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?

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.

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.

What Is Sales Enablement and Why Should I Care?

Sales enablement is not really a new concept; it has been around for over 10 years. However, understanding the full application of sales enablement is a very different thing.

More Trending

The More and Less of B2B Marketing

Sales and Marketing

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?

How To 159

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

Connect2Sell

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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The 7 Things You Need to Know for Effective Sales Forecasting

Find out why waiting for perfection is costing you money.

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

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.

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

Your Next Sales Coach is a Machine

Speaker: Matt McDarby & Dan Smaida, Managing Directors, Specialized Sales Systems

World-class sales managers have long used creative means to solve for time and distance. In this webinar, you’ll learn how modern sales managers are using new technology plus old-school sales management to develop their people without burning out.

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 Protect Your Email Efforts from Extinction

Sales and Marketing

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.

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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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.

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Maximizing Sales Training ROI with eLearning

Speaker: Ray Makela, CEO Sales Readiness Group

Companies spend about $20 billion a year on various forms of sales training. Still, many sales leaders report low ROIs from their sales training initiatives. So how can you ensure that your investment in sales training is producing excellent results? Join us for this complimentary webinar as Ray Makela, CEO at the Sales Readiness Group, discusses five essential factors to achieve sustainable success from your sales training investment, and how to leverage eLearning to maximize results.

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.

8 Social Selling Tactics That Hurt Rather Than Help

SalesforLife

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

How to Craft a Proposal that Won’t Get Rejected

The Center for Sales Strategy

"The end depends on the beginning (and everything in between).". Yes, we have heard this a thousand times, but no truer words have been said when it comes to developing proposals. I had an epiphany pretty early in my sales career.

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

Found - The Best Sales Learning Methodologies

Speaker: Joe DiDonato, Chief of Staff, Baker Communcations, Inc

Finding the right learning approach for each topic you have to deliver to your learners can seem like a “problem of endless choices.” In this webinar, corporate learning expert, Joe DiDonato, shares how his teams solved these problems, as well as how new educational technology (EdTech) is changing the sales landscape for all of us. He will also tell you what he shared with the Venture Capitalist community on how to pick which EdTech technologies will likely succeed based on educational research. Joe is an engaging storyteller that uses easy-to-understand language, who promises to share what methods succeeded and which methods failed over his long career.

31 Simple, Yet Brilliant Lead Generation Techniques to Supercharge Your Sales Pipeline

Sales Hacker

In this mega guide, I’ll breakdown 31 different lead generation techniques you can use to supercharge your sales pipeline almost immediately. Why am I sharing this? Because as a solo-founder, I wear many hats. Two of which are currently sales and marketing.

5 ways to maximize impact of customer success stories in your presentation

Performance Sales and Training

Customer success stories or testimonials can be one of your strongest selling tools. The right success story delivered at the right time can be more persuasive to a prospect than anything you, the salesperson, has to say.

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

Pipeliner

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?

Improve Sales Performance by Changing the Conversation

The Center for Sales Strategy

If you really want to develop new business with prospects—or even existing clients—try changing your conversation from WHY they should be buying your product to HOW they should use your products and all your other resources to meet their specific needs. (Of

From Sales Enablement to Sales Performance: Moving the Needle on the Metrics That Matter

Speaker: Mike Kunkle, Vice President, Sales Transformation Services, Fast Lane Digital

More than 8 analyst firms, the Association for Talent Development, and the Sales Enablement Society have all defined “sales enablement” – each slightly differently. In hundreds of organizations, the sales enablement function is run differently, with a different focus, responsibilities, and initiatives. To make matters worse, according to a 2017 study by CSO Insights, “Sales enablement is a growing trend, but sales performance is not improving. Clearly, something is missing.” What’s missing is a clear focus on driving measurable improvement in sales performance and the expertise required to truly move the needle on the metrics that matter. Want to step up, separate yourself from the pack, and maximize your company’s investment in Sales Enablement? Then join sales transformation expert Mike Kunkle for this webinar (where your questions are welcomed and expected!)

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.

How to Overcome 3 Common Prospecting Conversation Challenges

SalesforLife

Prospecting conversations are some of the hardest conversations in the sales process , even for the most experienced sellers. Though difficult, they're also the critical beginning of what should be an enjoyable customer experience.

Whose Job Is It To Understand The Buyers?

Partners in Excellence

George Bronten just published a fascinating post, “Your Sales Enablement Will Fail Without These 5 Things.” ” I agree with him on at least 3 of the 5, and kind of sorta, but not quite agree on the 2 remaining items.

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How Sales Leaders Can Turn Tedious Pipeline Reviews into Productive Strategy Sessions

Openview

Pipeline review meetings are notorious for being dreaded by sales professionals and sales leaders alike.

How Video Learning Is Transforming Skill Mastery in Sales

Speaker: Pat D'Amico, Founder and CEO, About-Face Development

Video learning is not new, but the marriage of video learning and today’s technology is transforming our ability to achieve skill mastery in sales. Join us as we delve into how technology advancements in learning are changing the game and why it’s critical to sales success.