January, 2019

Yes, Gender is a Factor in B2B Buying Decisions: Selling to Men and to Women

DiscoverOrg Sales

Are there differences selling to men and women in a B2B sales process? That was the question we set out to discover. My husband and I are avid remodelers, which means I’ve spent a lot (A LOT) of time at Home Depot and Lowe’s over the last 15 years.

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Would you like to buy some Girl Scout Cookies? I did!

Jeffrey Gitomer

Paula Kearney just spent the weekend selling door to door. She made more than 150 sales. Paula is 7. Paula's success has her so pumped to sell more, her parents have to dampen her enthusiasm with the reality of homework, school, household chores and bedtime.

The Science of Strategy – What Steve Jobs and I Have in Common

Bernadette McClelland

Strategy is one of those words that, to a right brain creative like me, every now and then sends ‘this does not compute’ messages through the brain. Not dissimilar to a strategist hearing words such as ‘creativity’, I guess.

How to Be a Memorable Salesperson: Part 1

Connect2Sell

What does it mean to be memorable? sales strategies sales questions sales process sales effectiveness

How To 324

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.

To Err Is Human

The Pipeline

By Tibor Shanto. I have written in the past about how “ perfection is overrated.” The quicker you realize that the more productive you’ll be. As with many things in sales, it comes down to focus. There is no secret that I am big on execution, but always with the question “To what end?”

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More Trending

5 Components Of A Successful Salesperson’s Belief System

MTD Sales Training

What is a belief system? Wiki would have it described as a mental representation of an attitude oriented toward the likelihood of something being true. I like that concept, because it identifies a model that supports the way someone likes to behave, based on a system that supports those beliefs.

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Are Small Business Owners Salespeople in Disguise?

Jeffrey Gitomer

The success of a small business rests on the owner's ability to sell. Small business owners have about 50 different hats to wear, but sales is the biggest hat an entrepreneur wears. Actually without the sales hat, the other hats are useless.

Crikey, I Shipped It!

Bernadette McClelland

I have always said to my kids, ‘behave yourself because you never know who’s watching’. Like all kids, without fail, they listen to their mum (she says tongue in cheek!). But the point I am making is you never know who is watching you.

How to Be a Memorable Salesperson Part 2: Collaborate With Buyers

Connect2Sell

Being memorable in sales translates into making more sales. This 12-part series on how to be a memorable salesperson includes specific ways you can make yourself stand out to buyers.

Buyer 257

Sales Training Playbook by Lessonl

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

A Critical Mistake In Handle Prospecting Objections

The Pipeline

By Tibor Shanto. People will tell you that the number one reason sellers do not like to prospect, specifically telephone prospecting, is rejection.

Implementing an Advocacy Process as Part of Customer Success

Sales Benchmark Index

Advocacy is on fire! Because harnessing passion from advocates is an authentic way to drive customer intimacy and revenue growth. Research from the Demand Gen Report shared that as much as 84% of buyers seek input from their peers.

How To Set Big, Hairy A * Sales Goals

MTD Sales Training

We’re always told to think big, aim high and challenge ourselves. It can give us motivation and drive to go where we might not have thought we could and achieve things we might not have thought possible.

Don't Dread Cold Calls, Laugh Them Off.

Jeffrey Gitomer

You will no longer dread the dreaded cold call after you read this column several hundred thousand times. There is a fear and dislike many salespeople have when it comes to cold calling.

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.

Friday Five - Better Time Management for Sellers

Score More Sales

We all have the same number of hours in a week – 168, yet some of us get more done than others. Here is a quick look at how to be more productive – share your ideas with us on LinkedIn or Twitter. Sales Productivity profession of sales time management

How to Be a Memorable Salesperson Part 3: Personalize Your Pitch

Connect2Sell

This 12-part series is all about standing out. sales pitch sales effectiveness

How To 251

How to Use the Tech Stack to Displace Competitors

DiscoverOrg Sales

More data = more noise, amirite? More stuff to comb through, more “analysis paralysis,” more time wasted. It’s a comment Brandon Battey hears all the time.

How To 230

Hiring Additional Sales Reps is Not the Only Way to Make Your Number in 2019

Sales Benchmark Index

Entering 2019 your organization has aggressive revenue goals. You are on the hook to deliver a human capital recommendation that can support the aggressive plan.

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 to Write a Winning Direct Mail Sales Letter

Sales and Marketing Management

Author: Warren Fowler Sales teams and marketers focus on digital communication so much that they seem to forget the power of offline promotion channels.

Your Personal Mission Statement. Write it. Live it.

Jeffrey Gitomer

Going places? Have big dreams? The first person to tell is yourself. The first person to convince is yourself. The first person to affirm is yourself. Ken Blanchard in his legendary, "One–Minute Manager," recommends that everyone write their Personal Mission Statement. The results are startling.

2019 Workforce Disruption Prediction - Hiring Non-tech Roles in Tech

Score More Sales

A couple weeks ago, Glassdoor published their 5 Workforce Disruptions to Watch for in 2019 and Beyond.

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13-Part Series: How to Be a Memorable Salesperson

Connect2Sell

There’s no such thing as a natural-born salesperson. sales success sales tricks

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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!

5 Reasons Your Team Doesn’t Know How to Get Referrals

No More Cold Calling

Asking for referrals might be hard, but it pays off big! Ask most anybody for the secret to how to get referrals, and they’ll probably tell you the first step is to simply ask. That might be true, but it’s far easier said than done.

Stop ‘Special’ Pricing and Start Value Pricing

Sales Benchmark Index

All businesses need to prove that their products are valuable; simply declaring it to customers will do little to grow the business. The window to prove your solution is worth the investment and is becoming increasingly brief. If there’s a.

4 Negotiation Strategies to Help Your Sales Process

Sales and Marketing Management

Author: Dean Kaplan As the head of a collections agency, I work with many different kinds of businesses. One thing many businesses with collection issues have in common is that they focus too strongly on making a sale, and not strongly enough on improving their sales process.

8.5 Qualities of a Sales Leader. How Many Have You Got?

Jeffrey Gitomer

Take me to your leader. If you have one. Are you a leader? Do you aspire to be one? Are you a true leader or a leader in name (or title) only? Leadership is the true challenge for the next decade.

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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.

Friday Five – Sales Resources You Can Use - Week 5

Score More Sales

RESOURCE #1. Max Altshuler and Sales Hacker’s Ten Most Important Sales Trends that Will Define 2019 (and Predictions). RESOURCE #2. Sales Development Resources: The updated Tenbound blog , with webinars, nearly 100 podcasts, and more. Get an overview of all the resources in a video by David Dulany.

Size Matters: Digging in to Employee Counts and Social Media Discrepancies

DiscoverOrg Sales

If you work in sales and marketing, I’ll bet you think a company’s employee count on LinkedIn is the absolute best way to determine how many employees work at that company. I’m going to let you in on a little secret: It’s not the best way. I would know.

You’re No Different Than Your Competition

No More Cold Calling

Don’t believe everything you hear about selling in a digital world. You’ve probably heard the often-quoted statistic that says 57 percent of the buying process is complete before a customer talks to a salesperson. Rubbish. Believe that, and you’ll look like everyone else to your buyers.