Sat.Dec 01, 2018 - Fri.Dec 07, 2018

Why Aren’t You Using More Tie Downs & Trial Closes?

Mr. Inside Sales

I don’t know why tie downs aren’t used more by sales reps selling over the phone. I was listening to an experienced rep the other day just pitch and ad-lib to a good prospect, and at the end of the call, she had no idea about the prospect’s level of interest, nor did she qualify the prospect.

Motivating Sales People: What Does it Take?

Anthony Cole Training

Frequently I am asked the following question: “How do I keep my salespeople motivated to sell?”. sales motivation motivating sales people Motivating building sales team sales advice

How to Assess Customer Needs in Half the Time

Connect2Sell

The discovery phase of the sales process is important but often overlooked or cut short. When asked, sellers usually say they don’t conduct thorough discovery because it takes too long. They’re concerned that their buyers won’t give them enough time and/or don’t feel they have enough time themselves.

The Not So Secret Way to Crush Your Numbers

Steven Rosen

The Not So Secret Way to Crush Your Numbers. Earlier this year I published an article titled 5 Ways to Create a Successful Sales Coaching Program.

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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 whitepaper to learn how important conversational AI is to your CX strategy.

Friday Five - Hiring for Sales Roles

Score More Sales

Here are 3 tips, 1 quote, and 1 resource to end your week. Hiring tip #1: If you are looking to hire more women on your sales team, hold an event at your offices quarterly (or twice a year) and get the Women Sales Pros guide on how to do it to widen your recruitment pipeline.

More Trending

How To Increase Your Value To Clients Without Dropping Your Price

MTD Sales Training

When someone says “That’s good value!” what do they mean? Well, there are a number of ways of interpreting value and it can mean different things to different people. For some of your customers, it could mean the actual price they are considering paying.

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How Getting Feedback and Making Adjustments are the Keys to Sales Improvement

Understanding the Sales Force

Becoming a great at selling - or anything else for that matter - is about making adjustments. In order to make an adjustment you need feedback - something you see, hear or feel that informs your ability to adjust. Take Baseball for example.

What to Call Women in the Business Workplace

Score More Sales

I have spent an entire career in sales since my early 20’s being called a guy. Filling out forms that said “Salesman Number”. Being invited to sales incentive and award events at cigar bars. sales leadership B2B

3 Tips to Avoid Teaching Your Buyers to Expect a Q4 Discount

Sales Benchmark Index

We all know the famous saying, “you can’t teach an old dog new tricks” This can be applied to the way many organizations have trained their Buyers to buy, particularly in Q4. Discounts become the primary weapon of sales reps.

10 Sales Leaders Share their Strategies for Writing Winning Proposals

PandaDoc interviewed 10 CROs and Sales leaders from companies like G2 Crowd, Sales Hacker, and Zendesk about their strategies for winning sales proposals. This eBook contains their insights and actionable takeaways that will give your team a leg up on the competition.

4 Quick Tips For The Up & Coming Sales Manager

MTD Sales Training

Very often, we see top quality salespeople made up to be sales manager and expected to deliver immediate success, as if they already have the necessary skills to succeed in that role.

A Phrase You Never Want To Hear In Sales

John Barrows

“I’ll need some time to digest what you just said.”. As a younger, less experienced rep, I used to think this phrase was awesome.

Travel 195

The ONLY Credential Necessary Today…For ANY Woman Who Sells!

Bernadette McClelland

#IWD2017 #BeBoldForChange. It was a privilege to be asked to share my thoughts on women in sales roles in this years International Women’s Day edition of Top Sales World Magazine , gracing the pages with some wonderful colleagues such as Tiffani Bova and Jill Konrath.

Why You Should be Focusing on EX

Sales Benchmark Index

Joining us on SBI’s Fast Frame of the Week is Curt Redden, the Global Director of Talent Development for UPS Capital. If you’d prefer to listen to the podcast version, click here.

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The Path to Journey Management

Speaker: Kerry Bodine and Lindsay Sykes

The practice of journey mapping has reached fever pitch. But your mapping efforts are only effective if the resulting maps help you drive organization change — and then measure the results of your efforts. Join Intouch Insight and Kerry Bodine, CX expert and co-author of Outside In: The Power of Putting Customers at the Center of Your Business, as she shares Bodine & Co.’s latest research on this topic.

