June, 2020

5 Ways You Can Leverage Sales Leadership to Close the Sales Gap

Steven Rosen

Unleash the 10X Factor to Close the Sales Gap. Do you want to close the sales gap? Doing nothing is not an option! Businesses are starting to open, which hopefully is a good thing.

Why Are My Salespeople Not Perfoming as Expected?

Anthony Cole Training

Why do so many of my salespeople fail to perform as expected? It's a loaded question. Or, is it? In our corporate sales training experience, we've seen that evaluating underperforming salespeople in the pre-hire sales assessment is crucial for success in your business.

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Urgency May Just Accelerate Unwanted Outcomes

The Pipeline

By Tibor Shanto. Urgency is always a battle cry at sales meetings, one on one or the team. As though creating urgency was like adding volume, “turn it up, let them hear you mean business.”

Pricing challenges posed by a pandemic

Sales and Marketing Management

Author: Paul Nolan. Under normal circumstances, you may have been able to set a competitive but fair price for your company’s goods or services and stick with it. These are anything but normal circumstances.

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How to Drive Revenue Through Retention Marketing & Sales Enablement

Speaker: Ruth Stevens, President of eMarketing Strategy

In a pandemic, it’s more important than ever to focus on retaining and expanding current customers. So, how can sales and marketing support the retention effort? Join Ruth Stevens as she dives into this fast-paced session and reviews the 7 key strategies for current customer marketing, to enable sales and expand customer value.

Customer Experience Isn’t a Straight Line, It’s a Complex Ecosystem

Sales Benchmark Index

Customer Experience is more important now more than ever, as lockdown orders remain in place across the country, many companies are being forced to serve customers outside of traditional channels. Customer Experience is no longer a buzzword or the next.

More Trending

How Do You Deal with Rude People When You Cold Call?

Anthony Iannarino

What makes a call “ cold ” is that the person you are calling is not expecting your call. Because they are not expecting your call, you interrupt their day, even if they aren’t doing anything important when you call them.

Prospecting, Mistakes You Need to Avoid Now

Mr. Inside Sales

What’s the biggest mistake sales reps make with prospecting or cold calling? They call with what a client of mine once called, “commission breath.”. You know, that desperation sales people have when they finally get someone on the phone.

Prospects Are Not Buyers

The Pipeline

By Tibor Shanto. There are a lot of blurred lines in business and sales, leading to blurred conversations, and longer sales cycles. One blur is the line between who is a buyer and who is a prospect.

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67 Quotes for Getting Through Tough Times

The Sales Heretic

A global pandemic. Record unemployment. Business closures. Racial protests. To say these are tough times is an understatement. We’re all stressed, frustrated, anxious, and discouraged. Which means we can all use some words of encouragement.

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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!

Your B2B Lead Generation Sucks … 5 Reasons Why

No More Cold Calling

How to stop ignoring your best source of new revenue. Remember the Johnny Lee song, “Lookin’ For Love”?

You Need To Trust You

The Pipeline

By Tibor Shanto. Now that almost all of North America is back on the path to complete reopening, the hype machine is about to go into overdrive. As people ascend from their quarantine, fix up their hair, and realize their sales, or specifically quota retirement, needs attention.

Sage 276

SMS sales: How B2B sellers can close more deals with text messages

Nutshell

Cold calling is great—if your prospects actually pick up the phone. Many buyers are more comfortable with texting than phone calls, which means you have to get comfortable with it too.

How Much Has Video Impacted the Way We Sell?

Understanding the Sales Force

Back in the old days, when you wanted to copy something, you would have said, "I'm going to Xerox this." And for years when you needed a tissue you would have asked for a Kleenex. And when you wanted to clean your ears you would have asked for a Q-Tip.

Video 227

The Revenue Leader's Guide to Prospecting

Speaker: Christopher Ryan, Founder and CEO of Fusion Marketing Partners

Sales & Marketing departments that work together guarantee higher acquisition, better nurturing, and more effective sales. Join Christopher Ryan for this insightful webinar, presenting the wide funnel lead nurturing model. Don't miss out on this opportunity to get your teams working together and your revenue performance optimized.

Develop Your Sales Pipeline to Increase Sales

Anthony Cole Training

Sales pipelines are similar to the story of "Goldilocks and the Three Bears. This one is too fat, this one is too skinny, and the rarest one of all; this one's just right.

Practice DOESN'T Make Perfect

The Sales Heretic

The dojo where I’ve been training in aikido for the past dozen years recently reopened for class on a very limited basis. Despite numerous safety precautions, however, a lot of students are—understandably—not yet comfortable returning to train. In fact, at a recent class, I was the only student. Which was awesome! I got a full [.]. Sales closing practice presenting prospecting qualifying training

New Email Messaging for Covid-19

Mr. Inside Sales

One of the ways you stay ahead of your competition is to stop sounding like them. I don’t know about you, but all my LinkedIn requests and emails from vendors now begin the same way: “I hope you and your family are staying safe…”.

