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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The Showpad Sales Transformation Maturity Model

The Showpad Sales Transformation Maturity Model helps organizations understand where they are today in terms of meeting buyer expectations — and how key teams can drive transformation that impacts the bottom-line. Download the free eBook for a pragmatic approach to growing sales maturity.

Who Owns the Pipeline, Marketing or Sales?


Traditionally few would contest who owns the pipeline in any organization. It’s referred to as the sales pipeline and it’s owned by sales people, right? But is this still true? With the advent of new marketing automation capabilities, AI apps and other technology, marketing is inserting itself deeper in the pipeline at almost every level. I recently talked to Dan McDade with PointClear as part of a series on SLMA Radio that I’m hosting that deals with the issue of pipeline ownership.

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Eight Ways to Make Your Sales Meetings More Valuable

The Sales Heretic

In my seminars and workshops, one of the most frequent complaints I hear from salespeople is that regular sales meetings are a waste of their time.

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.

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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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

Humans and Bots: How to blend human skills and AI to build customer intimacy and drive growth

Join Genesys for this webinar to learn how leading companies are using blended AI to drive customer intimacy and revenue growth.

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

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.

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.

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.

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

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.

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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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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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

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.

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

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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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.

4 Steps to Motivate an Underachieving Salesperson

Sales and Marketing Management

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.

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.

Reasons Your Prospect Buys, Ways To Improve Your Listening & Simon Sinek on the Power of Why

MTD Sales Training

Episode 12 – Reasons Your Prospect Buys, Ways To Improve Your Listening & Simon Sinek on the Power of Why. This podcast includes: The only reasons your prospects buys. 10 ways you can improve your listening skills. Simon Sinek on the Power of Why. The post Reasons Your Prospect Buys, Ways To Improve Your Listening & Simon Sinek on the Power of Why appeared first on MTD Sales Training.

Episode #062: The Buyer’s Mind Anniversary with Jeff Shore

Jeff Shore

In This Episode of The Buyer’s Mind with Jeff Shore: Jeff Shore has been in sales for over 30 years. A successful author, speaker and entrepreneur. – he launched The Buyer’s Mind a year ago to help sales professionals understand their customers better.

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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.

Why Awesome Salespeople Fail to Sell Themselves

Sales and Marketing Management

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.

Marketing and Sales Alignment for A Supercharged LinkedIn Strategy

Speaker: Candyce Edelen, CEO, PropelGrowth

Used properly, LinkedIn is the ultimate prospecting tool for B2B sales. It feeds a customer-centric sales process and enables a human-to-human interaction with very low cost compared to other prospecting methods. LinkedIn prospecting BLOWS AWAY the results from typical email marketing campaigns. You will receive far more positive replies from this than from any other outbound lead generation strategy. Join Candyce Edelen, CEO of PropelGrowth, to learn how over the course of 6 months, she was able to book hundreds of sales calls using LinkedIn.

5 Things That KILL The Sale, Building Rapport & A Quote From Jim Catchcart

MTD Sales Training

Episode 11 – 5 Things That KILL The Sale, Building Rapport & A Quote From Jim Catchcart. This podcast includes: The things you do that can kill the sale. How to build rapport with your prospects. An inspire me quote from Jim Catchcart. The post 5 Things That KILL The Sale, Building Rapport & A Quote From Jim Catchcart appeared first on MTD Sales Training.

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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.

The 15-Second Intro That'll Make Your Sales Conversations 10X More Successful

Hubspot Sales

Up-Front Contract Example. Appreciation and Time) [Prospect name], thanks for agreeing to meet today. Can I take three minutes …. Agenda) … to give you some recommendations on [improving X] at [prospect’s company]? And then, iIf you have no further interest …. Outcomes).