Sat.Jan 20, 2018 - Fri.Jan 26, 2018

The Science of Basic Selling Skills

Bernadette McClelland

And the basics of selling are….? It’s a question I’ve asked a couple of times in workshops and online, and it’s a question that was triggered by a few ‘posts’ I read, stating that. salespeople today don’t execute on the basics. And my response was, what are the basics then?

Yes, a B2B Sales Experience Can Be Euphoric for Your Buyer


Buyers are looking for a BSB sales experience that's different. They’re looking for much more than a transaction. They're looking for an experience that is rich and meaningful and includes an opportunity for them to contribute. to take from the experience what's going to be useful for them. It needs to be relevant, and it needs to be something that involves an element of the unexpected. B2B sales effectiveness

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Top 3 Sales Strategy Priorities of CEOs

Sales Benchmark Index

Our guest today is Rob Hornish, the President of Americas Sales for Polycom. Rob has 20 years of sales leadership experience in the high-tech industry sector, with a proven record of building, scaling and developing high performing teams. Rob and.

A Winning Game Plan for Writing Cold Prospecting Emails That Sell

DiscoverOrg Sales

My love of all things college football comes in handy – even when it’s not football season. As DiscoverOrg’s Manager of Strategic Accounts, I’m always looking for ways to use personal touchpoints to engage prospects via email. It works. I consistently gets a response rate of 60% – and an engagement rate of 80%. Check out my post, How to Heat Up Cold Emails with Personalization.). I’m here to offer a few tricks to show you how to achieve this level of engagement.

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

What the Other Side in a Negotiation Wants

The Sales Heretic

Every sale is a negotiation. Some are short and simple, others are long and complex. But one thing all negotiations have in common is that they’re more than just haggling back and forth about price.

2 Reasons Your Account Based Sales Reps Leave

No More Cold Calling

Sales leaders must take the rap. We used to hire account based sales reps, indoctrinate them with product knowledge and a smattering of business culture, and give them a few lead generation tools. Then we gave them a phone, a list, and, a desk, and expected them to figure out how to book meetings.

More Trending

Recruiting Better Salespeople: The Make-Up of Hall of Famers

Anthony Cole Training

Assuming for a second that when you think about hiring for a position in your organization, you are thinking about hiring the best- especially in the early rounds of looking for talent.

The More and Less of B2B Marketing

Sales and Marketing Management

Author: Stephanie Kidder, Chief Marketing Officer, Azalead You Could Do With Less Leads, But You Do Need to Reach More People. When it comes to effective B2B marketing, sometimes less is more, and sometimes more is more, but it may not always be so obvious. Let’s start with why less is more. The simple truth for most B2B companies is you really don’t need more leads.

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Is Your Legacy Sales Structure Right for the New Product Launch?

Sales Benchmark Index

Most new product launches fail to meet their full, forecasted potential. These launches often fail because companies take their new products to market with the same sales org structure that was built to sell their legacy products. Evaluating your current.

How to Unleash More Selling Time

Increase Sales

Do you have a time management problem in your selling efforts? Are you running out of time as you balance work with your personal life? Have you tried time management training, seeking time management tips or reading time management articles and books? And you still have a problem? Guess what? You are not alone. This is because time management is not about time management but rather about self management through planning and goal setting. Please let me explain. Why are you managing time?

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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.

5 Ways to Create a Successful Sales Coaching Program

Steven Rosen

Effective sales manager coaching is one of the key levers that leading sales organizations utilize to achieve their revenue targets. Sales manager coaching is the #1 sales management activity that impacts performance. Study after study has shown that sales manager coaching has a significant impact on performance. Here are a couple of my favorites: CEB Coaching Effectiveness Survey Findings: Coaching effectiveness: 19% improvement in performance. Time in field: 17% increase in performance.

