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.

The Best Sales Forecasting Models for Weathering Your Goals

Every sales forecasting model has a different strength and predictability method. It’s recommended to test out which one is best for your team. This way, you’ll be able to further enhance – and optimize – your newly-developed pipeline. Your future sales forecast? Sunny skies (and success) are just ahead!

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.

Why Smoking Costs Employers More Than They Realize

Your employees are smoking, and at a cost of $7,000 per year for each employee who smokes, that adds up - fast! This free report will show you how an effective cessation program pays for itself.

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.

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.

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.

Lead Generation Checklist to Get Better Results Now

You spend time, energy, and money to generate demand and get leads. It's how you manage them that makes the difference between success and failure. This checklist gives you an easy way to focus on the most critical tasks to get better results now.

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.

New Data Reveals a Finding That Correlates to Sales Success

Understanding the Sales Force

We had a request for some data from one of our longtime partners. My knee-jerk reaction to her request was that it would be a big nothing burger. She asked for data that would show the difference between salespeople who are goal oriented and those who are not.

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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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Want to Crush Your Competition? Read How to Build an AI-Powered Selling Roadmap

“If sales reps have the right AI tools and adoption, we see sellers easily closing 3 times as many sales each month.” Hear from 5 experts on steps you can take to reduce non-selling time and use conversational & sentiment analysis to transform how you sell.

How Salesforce Invested in Customer Success to Soar to $1B in the Last Recession

Sales Benchmark Index

Remember when a cloud was only a fluffy thing in the sky? It was only 20 years ago that Salesforce introduced the revolutionary idea to help companies use cloud-based applications for customer relations management. The applications would be run over.

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!”.

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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Implementing Core Sales Values to Help Your Sales Culture | Increase Sales 2020

Anthony Cole Training

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B2B Pocket Playbook: End-to-End Guide to Sales Enablement

Sales enablement is the strategic process of providing sales teams with the content, guidance, and mentorship needed to engage targeted buyers. It’s all about equipping sales professionals with the tools they need to put their best-selling foot forward. And if sales teams want to continuously sell better -- and faster -- their sales enablement process must have a game-winning strategy. It's time for you to start selling smarter - and hitting your sales number - with the best B2B database in the market. Get started today.

Tactics To Help You Meet Your 2020 Sales Goals

Sales and Marketing Management

Author: Jeff Kalter Are you at risk of becoming obsolete? Or worse, could you lose your sales job altogether? You could be vulnerable if you’re not sharpening your sales skills and honing the tactics that will help you succeed in 2020.

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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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.

19 Benefits of Asking Questions

The Sales Heretic

If you’re a regular reader of this blog (and if you’re not, you can be—just click one of the “Subscribe” links to the right, wink, wink, nudge, nudge), you know that I’m a big fan of asking questions.

Pressure Points: How to Ensure Your B2B Pipeline Passes Inspection

This eBook highlights best practices for developing a pipeline management process that helps sales leaders and their team C.L.O.S.E (you’ll see what we mean in this eBook) more revenue through data-driven prospecting, stage analysis, and subsequent sales enablement.

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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Being Sales Assertive in 2020

Anthony Cole Training

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

Building a Winning Sales Organization Following an Acquisition

Sales and Marketing Management

Author: Dave Gerry Building a winning sales organization is no small task. Finding and hiring the right kind of people with the right mix of skills, developing a compensation plan, identifying training needs and aligning everyone with business goals can all be daunting. . .

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