March, 2016

Prospecting Call Mistakes You Can Avoid #Video

The Pipeline

By Tibor Shanto – . Making outbound prospecting calls can be challenging and stressful, for both the prospect and the rep making the call.

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4 Quick Tips On Gaining More Referrals Than You Can Handle

MTD Sales Training

One area where many salespeople fall short is the gaining of referrals from their clients. Many simply forget to ask; others think it’s an imposition that might put the client under too much. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Dramatically Improve Your Productivity

Steven Rosen

Many sales executives are feeling overwhelmed, unproductive and frustrated. They are finding it difficult to deal with important daily tasks due to the barrage of emails, number of meetings, interruptions and putting out fires.

Energy 221

Is Cognitive Distortion Keeping You from Succeeding in Sales?

Score More Sales

It might be nice to put a fancy label around why your Q1 sales did not top the charts as you had planned, and it is true that an affliction called Cognitive Distortions may be partially to blame.

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.

IT Staffing Approved Vendor Lists: 4 Things to Remember

DiscoverOrg Sales

If you work for an IT staffing firm, put yourself, for just a moment, in the shoes of your target clients. You have staffing needs, and you needed the talent yesterday — before your competitors snapped them up in the high demand market that dominates the tech scene.

Vendor 212

More Trending

Checking Not Doing Will Give You More Sales #video

The Pipeline

Time is the currency of sales, your most precious resource – how you spend it will determine your success, or…. The video below provides a great way to spend your time better, and save for things that will make you more productive and earn you more sales and success.

Video 231

What All Sales People Must Do Before Asking For Referrals

MTD Sales Training

Referrals have often been called the solid gold introductions for future sales, because they offer something of much greater value than cold calls or informal introductions. Referrals are like gold. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Are You a Bulldog? That’s What It Takes for Women in Sales

No More Cold Calling

Here’s what I’ve learned about selling from some top women leaders. When she referred to herself as a “bulldog,” the idea conjured up images of a pushy, arrogant, aggressive, in-your-face salesperson—the kind none of us wants to be. But that’s not what she meant. She’s tenacious.

Sales Reps Succeed When Leaders Lead

Score More Sales

If you are a typical sales team you have a top percentage of sellers who will do great things no matter what is going on in the organization and with leadership. But after that small percentage, everyone else is affected by the structure and consistency of sales leadership. B2B sales leadership

Leads 201

Sales Training Playbook by Lessonl

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

The Key to Building a World-Class Sales Organization

Steven Rosen

Sales Management Training. The Key to Building a World-Class Sales Organization. I recently had a meeting with a dynamic VP of Sales. Lisa just took on a new role with a high growth technology company. She came from a mature industry and is now competing at a much quicker pace.

Motivating Yourself is YOUR Job!

The Sales Hunter

It’s not your boss’s job to motivate you. In fact, it’s not anyone else’s duty to motivate you. The only person who can really motivate you is you.

Are You Shoulding All Over The Place?

The Pipeline

By Tibor Shanto – . In every walk of life, you hear people saying “I should have done this” or “should have asked that”, and a whole bunch of other should haves.

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The 8 Main Obstacles ALL Sales People Must Overcome

MTD Sales Training

Edwards Deming was an American engineer, statistician, professor, author, lecturer, and management consultant – an all-round clever guy. He is regarded as having had more impact on. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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.

3 Notable Women CIOs Transforming their IT Departments

DiscoverOrg Sales

With the last day of Women’s History Month upon us, we wanted to take a second to highlight a few of the most innovative Women CIOs in the United States today.

4 Steps to Score More Referrals

Score More Sales

Do you have a specific plan among your sales team for referral business? This means that the idea of setting the stage for referral business and in asking for referrals is incorporated into your sales process.

The Key to Building a World-Class Sales Organization

Steven Rosen

Sales Manager Development. The Key to Building a World-Class Sales Organization. I recently had a meeting with a dynamic VP of Sales. Lisa just took on a new role with a high growth technology company. She came from a mature industry and is now competing at a much quicker pace.

Sales Motivation Video: Fail Fast. Learn Faster!

