Sat.Aug 31, 2019 - Fri.Sep 06, 2019

How Your Sales Approach Can Make You Irrelevant

Anthony Iannarino

People often challenge me about my ideas in Eat Their Lunch , but mainly about the concept of Level 4 Value Creation and Entering the sales conversation from the right instead of the left (imagine Level 1 is on the left side of a slide, and Level 4 is on the right).

8 Tips For Writing Sales Texts For B2B Marketing

Predictable Revenue

Tips on how to write sales emails, social media, and other B2B marketing content that'll keep your customers engaged. The post 8 Tips For Writing Sales Texts For B2B Marketing appeared first on Predictable Revenue.

Pack Your Prospecting Call With Things to Unpack During Discovery

The Pipeline

By Tibor Shanto. While it is true that the only reason for a prospecting call is to set up the first formal interaction, there is so much more that can be accomplished. Most are focused on and working on getting that primary directive right.

The First Thing To Do With EVERY Objection You Face

MTD Sales Training

There’s a saying in negotiations that goes ‘The person in control of a conversation is the one asking the questions.’. Think about that for a moment and you can see the sense in it. When someone asks you a question, they immediately put you on a course of finding the answer.

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.

Sales Management Tip of the Week: #26 Listen, Learn, and Laugh

Steven Rosen

Hello Steven Rosen here for my weekly sales management tip where each week I share one tip from my book 52 Sales Management Tips, The Sales Managers’ Success Guide. Today’s tip #26 is listen, learn and laugh a lot.

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Marginalize Objections Before They Come

The Pipeline

By Tibor Shanto. Some objections you can bank on, you know they are coming, like any pro, practice and you’ll improve. But then there those objections that come out of the blue.

Margin 189

Critical Thinking Skills Examples in Sales: Asking Questions

Connect2Sell

This is part three in a series of posts about why and how to build critical thinking skills you can use to excel in selling. Be sure to bookmark the CONNECT2Sell Blog or subscribe to our weekly newsletter so you won’t miss these posts. Each one offers additional ways to build your mental might.

Prospecting and the 3 Traits You Must Have to Succeed

The Sales Hunter

Effective prospecting can be summed up in three words. I refer to them as the 3 traits you need to have if you want to be successful at prospecting. The 3 traits are: · Persistence. Attitude. Process. I call this “PAP.”

How to Turn Next Year’s Transformation Project into a Success

Sales Benchmark Index

Herd Mentality. The term “Business Transformation” is typically used to describe how companies adapt to new market conditions and stay competitive.

Sports 200

Sales Training Playbook by Lessonl

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

Podcast 114: Taking Charge of Your Sales Career With Sydney Sloan

John Barrows

This week we’re proud to have Sydney Sloan join us on the podcast. We’re partnered with SalesLoft, Sydney leads marketing as their CMO. In this episode, Sydney and John talk about what a sales career looks like right now and how you can climb the career ladder.

What is Your Product, Really?

The Sales Heretic

Nearly all of us—whether we’re salespeople, business owners, or professionals—love the products and services we sell. We take pride in their quality, reliability, accuracy, versatility, speed, appearance, safety, and effectiveness.

The Role of Marketing in Generating Leads

The Sales Hunter

When it’s the end of the quarter and sales is missing their number, it’s easy to blame. Usually, sales will blame marketing for not giving them great leads.

Leads 179

The two main things that your buyer wants to hear from you, three facts that will change the way you sell and a quote from Jim Cathcart

MTD Sales Training

Episode 34: The two main things that your buyer wants to hear from you, three facts that will change the way you sell and a quote from Jim Cathcart.

Buyer 156

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.

From the Switchboard to Social Media: A Brief History of Customer Service

Sales and Marketing Management

Did you know that for the first 20 years or so after telephones were invented, they were exclusively sold in pairs — and those two phones could only call each other? Given such a clunky, limited system, it’s a wonder that this method of communication caught on at all.

How to Remarkably Improve Customer Experience with a Referral Culture

No More Cold Calling

When you prospect by referral, you treat all customers like gold. I’d had it. I threw my three bananas, ketchup, and plastic mustard bottle on the counter and stomped out of the store. I’ve never had a good customer experience at that market, but this was over the top.

