November, 2019

Should You Have One Custom Enterprise Sales Process or Many?

Sales Benchmark Index

Do we have the right sales process? How can we close more deals faster? Gone are the days when companies sold one product into one market for one customer. Many companies nowadays sell multiple products or solutions to various markets. Which.

Are Buyer Personas Sabotaging Your Sales?

Corporate Visions

The post Are Buyer Personas Sabotaging Your Sales? by Tim Riesterer appeared first on Corporate Visions. One of the most popular “best practices” in B2B sales and marketing is to create buyer personas.

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Predictable Buying

Membrain

We spend lots of time and money trying to create predictable revenue, increasing the predictability of our sales approaches. We constantly engineer, refine, tune and re-engineer what we do and how we engage our customers to produce POs. Sales Process Sales Management Sales Enablement

How They Make Decisions – Not How They Buy

The Pipeline

By Tibor Shanto. I don’t think many salespeople are pleased that there are more people than ever involved in any given B2B buying decision. What’s the last count, 6.8 people ? OK, it’s a b h, but it has been a b h for a few years now, time to move on.

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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.

How to Forecast Sales: 5 Tips to Boost Accuracy and Speed

Sales Hacker

It’s week 10. You’re on a forecast call, and your rep drops a bomb on you. That $600k deal that was a “sure thing” is now pushed into next quarter because the buyer is on vacation for the remainder of the quarter.

More Trending

The Art and Science Blend of Sales Leadership

The Center for Sales Strategy

World-class leaders understand improving performance is part art and part science. A recipe that includes the proper blend of both—art and science—is often what separates failure from success and exhibits the following: Outstanding performance (beating others in their peer group).

The KPIs you need to measure multi-channel sales engagement

RingDNA

Omnichannel sales is the trend that has rocked 2019 in terms of prospecting methods. While sales reps everywhere (and prospects, most likely) rejoice that the days of “smile and dial” are over, measuring the performance […].

Blow the Dust off Your Buyer Personas to Win More Deals

Sales Benchmark Index

As a sales enablement leader, you had probably developed buyer personas years ago. There was a big announcement and possibly some training sessions, but then everyone forgot about them, and the sales reps almost certainly stopped using them. Slowly but.

Good Sales Recruiting is Like Selecting Movies and TV Shows

Understanding the Sales Force

Do you like movies and TV Shows? I love them! How do you go about selecting the next movie or show you will watch? Do you look for a specific show, watch the trailer and if you like the trailer, watch it?

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Sales Training Playbook by Lessonl

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

Are limiting beliefs undermining your success?

Membrain

Every sales manager has encountered a salesperson who just can’t seem to “get it.”

My Road Less Travelled!

Bernadette McClelland

LEADERSHIP LESSONS from the CAMINO de SANTIAGO! In the words of the famous poet Robert Frost: “ Two roads diverged in a wood, and I— I took the one less traveled by, And that has made all the difference “?. .

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The Importance of Critical Thinking: Logic vs. Emotion in Selling

Connect2Sell

Swamped by emotions, sellers can make costly mistakes like these: critical thinking skills The Importance of Critical Thinking

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How would you do on the Newlywed Game?

Sales 2.0

How would you do if you and your clients (and prospects) were on the Newlywed game? The Newlywed game was a classic game show (it ran from 1966 to 2013–I thought it ended in the 70’s but that’s the problem with watching too much Netflix).

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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.

Prospects Are Sending Purchase Intent Signals—Are Your Resources Properly Aligned?

Sales Benchmark Index

You are already doing Market Segmentation, which is a great start, but how do you rank accounts within your segments to find the best opportunities?

Voicemail For Dummies And Other Romantics

The Pipeline

By Tibor Shanto. Some of you Boomers will remember the “Is it live – or Memorex” commercial, you Millies can see it here. The goal was to deliver an experience so real; the listener can’t tell if they hear something live or recorded.

Holiday Gift Season – Top 10 Ideas for Prospects Clients and Partners

Score More Sales

It is the time of year we traditionally think of a way of thanking a customer or referral partner, and we toy with whether to send a prospect some sort of a gift. holiday gifts for clients profession of sales

"Gone Fishing" for Sales Prospects

Anthony Cole Training

I’m sure the majority of people have heard the Chinese proverb “Give a man a fish, and you feed him for a day. Teach a man to fish, and you feed him for a lifetime.”.

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!

How Does Critical Thinking Improve Problem Solving and Advance the Sale?

Connect2Sell

Sales stall out when buyers can’t see how their problems are going to be solved. critical thinking in sales critical thinking skills How Does Critical Thinking Improve Problem Solving

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The benefits of social proximity selling

Sales 2.0

In my last post I was talking about how you can greatly increase your prospecting odds by leveraging people you know for an introduction. In this post I am going to talk about how to greatly increase your prospecting odds without an introduction.

How Top B2B Marketing Leaders Deliver the ‘Amazon Effect’ Through Customer Experience

Sales Benchmark Index

Enhancing the Customer Experience (CX) has long been a strategic objective of B2C companies. Most of us have experienced firsthand how companies like Amazon and Apple have created sustainable competitive advantages. They create this differentiation not only with great products.

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Don’t Make It Sound So Negative

The Pipeline

By Tibor Shanto. Commodity, the word is like Kryptonite for salespeople, say it out loud, and you can see their social status and sales erode. Somehow over the years, the word has come to be something negative in sales.

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 Your Best Sales Quarter Ever - through Focus

Score More Sales

Now is the time of year where distractions happen. It is easy to blame others for your lack of success - but in sales, it always comes down to how well you perform regardless of the obstacles. To do well this quarter, you need one thing more than anything else - focus. Focus on your sales goals.

Podcast 125: Setting Yourself Up for Sales Success with Jordan Arogeti

John Barrows

This week on the podcast, we’re excited to welcome a baller on the sales team at SalesLoft, Jordan Arogeti. She’s crushing it and is here to tell us about how she found her sweet spot in sales, how she picked the right company to work for and embraced their culture.

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Critical Thinking Skills for Sales Success and Invalidating Objections

Connect2Sell

No one wants so hear an objection from a buyer. Sellers would prefer smooth sailing from open to close. overcoming objections critical thinking skills Critical Thinking Skills for Sales Success

A Pre-Call Checklist is Your 7th Must-Have Sales Productivity Tool

Anthony Cole Training

In our 7th installment of Football & 9 Sales Productivity Tools That Will Change Your Results, we bring you the pivotal and "must-have" Pre-Call Checklist. Going into a sales call without a plan is similar to going into a football game without a game plan; it's a recipe for disaster!

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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.