The Sales Hunter

The faster you fail, the faster you have an opportunity to learn! No, I’m not a fan of failure for failure’s sake, BUT the truth is that when you try something and fail, you are learning valuable lessons! And the faster you can learn from those lessons, the more successful you will be.

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.

Voice Mail As A Differentiator

The Pipeline

By Tibor Shanto – . If you’re in sales, you know that a crowd favourite is differentiation. Companies, marketing folks, sales people all want to differentiate, which is not an easy thing in a climate where differences are few and subtle.

Use These 7 Questions To Present Your Solutions Effectively

MTD Sales Training

One of the keys to being successful at sales is the ability to understand who in the buyer’s organisation needs to be convinced you have the best product or service that will enhance their future. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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How to Succeed as a Sales Ops Director

DiscoverOrg Sales

“Sales operations may very well be THE most important and unsung hero for sales teams big and small, inside and field, direct and channel.” Heinz Marketing.

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Five Takeaways from Digital Growth Conference 2016

Score More Sales

This week I attended the Digital Growth Conference (#DigitalGrowthCon) in San Francisco put on by Sales for Life. I tend to be critical of conferences because they take dozens, hundreds, or even thousands of people away from work and it is important that they add value for those who attend.

Sales Training That Gets Results – With or Without Classroom ILT

Speaker: Mike Kunkle, VP Sales Enablement Services, SPASIGMA

Most sales ILT (instructor-led training) has historically not been very effective, if we consider “effective” to mean “changes behavior, improves results, or produces a ROI.” In this webinar, sales enablement expert Mike Kunkle will break down how modern technology removes the need for ILT in sales training - and will also explain how to effectively integrate ILT into your modern training, if you want to continue using it!

Why Isn’t Your Team Getting Enough Qualified Sales Leads?

No More Cold Calling

Sales leaders’ chief concern is lackluster lead generation, according to new CSO Insights study. Greg had barely taken his seat when he told me his greatest challenge was getting his sales reps to generate enough qualified sales leads.

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3 Questions to Ask Each Lead to Verify if They are Worth Your Time

The Sales Hunter

Your goal is to not to spend time with leads, but to spend time with great prospects. To do this, you have to qualify your leads faster to give you the time you need to spend with the high-value prospects. Too many salespeople take a “go slow” approach when it comes to leads. The feeling […].

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Good Things Happen To Those Who Call – Sales eXecution 329

The Pipeline

By Tibor Shanto – . Over and over different sales people tell a success story that starts with them saying “I got lucky the other day, I called this guy, and he is ready to move forward.”

Coaching Tips for Winning the Email Marketing Game

Sales and Marketing Management

Issue Date: 2016-03-18. Author: Campaigner Email Marketing. Teaser: March Madness-inspired insights for more productive email marketing efforts. March Madness-inspired insights for more productive email marketing efforts. read more

Supercharge Your Sales Training ROI with eLearning

Speaker: Ray Makela, CEO, Sales Readiness Group, and David Jacoby, President, Sales Readiness Group

Companies spend about $20 billion a year on various forms of sales training, but many sales leaders report a low ROI from their sales training initiatives. Join us, along with Ray Makela and David Jacoby from Sales Readiness Group, as they break down the five essential factors to achieve sustainable success from your sales training investment, and how to leverage eLearning to maximize results.

Our Head’s in the (Sales Development) Cloud with SalesLoft CEO Kyle Porter

DiscoverOrg Sales

Sales is a tough job, on that we can all agree. But there are a number of resources emerging to make it significantly smarter, well organized, effective, and dare we say it – enjoyable.

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Top Sales Lessons from #Rainmaker16

Score More Sales

What an amazing two days in Atlanta for Rainmaker16. This was the big event for those working in B2B sales development roles – the sales reps and sales leaders making initial contact with buyers – inbound and outbound. Sales Tips B2B

Social Selling: What the Sales Pros Do Differently

No More Cold Calling

What makes the most influential sellers so successful on social media? Any sales professional who says it’s easy to keep up communication on social networks is either lying or doing it incorrectly. Done right, social selling is a time-consuming task that requires thought and focused effort.