Monday Motivation Video: Why Worry About What You Can’t Control?

The Sales Hunter

Do you worry about things that are out of your control? Most likely, you’re nodding your head yes! Stop doing that and relax, because guess what? You can’t really worry about traffic unless there is an alternate route.

The CEO’s Mindset Shift from Products to Platform

Sales Benchmark Index

For many B2B companies, the effort to continually maintain and improve their products has become too demanding. Evolving economic factors affecting these companies have pressured many to make the shift from being a product company to a platform company.

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.

Ease Compliance Woes With Better Data Management Processes

Sales and Marketing Management

Author: Ben Thoren This past May marked the one-year anniversary of Europe’s General Data Protection Regulation (GDPR), a data privacy regulation that has had a significant impact on the way enterprises process and store personal data.

Data 197

You're Normal and Your Sucky Salespeople are Probably Normal Too!

Understanding the Sales Force

Do salespeople report up to you? Do you get frustrated with half to three quarters of them? Dave Kurlan sales core competencies sales management training sales leadership training sale leadership OMG Assessment

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Does Swag Work as a Sales Tool? (Here’s What the Data Says)

Sales Hacker

It’s a healthy question and one that has strong opinions on both sides… . Does swag work? Promotional products (AKA swag, tchotchkes, freebies, branded merchandise, you name it) have been around for some time. In fact, they date all the way back to George Washington’s campaign in 1789. .

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30 Amazing B2B Sales Discovery Questions

RingDNA

In B2B sales, exceptional verbal communication skills are absolutely imperative. Because phone calls are what move deals forward. As we have all experienced, it can take numerous emails back and forth to qualify a […].

B2B 102

Sales Training That Gets Results – With or Without Classroom ILT

Speaker: Mike Kunkle, VP Sales Enablement Services, SPASIGMA

Most sales ILT (instructor-led training) has historically not been very effective, if we consider “effective” to mean “changes behavior, improves results, or produces a ROI.” In this webinar, sales enablement expert Mike Kunkle will break down how modern technology removes the need for ILT in sales training - and will also explain how to effectively integrate ILT into your modern training, if you want to continue using it!

Don’t settle. Have it ALL!

Grant Cardone

I’ve recently been in gorgeous Kona, Hawaii. I have never been here until this past week. There’s a lot of black lava, great food, and tradition. Oh, and perfect sunsets.

Hotels 102

Introduction to the Marketing Attribution Challenge

InsightSquared

One of the main responsibilities of your marketing team is determining which campaigns are the best campaigns. This is no small feet.

5 CRM tricks to help you put a smile on your customers' faces

Close.io

The whole point of using a CRM tool is to manage customer relationships, isn’t it? Too often businesses use their CRM software simply to keep a record of their customer interactions, or to store their contact information.

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Over-Communicate Your Way to Increased Sales | Sales Strategies

Engage Selling

????????????????????????????????Whether it’s a prospect or a client you’ve been doing business with for years, you need to over-communicate, not under-communicate. Far too many sellers believe that no news is good news.

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.

Weekly Roundup: 2019 Sales Enablement Trends + More

The Center for Sales Strategy

- MOTIVATION -. BECOME THE PERSON WHO WOULD ATTRACT THE RESULTS YOU SEEK.". JIM CATHCART. AROUND THE WEB -. > > A Closer Look at Sales Enablement Trends in 2019 — LinkedIn. With a new NFL season set to get underway this week, I’m thinking about teamwork and complementary parts.

3 Ways Leaders Destroy Their Team’s Accountability

Anthony Iannarino

It isn’t easy to create or maintain a culture of accountability, one where people are responsible for their results. Most organizations have too little accountability and struggle to create an environment where it can take hold.

The biggest cold email mistake most people make (no, it's not how it's written)

Close.io

A lot of people are quick to notice how a cold email is written, but usually their approach was doomed from the start. Before they even wrote their first word. In this article, we'll explore practical ways to best tackle cold emails.