November, 2018

What Is the Role of Sales in the Customer Buying Experience?

Connect2Sell

You can’t close a sale until you open and nurture a relationship with a buyer. You have to demonstrate value that is personal, meaningful, and relevant to the buyer. Sales does the work to open, nurture, and communicate value. Without this work, it’s hard to create a great customer buying experience.

Show, Don’t Tell: 5 Effective Ways to Coach Your Sales Team

Sales and Marketing Management

Author: Matthew Sunshine If you’re a sales manager, you know this to be true: Having that tough conversation with a salesperson who isn’t meeting goals is never fun. Telling people they’re not meeting expectations and inspiring them to turn things around isn’t easy.

How To Survive The Great January Sales Talent Exodus

Sales Benchmark Index

Eleven Things You Should Never Say In a Presentation

The Sales Heretic

Crafting a great presentation is like navigating a minefield: In order to achieve your goal, you have to avoid all the potential missteps along the way. And like a minefield, we often don’t know where those missteps are, because typically we’ve never been taught how to create effective presentations.

How To 289

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

Two Killer Questions to Open & 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.

5 Voicemail Tactics to Get More Callbacks

John Barrows

Reps always ask me whether or not they should even leave voicemails anymore since they almost never get a callback. My response is yes – as long as they are good ones. If you’re leaving ‘touching base’ and ‘checking in’ voicemails then I would not to waste the prospect’s time.

More Trending

A Means to an End

The Pipeline

By Tibor Shanto. One of the most stressful moments for most salespeople comes at the point when they have to decide whether or not to go around someone they have been dealing with to that point, be they client or prospect.

The Wrong Salespeople are Hired 77% of the Time

Understanding the Sales Force

94% of sales managers are optimistic about their salespeople. That's a very surprising statistic for a couple of reasons: 50% or more of their salespeople won't hit their quotas this year and haven't since at least 2008.

Quota 240

Nine Holiday Networking Strategies

The Sales Heretic

The holidays are officially upon us. Judging by the ads, store displays, and TV listings, Christmas now apparently starts on November 1.)

Leading Indicators of Sales Performance You Can’t Afford Not To Track

Sales Benchmark Index

The average lifespan of a Revenue Leader is less than two-years. Most of the time the Leader’s departure is related to poor revenue performance or inadequate return on Sales & Marketing dollars. In the following article, we will outline.

Leads 218

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.

Want to Know Which Deals Will Close by End of Year? Do This Right Now.

John Barrows

I’m getting a lot of questions from reps right now about what they can do to make sure the deals in their pipeline will close by the end of the year or how they can create urgency to get them to close.

How to be great at sales and still get sacked

Sales 2.0

This is one I’ve seen several times over my (getting long) career. Someone is one of the top performers in a sales team and they still get sacked. How is this possible? The trick is be super customer-focused and take the opposite approach when dealing with people in your own company.

How To 238

Buyers Don’t Have To Take Your Call

The Pipeline

By Tibor Shanto. Truer words were never said, right, but that does not stop the tears for those who live it every day and struggle to engage with enough opportunities to drive their pipeline and results.

Buyer 219

Would Henry Ford be Able to Sell Cars Today?

Understanding the Sales Force

Cars were in the news this week when GM announced they were closing plants in the USA and President Trump pushed back. So it got me wondering. Dave Kurlan Consultative Selling sales process

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.

Do Words Make a Difference for Women in Sales?

No More Cold Calling

Watch what you say, and do what you say. . “I I want you to know it hasn’t gone unnoticed that there are no women on our sales team.” That comment came from the CEO of a fast-growing software company. Not only were there no women, but the sales team was all white men of a certain age.

How Badly Do You Want Others to Succeed?

The Sales Heretic

I’m going to talk about basketball for a moment, so if you’re not a basketball fan—or a sports fan in general—just bear with me. The point I want to make is important, and it will help you boost your organization’s sales and performance.

Sports 229

Free Sales Training: 6 of My Favorite Sales Tips

John Barrows

There is no shortage of free sales training resources out there. Today there are more videos on YouTube than you could watch in your lifetime and more books on Amazon or Audible than you could ever get through even if you read one a day.

7 Questions to Build Rapport in Sales

Sales and Marketing Management

Author: Mike Schultz, President, RAIN Group Before buyers will open up to you about their needs and desires, they have to first be comfortable with you. Comfort (and trust) begin with rapport. Building rapport is sometimes dismissed as a ploy to make a superficial connection with a buyer.

