December, 2018

You Don’t Know Isaac, but I Won’t Forget Him

No More Cold Calling

We need to speak up when people do the right thing. Whether you’re watching the news or perusing social media, you’ll see plenty of stories about people behaving badly, selfishly, or rudely.

I gotta question for ya

Bernadette McClelland

Hello there! With the New Year about to kick off again we may do one, or both, of two things. We may reflect on the year just gone or project on the year ahead.

The Best Event Sales Trick No One Is Talking About

Sales and Marketing Management

Author: Eugene Eaton Digital technologies enable sales reps to reach the global audiences almost instantly, but they eliminated that much-needed human factor from the sales process. This is why live events still play a major role in today’s business.

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The Not So Secret Way to Crush Your Numbers

Steven Rosen

The Not So Secret Way to Crush Your Numbers. Earlier this year I published an article titled 5 Ways to Create a Successful Sales Coaching Program.

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Why Conversational AI Is Key to Customer Service in the Customer Experience Era

In today’s hyper-competitive market, every business must become a customer experience-first business. Customer satisfaction has become more important than price or any individual feature. Read the new Tractica white paper to learn how important conversational AI is to your CX strategy.

6 Ways to Align BDRs

Sales Benchmark Index

I often meet with clients who tell me that the relationship between their Business Development Representatives and their quota-carrying sales reps (inside and out) is discouraging. I recently sat in on a meeting where the mistrust, finger-pointing and lack of.

More Trending

Friday Five - Desire and Commitment - Week 2

Score More Sales

Here are 3 tips, 1 quote, and 1 resource to end your week. Hiring tip #1: Does your sales rep / BDR / SDR candidate have the DESIRE & the COMMITMENT necessary to succeed? Hiring tip #2 : Is your sales rep / BDR / SDR candidate TRAINABLE & COACHABLE - they are not the same!

Should B2B Sales Be A Licensed Profession?

The Pipeline

By Tibor Shanto. There is a lot discussed about how sales and selling has changed over the years, be it the tech around sales, social attitudes changing what is acceptable and what no longer works due to many factors.

The Top 10 Sales Articles of 2018

Understanding the Sales Force

Many of us love traditions, some of us have rituals or superstitions and most of us find comfort in a routine. Routines are familiar, we don't have to think about it, and it's predictable. In December I have two traditions with my Blog.

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SALES MANAGERS ARE STRUGGLING

Steven Rosen

I have said it before and I will say it again – SALES MANAGERS ARE STRUGGLING! Only 10-20% of Sales Managers are Crushing It! The rest are struggling to make their sales numbers. They find themselves overwhelmed, overstressed and lacking the tools and training to be the best they can 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.

How Top CMOs Determine Where to Spend

Sales Benchmark Index

As a leading CMO, you’ve integrated digital channels into your marketing channel spend to align with how your personas or buyers want to get information. You’ve started measuring the effectiveness of these now institutionalized channels through ROI (Return on Investment).

Why Aren’t You Using More Tie Downs & Trial Closes?

Mr. Inside Sales

I don’t know why tie downs aren’t used more by sales reps selling over the phone. I was listening to an experienced rep the other day just pitch and ad-lib to a good prospect, and at the end of the call, she had no idea about the prospect’s level of interest, nor did she qualify the prospect.

Friday Five - Hiring for Sales Roles

Score More Sales

Here are 3 tips, 1 quote, and 1 resource to end your week. Hiring tip #1: If you are looking to hire more women on your sales team, hold an event at your offices quarterly (or twice a year) and get the Women Sales Pros guide on how to do it to widen your recruitment pipeline.

How To Increase Your Value To Clients Without Dropping Your Price

MTD Sales Training

When someone says “That’s good value!” what do they mean? Well, there are a number of ways of interpreting value and it can mean different things to different people. For some of your customers, it could mean the actual price they are considering paying.

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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.

Why are Half of All Sales Reps Still Missing Quota in a Booming US Economy?

Understanding the Sales Force

Around this time ten years ago, the US economy was famously tanking. I remember it well as revenue at Objective Management Group dropped by more than 30%, almost overnight.

