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

Two Killer Questions to Open & Close a Sale

Mr. Inside Sales

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.

How to Level Up Your Marketing Strategy with Video

Building brand awareness and acquiring customers is never easy, but how can you improve your marketing strategy with limited resources? Vidyard has you covered with their 3-in-1 guide on how to use video across your marketing efforts without breaking the bank.

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.

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More Trending

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.

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.

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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.

Humans and Bots: How to blend human skills and AI to build customer intimacy and drive growth

Speaker: Claire Beatty, Editorial Director - Asia, MIT Technology Review Insights

Join Genesys for this webinar to learn how leading companies are using blended AI to drive customer intimacy and revenue growth.

8 Ways to Use BASHO Emails in Cold Email Outreach – With Examples

DiscoverOrg Sales

Basho emails aren’t just alive and well – they’re thriving. They’re a critical part of personalized prospecting and account-based strategy. But to crush cold email outreach, you have to do it right.

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.

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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.

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

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

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.

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.

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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.

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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

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.

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.

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.

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.

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

Mr. Inside Sales

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.

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.

How To Articulate Your Value Proposition In 5 Minutes Flat

MTD Sales Training

What’s most important to your prospects? When we ask this question, many salespeople we train will answer “to save money!”. And, while that’s often the main topic of conversation, it rarely transpires as the REAL criteria prospects use to make a decision to go with you.

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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.

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?

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.

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.

When to Pivot from an Indirect to Direct Sales Model

Sales Benchmark Index

A indirect selling model has plenty of benefits. Startup companies generally leverage channel partners to get instant scale without inheriting fixed cost. Hiring a direct sales team is expensive. A fledgling company looking for additional capital to bring on headcount.

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

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How To Find Out Why Your Client Is Leaving

MTD Sales Training