Sat.Jul 15, 2017 - Fri.Jul 21, 2017

How To Walk The High-Wire Of Modern Day Selling, Experience Real Success and Create History

Bernadette McClelland

When does success not mean success? Ask any group of people or any individual to put their hand up if they want to be successful and you will hear it accompanied with a resounding ‘Hell, Yeah’.

How To 367

17 Sales Tips from Influence ‘17

The Sales Heretic

As a professional keynote speaker and sales trainer, I am—naturally—a member of the National Speakers Association. So of course I was in Orlando last week for NSA’s annual convention, known as Influence 2017.

Call Camp – 1:00 PM ET

The Pipeline

Today is the day, I’ll revealing the #1 sales faux-pas that kills deals in Call Camp. Trust me, every rep needs to know this. During this live coaching session , I’ll be breaking down real sales calls, and providing best practices like: How to ask effective discovery questions.

Will You Win in Head to Head Competition?

Sales Benchmark Index

Article Corporate Strategy b2b sales competition head to head competition strategic alignment

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

How to Fill the Funnel with Real Sales Opportunities

Sales Benchmark Index

Podcast Sales Strategy SBI for SMB b2b sales ceo chief executive officer dialer discoverorg prospecting prospecting methodology sales prospecting sales prospecting funnel SDR

Funnel 208

How Digital Dependence Derails Account Based Selling Teams

No More Cold Calling

Twenty years ago, I would have told you referrals couldn’t possibly be more important for account based sales development. I was wrong. Today, they’re even more important—and more powerful—than they were back then. Too many account based selling teams over-rely on technology to reach their prospects.

5 Direct Sales Activities that Lead to Sales Success? An Update

Anthony Cole Training

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Leads 178

The Levers Of Sales Success

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . Proactive Prospecting Summer – Part 3.

The 7 Things You Need to Know for Effective Sales Forecasting

Find out why waiting for perfection is costing you money.

How Do You Measure Sales Enablement?

Sales Benchmark Index

Article Sales Strategy effectiveness efficiency how to measure measure measure sales enablement sales enablement

Bad Customer Service Should Not Be a Sales Objection

Increase Sales

Selling in today’s world has many challenges. Bad customer service should not be one of them. Top sales performers know how to overcome a sales objection. Yet when that sales objection is something beyond their control such as customer service, delivery by another vendor to invoicing, earning the sale becomes even more difficult. Real Time Bad Customer Service. Recent events on social media have shown the impact of real time customer experience.

How Do I Make Sure I Hire Someone Who Has Excellent Sales Skills?

Anthony Cole Training

8 Reasons Why Hiring Elite Salespeople is Difficult

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Grammar - Why Commas Provide Sales Success Where Periods Fail

Understanding the Sales Force

Image Copyright Eerik. You've heard it all before - but not quite this way. The one thing you need in order to have a successful sales force is CRM. The one thing you need in order to have a successful sales force is a powerful Inbound initiative.

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.

How to Connect Your Product Road Map to Your Sales Plan

Sales Benchmark Index

Article Product Strategy Sales Strategy interlock product road map sales and product interlock sales leader sales strategy

How To 165

Marketo Append & Clean: Big Changes for a Favorite Data Management Tool

DiscoverOrg Sales

There are parts of the job that marketers can perform on autopilot, but data management – enriching and cleansing data – has never been been one of them. That’s changing. Significant enhancements to our Marketo connector, including new Append & Clean functionality, give marketers a whole new level of automation accuracy, and control over their database. Users can: Configure what data points are added and updated, how often they are refreshed, and how updates are handled.

Are You Forgetting Sales Leadership Is Situational?

Increase Sales

How many times have we read or heard about leadership being situational? If any type of leadership is truly situational, it is sales leadership. Leadership is first about leading yourself or self-leadership. From your own leadership efforts you secure your desired results. Peter Drucker said “Leadership is all about results.” ” In sales, results do matter. For without the ability to increase sales, those in sales would be quickly unemployed.

