September, 2019

Let’s Not Confuse Pipeline Trends with Individual Opportunities

The Pipeline

By Tibor Shanto. Data-driven models in sales can be a double-edged sword. While they do help create focus, especially across large swaths of data and opportunities, they also have limitations.

The 5 Stages of Developing and Launching a New Sales Strategy

Chorus.ai

There’s no way around it: Strategy is exciting

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How to Develop Critical Thinking Skills & Avoid Mistakes in Selling

Connect2Sell

As a sales coach, I spend a fair amount of time in the field observing sellers. As a researcher, I interview buyers and get their perspective on what sellers do during sales calls.

How To 255

How to Calculate Sales Headcount to Secure Reps and Make the Number

Sales Benchmark Index

Many sales leaders like you are deep into annual planning right now. As budgets are determined, can you confidently defend the sales rep headcount you have now? Or perhaps more importantly, can you make a strong case for additional people.

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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.

The Hottest Trends in Inside Sales

Sales and Marketing Management

Author: Giuseppe D’Angelo Inside sales have never been hotter, and the sales field is experiencing considerable change. Much of this is due to the technology that is beginning to drive the sales process much the way it has driven marketing for the past several years.

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More Trending

Factory worker or owner?

Sales 2.0

When I first started writing about sales in 2007 my main angle was that we should “bring science to selling”. As an engineer, I could not understand how we had applied virtually no science to how we sold. Everything seemed to be left up to the individual sales person.

7 Examples of Effective B2B Unique Selling Propositions

Zoominfo

It’s no overstatement to suggest that a unique selling proposition (USP) is the very soul of any marketing strategy. The notion dates back to the 1940s when advertisers started to explore the ways in which their marketing propositions influenced customers to buy from one company over another. .

Focus on the Critical Few KPIs and Avoid the Trivial Many

Sales Benchmark Index

Creation of a “Revenue Operations” Function.

9 Shrewd Negotiation Tips Proven to Close More Deals

Sales Hacker

Negotiating is one of the most important skills salespeople can develop, yet it’s often overlooked.

Sales Training Playbook by Lessonl

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

A B2B Buyer’s ‘Do’s and Done’s’

The Pipeline

By Tibor Shanto. We know the filters we apply to given scenarios directly impact the outcome, more correctly, our view of the outcome. The more aligned we are to the buyer’s perspective, the more effective we can be in introducing insights. Insights that inform the buyer based on their objectives.

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Playing Chess Instead of Checkers In Sales

Sales and Marketing Management

Author: Charles Brennan One of the fastest-growing sports in America is pickleball. However, many people are not familiar with the sport. Pickleball is a paddle sport that combines elements of tennis, badminton and table tennis. It is a game resembling tennis in which two or four players use paddles to hit a perforated plastic ball, similar to a whiffle ball over a net. It is a lot of fun and very competitive.

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How Can I Tell If I Have Qualified Prospects?

The Sales Hunter

We cannot forget that not all prospects are created equal. Some prospects are actually not prospects at all, they’re just suspects in disguise. Everybody in sales cannot find enough time to prospect. If we’re already challenged for time, shouldn’t we focus our time on the best opportunities?

New Data Shows That Top Salespeople are 2800% Better at Disrupting the Flow

Understanding the Sales Force

Fish, rafts, kayaks, canoes, sailboats and swimmers all find much more success when they are moving with the wind or the current rather than going against it. sales competencies Dave Kurlan Consultative Selling selling tips objective management group

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5 B2B Marketing Trends that You Can't Ignore in 2020

Speaker: Pam Didner, Marketing Consultant, Author and Speaker

Pam Didner, B2B tech marketing consultant, speaker, and author of Effective Sales Enablement and Global Content Marketing, will present the essential marketing trends you need to know in 2020. She'll discuss digital challenges that marketers commonly face and share actionable solutions and templates you can apply to your job in real-time.

How a Marketing Leader Leverages Omnichannel

Sales Benchmark Index

As marketing leaders, it makes sense to explore multiple channels to reach your target audience. With so many options, it quickly becomes not only expensive but also difficult to manage. How do you decide which channels will be worth the.

Podcast 116: Sales Lessons From Coaching The Yankees With Coach Dana Cavalea

John Barrows

This week it’s an honor to have Coach Dana Cavalea on the podcast. He’s spent years working with the Yankees on their strength and conditioning, working with elite athletes every day. We’re talking about people who win every day.

Your Reaction To Objections Is Hardwired

The Pipeline

By Tibor Shanto. Our reaction to rejection is hardwired on a primal level. This means it is about managing yourself and your reactions, and less about managing the objection. You are better off learning to control your emotion, and think through the issue, and rely on your process.

The First Thing To Do With EVERY Objection You Face

MTD Sales Training

There’s a saying in negotiations that goes ‘The person in control of a conversation is the one asking the questions.’. Think about that for a moment and you can see the sense in it. When someone asks you a question, they immediately put you on a course of finding the answer.

7 Marketing and Sales Strategies to Grow Your Revenue Fast

Speaker: Christopher Ryan, Founder and CEO of Fusion Marketing Partners

Many companies have the core marketing and sales elements to take their revenue to the next level, but are still missing out on some key opportunities. Join Christopher Ryan, CEO of Fusion Marketing Partners and writer of the recent book "The Expert’s B2B Revenue Growth Playbook," to discover seven steps that you can immediately take to grow your company’s revenue quickly and consistently!

Critical Thinking and Problem Solving: Do This First in Sales!

Connect2Sell

Has this ever happened to you? critical thinking critical thinking in sales Critical Thinking and Problem Solving

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Want to be an “A” student?

Sales 2.0

There’s still plenty to do. Back in 2006 I coined the term “Sales 2.0” (see the logo on this website). My concept of Sales 2.0 was, and is, “taking the sales profession to the next level”. In my opinion we’ve come a long way since 2006 but we still have a long way to go.

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Will You Have Enough Leads in the Funnel to Make Your Number?

Sales Benchmark Index

Over the past few years, marketers are increasingly held responsible for revenue goals. If you’re like most CMOs, you can identify with at least one of these: You’re not sure how to calculate the number of leads you need to generate.

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Sales Management Tip of the Week: #26 Listen, Learn, and Laugh

Steven Rosen

Hello Steven Rosen here for my weekly sales management tip where each week I share one tip from my book 52 Sales Management Tips, The Sales Managers’ Success Guide. Today’s tip #26 is listen, learn and laugh a lot.

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.

Have We Lost The Art Of Decision Making?

The Pipeline

By Tibor Shanto. There is a lot written about what has changed in sales, no doubt a lot has, but when you look at results, not much evidence. Given all the noise about better ways to sell, one would expect better outcomes, but they are not.

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Why Relationships Matter in Sales and Business

The Sales Hunter

In our on-line world today, it’s easy to think that relationships aren’t as important as they used to be. I feel strongly that it’s the opposite, actually. Relationships are more important than ever, because most everything else in life has become automated.

Critical Thinking Skills Examples in Sales: Asking Questions

Connect2Sell

This is part three in a series of posts about why and how to build critical thinking skills you can use to excel in selling. Be sure to bookmark the CONNECT2Sell Blog or subscribe to our weekly newsletter so you won’t miss these posts. Each one offers additional ways to build your mental might.

Podcast 117: Leading A Growing Company With Suneera Madhani

John Barrows

This week we’re proud to have Suneera Madhani on the podcast. Suneera earned her stripes as a sales person going door to door, working in a seriously difficult industry. After realizing how shady the industry was, she wanted to do something about it. She tells the story of how she presented a positive change to her leadership in the full episode below, but was not listened to.

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.