Sat.Mar 16, 2019 - Fri.Mar 22, 2019

Has Your Deal Desk Become a Collision Center? – 5 Steps to Clean up the Dysfunction

Sales Benchmark Index

As organizations transform their Deal Desk to a best in class Revenue Desk, challenges arise. Making this transition calls for new members from various functions, which results in more opinions and at times, competing priorities. When done well, this leads.

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Negotiating a B2B Sale? Be Proactive versus Reactive

Sales and Marketing Management

Author: Andres Lares, Shapiro Negotiations Institute A sales negotiation is a process, not an event. Events are reactive; they require you to think nimbly on your feet. Effective sales negotiations, however, are fundamentally proactive.

Are you struggling to sell? Here’s what to do.

RingDNA

It happens to everyone, yet it seems to come without warning. You can be hitting goal after goal, crushing quota every quarter, then it suddenly seems to stop. The road gets bumpy, you lose speed, […]. The post Are you struggling to sell? Here’s what to do. appeared first on RingDNA Inside Sales Software & Enterprise Telephony for Salesforce. Inside Sales Sales Best Practices Sales Strategy B2B sales B2B sales objections Sales Tips

The 5 Stages Of The Negotiation Process

MTD Sales Training

The whole negotiation you have with a client or prospect can be successful or not, based on the way you carry it out. Learn how you can turn a negotiation around if it’s not going well by following a strategic process that you can control. .

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.

As a Product Leader, Are You Regularly Engaging the Sales Team in Product Ideation?

Sales Benchmark Index

A product leader at a recent client of mine expressed a frustration that most product leaders can relate to. His organization had recently invested heavily in developing a new product that targeted a growing segment of the company’s customer base.

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The Home Court advantage. Are you using it to make sales?

Jeffrey Gitomer

The average professional sports team wins more than 75% of the games they play on their home court. That's a pretty high winning percentage. If you knew you could win 75% of the prospects you pitched, you'd do it, wouldn't you? YOU CAN! Sales games are no different than sports games.

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3 Ways to Overcome Call Reluctance

Mr. Inside Sales

Do you or your team suffer from call reluctance ? Would you rather send emails than make calls? If you have to pick up the phone for a living, then I’ll bet making cold calls isn’t one of your favorite activities. And if you struggle making those calls, then take comfort in knowing you’re not alone.

Prevent Your Revenue Desk From Becoming the Discount Approval Board

Sales Benchmark Index

If you follow our Sales Benchmark Index blog, you have read our take on enhancing your Deal Desk to a Revenue Desk in the recent post “What Do You Do When Your Deal Desk Is Failing – Set up a.

Best Time To Prospect?

The Pipeline

By Tibor Shanto. With regularity, most active sales trainers and I get the following question: “When is the best time to prospect?”.

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.

How a Screw-Up Can Boost Your Sales

The Sales Heretic

While hanging with a friend recently, the subject of what to eat for dinner came up. After discussing some possibilities, we agreed on pizza. The next decision—where to go—turned out to be an easy one, because in her mind, there was only one option: the local outlet of Garlic Jim’s.

IF You’re Going to Make Cold Calls, This is How to Do It

John Barrows

“Cold calling” is getting harder and harder to justify these days. Less people are picking up the phone, some executives don’t even have office lines anymore, the layers of gatekeepers are getting thicker and harder to navigate. It’s brutal out there. With all this, I still think cold calling has its place and can be effective IF done right. First, let me be clear on my definition of what successful “cold calling” does and does not look like.

Great views from the Summit -- the Sales Summit, that is.

Jeffrey Gitomer

What makes sales happen in the real world? A few weeks ago I asked you to send me your best sales idea or philosophy. I want to share a few of the ticket winning responses from fellow sales professionals: Show–up. When the bell rings, be there. Bob McWaters, regional partner of ReMax).

The Power of Smart Differentiation in Sales

Understanding the Sales Force

In a previous article, I wrote about the one question that can help salespeople differentiate themselves from the competition. On the heels of that article, one interesting theme from the emails I received was the importance of differentiation.