How to Successfully Coach Your Sales Team to Drive Efficiency

Speaker: Steve Benson, Founder and CEO, Badger Maps

A great sales team starts with a manager who’s a great coach. To stay competitive in today’s market, you need to implement a formal coaching approach that is aligned with your buyer’s journey and internal processes to drive results. Fortunately, Steve Benson is here to help you become that great coach.

Social Selling Suicide!

The Pipeline

By Tibor Shanto. I know you may think I have the title wrong, but I mean it, it seems social selling is dying and just stinking out the neighborhood. I have read my share of “cold calling is dead” articles, and what made them amusing is that they were all emotion based.

Speed Limits, the Flow of Traffic, and Sales Pipelines

Understanding the Sales Force

I don't get stressed anymore when I'm driving. All it took was for me to not exceed the speed limit.

Sales Operations Is the Missing Link in Creating a World-Class Coverage Plan

Sales Benchmark Index

Sales operation needs to be in lock-step with your sales leader on your coverage plan exercise? Many sales operations leaders are stuck in tactical and daily activities. How can you elevate your sales operations team to think strategically? Sales operations.

Four Proven Responses to: “We’re all set”

Inside Sales Training

Many sales reps still have trouble handling the initial resistance statement: “We’re all set,” or “We already have a dealer/supplier/vendor for that.”. If you struggle, too, then you’ll love the proven response below.

Togetherness: Achieving Sales and Marketing Alignment

Speaker: Jeff Davis, Founder, jd2 Consulting Group

Jeff Davis is here to help you think differently about how Sales and Marketing should interact. With increased scrutiny for marketing to prove ROI on their activities and it becoming increasingly hard for B2B salespeople to even get in front of customers, the old way of doing business is no longer an option. This webinar will use evidence-based research and empirical knowledge to propose real-world strategies that work.

How to Start a Sales Conversation that Appeals to Buyers

Connect2Sell

You’d like to open the sale. You’d like to appeal to the prospect so they’ll take your call. Here are five examples of how NOT to start a sales conversation : sales conversations stop selling & start leading DISCOVER Questions™ cold calling

Are You Being Too Accommodating to Your Customers?

The Sales Heretic

You’d be hard-pressed to find a bigger advocate of good customer service than yours truly. I have long argued that sales is service and service is sales.

How to Actually Scale Your Referral Business

No More Cold Calling

If you think referrals don’t scale, you’re just doing it wrong. Sales leaders often tell me that referral leads are their most qualified, most convertible leads. Then in the next breath, they tell me referral business doesn’t scale.

Pitch Perfect: Selling into Human Resources (HR)

DiscoverOrg Sales

A candid interview with Jill Konrath and David Kingsley, Chief People Officer at Vlocity (via Salesforce and Mulesoft). Workplace services. Compensation. Recruitment. New employee orientation. Human Resources owns a growing piece of the budget pie – but how do you break in?

Staying Relevant in Sales as AI and Technology Continue to Take Over

Speaker: John Barrows, CEO, JBarrows Sales Training

As technology and AI advance, and as companies and reps continue to look for technical solutions to increase efficiency throughout the sales process, the human element of sales is being lost.The question we need to ask ourselves is – what can we do that a computer can’t? The answer lies in context; if we as sales professionals are not adding any context to our content, then we bring no additional value to what marketing and technology are already doing. Learn about the importance of context, and where and how to add it throughout the sales process!

How to Minimize Risk and Conflict in Your Sales Channels

Sales Benchmark Index

Channel conflict occurs when companies try to reach end customers through multiple routes forcing components of the sales ecosystem to compete against each other rather than working together. It is inherently wasteful and can be lethal to customer experience, sales.

How to Write a Compelling Media Kit That Sells

Sales and Marketing Management

Author: Josh Carlyle Since you’re representing a brand, you need to market yourself to your audience and potential clients. This is not an easy task, but if successful, it can lead to a profitable, long-term collaboration with the best partners.

Media 273

How to Do a Sales Presentation That Builds Buyer Desire

Connect2Sell

Ho-hum demos, capabilities presentations, proposals and dog-and-pony shows don’t make the sale. sales presentation buyer alignment

Buyer 198

How To Map Out Your Buyer’s Journey Pre & Post-Sale

MTD Sales Training

Here’s a question to get you thinking: What do you need to do today, tomorrow and next week that would have the biggest impact on your business growth? It’s a far-reaching question that determines how and where you should be spending your valuable time.

Buyer 188

7 Must-Have Automated Documents for Sales Success

Companies are increasingly implementing technology to bring efficiency to their workforce. Data accessibility aside, teams continuously struggle with manual processes for document generation. Learn why automating your documents is key to sales success.