sales Hacker

Looking for a prospecting email template you can easily personalize and that works for almost any situation? Keep reading to learn the simple, one-size-fits-all template that my team uses with huge success. In other words, it’s been proven in the trenches.

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.

18 Things to Control When Things Are Out of Control

Anthony Iannarino

These things are within your control. Focusing on the things that are within your control is the best response to a world that is out of control.

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The crisis gift horse

Sales 2.0

There are some green shoots of spring out there. Some sales inquiries are finally coming in. Maybe the end of the world is not nigh. Time to breathe again. It’s possible that we are climbing out of the deepest part of the COVID-19 trough from a business perspective.

Sellers’ Remorse

The Pipeline

By Tibor Shanto. We are all familiar with the concept of buyer’s remorse. It is the feeling of regret after a purchase, which usually grows with the value and importance of the purchase.

How and when to leave Salesforce CRM

Membrain

So, you’ve come to the conclusion that Salesforce is no longer the right tool for your team. It’s too big, too complex, too cumbersome, too expensive, too messy. Or you’ve simply decided that you’re ready for something that will truly enable your team to achieve world-class sales effectiveness.

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 9 Talent Strategies That Drive Customer Experience Success

Miller Heiman Group

Our Customer Experience Best Practices Study revealed that organizations reporting the most successful customer experiences—ones that lead to greater customer loyalty and higher spending per customer—have four key characteristics in common: They have executives who walk the talk.

How Making Assumptions Can Cost You the Sale | Sales Strategies

Engage Selling

We were taught at a very early age to never make assumptions. However, I still encounter salespeople who make assumptions all the time.

Sales lessons from a virus

Sales 2.0

Urban crowds of people from above. This is entirely 3D generated image. If you didn’t believe that we humans are connected before COVID-19, you should now. As you know, the virus has been transmitting itself exponentially through populations around the world.

11 Concepts For Managing Yourself and Your Employees During Change

Anthony Cole Training

In today's blog, we discuss the notion that effective sales leadership requires leaders to meet the challenge during times of major change.

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.

Honing Your Remote Selling Abilities

Engage Selling

Has your team started honing their remote selling abilities? That is, are you and your sales team prepared for the inevitable “virtualization” of sales that was already well underway prior to the pandemic?

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How To Go From Order Taker To Trusted Advisor

MTD Sales Training

Order Taker? Trusted Advisor? Or Cheese Monster? How do your customers view you? From the customer’s point of view there are 4 types of relationships that they have with their suppliers.

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The Impact of Poor Data Quality on Sales and Marketing

Sales Benchmark Index

Data is becoming a core component of every business. As a result, the quality of the data being gathered, stored, and consumed is becoming increasingly important. We have all seen the impact that poor data quality can have on a.

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When It Goes Sideways – A Book with Swagger

The Pipeline

By Tibor Shanto. Sometimes things fall into place even during a pandemic. This coming Monday, May 11, I have the pleasure of having Jeff Bajorek as my guest on the Sales Scrum podcast. It turns out that since that was recorded, he has written a new book you will want to grab.

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.

Do you need an Enterprise Selling Plan (ESP)?

Sales 2.0

Don’t panic. We will return to normalish, at some point. We will start selling at some reasonable rate again, soonish. Budgets will be back in place and buyers will need things, in a little whileish. When all this happens, you may easily forget the lessons of this panic/pandemic.

Go For The "No" Early in the Sales Process

Anthony Cole Training

In today's blog post, we discuss the technique of going for the "No" early in the sales process. It may seem counterintuitive, but countless studies have shown that humans desire what they can't have.

Tell Your Prospect How You Failed

The Sales Heretic

Stories and case studies are powerful sales tools. They give us opportunities to showcase how wonderful our product or service is. They provide proof of our abilities and enable our prospects to see themselves benefitting just as our previous customers have. There’s just one problem with them.

Stalls During Covid-19—How to Handle Them

Mr. Inside Sales

“We’re just not doing anything right now….”. “We’re We’re ‘on hold’ until things settle down.”. “We’re We’re not spending any money right now.”. These are common stalls that you get all the time, but now it seems harder to overcome them. Why is that? It’s because salespeople are now buying into them.

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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.

The Secret to Unrivaled Customer Experience Isn’t Technology, It’s People

Sales Benchmark Index

In an increasingly commoditized marketplace, what are you doing to ensure one of your biggest differentiators is setting you apart from your competitor’s customer experience? Do you have a purposeful end to end strategy for acquiring, onboarding, and training this.

Sales Scrum Podcast Episode #11 – Guest Steve Gielda

The Pipeline

Sales Scrum Podcast Episode #11 – Guest Steve Gielda. Steve Gielda , is the co-founder and CEO of Ignite Selling, and someone I have been looking forward to having on the podcast. Most salespeople do not know why they win or lose deals. If they win it is their charm, personality, and relationship.

Data Gopher

Sales 2.0

I have to admit that I’m doing this right now. I am looking for contact information in some target enterprise accounts. It takes time. If you’re not careful, a lot of time. And I’ve done this many (many) times in my sales career and used many (many) hours of time on this.

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