The Just-In-Time Training Revolution

Sales and Marketing

Author: Tim Riesterer, Chief Strategy and Research Officer, Corporate Visions When it comes to enabling salespeople to be great “in the moment” across the different types of selling situations they face, the technology is there. That’s the good news. The bad news: Messaging content and skills training approaches are not always present. The stuff you put in the technology has been lagging behind the ability of tools to dish it out.

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.

Marketing Campaign Planning to Capture Attention

Sales Benchmark Index

Today’s guest is rare marketing leader with 20+ years of B2B marketing leadership experience who can demonstrate a masterful blend of strategy and tactics for campaign planning. As marketing shifts from art to science, marketing leaders with an engineering background.

Sellers: Win By Getting to "No"

Score More Sales

In selling, we've been trained that getting potential customers and clients to say "yes" is the most important part of negotiation. It's time to rethink that strategy. B2B sales strategy

Tone Deaf Executive Leadership Ignores What Customers Value

Increase Sales

Once again corporate executive leadership demonstrates how truly tone deaf it really is. The recent Tweet war between Delta Airlines and Ann Coulter reveals that Delta leadership does not know what their customers value. Hint for those in leadership roles – It is not the money. When customer pay for something, they expect what they pay for. Pretty simple. In the case of Ms.

Using Motivations to Turbo-Charge Your Career

Sales and Marketing

Author: Sean K. Murphy In sales, you look for every competitive edge. So recent developments in the field of psychology that point to intrinsic motivations as the key to peak creativity and performance could help sales professionals. First it’s important to understand what motivations are and how they work. There are two major types: Intrinsic : Deeply personal values and beliefs. Extrinsic : Tangible rewards, such as pay, or consequences, such as punishment.

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.

Should Customer Success Managers Carry a Quota?

Sales Benchmark Index

Article Corporate Strategy Marketing Strategy Product Strategy Sales Strategy build a customer success team csm customer success customer success manager Customer Success Manager hiring profile hiring profile Marketing marketing strategy

Quota 163

#1 Way to Stop Discounting Your Price

The Sales Hunter

Last week I wrote about the issue of discounting, and needless to say it generated a major amount of conversation all over social media and in emails and phone calls to me. A few people pushed back on my thinking. I’m fine with that, as I know what I say won’t always resonate with everyone. […]. Blog pricing Professional Selling Skills discount discounting price sales

The Number 1 Thing Salespeople Should Do

Jill Konrath

What's the #1 thing you should be doing to drive more sales in today's crazy-busy world? It's something I've been thinking about a lot these days. Working Smarter

Sales 160

A Quick and Easy Tip To Maintain Accurate Customer Email Lists

Sales and Marketing

Author: Nathan Wakefield Email marketing can be a very important tool to use for your business. This can be especially relevant to small B2B online marketers who are trying to keep their customers informed about promotions and new products to maintain lasting purchasing relationships. As you begin creating a system for a customer email campaign, it can be confusing to manage an accurate list without a substantial time commitment at first, especially if you are a new business.

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!)

5 Ways Sales Leaders Can Do More With Less

Sales Benchmark Index

Article Sales Strategy more with less sales leader

Sales 163

The Missing Link In Sales Performance

Partners in Excellence

Every sales executive is constantly struggling to improve the performance of their organizations. The data on percent of sales people achieving their goals, percent of companies making plan, and so forth is appalling.

What the Top 1% of Sales Reps Do Differently

Fill the Funnel

For top-performing reps, it isn’t the resources they’re given that determines their success — it’s their resourcefulness. But who would choose a Hyundai over a Ferrari? We don’t love to admit it, but powerful sales tools can increase our chances success.

That Data Scientist Colleague is a Business Asset. 5 Tips.

Babette Ten Haken

Think about that data scientist colleague you work with. Does she drive you crazy or is she your greatest business asset? In today’s digitally-connected business and manufacturing ecosystem, chances are you work with a data scientist or two.

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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.