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 Hidden Talent in Your Ranks

Sales and Marketing Management

Author: Conner Burt The current labor market remains among the tightest in modern history. As such, many companies today are beginning to look with renewed interest at their most readily accessible talent pool when filling open roles: their own employees.

How to Be a Memorable Salesperson Part 10: Ask Better Questions

Connect2Sell

As we get close to wrapping up this 12-part series on becoming more memorable as a seller, you’ve probably detected some common themes: selling skills connecting with buyers DISCOVER Questions™ open-ended questions sales questions

Gatekeepers : Six Things NOT to Do

Mr. Inside Sales

If you’re getting screened out by gatekeepers , then chances are you’re probably causing that screening. Before we get into the things you may be doing to cause them to begin interrogating you, let’s quickly define some terms. First, not all gatekeepers are the same.

Friday Five - End the Quarter in a Big Way

Score More Sales

It may be too late for many with longer sales cycles, but if you do have business to bring to closure before the end of the quarter, these ideas might help. Sales Skills grow revenue sales coaching

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.

Connecting the Dots Between Talent Strategy and Execution

Sales Benchmark Index

As an executive, your success depends upon architecting a clear talent strategy that aligns with the overall goals and objectives of the entire organization. While strategic planning is necessary and worthwhile, it is no longer good enough. Truly effective and.

The True Gift and Grit of Working Grandmothers

No More Cold Calling

Grandmothers have always worked … but not always outside the home. It was 2007. At a luncheon hosted by a major magazine, a panel of four women discussed their careers and what inspired them. The oldest was 53 years old, a business owner with two children at home.

One Powerful Way to Learn More About a Prospect

Mr. Inside Sales

Let’s start with the obvious: Sales reps talk too much. Whether it’s nervousness, fear, inexperience, or just the conviction that if they stop talking the prospect will say “Not interested” and hang up, it doesn’t matter.

61 is the New 51

Grant Cardone

I just turned 61 years old. Here’s what America looked like back in 1958 when I was born: The average cost of a new house: $12,750. Average monthly rent: $92. Average yearly wage: $4,600. The world population was 2.9 billion. NASA was created that year.

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Sales Training Playbook by Lessonl

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

How a Sales Leader Leverages Customer Experience

Sales Benchmark Index

Today Mike Balow, the Executive VP of Sales and Applications for Cypress Semiconductor, joins us and discusses leveraging CX to enhance your key account program. Mike shares how tailoring to your clients’ needs and expectations, leads to successful revenue growth.

A More Beautiful Question – Change

A Sales Guy

I absolutely love this. I talk about change in Gap Selling and how the discovery is critical to creating the gap. When you’re asking your buyers questions, your helping them look at things differently and are setting the stage for them to change. And that’s your job as a sales person.

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5 Quick Secrets to Compelling Emails

Mr. Inside Sales

Want to get your emails returned? Who doesn’t…. Many of us would settle for just getting our emails read! Let’s face it: prospects get hundreds of emails per week and there is a slim chance they are going to read – let alone respond to – an email from a sales rep.

Making It Rain in 2019

Igniting Sales Transformation

Last week, I was making it rain opportunities through networking and education with over 1,000 sales professionals at SalesLoft’s Rainmaker 2019 conference. SalesLoft , a hometown tech success here in the ATL, launched Rainmaker in 2014.

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.

Changing The Questions

Partners in Excellence

We know questions are critical to our success as sales people. Sadly, we ask too few, choosing instead to pitch our products and solutions, hoping the customer has some interest in considering them, though we often don’t know why.

A More Beautiful Question

A Sales Guy

Anything that forces people to have to think is not an easy sell, which highlights the challenge of questioning in our everyday lives. The post A More Beautiful Question appeared first on A Sales Guy. Book Reviews/Quotes

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Four Proven Responses to: “We’re all set”

Mr. Inside Sales

Many sales reps still have trouble handling the initial resistance statement: “We’re all set,” or “We already have a dealer/supplier/vendor for that.”. If you struggle, too, then you’ll love the proven response below.