Sat.Mar 23, 2019 - Fri.Mar 29, 2019

8 Disciplines of Sales Execution

Sales Benchmark Index

Sports 295

Why is Authenticity So Rare Today?

John Barrows

At Salesloft’s Rainmaker conference this year I delivered a workshop, a keynote, and I participated in a panel. In each of these presentations, my focus was on providing as much value as possible to the audience.

Margin 232

Match the Hatch to Break Through the Noise When Prospecting

Sales Readiness Group

Prospecting is a lot like fly fishing. In this episode, we talk about the similarities between those two practices, and how by "matching the hatch" you're much more likely to break through the noise when prospecting. Prospecting

The Problem With Assumptions

The Sales Hunter

Do not assume anything! This is easy to say, but sometimes tough to do in the moment. It can seem painless to make an assumption from reading someone’s email, but the real question is what is your assumption, and is it correct? That is where the problem lies.

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.

Are You Moving Forward or In Circles?

The Pipeline

Share Tweet Share 2. By Tibor Shanto. In every cultural ritual, say like sales, that unfolds over and over, not just for the individuals involved in it day to day, selling and buying, buying and selling, and over again; people tend to see events as they unfold, through their narrow set of filters.

More Trending

This Scared Me To Death

Jill Konrath

I was standing on a ledge, facing a rock wall. The path at Water Canyon ended there; we couldn't go any higher. Looking down over my right shoulder, I saw a bottomless pit. One that I was supposed to descend. My stomach was churning, my head was spinning. Fear owned my body and I was at its mercy.

Churn 234

What Are The Different Types Of Selling?

MTD Sales Training

By different types of sales, we’re referring to the styles that salespeople will adopt when they are with prospects and customers. Either face-to-face or online. Over the years the styles have changed because buyers’ needs have changed. .

How to Be a Memorable Salesperson Part 11: Listen With Empathy

Connect2Sell

Memorable: enduring, unforgettable, noteworthy, significant, extraordinary, esteemed, important, impressive, remarkable, indelible, interesting, meaningful. The dictionary offers plenty of synonyms for the word “memorable.” They are all relevant and useful outcomes for a seller.

How To 214

Reallocating CSM Time Can Dramatically Improve Customer Success Revenue

Sales Benchmark Index

As a Customer Success Leader, to scale your organization, you have to get the most out of your team. Your greatest lever, is how to allocate a Customer Success Professional’s most important asset, their time. In order to drive the.

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.

Every Problem is an Opportunity Waiting for a Solution

The Sales Hunter

View every problem as an opportunity. Instead of looking at what has gone wrong, focus your thinking on the solution. This will move you forward with your customers and make them see you in a different light. You have an opportunity to demonstrate leadership.

The Future of B2B Sales

Sales and Marketing Management

Author: Brad Soper, Andree Radloff and Mark-Daniel Rentschler What will sales divisions look like in the future?

B2B 270

What Saleswomen Do Really, Really Well

No More Cold Calling

Women in sales have a natural advantage. When you think about salespeople, you probably picture men. History and Hollywood have made sure of that. Yet, many saleswomen outperform their male colleagues, and many men have admitted that to me when the other guys were out of earshot.

Get Work Done Right – Insights from Author and Workfront CEO, Alex Shootman

Sales Benchmark Index

Our Workplaces Have Changed … And They Are Continuing to Change. The modern workforce consists of five generations of workers. The Millennial generation is better educated that those who are a part of Generation X. Millennial women are more than four times.

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.

Four Reasons Behind Sales Madness

Anthony Cole Training

In our follow up to last week's March Madness write-up, we discuss the idea of "sales madness", and the notion that it can be defined similarly to insanity, or doing the same thing over and over again but expecting a different result.