What Does Your Price Say About You?

The Sales Heretic

Payless—the discount shoe retailer—recently pulled off a brilliant stunt: they sold fake designer shoes at a fake designer store. And the ruse carries lessons for anyone in sales and marketing. Payless took over a former Armani store in a mall in Santa Monica, California, and named it “Palessi.” (I

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How to Ask for a Referral Without Getting Embarrassed

No More Cold Calling

Referrals aren’t favors. Salespeople often downplay the importance of referral networks or just don’t know how to ask for a referral. Don’t get distracted; don’t get embarrassed. Relationships and referrals are what business is all about!

How to Find and Cultivate Prospects That Fit Your Business

Anthony Cole Training

Today, our customers are bombarded with sales, marketing, and advertising pitches from companies all hoping to win their business. They’re overwhelmed, or, in most cases, they simply tune us out.

Do NOT Release Funds for Your New Product Until You Know This

Sales Benchmark Index

Has your company got a new product in development? Is it working its through your organization, from R&D, to Product, getting feedback from Marketing and Sales and gaining fans and momentum as it travels? Perhaps it’s been described, prototyped, or.

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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.

It’s One Thing To Believe – Another To Understand

The Pipeline

By Tibor Shanto. I have talked a lot on this blog about the need for sales people to get past or over their product. Yes, your product is important, but in the end, and I am sorry if I am minimizing it for some, just a deliverable nothing more! It may do great things, open many doors, expose abundant opportunities, but there is no denying, that it is something that is delivered after the terms are agreed to.

Pitch Perfect: Selling to Legal Operations

DiscoverOrg Sales

A candid interview with Jill Konrath and Synchronoss’ Director of Legal Operations, Dana Huppert. Legal Operations might work behind the scenes of the General Counsel … but ops wears the pants on tech purchase decisions.

Four Letters Every B2B Marketer Should Know

Sales and Marketing Management

Author: Patrick Foster Instagram has become one of the most popular social networks in the world?—?it it now has 1 billion users ! While it may be known for its popularity among celebrity influencers, it also is an important channel for brands that use it to advertise their products.

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Should the VP of Customer Success Report to the VP of Sales?

Sales Benchmark Index

Customer Success continues to be one of the hottest topics on the mind of the sales leaders and CEO’s we work with. Few will argue against the benefits of Customer Success – driving profitable growth, product adoption and customer reference-ability.

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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.

2 Reasons Hiring Remote Salespeople Will Help You Grow in 2019

Openview

I talk to many startups these days who aren’t keen on hiring remote salespeople. And it genuinely baffles me as to why. The main pushback I see as someone who helps businesses build sales teams is “collaboration and culture.”

How Salespeople Can Better Prioritize Using Purchase Intent Data

Smart Selling Tools

In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. This week I interview John Steinert , CMO of TechTarget.

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3 Character Traits That Will Make You a Successful Sales Person

Jeff Shore

By Amy O’Connor. ?Proper Proper influence and persuasion is about making it easy for people to do what is in their best interest to do. Our job in sales is to help people achieve whatever mission they are on. The best helpers are the most successful sale people. How do you become more helpful?

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Forging the Path for Customer Operations

Sales Benchmark Index

Scott Asher most recently led Customer Operations for RentPath, a leading digital marketplace connecting millions of consumers with apartments, condos, and houses for rent through their massive network and websites. Scott spent 6 years in the emerging role of VP of Customer.

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

How we redesigned the sidebar of our CRM

Close.io

The left navigation is present on every page you look at in Close. It provides the main way to move through the product. It also hasn’t been touched since about 2013! It was time to show it some love.

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2 Ways to Win at LinkedIn

Alice Heiman

61 million LinkedIn users are senior level influencers and 40 million are in decision-making positions. There are 87 million millennials on LinkedIn with 11 million in decision-making positions. LinkedIn has almost 600,000 users in more than 200 countries ( OmniCore ).

Are You Closing Sales Or Opening Relationships? with Adam, Episode #94

Vengreso

Subscribe to Selling With Social. Apple Podcasts | Stitcher | Google Play | Google Podcasts. Every sales professional wants to be closing sales on a higher level. But what most of us don’t realize is that we don’t achieve that through learning better sales techniques.