Sat.Apr 14, 2018 - Fri.Apr 20, 2018

The Only Question You Have To Answer

The Pipeline

By Tibor Shanto. Usually, with a teaser title like this, I would build the argument then the conclusion. Let me start by giving the question first, probably lose half of you, but I hope to hear from the rest of you and have a dialogue about how you may apply it. Here we go: With one exception, for many rare, there is only one question you have to answer as a seller. There is a second, but it doesn’t matter if you can’t get past the first. Will I Get Fired? Will I save?

Our Customers Are Doing Their Homework

Partners in Excellence

Every three years, I go through the same cycle. My car lease comes to an end. Every three years, the same thing happens; about 6 months before the lease end, the dealer(s) start to contact me.

3 Ways To Become Indispensable To Your Customer

MTD Sales Training

When we ask buyers what makes them purchase from particular suppliers, the answers can range from great prices to great value to great people and many others. But some reasons always seem to float to the top of the list, and when you see them they appear common sense. Unfortunately, the sense needed for this isn’t that common. So, here I list just three ways that would make you indispensable to your clients, meaning they really value your services and wouldn’t want to work without you.

5 Metrics for Top Performing Sales Leaders

Sales Benchmark Index

Sales Leaders need to have their finger on the pulse at all times. They must know whether the team is on track, or not, to hit the yearly goal. Top performing Sales Leaders are always on top of this.

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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

New Data Reveals Why Veteran Salespeople Are Not Better Than New Salespeople

Understanding the Sales Force

I mined Objective Management Group (OMG) data and compared salespeople who have been with their company for 10 years or more, with salespeople who have been with their company for five years or less. Theoretically, the veteran salespeople should be better and stronger in every way. But are they?

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5 Prospecting Steps To Fill your Pipeline with Gold

Sales Benchmark Index

The number one reason a sales rep fails is an empty pipeline. The root cause of an empty pipeline is failure to prospect. Having a Prospecting Plan fills your pipeline and identifies the right prospects to engage. So how do.

How to Create a Sales Territory Plan with a Buyer-Centric Approach

DiscoverOrg Sales

There’s a lot to think about when developing an annual sales plan to support your organization’s strategy and objectives: new customer acquisition, customer retention, increasing share of wallet, resource budgeting … just to name a few. But don’t forget about your sales territory plan.

How to Harness the Power of Business Referrals

No More Cold Calling

It’s time to get serious about business referrals. In spite of numerous misconceptions and poor implementation, referrals in business are where the power is. But the first step to harnessing this power is understanding just what referral selling is and how it feeds your sales machine.

The 7 Things You Need to Know for Effective Sales Forecasting

Find out why waiting for perfection is costing you money.

When It Rains It Pours

John Barrows

Have you ever noticed that when things are going well they tend to keep getting better and when they’re going bad they tend to keep getting worse? We’ve all had those days when nothing seems to go right.

Coaching for Sales Success

Anthony Cole Training

We spend a great deal of time with our clients teaching and coaching them about how to drive sales growth. The process for them is rarely easy. The reason(s) being: Sales Growth coaching salespeople

3 Ways to Shorten Onboarding Time for New Sales Reps

Smart Selling Tools

As a sales leader, onboarding new hires quickly should be a top priority. When your sales ramp rate is poor, it’s a huge drain on resources that can prevent you from hitting annual targets. It costs your company time and money that it could put toward new hires and increased sales.

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4 Steps to Motivate an Underachieving Salesperson

Sales and Marketing

Author: Jen Wagstaff More than 10 years spent working in sales training have taught me to understand and turn around salespeople who are struggling. Here are four steps I’ve found most effective to re-motivate a salesperson who’s falling behind. Start positive – identify their strengths. If you’re a manager in charge of one person, or a team of salespeople who aren’t pulling their weight, the pressure to offer a solution can be intense.

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.

Revenue Growth Fast Frame – Evaluating a Potential M&A Target

Sales Benchmark Index

Welcome to the Revenue Growth Fast Frame of the Week. Gary Schwake, Vice President Business Development at ACTIVE Network provides insight into evaluating a potential M&A target — What are the top criteria to review when evaluating the revenue growth capabilities. Corporate Strategy Video acquisition criteria fast frame M&A selection criteria

How Do Extraordinary Financial Planners Close the #Salesgrowthopportunity Gap?