24 Ways to Make Customers Feel Special

The Sales Heretic

Everyone wants to feel special. It’s a basic human emotional need. And as I—and many other sales experts—have noted repeatedly, buying decisions are emotional at their core. Which means the more you can fulfill your prospect’s emotional needs, the more likely they are to buy from you, and the more frequently they’ll buy from you. [.]. Sales customer emotional expert product prospect service

3 Ways Technology Can Streamline Your Sales Performance Management Strategy

Sales and Marketing Management

Establish a GTO (Growth Transformation Office) and Ensure Success of Your Revenue Growth Initiative

Sales Benchmark Index

I was speaking to a former client who recently implemented a growth transformation office. When I asked what the GTO’s goals were, she shared that the role of a growth transformation office is to accelerate internal transformation by identifying the.

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.

12 Stats That Prove You Need To Start Social Selling [Infographic]

SalesforLife

Numbers don't lie. Your buyers have changed and so must you. In fact, 57% of the buying decision is completed before they are willing to talk to a sales rep. Tweet This! ) So traditional sales methods of cold calling and email are gradually becoming less effective. Infographics Sales Process

What Are The Consequences Of Doing Nothing?

Partners in Excellence

What are the consequences of doing nothing/not changing? The answer to this question is the single most important issue in every sales opportunity. Yet, when I ask this question in deal reviews, fewer than 5% of sales people can respond.

Margin 121

Artificial Intelligence and Its Impact on Sales and Marketing

Sales and Marketing Management

Author: Paula Sanders There’s a lot of hype around artificial intelligence, but the reality of its impact to sales and marketing strategies promises to be positive. In the latest Digital Trends report, which surveyed marketing, creative and technology professionals, nearly one third of organizations are planning to invest in AI within 12 months – a market projected to reach $70 billion by 2020. That’s a significant opportunity.

A Guide to Building Accurate Buyer Personas Using Real Data

Connext Digital

In this increasingly customer-centric business landscape, it’s getting more important than ever for companies to tap into their buyers’ mindset. By putting yourself in your customer’s shoes, you’ll understand their pain points, needs, and decision-making process better. Enter: buyer personas.

Sales Training Playbook by Lessonl

A step-by-step guide for building a comprehensive training playbook for your sales team.

How to Run An Ultra-Effective Daily Sales Huddle

Sales Hacker

Few would argue with how important it is for sales leaders to meet with their sales people on a regular basis. Common interactions typically include the monthly or weekly 1-on-1, sales kickoffs, weekly sales team meetings , and the quarterly performance review.

Key To Great Customer Experience

Partners in Excellence

We know the importance of customer experience. Whether it’s their buying experience or their experience in implementing or using our solutions, customer experience is key to our success. It’s what causes them to buy, repurchase, and recommend.

5 Great Ideas to Set 5 Sales Meetings per Week

Marc Wayshak

How many sales meetings do you have to set per week to crush your sales goals? Turns out, the answer is 5. Watch this video to learn 5 great ideas to set 5 sales meetings per week. You’ll walk away with the know-how to schedule one quality sales meeting every workday.

How to Use Non-Cash Rewards to Motivate Employees

Xactly

Learn how to use non-cash rewards as a motivating incentive for your sales team. Incentive Compensation Sales Coaching and Motivation

Fulfilling Today's (Changing) eLearning Needs

Speaker: Bryan Marriott, President, P1 Learning

eLearning cannot be a “one size fits all” proposition. It’s not enough to post 1,000+ courses and leave training up to chance. Join Bryan Marriott, President of P1 Learning, as he walks through the process of identifying learner needs, and then delivering training that specifically addresses those needs – in a short, effective, and entertaining manner.

Sales Persuasion: Recognizing and Beating Cognitive Biases

Sales Hacker

Sales will always be a persuasion game, but the biggest obstacles to success are actually cognitive biases rooted deep in the human brain. The brain has evolved in strange ways.

Too Busy To Do What We Know Is Right!

Partners in Excellence

The sales team knew the sales process helped improve the results they produced–they had tested it, they’d seen profound improvements in result, but they weren’t using it. They struggled to produce results. The manager knew he was supposed to coach his people.

Data 108

The 11 Best Discovery Call Tips for Sales You’ll Read This Year

Gong.io

Are you looking for the BEST discovery call tips? Ones that will set your sales calls on FIRE? Well, this might be the most important thing you’ll read this year. You’ll see why in a minute. But First… A Disclaimer: These tips are NOT for beginners.

Buyer 97