November, 2016

SPIN Selling Mistakes and How to Fix Them

Sales Benchmark Index

Article Sales Strategy buyer alignment Buying process Neil Rackham sales process sales strategy Spin selling

How To 276

Always Keep Moving Forward

Increase Sales

Life is hard. Sales is hard. A clip from a Sylvester Stallone movie sums up what we must do: Credit www.PicJumbo.com. Keep moving forward. How often do we stop being who we are because we are unhappy with our results? How often do we look to blame others for our inability to move forward?

Course 254

How Prospecting is Like Online Dating: 5 Mistakes Online Daters Can Teach Salespeople

DiscoverOrg Sales

Love it or hate it, the fact is that research shows a massive 15% of American adults have tried their hand at online dating. But that doesn’t mean everyone in that group is doing it well. Some of the mistakes they make are cringe-worthy if not downright horror stories.

Top 3 Reasons Why Sales Training Doesn't Change Your Salespeople

Understanding the Sales Force

I get asked this question a lot: "We've tried sales training before and it didn't really change anything. Why didn't it work?". It's a common frustration and often explains why companies try it once and don't go back, or why they use a different company every year.

An Inside Look Into Sales Development Practices in 2018

A peek into the experience and learning of a sales development representative for a first-hand understanding. An organization can benefit from these insights and improvise the working of the sales team accordingly for the new market.

More Trending

Don't Tell Me You Are in Sales.

Increase Sales

Being in sales for over 40 years, I am continually surprised by the SMB salespeople who tell me they are in sales and want to sell. Yet upon questioning, I hear all these self-imposed, self justification excuses as to why they are not achieving their sales goals.

Maslow’s Hierarchy for SDR Teams

DiscoverOrg Sales

In the last year, DiscoverOrg scaled our SDR team from 5 reps to over 20. As a result, I’ve spent most of the last year thinking about how to accomplish that (and do it well), how to keep those reps fed with leads, how to keep them motivated, and how to optimize their process and results.

Did Your Salespeople Grow Up on the Farm?

Anthony Cole Training

You and your salespeople are a product of mom and dad, the people met, the experiences had and the education/knowledge acquired: record collection nature vs nurture product of your backgroun Sales Effectiveness and Improvement Analysis SEIA core values and beliefs

Sales training – more of the same never results in something different

Sales Training Connection

Sales training. If you look back over the last decade, a number of industries have gone through dramatic change. They have changed what they buy, how they buy, and what they are willing to pay for it. The future will produce more of the same with the changes likely to be even more dramatic.

What Is Sales Enablement and Why Should I Care?

Sales enablement is not really a new concept; it has been around for over 10 years. However, understanding the full application of sales enablement is a very different thing.

How to Change a Crappy Sales Compensation Plan to a Better One

Understanding the Sales Force

Image Copyright 123RF Stock Photo. Nearly every company gets to the point where they must realign territories, accounts or roles. While doing that is always challenging, perhaps the biggest issue is how salespeople will respond to the impact this change has on their total compensation.

How to Inject Science Into Your Marketing

Sales Benchmark Index

Marketing Strategy Podcast

Possibly These "R" Words Are Limiting Your Sales Activities?

Increase Sales

Sometimes when we think of one word that begins with a specific letter, suddenly others come quickly to mind. This morning I heard this word, regret, and began to wonder how many other “R” words limit our sales activities. Regret. Regret is a word that hangs over some salespeople.

Blast Off of the Sales Tech Stack: An Interview with Holger Schulze

DiscoverOrg Sales

Holger Schulze is an experienced B2B tech marketer and advisor for SaaS, marketing / sales automation and cybersecurity vendors.

Trends 207

The 7 Things You Need to Know for Effective Sales Forecasting

Find out why waiting for perfection is costing you money.

Habits of Highly Successful Sales Managers

Anthony Cole Training

Successful sales management requires several contributions: sales management managing sales teams sales habits highly successful salespeople

Sales productivity – time to push the more button

Sales Training Connection

Companies spend a tremendous amount of time, money and effort every year to improve the productivity of their sales teams. The intervention strategies range from sales training efforts to coaching initiatives to sales tools to marketing materials.

Funnel 230

Applicant Tracking and Sales Candidate Assessments Fit Like Ducks Take to Water

Understanding the Sales Force

I was reviewing this page which shows the market share for most of the known applicant tracking systems. I was impressed with the analysis and with how much of the market share is held by Taleo. I was also disappointed that there isn't a comprarable study available on sales candidate assessments.

How to Stop Targeting the Wrong Accounts

Sales Benchmark Index

Podcast Sales Strategy Account Segmentation account segmentation data refreshes allocation resources b2b sales icp ideal customer profile prioritize accounts prioritize sales sales strategy

Your Next Sales Coach is a Machine

Speaker: Matt McDarby & Dan Smaida, Managing Directors, Specialized Sales Systems

World-class sales managers have long used creative means to solve for time and distance. In this webinar, you’ll learn how modern sales managers are using new technology plus old-school sales management to develop their people without burning out.

