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.

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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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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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.

3 Key Components of Value Propositions

Jill Konrath

Today’s overwhelmed buyers don't care about what you're selling. They only care about what it does for them. That's why value propositions are so important today. Sales Prospecting

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More Trending

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.

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.

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.

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.

Sales Training Playbook by Lessonl

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

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.

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.”

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.

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.

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.

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.

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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How AI Can Accelerate Sales and Bridge the Marketing Gap

Sales and Marketing Management

Author: Krishnan Venkata The rapid pace of digital innovation is forcing companies to undertake profound transformation of their entire business strategy and activities.

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.

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.

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.

How to Ask for Referrals: A Comprehensive Guide

No More Cold Calling

This is a truthful and proven guide for how to ask for referrals. You won’t read that referrals are easy or that all you have to do is ask. What you will read are lessons and insights that I have gleaned from working my referral system with clients for the past 23 years.

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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Declare Independence From Your Own Obstacles

Anthony Cole Training

As we approach the upcoming Fourth of July holiday, our own Walt Gerano shares his thoughts regarding the obstacles holding us back from experiencing the sales success we desire. qualifying prospects freedom sales prospecting getting sales decisions

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!

How To Change The Way You Think About Failure In Sales

MTD Sales Training

In sales, a lot can depend on the outcome and results of our efforts. If we succeed or progress with the sale, we tend to increase our motivation, improve our self-esteem and build our credibility. If we lose a sale or don’t progress, it tends to have the opposite effect.

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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.

What Is Your Company’s Prospecting Culture?

The Sales Hunter

Quit blaming salespeople for bad prospecting habits when you as the sales manager are the one with the bad prospecting habits! Culture starts at the top. If you want your team to focus on prospecting, you must make it a priority.

The Number of LinkedIn Contacts You Have Doesn’t Matter

No More Cold Calling

Connections and relationships are what count. Should I accept every LinkedIn invitation? I’m frequently asked that question. It’s a personal choice. Some people do. Some people only connect with people they know in real life.

Supercharge Your Sales Training ROI with eLearning

Speaker: Ray Makela, CEO, Sales Readiness Group, and David Jacoby, President, Sales Readiness Group

Companies spend about $20 billion a year on various forms of sales training, but many sales leaders report a low ROI from their sales training initiatives. Join us, along with Ray Makela and David Jacoby from Sales Readiness Group, as they break down the five essential factors to achieve sustainable success from your sales training investment, and how to leverage eLearning to maximize results.

Objections Are Not Fatal

The Pipeline

By Tibor Shanto. Too many salespeople confuse objections with rejection. Let’s be clear, rejection hurts and can kill. But for sales pros, objections are not fatal. link]. The post Objections Are Not Fatal appeared first on TiborShanto.com.

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! 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.