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

Mr. Inside Sales

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.

Why Conversational AI Is Key to Customer Service in the Customer Experience Era

In today’s hyper-competitive market, every business must become a customer experience-first business. Customer satisfaction has become more important than price or any individual feature. Read the new Tractica whitepaper to learn how important conversational AI is to your CX strategy.

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.

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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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10 Sales Leaders Share their Strategies for Writing Winning Proposals

PandaDoc interviewed 10 CROs and Sales leaders from companies like G2 Crowd, Sales Hacker, and Zendesk about their strategies for winning sales proposals. This eBook contains their insights and actionable takeaways that will give your team a leg up on the competition.

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.

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.

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.

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.

The Path to Journey Management

Speaker: Kerry Bodine and Lindsay Sykes

The practice of journey mapping has reached fever pitch. But your mapping efforts are only effective if the resulting maps help you drive organization change — and then measure the results of your efforts. Join Intouch Insight and Kerry Bodine, CX expert and co-author of Outside In: The Power of Putting Customers at the Center of Your Business, as she shares Bodine & Co.’s latest research on this topic.

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.

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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11 Sales Lessons: What I Learned During My Summer Vacations (Part 1)

Anthony Cole Training

In June, I went on a 7-day fishing trip to Lake McCrae Ontario, Canada with 3 friends of mine. 2 weeks later, Linda and I spent 5 days in Falmouth, Massachusetts and 2 days in Boston. sales lessons successful selling

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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.

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.

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.

Why You Don’t Want a Level Playing Field

The Sales Heretic

People in business often use the cliché, “a level playing field” to express their desire for a fair and equitable marketplace in which to compete. But who the hell really wants that?

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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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

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.

How Committed To Success In SELLING Are Your Sales People?

Anthony Cole Training

In 1975, I was Junior offensive lineman at UConn. On the team that year were a group of seniors that knew that their playing days were pretty much over. Younger players had been recruited and they were starting ahead of them. Those seniors formed a bit of a club – the Coast-to-Coast Club.

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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.

The CRO’s Role in Merging Two Sales Organizations

Sales Benchmark Index

Returning to join our CEO, Matt Sharrers, in The Studio is JD Miller, Chief Revenue Officer for Motus. Previously, JD unpacked his successful transformation of the sales organization at Bravo Solutions. In today’s episode, Matt and JD demonstrate how to integrate.

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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Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

Stop Doing What You’re “Supposed To Do”

John Barrows

Too many of us get stuck going through the motions in life/business/sales and just do what we think we’re supposed to do. I have two examples, one personally and one professionally, that made me stop and think otherwise. First the personal story.

Handling & Overcoming Common Objections in Phone Cold Call Prospecting

Mr. Inside Sales

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.

The WOW Factor. Use it to Land a Big Sale.

Jeffrey Gitomer

WOW is your ability to be different. The WOW factor and your closing ratio have lots in common. If you don't WOW 'em it's likely you won't sell 'em. I went to New York to sell a publisher on a book of my first 100 articles. I used the WOW factor. Closing