January, 2020

Soft Skills That Can Turn Salespeople into High Performers

Connect2Sell

Sellers are pulled in multiple directions every minute of their workday. soft skills for sales professionals soft selling skills salespeople into high performers

An Ode To Inefficiency!

The Pipeline

By Tibor Shanto. At first glance, good times are continuing for selling organizations; revenues are up and it looks like everybody is hiring. The economy seems to grow in line with the average sales, or is it the other way?

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Why Predictive Assessments May Be the Jolt Your Hiring Process Needs

Sales and Marketing Management

Author: Wendy Mack Opinions can be misleading, particularly when hiring sales talent. It happens all the time: Your first impression of a potential hire was positive, but you realize it's not a good fit once he or she slides into the role.

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Sales Managers: Think You’re Ready for Referrals?

No More Cold Calling

Here are five important steps to make your team referral sales experts. If salespeople were self-motivated, they wouldn’t need sales managers or metrics. Yep, most of us are lazy and lack discipline. I’m including myself here. It’s a lonely world for account executives.

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 Core 10 KPIs for Accelerating B2B Growth

Sales Benchmark Index

“What is the standard, and what is everybody else doing?” ” You’ve asked yourself this question individually in many different situations. What you choose to eat, how you decide what to wear to an important event, or even how often you.

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More Trending

For a Great Sales Kickoff, Think Beyond the Meeting

Sales and Marketing Management

Author: Colleen Honan and Liz Pulice As we head into 2020, many organizations are preparing for their sales kickoff meetings.

Cold Calls – Interruption or Disruption?

The Pipeline

By Tibor Shanto. When we were young, we accepted things we were told but knew not to be true. We also understand that ignoring some of the facts can add to the discussion. The example here is the old saying about sticks and stones and words and the ability of these to hurt.

Communication Skills that Are Crucial to Sales Success

Connect2Sell

In last week’s CONNECT2Sell blog post, we laid out the case for developing soft skills. We examined how soft skills, in balance with technical/functional hard skills for selling, will improve sales performance.

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5 Strategies to Increase Sales and Have Your Best Year Yet

Anthony Cole Training

Welcome to our newest blog series titled, "2020: The Year For Sales Growth". These blog posts will specifically focus on helping you drive (and increase) sales in the new year.

Sales Training Playbook by Lessonl

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

Gatekeepers Are Your Responsibility

Engage Selling

Good deals get stuck when you lack access to the right people to successfully close a sale. There are two ways that lack of access occurs.

How To Deal With Your Competition When In A Sales Meeting

MTD Sales Training

You will no doubt have been in the position where you’ve been discussing purchase opportunities with your prospect and the subject of your competitors comes up.

How a Sales Leader Moves Upmarket from SMB to Enterprise Customers

Sales Benchmark Index

Today Scott Santucci, CEO of Growth Enablement Ecosystems, joins us to discuss digital transformation and how it impacts revenue growth. Digital is transforming the market as companies like Apple and Amazon reign supreme.

Time For The Day 21 Check-in

The Pipeline

By Tibor Shanto. Everyone knows it takes 21 days to form new habits. Probably more accurate to develop good habits, as most people can take up bad habits in a heartbeat.

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!

Prospecting goggles

Sales 2.0

Don’t sell to anybody. OK, I mean don’t sell to just anybody. You really should be careful who you invite to give you their money. The problem is every deal seems great until you actually “get married” to your prospect and they become your client.

How a Pickup Truck Relates to Driving Sales Growth in 2020

Anthony Cole Training

In this blog post, we compare an IH 1210 pickup truck to driving revenue growth within your sales organization. Like an engine that needs three things to run, your sales organization also needs three things to run.

Why It's So Hard to Develop Soft Selling Skills

Connect2Sell

Check each box that applies. How many of these topics are covered in your organization’s sales training program on a regular basis? soft skills for sales soft skills for sales professionals soft selling skills

Selling For Non-Salespeople – How To Become More Client-Oriented If You’re Not In Sales

MTD Sales Training

Do you often hear people say ‘Oh, I’m not in sales…I can’t sell anything!’. If you do, and they work in your company, you’re letting go of many opportunities for successfully creating a great image for your brand.

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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.

Will Your Organization Survive a Recession? Examine Your GTM Approach

Sales Benchmark Index

Recessions are an economic reality. They are also difficult to predict. The question isn’t whether there will be another recession, it’s when the recession will hit. The truth is, nobody knows when the next recession will occur. You can listen.

What are they thinking about sitting in traffic?

The Pipeline

By Tibor Shanto. In a previous life, I used to be a cab driver; as a result, I still use a lot of driving references. People who work with me know I believe in leaving your product in the car, makes for a better conversation.

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Hey Sales Manager, Get Your Head Out of That Spreadsheet

No More Cold Calling

Poor leadership will cost you $3.5 million per sales manager. Message to Management: Your job is to get the rocks out of the road for your salespeople so they can do what they were hired to do—sell!”.

Being Sales Assertive in 2020

Anthony Cole Training

Are there certain characteristics that make someone (or a salesperson) assertive? We believe so.

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 Focusing on Soft Skills Can Improve Sales Results

Connect2Sell

Happy New Year! soft skills soft skills development how focusing on soft skills can improve sales soft skills for sales

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How To Achieve A Healthy Sales Mindset

MTD Sales Training

We often get salespeople on our programs discussing the most important aspect of sales, and many consider the sales processes that they follow as the most important aspects that will keep the sales and commissions rolling in.

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The Evolution of Customer Success Managers and Their Impact on Revenue

Sales Benchmark Index

We have launched and transformed several Customer Success teams. Typically, for new teams, the focus should be on onboarding, value messaging, and renewals. To effectively execute on this, we develop the talent profiles, build playbooks for the team, and design.

21 Things Successful People Say Regularly

The Sales Heretic

As a professional keynote speaker and trainer, I have a tremendous appreciation and respect for the power of words. The right words at the right time can solve problems, heal wounds, create connection, or move people to action. They are essential to your sales, business, and personal success.

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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!