We are the sum of our actions, not our words

Sales and Marketing Management

Author: Paul Nolan Editor’s Note: Just as I resolved to live with the unending loop of coronavirus-themed commercials from the Walmarts and Amazons of the world praising their frontline employees (whom they had to be pressured into paying something close to a livable wage), the George Floyd murder and subsequent protests happened.

The 5 Keys to Sales Emails That Set More Meetings

Speaker: Marc Wayshak, Sales Strategist, Best-Selling Author & Founder, Sales Insights Lab

So many reps' email efforts could be yielding more meetings--simply by using a better strategy. Watch the webinar with Marc Wayshak, Sales Strategist and Best-Selling Author, to get lots of great strategies on how to set up meetings via email! <

Can you Walk Your Story Talk or just Spiel the Blah-Blah-Blah?

One Millimeter Mindset

Do you credibly walk your story talk through every phase of each project? Not only to create a compelling business case or project narrative. End of story. But also, to build strategic relationships throughout the breadth and depth of your own and your clients’ organizations? The never-ending story.

Call a Sales Audible!

Anthony Cole Training

In today's blog post, we discuss the importance of calling a sales audible at the line of scrimmage. Like an elite Quarterback, an elite salesperson must be willing to change things up when they're not working and be open to trying something completely different in the field.

Course 193

A Lack Of Transformational Leadership

The Pipeline

By Tibor Shanto. “We We are living in interesting times, with multiple transformations triggers all present at the same time, all equally intense,” said Robert T. Vanderwerf, Transformation Strategy Leader, KPMG LLP.,

Sage 231

CMOs: Use Your Revenue Marketing Strategy to Drive Sales and Marketing Alignment

Sales Benchmark Index

Any gap in alignment between the Sales and Marketing organization will endanger the commercial success of a company. The Revenue Marketing Strategy, when thoughtfully crafted, allows best-in-class marketing organizations to focus their energy on demonstrable revenue generation instead of debating.

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.

The Real Reason Why So Many Salespeople are So Bad at Selling

Understanding the Sales Force

Would you like to start a business? Can't figure out what business to start? I have three ideas for you: In the past four weeks, I have tried and tried and tried to get a glass company to replace the tabletop for a large outdoor patio table after the glass exploded in an early April storm.

4 tips for more engaging remote sales presentations

Sales and Marketing Management

Author: TIM RIESTERER Sales reps who were selling in person a few months ago are now steeped in a very different (virtual) reality. But how do salespeople feel about remote sales calls versus in-person presentations? Not good.

Survey 214

How Barb Giamanco Became My Dear Friend

No More Cold Calling

The sales world just lost one of its wisest women, and I’ve just lost one of my best friends. I wasn’t sure what the answer would be when I made the call. I’d always wanted to visit St. Petersburg, Russia.

Travel 190

Negotiating on the First Tee (Part 2)

Anthony Cole Training

In Part 1 of "Negotiating on the First Tee, we discussed the practice of negotiating with your prospect before you begin your presentation. In Part 2, we continue this discussion and add more to the conversation.

How You Can Triple Your Results With a More Personalized, Empathetic Approach

Speaker: Brian Carroll, CEO and Founder of markempa

Marketing and sales feel pretty tricky right now. What worked before now feels out of touch, but have you made plans for how you'll continue to move forward? You've likely tried everything: expert recommendations, best practices, the latest tools, and automation. But your results are falling short. Here's the thing: All the automation tools, best practices, data analytics won't help get better results now until you master empathizing with your customers. In this webinar, you'll learn how to go beyond rational-logic based sales/marketing and adjust your sales enablement strategy to better understand how buyers feel so that you can connect and help them on their journey.

Sales Scrum Podcast Episode #12 – Guest Shawn Finder

The Pipeline

Sales Scrum Podcast Episode #12 – Guest Shawn Finder. Shawn Finder has always been an entrepreneur at heart. At age 24, he entered the entrepreneurial world after competing as one of Canada’s top-ranked tennis players.

How a CRO Balances Growth from Legacy and New Products

Sales Benchmark Index

For a CRO leading a transformation, one of the major challenges of evolving a product portfolio is preserving the core customer base while innovating. In his final interview segment, Steve King, CRO of Hexagon PPM, shares his experience in not only retaining.

New Data Reveals Interesting Differences in Salespeople's Ability to Work From Home

Understanding the Sales Force

You wake up, the sky is blue, the sun is shining, you open the door and it's freezing cold outside. Or there is the opposite of that, when there are thick clouds, it's drizzling, you open the door and it's hot and humid as hell! Things aren't always what they appear to be.

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