March, 2019

Best Time To Prospect?

The Pipeline

By Tibor Shanto. With regularity, most active sales trainers and I get the following question: “When is the best time to prospect?”.

Gatekeepers : Six Things NOT to Do

Mr. Inside Sales

If you’re getting screened out by gatekeepers , then chances are you’re probably causing that screening. Before we get into the things you may be doing to cause them to begin interrogating you, let’s quickly define some terms. First, not all gatekeepers are the same.

The Future of B2B Sales

Sales and Marketing Management

Author: Brad Soper, Andree Radloff and Mark-Daniel Rentschler What will sales divisions look like in the future?

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The Biggest Sin In Sales

John Barrows

Do you know the biggest sin in sales? It’s not to lose a deal. It’s to take too long to lose a deal. You know the ones: they sit in our pipeline or forecast as the 20 percenters and get pushed out month over month over month because we’re “saying there’s a chance.”

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.

Developing strategic referral alliances. WOW!

Jeffrey Gitomer

Are you willing to refer your clients or customers to someone else? Is someone else willing to refer their clients or customers to you? Yes, if there is mutual trust. Here are the prerequisites: You consider yourself the best at what you do. You do a memorable job in making the sale.

More Trending

Look At Objections From A Different Direction

The Pipeline

By Tibor Shanto. I hate objections, and I bet you don’t wake up looking to be rejected first thing in the morning, and then have to work the rest of the day.

The Problem With Assumptions

The Sales Hunter

Do not assume anything! This is easy to say, but sometimes tough to do in the moment. It can seem painless to make an assumption from reading someone’s email, but the real question is what is your assumption, and is it correct? That is where the problem lies.

What are customer service skills?

MTD Sales Training

When you hear the term ‘customer service’, what connotations spring up? Maybe it’s that annoying assistant who won’t leave you alone in a shop? Or that company who never stops cold-calling you?

IF You’re Going to Make Cold Calls, This is How to Do It

John Barrows

“Cold calling” is getting harder and harder to justify these days. Less people are picking up the phone, some executives don’t even have office lines anymore, the layers of gatekeepers are getting thicker and harder to navigate. It’s brutal out there. With all this, I still think cold calling has its place and can be effective IF done right. First, let me be clear on my definition of what successful “cold calling” does and does not look like.

Sales Training Playbook by Lessonl

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

Approach a Referral Right and Reap.

Jeffrey Gitomer

The most coveted prize in selling besides a sale is a referral. How do you approach this person? Everyone tells you to get referrals, no one tells you what to do next. How do you maximize the selling power of this referral? Here are 8.5

As a Product Leader, Are You Regularly Engaging the Sales Team in Product Ideation?

Sales Benchmark Index

A product leader at a recent client of mine expressed a frustration that most product leaders can relate to. His organization had recently invested heavily in developing a new product that targeted a growing segment of the company’s customer base.

Are You Moving Forward or In Circles?

The Pipeline

Share Tweet Share 2. By Tibor Shanto. In every cultural ritual, say like sales, that unfolds over and over, not just for the individuals involved in it day to day, selling and buying, buying and selling, and over again; people tend to see events as they unfold, through their narrow set of filters.

What You Can Do About the Glass Ceiling

No More Cold Calling

Here’s why women are good for the bottom line. When I published “ The Glass Ceiling Hasn’t Shattered Just Yet ” in February 2015, the post sparked more than 80 comments. Many said the same bias exists for immigrants, even those who are extremely qualified and speak English fluently.

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.

The 5 Stages Of The Negotiation Process

MTD Sales Training

The whole negotiation you have with a client or prospect can be successful or not, based on the way you carry it out. Learn how you can turn a negotiation around if it’s not going well by following a strategic process that you can control. .

Every Problem is an Opportunity Waiting for a Solution

The Sales Hunter

View every problem as an opportunity. Instead of looking at what has gone wrong, focus your thinking on the solution. This will move you forward with your customers and make them see you in a different light. You have an opportunity to demonstrate leadership.

The Home Court advantage. Are you using it to make sales?

Jeffrey Gitomer

The average professional sports team wins more than 75% of the games they play on their home court. That's a pretty high winning percentage. If you knew you could win 75% of the prospects you pitched, you'd do it, wouldn't you? YOU CAN! Sales games are no different than sports games.

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Winning Pricing Strategies for a Mature Business

Sales Benchmark Index

Focusing on value provided, you can implement a winning price increase, contrary to what may have been occurring historically. Re-anchoring is the key to a winning pricing strategy – a focus area we will take on as part of developing.

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.

This Scared Me To Death

Jill Konrath

I was standing on a ledge, facing a rock wall. The path at Water Canyon ended there; we couldn't go any higher. Looking down over my right shoulder, I saw a bottomless pit. One that I was supposed to descend. My stomach was churning, my head was spinning. Fear owned my body and I was at its mercy.

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What Saleswomen Do Really, Really Well

No More Cold Calling

Women in sales have a natural advantage. When you think about salespeople, you probably picture men. History and Hollywood have made sure of that. Yet, many saleswomen outperform their male colleagues, and many men have admitted that to me when the other guys were out of earshot.

What Are The Different Types Of Selling?

MTD Sales Training

By different types of sales, we’re referring to the styles that salespeople will adopt when they are with prospects and customers. Either face-to-face or online. Over the years the styles have changed because buyers’ needs have changed. .

Don’t Sell Yourself Short

The Pipeline

By Tibor Shanto. I think it was in Skip Miller’s book that I read that a manager should know how his year will end by the Q1.

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!

Ray Leone eats dessert first. So should you!

Jeffrey Gitomer

"Don't start your presentation until the customer agrees to buy," says Ray Leone. That's power if you can pull it off. The sale is made before the presentation begins if you ask the right questions to qualify and interest the buyer to a point of commitment," he says.

Prevent Your Revenue Desk From Becoming the Discount Approval Board

Sales Benchmark Index

If you follow our Sales Benchmark Index blog, you have read our take on enhancing your Deal Desk to a Revenue Desk in the recent post “What Do You Do When Your Deal Desk Is Failing – Set up a.

6 Foundations for Successful Sales

Sales and Marketing Management

Author: John Harris About five years ago, we established a relationship with Larry Williams, one of the principals in the Williams Leslie Group, to help EnerBank improve sales performance.

Why is Authenticity So Rare Today?

John Barrows

At Salesloft’s Rainmaker conference this year I delivered a workshop, a keynote, and I participated in a panel. In each of these presentations, my focus was on providing as much value as possible to the audience.

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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.

Monday Motivation Video: What Is the Objective of Sales?

The Sales Hunter

It must be to help others see and achieve things they didn’t think were possible. This should be your goal not just in the workplace but in your life every single day. Help your family. Help your friends. Help the stranger that catches your eye while out to lunch.

Focus Your Prospecting Purpose

The Pipeline

By Tibor Shanto. How you think about your pipeline, will drive your approach to ensure it leads to your objectives, which by extension should dictate your actions. Strategy-Planning-Execution. Simple, yet elusive at the same time, most people are good at planning, yet fall short on execution.

I was in the neighborhood and thought.

Jeffrey Gitomer

The "Drop–in" visit. You go to a valued customer without an appointment and say, "I was just around the corner and thought I'd stop by.". Do you do it? Can you successfully pull it off? Will the customer be willing to see you? Or will he be "tied–up, busy or in a meeting?".