2 Birds with 1 Stone: Getting Ads and Link Building at the Same Time

Sales and Marketing Management

Author: Kostas Chiotis Picture this: your company wants to boost its sales with an incentive program. What do you do? You identify your target audience, establish clear goals, select the right reward structure, and develop an extensive digital marketing campaign that ensures that your offer will get to as many prospects as possible. That’s all great, but have you considered the possibility of merging your PR and SEO efforts?

A CEO Mind-shift for Scaling Growth: An Interview with Henry Schuck

DiscoverOrg Sales

As a business grows, the role of the CEO changes. Leaders who are able to evolve their mindset from survival to strategy are a lot more likely to find themselves among those 20% of businesses who survive beyond the first 18 months. It’s a transition Henry Schuck knows well.

3 Techniques To Pick Yourself Up After Losing A Sale

MTD Sales Training

No matter how good your sales technique, even the best of us will not get a 100% closing ratio. Be it a buyer who isn’t ready yet to make a decision, or a poor meeting where the sales person doesn’t listen effectively, or a myriad of other reasons, it’s possible that the sale has been lost when it could have progressed efficiently. This can have a negative effect on many salespeople. They may feel they have been at fault. Or their technique has failed them.

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.

The Best Time to Make a Sales Call in 2018

Hubspot Sales

Most salespeople are eager to know the best time to cold call their prospects. It’s an enticing idea: Rather than waiting for a compelling event, researching the buyer, and crafting a personalized message, the rep simply needs to know the best day and time of day to make the call.

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How to Protect Your Email Efforts from Extinction

Sales and Marketing Management

Author: T.J. Macke Surrounded by Snapchat filters, chatbots, and virtual reality, email often gets compared to its newer counterparts, which is like comparing Fred Flintstone’s foot-powered car to a Tesla. But unlike the Flintstones’ favorite mode of transport, email has adapted and endured. And from my experience helping businesses grow their sales pipelines with qualified leads through email, I’ve seen it continue to prove itself effective.

Sales Motivation Video: Using Silence in the Selling Process

The Sales Hunter

You have to be able to give your price or ask a question and WAIT. Silence is vital to the selling process. Be silent and allow the customer to respond. Check out the video to see what I mean: A coach can help you excel in your sales career! Invest in yourself by checking out […]. Blog Professional Selling Skills Sales Motivation sales selling selling process silence silent

Sales Hacker’s Yearly Recap & 2018 Roadmap For Growth (VERY Transparent)

Sales Hacker

Before we get into our 2017 recap and 2018 road map, I wanted to provide some quick background on how Sales Hacker came to be. How It All Began: The Story of Sales Hacker. I can’t believe it’s been 4 years since we threw our first Sales Hacker Conference in September of 2013.

How to Successfully Coach Your Sales Team to Drive Efficiency

Speaker: Steve Benson, Founder and CEO, Badger Maps

A great sales team starts with a manager who’s a great coach. To stay competitive in today’s market, you need to implement a formal coaching approach that is aligned with your buyer’s journey and internal processes to drive results. Fortunately, Steve Benson is here to help you become that great coach.

The Ultimate List of Words That Sell

Hubspot Sales

The pen is mightier than the sword. Which is good, because you probably don't want to threaten prospects into buying at sword-point. As the primary "weapons" to convert prospects into customers, w ords are incredibly important to salespeople.

Three Ways to Test Your B2B Brand’s North Star

The Center for Sales Strategy

When you look up in the night sky, there are millions of stars. So many that it’s sometimes hard to find even the easiest constellations. But one star everyone knows is the North Star. Why is that? It's different in a few signficant ways. professional branding Sales personal brand

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When to Thank Someone for a Referral

Score More Sales

Referrals in the sales world are the very best way to grow your sales book of business for many reasons. The first one is that if someone whom you respect refers you to work with someone else, nearly half the “work” in building trust has been done. B2B grow revenue referral

Do You Make These 13 Mistakes During Your Sales Conversations?

