July, 2018

The Savvy Sales Pro’s 5-Point Guide to Overcoming Objections

DiscoverOrg Sales

If you’re dealing with an objection, congratulations! You are working with a decision-maker who has some skin in the game, and they’re taking your proposal seriously. That’s exactly where you want to be. A study from Gong.io

Secrets & Techniques of Closing the Sale & Handling Price Objections

Inside Sales Training

Five Hidden Secrets behind the Price Objection. By Mike Brooks, [link]. Learn the top secrets of closing the sale with proven training, techniques, rebuttals, responses and tips of effectively handling and overcoming the most common price objections.

Latest Data Shows Most Salespeople Would be Fired or Arrested if they Worked in Accounting

Understanding the Sales Force

It's summer so they're digging up streets, repaving roads, and repairing bridges. That leads to epic traffic jams, long commutes and tremendous amounts of frustration. And you're late! I've been doing my best impression of the digging, without the paving and repairing. Ten of my last fourteen articles have been based on Objective Management Group's (OMG) data from the evaluations of 1.8 million sales professionals and like the road work, we're gonna dig some more today!

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What Are the Right Metrics to Track for Customer Success?

Sales Benchmark Index

You have oceans of customer data, but how do you turn it into actionable insights that you use to drive your strategy? While long-term, you need to create a data infrastructure where this can be linked, maintained, and reported on.

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

This is How Brilliant Sales Leaders Handle Surprises

Pipeliner

Building a sales organization that is able to respond to “the unexpected” is one of the most challenging roles for leaders to play in today’s environment. Market dynamics are significantly different than in the past where there were greater continuity and relatively less unpredictability. Today it is commonplace to see multiple new technologies shot into markets simultaneously; each ripping market flow with massive disruption.

More Trending

6 Discovery Call Questions To Help You Prioritize Your Pipeline

Sales Hacker

Below are six examples of sales discovery questions you should ask your prospects for an accelerated sales process. In sales, it’s normal to spend hours rehearsing for an upcoming demo and fine-tuning the deck. But when it comes to the discovery call , many of us assume we can wing it.

How to Set Sales Pay Levels in 5 Easy Steps

Xactly

Having worked in consulting for a number of years, the question I get asked most frequently is “how is our pay compared to our direct competitors and to the market?”

Digital Era of Sales Management

Pipeliner

The Digital Era of Sales Management. “If If you’re a leader in today’s world, whether you’re a government leader or a business leader, you have to focus on the fact that this is the biggest technology transition ever. This digital era of sales management will dwarf what’s occurred in the information era and the value of the Internet today.

The Sales Letter Will Work if You Get it Write.

Jeffrey Gitomer

How important is a sales letter/email? Presentation Skills

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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.

16 Ways to Deal with Frustration

The Sales Heretic

The road to success isn’t straight, level, or smooth. There are bumps and potholes. Hills and curves. Dead-ends and detours. And as a result, we all get frustrated from time to time.

Confirming and Controlling Meetings (Specific Technique)

John Barrows

Nothing is more frustrating than prospecting all day long to find that needle-in-the-haystack potential client who finally agrees to schedule a meeting with you only to have them never show up.

Treat yourself to some social selling

Sales 2.0

OK I need to come out of the closet. In the last two posts I did a bunch of math. I wanted to boil down cold calling vs. social selling data so we could do a somewhat fair comparison. Here’s the punchline. Cold calling: 11 hours to get an appointment. Social selling: 3 hours to get an appointment.

What You Can do TODAY to Build Sales Pipeline This Quarter

DiscoverOrg Sales

If you’re singing the Blues after Q2 , it’s time to change your tune. Even if you hit your sales goal, the new quarter is still a great time to take stock of wins and losses … AND start building your pipeline for a quota-crushing Q3. It starts today.

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.

4 Ways to Use Dark Marketing — And Why You Should

Sales and Marketing Management

Author: Jennifer Tomlinson and Alon Leibovich The word “dark” has nefarious connotations, but when it comes to the internet and social media, dark really just means private or anonymous. Dark web and dark social are fairly common, easy-to-understand terms, but what about dark marketing?

Elements of a Cold Call That Can Make Them Hot.

Jeffrey Gitomer

Cold calling is one of the most difficult parts of selling. To be successful at the science of cold calling you must first define the elements, functions and formulas that comprise the call. Then, like all other sciences, experiment (practice) until you have a method that works. Cold Calling

Want to Get Referrals? (Don’t Do This)

No More Cold Calling

Don’t assume your team knows how to ask for referrals. Tim told me his team was “doing referrals.” He figured they knew how to get referrals because he told them to do it. I asked how that approach was working for him. Dead silence. And therein lies the problem. A big problem.

Dear Buyers – It’s OK to Tell a Sales Rep NO

John Barrows

No is actually the second-best answer a sales rep can hear besides the obvious yes. The worst sin in sales is not for a sales rep to lose a deal, it’s to take a long time to lose a deal.

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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 calling math

Sales 2.0

This post is a bit of a continuation from last week’s post. In that post I did some math. The math was about the conversion rates of cold calling based on data I have collected over the last few years from others and my own sales team.

Latest Data - Strong Salespeople Score 375% Better Than Weak Salespeople

Understanding the Sales Force

Some of you might have seen Bryce Harper's incredible last-minute barrage of home runs in the 2018 All-Star game. It's one of the highlights of summer! Today I give you a barrage of my own with three killer videos and a powerful data-packed article.

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In the Age of AI, Training Is More Critical Than Ever

Sales and Marketing Management

Author: Erik Charles When sales professionals look at artificial intelligence (AI), what do they see? If they’re technology-averse, they might see a threat to their jobs. If they are big fans of technology, they might see a silver bullet that instantly boosts their results.

Learn to listen in two words.Shut up!

Jeffrey Gitomer

It's amazing how much you can learn by just keeping quiet. People think you're smarter if you're quiet. When you keep quiet, people will often ask if everything's OK. Listening

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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.

Do I Really Need Another Rep?

Sales Benchmark Index

I need quick growth. My current reps are good, but coverage is unsaturated. . Shouldn’t I just add another headcount? Isn’t that the quickest route to revenue? Add another rep, drop them into a territory? My on boarding process takes a.

Continuous Improvement

John Barrows

I’m usually a big fan of avoiding my weaknesses and playing to my strengths. At the end of the day, my weaknesses are my weaknesses for a reason and it’s mainly because I don’t like doing them.

Cold calling math

Sales 2.0

Today’s post is going to include a few numbers. I’ve actually gone a step further than I’ve gone before in this post and boiled everything down to time, which is the “ultimate currency” for us humans.

Handling & Overcoming Common Objections in Phone Cold Call Prospecting

Inside Sales Training

Avoid Rejection While Prospecting with this One Technique. By Mike Brooks, [link]. Discover sales training with best tips, rebuttal techniques and responses on how to go about handling and overcoming most common objections in phone cold call prospecting.

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 Optimize Your Messenger Chatbot and Make Sales a Breeze

Sales and Marketing Management

Author: Patrick Foster Using Facebook Messenger as a sales channel has become an incredibly popular option recently, and for good reason.

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The 30-Second Personal Commercial - How to Write It

Jeffrey Gitomer

When you go to a business meeting or are networking in general, you are on the lookout for contacts and prospects. Presentation Skills

Get Your Sales Staff into the Field

Sales Benchmark Index

As a leader of Sales Operations or Sales Enablement, how many times have you heard your sales teams say: “You all have no clue what we go through in the field!” ” This is a common theme in any company that sells a.