Top Sales Performers Sell What They Have

Increase Sales

An amazing characteristic about all the top sales performers I know is they sell what they have. These high earning salespeople do not attempt to change the buyer’s situation. Imagine for a moment, a woman walking into an upper end clothing store.

Build Your 2017 Pipeline NOW!

Your Sales Management Guru

Now is the Time to Build Your Pipeline for 2017. At this time of year it is not unusual for salespeople and sales managers to simply focused on closing business to achieve their yearly objectives, maximize their compensation plans and unfortunately drain their pipelines.

Putting the Human Back in Sales Conversations

DiscoverOrg Sales

This is second installment detailing DiscoverOrg’s TiLT Sales Development Challenge and it’s 10 core learning modules. Read the first one here. Are you leaving money on the table by not empowering your sales development teams with the ability to connect with prospects?

Happy Thanksgiving

Sales Training Connection

Wishing everyone a Happy Thanksgiving … and for many a long weekend filled with fun, football, and perhaps some shopping

217

Maximizing Sales Training ROI with eLearning

Speaker: Ray Makela, CEO Sales Readiness Group

Companies spend about $20 billion a year on various forms of sales training. Still, many sales leaders report low ROIs from their sales training initiatives. So how can you ensure that your investment in sales training is producing excellent results? Join us for this complimentary webinar as Ray Makela, CEO at the Sales Readiness Group, discusses five essential factors to achieve sustainable success from your sales training investment, and how to leverage eLearning to maximize results.

Have the Promises of Inbound Sales Come to Fruition?

Understanding the Sales Force

Last week, I spoke at Inbound , where 19,000 people attended this sold-out event in Boston. Ironically, I spoke to a crowd that wanted to learn how to be more effective at engaging prospects by phone and converting those conversations to meetings. Why is it ironic?

Achieve a 5-10x Impact with A-Player Sales Talent

Sales Benchmark Index

On this week’s SBI Insider Video Podcast we discuss the topic of developing an A-Player profile for revenue producing roles. The A-Player profile becomes the foundation for how you source, assess, hire, onboard, develop and create a succession plan. Joining me.

Be Selective Before You Send that Prospecting LinkedIn Email

Increase Sales

How do you tell a potentially clueless or desperate LinkedIn member? One potential identifier is a prospecting email sent by a professional colleague from over a 1,000 miles away to attend his workshop for executives just like you. Gee, you think he would have known better.

Two Questions to Close a Sale

Inside Sales Training

I was having breakfast with a client in Denver before a training program I was giving, and we were talking about the importance of asking questions and listening.

Found - The Best Sales Learning Methodologies

Speaker: Joe DiDonato, Chief of Staff, Baker Communcations, Inc

Finding the right learning approach for each topic you have to deliver to your learners can seem like a “problem of endless choices.” In this webinar, corporate learning expert, Joe DiDonato, shares how his teams solved these problems, as well as how new educational technology (EdTech) is changing the sales landscape for all of us. He will also tell you what he shared with the Venture Capitalist community on how to pick which EdTech technologies will likely succeed based on educational research. Joe is an engaging storyteller that uses easy-to-understand language, who promises to share what methods succeeded and which methods failed over his long career.

10 Rules You Need to Follow if You Email a Prospect

The Sales Hunter

A few weeks ago, I shared 10 mistakes you can’t afford to make if you use email to prospect, so it’s only right I share with you 10 things you need to do. These are from my new book, High-Profit Prospecting, which people are raving about and I believe you will too when you read […].

Is Your Sales Team HUNTING or Hunting?

Anthony Cole Training

When I was a youngster, I used to go hunting with my dad and my older brother, Ray. I never hunted with my younger brother, Michael, until just a few years ago. But Ray, Dad and I spent many weekday evenings and weekends in the woods.

Sales 173

Great Quotes for Success Found in the Least Likely Place

Understanding the Sales Force

Our son was at his baseball practice last weekend and I saw these great messages on the white board. I couldn't resist snapping some pictures. I didn't expect to see these quotes - meant to inspire teenage boys - but I'm so glad that I did.

Will Adding Headcount Help Me Make My Number?

Sales Benchmark Index

On this week’s SBI Insider Video Podcast we discuss the topic of Sales Headcount Planning. The question we explore is whether “to hire, or not to hire” in order to make your sales number. . Too many reps and you will destroy.

B2B 258

From Sales Enablement to Sales Performance: Moving the Needle on the Metrics That Matter

Speaker: Mike Kunkle, Vice President, Sales Transformation Services, Fast Lane Digital

More than 8 analyst firms, the Association for Talent Development, and the Sales Enablement Society have all defined “sales enablement” – each slightly differently. In hundreds of organizations, the sales enablement function is run differently, with a different focus, responsibilities, and initiatives. To make matters worse, according to a 2017 study by CSO Insights, “Sales enablement is a growing trend, but sales performance is not improving. Clearly, something is missing.” What’s missing is a clear focus on driving measurable improvement in sales performance and the expertise required to truly move the needle on the metrics that matter. Want to step up, separate yourself from the pack, and maximize your company’s investment in Sales Enablement? Then join sales transformation expert Mike Kunkle for this webinar (where your questions are welcomed and expected!)