February, 2019

How to Adapt to the Well-Educated Modern Buyer

Sales and Marketing Management

Author: Kelly Bosetti Salespeople once played a significant role in educating buyers about their options and helping them come to a decision regarding a product or service, but times are changing.

Move The Close Date – Not The Open Date

The Pipeline

By Tibor Shanto. Salespeople are preoccupied with closing; makes sense, that seems to be where the pay-off is for everyone, at times even the prospect. However, the biggest challenge most sales organizations have is not closing but opening.

How To Handle A Client That Wants A Bigger Discount

MTD Sales Training

There are many times when a sale can stall in its progress and there are many reasons for it occurring. One of the most common is the issue of price, where a prospect has not yet seen the value of paying the price for your products or services. Why does this happen?

The Secret of What Creates a Positive Mindset

Jeffrey Gitomer

From Mindful to Mindset, Part 2. MINDSET is preceded by MINDFUL. Mindful, or self-mindfulness, is the first, and most important step to your mindset. Positive outcomes start with MINDFULNESS, not MINDSET.

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.

A Sales Enablement Tool for the CEO

Sales Benchmark Index

Tools 273

More Trending

Set Yourself Up for Successful Prospecting: Truths 41-50

The Sales Hunter

Sales is not a destination; sales is a journey of continual learning. Throughout my many years of selling, I have been constantly gaining new insights and ideas. The discussion continues about whether sales is an art or a science.

A Conversation with SalesLoft CEO, Kyle Porter

John Barrows

I couldn’t be more excited for SalesLoft’s upcoming Rainmaker19 conference held in Atlanta on March 11-13th. This is one of my favorite conferences of the year put on by one of my favorite companies.

Follow These 5 Steps When Preparing For A Sales Meeting

MTD Sales Training

Having achieved the goal of setting a sales meeting with a customer or prospect, what would be the best way to ensure, as much as possible, its success? Follow these five ideas in order to make sure you are fully prepared and confident when approaching the meeting: 1) Have a clear purpose.

The Secret Code to Mastering Mindset

Jeffrey Gitomer

From Mindful to Mindset, Part 1. The personal development buzzword for the last decade or so has been MINDSET. Here’s a bit of history and explanation…. NAPOLEON HILL is the grandfather of MINDSET.

Sales Training Playbook by Lessonl

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

Why You Can’t Get Your Reps to Sell the New Products: The Importance of a Sales Enablement Plan

Sales Benchmark Index

How to Be a Memorable Salesperson Part 7: Encourage Your Buyers

Connect2Sell

Now that we’re more than halfway through this CONNECT2Sell series on how to become a more memorable as a seller, be sure to go back and catch up on any posts you’ve missed. We’re covering 12 different ways you can make a lasting impression with buyers.

Buyer 233

Friday Five - Professional Development

Score More Sales

Resource #1. Modern Sales Pros virtual Google group and in-person meetings. They are totally focused on peer knowledge sharing and whether virtual or in-person, you’ll learn from them. Professional Development

Google 230

How I Made the Mental Shift with Social Selling

John Barrows

As a GenXer, when Social Selling hit the sales scene I thought it was a joke and yet another thing I was supposed to do to be successful in sales. Fantastic, add it to the list. The whole idea of tweeting and posting sounded and felt ridiculous to me.

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 Forgetting Curve Has a Cure

No More Cold Calling

What do you remember from your last training? The way we’ve been learning is all wrong. Remember cramming for tests? I do, and while I usually did well on my exams, I didn’t retain much of anything.

What Is Sales?

The Sales Hunter

Sales leadership is nothing more than interacting with others to make a positive impact. We can break it down even further and say that sales leadership is just people connecting with people. Sales and leadership are one and the same. Sales is only as complicated as we want to make it.

B2C 214

Should Your Field Marketing Team Own a Number?

Sales Benchmark Index

Pick five non-marketing employees at random, and ask them what value your field marketing team brings to your organization. If you’re reluctant to do this exercise, it’s likely because you want to avoid blank stares and wild guesses that humble you.

When was the last time you changed your sales process?

MTD Sales Training

Sales is a complicated, never-ending process of building relationships with prospects, building trust, answering questions, and moving the whole procedure through to the commitment stage.

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.

Friday Five - Attitude for Success

Score More Sales

Positive and negative information is handled in different parts of our brains. Anything with a negative emotion tends to involve more thinking and this information is processed more heavily in our brain than positives. boost sales accountability

Mission Impossible: Making Hard Choices as a First-time CMO (Part 2)

DiscoverOrg Sales

Fear isn’t a luxury the CMO can afford. Neither is hesitation. Today’s CMO position – “ a minefield where many talented executives fail ” – requires the courage of conviction to survive. If you’re a first-time CMO, this goes double.

Survey 204

Without Call-Backs, Your Lead Gen Is Dead in the Water

No More Cold Calling

Here’s how to generate leads and get call-backs. Has selling really changed in the last decade? Well, sure.

Make Your Sales Force Your Loyalty Program

Sales and Marketing Management

Author: John Larson A few weeks ago I was having lunch with a friend, a successful executive who has run large sales organizations for three different companies. She is a forceful executive with clear ideas of how “things should be done.”

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!

Building an Accurate Business Model is the Key to Ensuring Product Launch Success

Sales Benchmark Index

So, you have a new product investment you are excited about. How do you ensure that your idea holds up to leadership scrutiny, and has a big enough ROI to be considered a success? Understanding and building a business model.

ROI 251

Monday Motivation Video: Celebrate Success!

The Sales Hunter

Look back at all that you accomplished last week. Take a moment to celebrate your successes! Don’t dwell on your failures. Keep your mind focused on the good and positive. This will give you the jumpstart you need to be successful this week!

How to Be a Memorable Salesperson Part 4: Be a Giver

Connect2Sell

When it’s time to buy, a buyer will reach out to a seller who left a memorable impression. No one likes to start from scratch and take a chance. No one likes to go through the vetting process of talking to multiple sellers (and then dodging their follow-up calls for months).

So It’s Your First Day as the CMO…

DiscoverOrg Sales

First days can be stressful. Especially if you’ve just been promoted to Chief Marketing Officer. Extending far beyond traditional marketing tactics, today’s CMO shoulders vast and complex responsibilities that now span technology, analytics, revenue and—above all—measurable impact.

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.

There’s a Difference Between Being Alone and Being Lonely

No More Cold Calling

“Imagination is the highest form of research.” Albert Einstein. Ever have a good idea pop into your head, seemingly out of nowhere?

Is Your Current Sales Opportunity Real?

Anthony Cole Training

In this article, we discuss and identify the three main reasons why salespeople get duped into believing a specific opportunity will close and why some deals are not worth chasing. They are: Weak pipeline. Failure to ask tough questions. Afraid to pull the plug.

Does Your Resource Plan Start at the C-Suite?

Sales Benchmark Index

“Strategy is simply resource allocation. When you strip away all the noise, that’s what it comes down to.” ” – Jack Welch. As the CEO, your job is to execute against your corporate strategy. To do this, you must align your resources.