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“Are You Experienced?”

The Pipeline

By Tibor Shanto. There a lot of things we want to know about our buyer, role in the company, role in the decision, experience in the industry and their functional role.

What Is the Connection Between Setting a Product Vision and Revenue Growth?

Sales Benchmark Index

You’re 6 months out from the launch of an exciting new product, and your CEO wants to talk about it. As Product leader, you’ve been planning this launch over the last 6 months, and everything is right on schedule.

My Most Memorable Gift

The Sales Heretic

I enjoy giving gifts. And I enjoy receiving gifts. It’s not my primary Love Language (that would be Physical Touch), but I definitely feel cared about when I receive a gift from someone. Over the course of my life, I’ve been blessed to receive a lot of gifts from a lot of people. One present [.]. Sales business client client appreciation customer appreciation discount emotions gifts giving price

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In the Race to Win More Customers, Sales Needs Digital Transformation

Salesforce users were surveyed about the forces shaping today's workplace. Discover the results and why investments in digital transformation and automation are pushing sales teams ahead.

What to Call Women in the Business Workplace

Score More Sales

I have spent an entire career in sales since my early 20’s being called a guy. Filling out forms that said “Salesman Number”. Being invited to sales incentive and award events at cigar bars. sales leadership B2B

Put Your Shoes On! Plus 12 Other Tips to Do Travel Right

John Barrows

Last week I spent 40 hours on planes flying to India and back. Each year I log over 250,000 miles in the air, and with 25 training days booked in January and February 2019 will be no different.

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How Getting Feedback and Making Adjustments are the Keys to Sales Improvement

Understanding the Sales Force

Becoming a great at selling - or anything else for that matter - is about making adjustments. In order to make an adjustment you need feedback - something you see, hear or feel that informs your ability to adjust. Take Baseball for example.

What Is Your Personal OS Platform – Faith, Fear or Fragility?

Bernadette McClelland

Faith is a winner’s game. Fear is a survival game. Fragility is a losing game. Winners, high achievers, go-getters. Have more than belief. They have faith. A knowing … that everything will be OK. That taking both leaps and baby steps.

Sales Training Playbook by Lessonl

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

Resolving the Customer Success Tension

Sales Benchmark Index

Dave Moore is the SVP of Sales for Businessolver a leading provider of benefits administration, technology, and services. In a phrase, they help organizations manage their healthcare spend as it relates to employee benefits. Tune in to hear more from Dave on the.

The Best Goal Setting Technique

Mr. Inside Sales

Happy New Year! If you’re like most people, then you’ve got a lot of goals in a lot of areas, don’t you? If you are feeling overwhelmed with all you’re going to accomplish, you may be wondering where you’re going to get the time to do them all.

Friday Five – Ready for 2019? - Week 4

Score More Sales

It is hard to believe that the new year is about to look right at us. Some in sales roles are pleased they hit quota this year and others (more than 57%) presumably did NOT make quota this year. No matter which camp you are in, January 1 brings a new quarter for all and a new year for most.

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4 Quick Tips For The Up & Coming Sales Manager

MTD Sales Training

Very often, we see top quality salespeople made up to be sales manager and expected to deliver immediate success, as if they already have the necessary skills to succeed in that role.

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.

What Does Your Price Say About You?

The Sales Heretic

Payless—the discount shoe retailer—recently pulled off a brilliant stunt: they sold fake designer shoes at a fake designer store. And the ruse carries lessons for anyone in sales and marketing. Payless took over a former Armani store in a mall in Santa Monica, California, and named it “Palessi.” (I

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Put On Your Game Face and Talk Sporty To Me

Bernadette McClelland

If you’re wondering… then, yes, this is me getting my game face on and yes, I am wearing an authentic Super Bowl ring.

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Is the Pricing for Your SaaS Offering Too Complex?

Sales Benchmark Index

So you are moving to SaaS pricing structure and you have an idea of where to begin. How do you package? How do you bundle? Will you charge by usage? Will you charge by user? I can tell you that.