June, 2019

It’s Not Small Talk; It’s Smart Talk

SalesProInsider

For two weeks I looked forward to a sales appointment. An appointment where I was the buyer, not the provider. My company desperately needed the service being offered and I had high hopes I was going to get a solution to a nagging issue.

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What You Should Worry About in Sales

Anthony Iannarino

We sometimes worry about things that are not nearly as important as what should command our attention. Automation. You should worry less about automating client acquisition and more about acquiring clients.

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Rejection Limiting Your Success?

The Pipeline

By Tibor Shanto. There is a line in the original animated Aladdin when Jafar states, “You’ll be surprised what you can live through.” ” Something that can also be used to describe sales and prospecting.

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Gain a Competitive Edge Through a Successful Pricing Strategy

Sales Benchmark Index

Do you know who your competitors are? What makes them a competitor? Why do buyers choose their product over your own? Buyer perception is everything. By understanding and influencing buyer perception, you can increase the willingness to pay and capture.

Sales Enablement: What It Is, What It Isn't, and Where It's Going

Speaker: Roderick Jefferson, Chief Executive Officer

The biggest problem with Sales Enablement is that there is no one universal definition. If you were to ask 10 different people “What is Sales Enablement?” you would get 10 different answers, none of which would show the whole picture. Roderick Jefferson, CEO and top sales enablement consultant, is here to provide some much-needed clarity on the what, why, and how of Sales Enablement.

How To Customise A Compelling Story For Your Sales Presentation

MTD Sales Training

How many times have you made a presentation and afterwards thought ‘that was so boring, even I wouldn’t have bought my product!’. There are many occasions where we have presented a solution and it’s not created any connection with the prospect.

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Prospecting and The 10 Rules You Need to Follow

The Sales Hunter

You don’t just think about prospecting. Prospecting is something you do, and you do it daily. Watch this video : 10 Rules of Prospecting, to learn more! 1.The number of deals you have to close directly reflects the amount of time you spend prospecting.

Promoted! Sales Manager Tips to Drive Sales Productivity

Connect2Sell

Sales productivity is the measure of how productive a seller or sales team is. This is measured in results (dollars!). In this post, we’re going to take a look at the key drivers of sales productivity and provide actionable sales manager tips for boosting productivity on your team.

Make It Small

The Pipeline

By Tibor Shanto. Not a popular refrain among sales types, which may explain why nearly half of B2B reps will miss quota this year. In a world obsessed with ‘big,’ even more so than sales success, make it small may seem counter-intuitive.

I’ve Mapped My Customer Journey, Now What?

Sales Benchmark Index

What Is the Purpose of This Customer Journey Map? According to a recent article from Invesprco, “Customer journey maps give businesses a way of getting into their customers’ heads, helping them gain valuable insight and understanding regarding common customer pain points.”

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 Build Value Before Having To Add Value

MTD Sales Training

Many salespeople tell us that the way they differentiate themselves from their competition is by adding value to their products, in order for the customer to see why they are charging the price they are. Nothing wrong with this, of course. It adds meaning to why they are positioned where they are.

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Who’s Coaching the Coaches on Coaching?

Steven Rosen

Coaching the Coaches The question of the day is, who’s coaching the coaches on coaching? The reality is, there is no one coaching the coaches. That’s right. Second line sales managers (SLM) don’t coach their FLMs on their coaching.

The Whack-A-Mole Approach to Sales Management

Anthony Cole Training

Putting forth the effort to coach and motivate people, as well as hold them accountable to performance, requires no skill. T herein lies part of the problem with growing your sales team.

Promoted! You’ll Need Sales Manager Leadership Skills, Too!

Connect2Sell

The role of a sales manager involves sales outcomes and manager responsibilities. There’s something else, too, that sets the most successful sales managers apart from others. That something extra is what inspires members of the team and ignites engagement and performance. It’s leadership.

Sales Training Playbook by Lessonl

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

Plan B or No Plan B?

The Pipeline

By Tibor Shanto. I recently saw a photo of a protest addressing climate change, that read “There’s No Planet B.” Technically and scientifically speaking I am sure there is a Planet B, but the point was not lost. We best figure things out cause there no second chances.

Partner Enablement – the Key to a Successful Indirect Go-to-Market Strategy

Sales Benchmark Index

Why Are Your Partners Producing Far Less Than Expected? Selling through the channel can be the most rewarding or painful aspect of your GTM strategy. When a partner takes on the promise of representing your products and brands, it is.

What is Your Attitude Towards Prospecting? 20 Things You Can Do

The Sales Hunter

Is prospecting a four-letter word in your mind? If you had to choose between prospecting and having a root canal, which would you choose? Maybe you wouldn’t choose the root canal; however, you certainly would rather have a cavity filled than have to prospect. Relax! You’re not alone.

How To Prescribe The Right Solution For Your Customer

MTD Sales Training

If you’ve ever had to visit the doctor with a complaint, you will know the processes and procedures they go through to diagnose it and prescribe 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!

Go for the “No” Early in the Sales Process

Anthony Cole Training

In this article, we discuss the theory that a prospect might want what you are selling, if you (as the salesperson) are willing to walk away from the table first. It may sound counterintuitive but one of the keys for more effective selling is going for the ‘no’ early in the sales process.

Promoted! The Basics of Sales Management Effectiveness

Connect2Sell

Any organization that hopes to boost sales effectiveness will start by shoring up sales management effectiveness. No matter how strong the sales team is, they will become hamstrung by an ineffective sales manager. new sales manager sales managers sales manager effectiveness

Five Data Points To Sales Success

The Pipeline

By Tibor Shanto. There is a lot of talk in sales about numbers, metrics , KPIs, and many ways to assess success and progress.

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Why Every CMO Needs a Chief of Staff

Sales Benchmark Index

As CMOs are more involved in shaping the global corporate strategy, they are less able to manage the day-to-day Marketing execution. They increasingly need a right-hand person to help with the daily operation. This person is the CMOs Chief of.

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.

Monday Motivation Video: What Do Successful People Believe?

The Sales Hunter

Successful people go out and make it happen without ever making excuses. They just do it! On the other hand, those who are victims blame this or that and never see themselves as being successful. If you want to be successful, believe that you are not the victim.

Why Technology Is Ruining Our Mental Health

No More Cold Calling

Do you really need to sleep with your phone? Call or text me anytime. You won’t disturb me. My phone and smartwatch are turned off when I’m sleeping. They’re nowhere near me. They’re in the kitchen charging. There’s nothing so urgent in my business that my sleep needs to be disturbed.

How Do I Hire a Sales All-Star?

Anthony Cole Training

Hiring an elite salesperson is tough work. It's not easy to find a sales all-star and it's even harder to keep them on board if you do hire them. hiring hiring better hiring salespeople find salespeople hiring top salespeople

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Promoted! The Importance of Sales Force Evaluation

Connect2Sell

As a new manager, you have one distinct advantage. But you won’t have it for long! Coming into this role, you have a fresh perspective. You’re not yet swayed by seller justifications regarding revenue performance, use (or disuse) of enablement tools, and daily practices and priorities.

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.