Sat.Apr 20, 2019 - Fri.Apr 26, 2019

Why Flexible Slides are the Key to Conversational Sales

Jill Konrath

Recently I interviewed Luke Goetting, Director of Puffingston Presentations for an Engaging Presentations video series I did with Prezi. His expertise is in "transforming stale business presentations into visually engaging stories." That's why I asked him to share his thinking with you.

Sales Strategy: 2 Ways to Determine if You’re Already Behind on Your 2012 Sales Plan

Sales Benchmark Index

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How Sales Engagement Solves 7 Major Business Pain Points

Sales and Marketing Management

Author: Manny Medina, Max Atschuler and Mark Kosoglow The days of old-school communications have passed. In their stead, we have new modern sales communications that are data-driven, personalized, relevant, omnichannel, sequenced, and fully optimized for today’s sophisticated buyer. The following are the seven major business pain points solved by sales engagement: Business Pain Point #1: Not Optimizing for the Modern Buyer.

10 Reasons Why I Love Sales

The Sales Hunter

Not many people dream of having a career in sales. Let’s be real here: sales was probably not your first choice. For many of you, although afraid to admit, sales wasn’t even your second, third or fourth choice.

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Why Conversational AI Is Key to Customer Service in the Customer Experience Era

In today’s hyper-competitive market, every business must become a customer experience-first business. Customer satisfaction has become more important than price or any individual feature. Read the new Tractica white paper to learn how important conversational AI is to your CX strategy.

Weekly Sales Management Tip #15: You Can Never Over-Communicate

Steven Rosen

During a cycle of change, you need to clearly and concisely communicate where the organization is heading to help your salespeople understand the future. What does the new structure look like? What are the new roles and responsibilities of the team members? Discuss the rationale for the change.

More Trending

Environmentally Friendly Prospecting

The Pipeline

By Tibor Shanto. No, I am not going to talk about green selling or climate change, not even sales change. The focus here is the actual environment of the buyer or environments. Environmentally friendly prospecting is about understanding and leveraging your mutual settings and events.

Promoted! New Sales Manager Tips for a Smooth Transition

Connect2Sell

Instead of selling, what’ll you do all day long as a new sales manager? Not knowing the answer to that question will lead you astray. You’ll end up becoming the “sales prevention manager” instead of a sales manager if you get in the way of sellers making sales.

Don’t Be So Quick to Answer!

The Sales Heretic

We tend to think of conversations as: one person speaks, then the other responds, back and forth, back and forth. For that reason, in sales conversations, we typically feel the need to address an issue as soon as it is raised, whether it’s via a question or a statement.

Hidden Obstacles Can Sink Your Best Customer Experience Efforts

Sales Benchmark Index

You have a variety of channels to meet customers along their journey. You know they are reading your emails. They are actively downloading information and filling out forms. They even had conversations with your representatives and are “very satisfied” with.

How to Level Up Your Marketing Strategy with Video

Building brand awareness and acquiring customers is never easy, but how can you improve your marketing strategy with limited resources? Vidyard has you covered with their 3-in-1 guide on how to use video across your marketing efforts without breaking the bank.

What Is An Emotional Selling Proposition & Is It Better Than A Unique Selling Proposition?

MTD Sales Training

Emotional Selling Proposition – have you got one? We all know that sales are based mostly on emotion and the decision is backed up with logic. That’s the law of the salesperson! So, do we often come up with emotional selling points in our proposals?

2 Selling Shortcuts That Will Always Work

Understanding the Sales Force

Do shortcuts work in sales? Dave Kurlan reaching decision makers shorten sales cycle shortcuts

Stop Talking Past the Close

Mr. Inside Sales

How many tie-downs and trial closes do you or your team use during their presentations? If you’re thinking, “What’s a tie-down? What’s a trial close?” then you’re in trouble…. In an earlier blog , I introduced the term, “Spray and Pray” as way to describe how many sales rep’s presentations go.

LinkedIn Voice Messages

John Barrows

You may have heard about the benefits of LinkedIn voice messages. Many sales reps, including Morgan, are using them with great success. Of the 125 Morgan has sent, he’s seen 50 responses and booked 25 meetings. That’s a 40% response rate, and 20% success rate in getting next steps.

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.

Surprise! All Intuition Isn’t the Same

No More Cold Calling

Did you know we have three different types of intuition? Darn, I wish I’d trusted my gut.” I won’t even try to count the times I’ve said that. Eventually, most of us learn that trusting our gut makes sense—which is a non sequitur, because making sense is not intuitive.