Sales Hacker

Mistakes during your sales conversations cost you deals. Buyers have dozens of options and more power than ever before. That means you can’t afford to slip up during sales conversations. Your buyers won’t have it. They’ll move to another vendor faster than you can blink, leaving your pockets empty.

7 Must-Have Automated Documents for Sales Success

Companies are increasingly implementing technology to bring efficiency to their workforce. Data accessibility aside, teams continuously struggle with manual processes for document generation. Learn why automating your documents is key to sales success.

The Ultimate Guide to Small Talk: Conversation Starters, Powerful Questions, & More

Hubspot Sales

Like it or not, small talk is integral to your success. Whether you’re networking, speaking with a new prospect, or warming up a customer before upselling them or asking for a referral, you must be able to build rapport with casual conversation.

Do You Have What it Takes?

Inside Sales Training

I remember my first sales job out of college. It was working for a company that sold investments – limited and general partnerships – to high net worth individuals around the country.

Sports 101

Beyond Cadence—The Importance of All Outcomes


For more than 20 years we’ve talked about multi-touch, multi-media, multi-cycle processes that multiply results. At least one software company literally took PointClear’s playbook, which includes details about the multi, multi, multi approach, and turned it into a red-hot piece of software. Wish I had thought of that. Multi, multi, multi (which is multiple dials, voicemails, emails and in some cases direct mail across several sales cycles) has been re-termed “Cadence.”

5 Ways To Guarantee A ‘Yes’ From The Decision Maker

MTD Sales Training

That seems a bold statement. But we have experienced many meetings with decision-makers where these ways have proved successful. We share them with you in this article. How many times have you thought that it’s a shoeing you will get the business, only to be rejected at the last minute, or having to face a barrage of objections ? It can happen to the best of us.

The Best Learning Methodologies for Developing Elite Sales Leaders

Speaker: Steven Rosen MBA, Author, Executive Coach, Speaker and Top 50 Sales Influencer

It is well recognised that the frontline sales managers are the key to driving performance in sales organizations. If you had to choose between investing in sales manager training vs sales rep training what would you do?

17 Email Subject Lines Sales Reps Swear By & Why They Work So Well [Updated for 2018]

Hubspot Sales

With sales email subject lines, a little creativity goes a long way. After all, sparking your prospect's curiosity is often the simplest and most effective way to get them to open your email -- and once they've done that, you can win a response by writing a relevant, timely email.

8 Social Selling Tactics That Hurt Rather Than Help


I really love the power that social media contains regarding the sales process. It’s such an impactful way to engage your prospects and clients. But there’s something about social selling that I think a lot of people seem to forget these days…. Social Selling Sales Inspiration b2b sales

Why Are You Making Prospecting So Difficult? It Doesn’t Have to Be!

The Sales Hunter

The last several weeks, I’ve sat in several meetings with salespeople, discussing the issues around prospecting. The excuses never change. People just think for one reason or another the challenge they’re facing is unique to them. Prospecting does not have to be difficult, if you’re willing to get honest with yourself and accept the fact […]. Blog Professional Selling Skills Prospecting outbound prospect prospecting sales Virtual Sales Kick-Off

#SalesChats Ep. 44 Stop Selling & Start Leading with Deb Calvert


Stop Selling & Start Leading. Today it’s a stiffly competitive sales landscape out there. In the end, who wins the deal–the person that simply tried to sell, or the person who LED the prospect to the win and the close?

Togetherness: Achieving Sales and Marketing Alignment

Speaker: Jeff Davis, Founder, jd2 Consulting Group

Jeff Davis is here to help you think differently about how Sales and Marketing should interact. With increased scrutiny for marketing to prove ROI on their activities and it becoming increasingly hard for B2B salespeople to even get in front of customers, the old way of doing business is no longer an option. This webinar will use evidence-based research and empirical knowledge to propose real-world strategies that work.