April, 2019

How Not to Close End of Quarter Deals

John Barrows

For many of us, April marks the start of a new quarter, fresh targets and quota and new opportunities to focus on. Sometimes you hit your quarterly number with weeks to spare, other times you’re pushing in any deal you can to Make It Happen by the end of that third month.

How the Rubber Band Sabotages Sales Performance

Understanding the Sales Force

I have written many articles about Sales DNA, the combination of strengths that support sales process, sales strategy and sales tactics; or, when it appears as a weakness and sabotages ones ability to execute. Dave Kurlan sales weaknesses Sales DNA

Why Flexible Slides are the Key to Conversational Sales

Jill Konrath

Recently I interviewed Luke Goetting, Director of Puffingston Presentations for an Engaging Presentations video series I did with Prezi. His expertise is in "transforming stale business presentations into visually engaging stories." That's why I asked him to share his thinking with you.

The Future of Sales Enablement in the Tech Sector

Sales Benchmark Index

Customer centricity and stiff competition in the tech industry are changing how sales enablement operate. Teams need to focus on sales reps solving customer challenges instead of simply selling products and services. Sell Solutions Instead of Products. Traditional sales enablement motions are.

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.

10 Reasons Why I Love Sales

The Sales Hunter

Not many people dream of having a career in sales. Let’s be real here: sales was probably not your first choice. For many of you, although afraid to admit, sales wasn’t even your second, third or fourth choice.

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More Trending

LinkedIn Voice Messages

John Barrows

You may have heard about the benefits of LinkedIn voice messages. Many sales reps, including Morgan, are using them with great success. Of the 125 Morgan has sent, he’s seen 50 responses and booked 25 meetings. That’s a 40% response rate, and 20% success rate in getting next steps.

Generating Leads at Trade Shows: The A-Z Guide for 2019

DiscoverOrg Sales

The average marketing department spends a LOT of money on trade shows and events – to the tune of 32% ?f f their entire budget.

Is This Mental Trap Making It Harder for You to Close Deals?

Jill Konrath

The first time I heard the call-in radio interview with the "deer crossing lady," I couldn't believe it. Tears of laughter were streaming down my face. The more she talked, the worse (or perhaps better) it got. Working Smarter

Why CMOs Need to Resist the Onslaught of the Trivial

Sales Benchmark Index

Your job description probably reads something like “generate revenue by increasing sales through successful marketing for the entire organization, using market research, pricing, product marketing, communications, advertising and public relations.”

Sales Training Playbook by Lessonl

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

Creating a Habit for Success

Anthony Cole Training

In sales, it is critical for a producer to develop behaviors for success and systems to support those behaviors. But often times, salespeople struggle and settle for the results they get because they don’t know how to adapt.

Why Hold A Grudge?

The Pipeline

By Tibor Shanto. The start of any quarter is an opportunity to step back take stock and recommit to your success.

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What Is Active Listening And How Can We Improve It?

MTD Sales Training

What exactly is ‘active listening’ and why can it be so difficult at times? As the term suggests, active listening skills can be developed, as it is a skill. Like any skill, it can improve with practice. But we have to see the benefits of active listening in order for us to take it seriously.

Weekly Sales Management Tip #15: You Can Never Over-Communicate

Steven Rosen

During a cycle of change, you need to clearly and concisely communicate where the organization is heading to help your salespeople understand the future. What does the new structure look like? What are the new roles and responsibilities of the team members? Discuss the rationale for the change.

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.

How I knew I was going to lose a $200k deal

John Barrows

There are a bunch of key indicators that happen throughout the buying/selling process that help us understand the true ‘health’ of any opportunity we’re working on and whether we’re in a good or bad position to win the deal.

Unlocking Cross-Sell and Upsell Potential by Activating the Product Team

Sales Benchmark Index

The role of a Product Leader is dynamic. Listening to the market, monitoring competitors and developing new products are core responsibilities. They set the organization up for growth. Yet, one of the lesser associated responsibilities of a Product Leader is translating.

7 Rules of the (Prospecting) Road

Anthony Cole Training

There are a certain number of rules that must be followed when it comes to prospecting in sales.

Environmentally Friendly Prospecting

The Pipeline

By Tibor Shanto. No, I am not going to talk about green selling or climate change, not even sales change. The focus here is the actual environment of the buyer or environments. Environmentally friendly prospecting is about understanding and leveraging your mutual settings and events.

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.

The 4 Most Common Buyer Types (And How To Sell To Them!)

MTD Sales Training

One feature of modern, relationship-selling is that we need to understand about peoples’ preferred buying behaviour if we are to sell to more of them. It is a fact that people buy differently. They can be known as ‘buyer types’. Some people prefer to buy quickly, others slowly.

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Sales Leadership and the Questions You Ask

The Sales Hunter

How well do your questions push the customer’s thinking? Sales leadership is about the customer seeing you differently than every other salesperson. If all you do is ask the basic questions that they’ve already been asked a thousand times, how will you stand out?

Top 7 Sales Books for Sellers of SaaS – for Spring Break 2019

DiscoverOrg Sales

Spring break means vacation – and vacation means plenty of down time to catch up on reading! So order the margarita, stroll down to the beach, and grab a book for a little beach reading. What will it be?

Sales Strategy: 2 Ways to Determine if You’re Already Behind on Your 2012 Sales Plan

Sales Benchmark Index

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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!

Enough is Enough

Anthony Cole Training

Complacency in selling is not a new phenomenon.

Leaders Without Moral Courage Let Their Employees Down

No More Cold Calling

Has management ever told you to take a break? Our pace is too frenetic. We take shortcuts when we know we shouldn’t. We’re conflicted whether to stay in a job we don’t like or jump ship. We want to spend more time with our families, to exercise more, to be happy … really happy.

What Is An Emotional Selling Proposition & Is It Better Than A Unique Selling Proposition?

MTD Sales Training

Emotional Selling Proposition – have you got one? We all know that sales are based mostly on emotion and the decision is backed up with logic. That’s the law of the salesperson! So, do we often come up with emotional selling points in our proposals?

Shifting Prospecting Habits

The Pipeline

By Tibor Shanto. The first week of Q2 is always welcome, spring is in the air, and the commissions are beginning to mount. While it is tempting to take a breath after a Q1 that was a blur in its speed and results, it is the last thing you should be thinking.

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.

5 Keys for Motivating Your Top Salespeople

Sales and Marketing Management

Author: Kevin F. Davis It goes without saying that your top salespeople are the backbone of your team. Sure, they keep the sales rolling in, but they also play a key role in keeping your entire team motivated. When your top few are hard at work, the rest of the team aspires to their greatness.

Hidden Obstacles Can Sink Your Best Customer Experience Efforts

Sales Benchmark Index

You have a variety of channels to meet customers along their journey. You know they are reading your emails. They are actively downloading information and filling out forms. They even had conversations with your representatives and are “very satisfied” with.

Monday Motivation Video: Do You Believe In Yourself?

The Sales Hunter

Your customers will never accept what you have to offer unless you are confident in what you’re selling. The first thing you are selling is not the product or service but actually yourself. Have confidence and work with integrity.