Using the Power of a Duracell to Help You Hire Perfect Salespeople

Understanding the Sales Force

Apparently, Duracell 9 volt batteries are the picture of consistency. Last night, all 7 of our upstairs smoke detecters starting squawking within about 30 minutes of each other to indicate that their batteries needed to be replaced.

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How a CEO Inspires Cultural Change

Sales Benchmark Index

Today Nestor Benavides, CEO of EMG, joins us to discuss how a CEO can establish new forms of communication that not only drive the culture but deliver continuous improvement. Nestor reviews how he shapes a culture that empowers his team.

Who Is The Best Person to Motivate Me?

The Sales Hunter

Motivation doesn’t come from me, your boss, your spouse, or anybody around you. Motivation comes from within. It’s your destiny. It’s how you choose to see things. Motivate yourself this week, because you are the one who determines your success.

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

How Sales Specialists Help Reach Your Customers

Sales and Marketing Management

Author: Steve Norman I recently saw the CMO of a high-profile company present at an international marketing conference. I was surprised to hear him talk about the fact that his company was now embracing specialist sales roles.

Generating Leads at Trade Shows: The A-Z Guide for 2019

DiscoverOrg Sales

The average marketing department spends a LOT of money on trade shows and events – to the tune of 32% ?f f their entire budget.

Why Trade Shows Are Worthy of Your Marketing Budget

Sales Benchmark Index

If you have been to a trade show in the last 2-3 years, you know that trade show booths are becoming more and more spectacular. As a spectator just a few weeks ago, I attended one of the largest medical.

Sales Leadership Lessons from OutBound

The Sales Hunter

Many of you reading this blog post are aware of one of the largest sales event that I have the honor to co-host each year called OutBound. Today is the last day of the conference and just like in years past, the response has been amazing. Thank you from the bottom of my heart for your support.

In the Race to Win More Customers, Sales Needs Digital Transformation

Salesforce users were surveyed about the forces shaping today's workplace. Discover the results and why investments in digital transformation and automation are pushing sales teams ahead.

Who are the Smartest People in Your Organization?

Babette Ten Haken

The smartest people in your organization have compelling stories to share. Plus, they are a treasure trove of knowledge. Do you know who these individuals are? Often, these employees do not have fancy titles or pay grades. Also, they have not earned advanced academic degrees.

Can We Make A Sale Out Of Nothing Developing A Sales Strategy & A Quote From Patricia Fripp

MTD Sales Training

Episode 26: To my sales professional connections (and trainers). This podcast includes: Can we make a sale out of nothing? How to develop a sales strategy in 5 easy steps. A quote from Patricia Fripp. Take a look at this episode on [link]. The post Can We Make A Sale Out Of Nothing Developing A Sales Strategy & A Quote From Patricia Fripp appeared first on MTD Sales Training.

The Link Between Pricing and Customer Experience

Sales Benchmark Index

Wondering what is the next emerging best practice in Customer Experience? Monetizing service. This is in addition the typical Customer Experience benefits of decreased churn and higher cross-sell/ upsell. Listen to how a sales leader leverages Customer Experience. Stay Ahead of the.

9 Things Terribly Wrong With Sales Today: Lack of Coaching

A Sales Guy

. Sales is suffering from 9 brutal ills: The Bro Culture , . Lack of Coaching. . Too Product-Centric. Not enough salespeople understand the game/rules of sales. Too much reliance on selling tools. Not enough training in the industry/space. Too much activity management.

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.

Are Your Employees invested in Your Company Story?

Babette Ten Haken

Your company story is compelling, at least to the leadership team. However, are your employees as invested in this story as you are? As the saying goes: “It is hard to read the label when you are inside the bottle.”. You sit at the helm of a large, 100-year old company.

The Secret to the Fastest Growing Sales Teams? It’s About Growth, Not Speed.

Openview

As a recruiter, I hear from many founders and sales leaders regularly about how many salespeople they need and how quickly they need them. I know the pressure is on – many are handed very aggressive targets (I would actually say some are unrealistic ).

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Five Selling Techniques That Really Work, And Five That Don’t (Updated April 2019)

Corporate Visions

The post Five Selling Techniques That Really Work, And Five That Don’t (Updated April 2019) by Corporate Visions appeared first on Corporate Visions. The Five Best Sales Techniques… And Five of The Least Effective. Who couldn’t use an arsenal of effective selling techniques?