Anthony Cole Training

What prompted this article was a post from Jeff Ferraris, a program manager for CUSO Financial Services in Austin,Texas.

Your best prospects are your present customers.

Jeffrey Gitomer

Looking for new prospects? Who isn't! You probably have hundreds you're not paying attention to. your present customers. Leadership Repeat sales

How to Finally Align Sales and Marketing to Nab Great Leads

Sales and Marketing

Author: Matt Sunshine Sales and marketing belong on the same side of the negotiating table. So why do they often find themselves staring bitterly across it? Not surprisingly, miscommunication. On one hand, you have the marketer with his definition of a lead. He sees his function as doing everything it takes to drive a target audience into his arms. Then, he can claim to sales, “See what I brought you?”. That brings us to the other hand: the sales pro.

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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.

Overcoming Sales Objections Is Easier When You’re on the Offensive


Let’s talk baseball. When you're playing offense, you're in a much better position to score. It's true in sports -- and in sales -- that the best defense is a good offense. If overcoming sales objections is a challenge for you, it may be because you're trying to score from a defensive position. It’s impossible to score when you’re in the outfield. overcoming objections SSSL

Sales Motivation Video: Motivation and the Power of One

The Sales Hunter

What are you allowing to get in the way of what you can accomplish? I suspect you are distracted and going in too many directions. Embrace instead the power of one. The power of you connecting with one person at a time can be revolutionary to your sales motivation.

A funny thing happened to me on the way to a sale!

Jeffrey Gitomer

Every high school has one weirdo – total nerdy type – you know what I mean. At Haddonfield Memorial High we had a kid who carried his books in a box. Presentation Skills

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Why Awesome Salespeople Fail to Sell Themselves

Sales and Marketing

Author: Kostas Chiotis While it might not be a secret, the fact is you need to sell yourself if you want to land that dream job. It doesn’t matter if that position is a sales position with a high-growth company – one that comes with a great package and a company car – or if you are seeking a way to break out of safe harbor job that you can no longer endure.

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.

What Happens When You Add 187 LinkedIn Connections at Once


By: Ryan O’Hara. A few weeks back, I asked followers what I should do with the 187 LinkedIn connection requests that I’ve had. Some folks asked me to add them all, and report my findings.

5 of the Most Poisonous Mindsets Killing Your Sales Performance

Jeff Shore

Amy O’Connor . As a sales coach, consultant and trainer, much of what clients pay me for or expect of me is to teach their sales teams sales techniques: how to ask discovery questions, how to close buyers, how to create urgency, etc.

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How to Develop Your Team and Exceed Your Goals

Alice Heiman

Secure Your Own Mask First. You know how on an airplane the flight attendants tell you to secure your own oxygen mask before you help another? Well, developing your team follows the same strategy.

Sales Tips: 8 Things All Sellers Should Do Now to Make the Quarterly Number

Customer Centric Selling

By Kasia Kowalska, Growbots – Sales Platform. For sales representatives, success and failure can often be measured with one metric: the sales quota.

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!)

27 Powerful Email Closing Lines That'll Intrigue Prospects & Prompt Responses

Hubspot Sales

Email Closing Lines. I've got a great checklist on [insert topic]. Want me to send it your way?". "Is Is it currently a priority to improve [insert business goal]?". Did the ebook you downloaded change the way you think about [insert topic]?". "I I love ramen as well.

How Snowboarding Taught Me to Ask Better Closing Questions

Jeff Shore

By Jeff Shore. You can read about closing techniques in my book, Closing 2.0. You can join me at the Closing 2.0 Academy. And there is always YouTube. But on top of all those amazing resource, there is one more high-impact method of perfecting your closing technique: Teach Yourself.

5 Proven Ways to Elevate Core Performers


Core performers make up approximately 70 percent of the sales team. Since they’re the majority, your core performers are responsible for the bulk of sales productivity. Even a small boost to their skills will translate into big differences in performance. In fact, some reports suggest improving core performers’ skills by a mere five percent pays off with a 60-percent boost to performance. Sales Training

What is the Best Commission Strategy to Motivate Sales Reps?


Everyone is familiar with the Principal-Agent Problem, whether they realize it or not: someone wants something, but they can’t get it on their own, so they pay someone else to get it for them. Where’s the problem?

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.