Sat.Aug 19, 2017 - Fri.Aug 25, 2017

The Most Important Sales Question You’re Not Asking

The Sales Heretic

If you’re a regular reader of this blog (You are, right? RIGHT?), you know that I’m a big fan of questions. Because if you ask your prospect enough of the right questions, they’ll tell you everything you need to know to make the sale. Yet too many salespeople don’t ask anywhere near enough questions.

Diversity In Sales – Your Obvious Advantage

The Pipeline

By Tibor Shanto – While we can talk about the style of leadership, I think most agree that one of the primary mandates of a sales leader, is to ensure that they equip their team with the best resources; be that IT resources or human resources.

B2B is Dead – Long Live B2P

DiscoverOrg Sales

B2B vs B2C vs B2P. The terms B2C (business-to-consumer) and B2B (business-to-business) are essential, elementary for a person beginning the journey into the professional world.

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Improve Your Sales Soft Skills

Increase Sales

Soft skills are absolutely necessary and critical to be successful in sales. You can ask all the open ended questions, work through the sales process flawlessly and if you lack the ability to connect with your sales leads, all your efforts will be for naught.

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

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The Power of Sales Stories

Anthony Cole Training

Guest Post by Mark Trinkle, President & CSO. Now that my daughter has reached her teens, our daughter-dad relationship has changed quite dramatically. Yes, I knew it was coming.

Can Preventing Hiring Bias Benefit the Sales Hiring Process?

Understanding the Sales Force

Image Copyright iStock Images. Sometimes things which at first sound really good turn out to be not all that great. Take the recent eclipse for example - can you say overrated? Much ado about nothing?

Catch Up vs. Leap Frog: The Truth About Best Practices

Sales Benchmark Index

Article Corporate Strategy SBI for Private Equity SBI for SMB 2018 planning b2b sales best practices emerging best practices growth faster than industry leap frog competitors leapfrog the competition revenue growth

Why It’s Time to Rethink the ROI of Your Sales Training

Sales and Marketing

Author: David M. Williams Time, Money and Effort. Today’s sales leaders agree on today’s top sales training challenges: it’s too expensive, there’s not enough time, and there’s a lack of engagement. Add to this the fact that when surveyed, the majority of sales leaders question the effectiveness of their current sales training programs. Yet, organizations continue to invest considerable amounts of time, money, and effort toward training their sales teams. .

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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.

Passion Must Show

Score More Sales

Passion, focus and enthusiasm for what you do as a professional seller are important keys to success. Think of someone you met or saw recently who has a passion for life and a fervor for their career. They are not your everyday colleague, right? They do what they love. Instead of starting to talk about something negative, they talk about the business they will develop today - the people they will impact - and the things they will learn. Sales Ideas & Skills B2B

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Why is Everyone Talking About Integration? Introducing Enhancements to Our CRM Application – Salesforce® Edition

DiscoverOrg Sales

Remember when the “sales tech stack” was just a CRM? It wasn’t long ago. Things have changed a lot in a decade. Today, the average organization has upwards of 20+ marketing and sales tools in their tech stack and many thousands more exist, all promising to boost ROI in their own way. But in the midst of all the change, the CRM has maintained and reinforced its central role.

Does Your Brand Inspire Action?

Sales Benchmark Index

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4 Customer Service Trends to Boost your Business

Sales and Marketing

Author: Jeff Mowatt When organizations invite me to speak at their conferences or train their team members, we start with trends that are impacting their customer relationships. Here are four customer service trends along with some tips for capitalizing on them to boost your business. Good service is wallpaper. Today's customers are so busy with their multiple demands at home and work, and are so distracted by their mobile devices that they no longer even notice "good" service.

The Best Learning Methodologies for Developing Elite Sales Leaders

Speaker: Steven Rosen MBA, Author, Executive Coach, Speaker and Top 50 Sales Influencer

It is well recognised that the frontline sales managers are the key to driving performance in sales organizations. If you had to choose between investing in sales manager training vs sales rep training what would you do?

The Critical Mistake that Sinks Sales Presentations | Sales Strategies

The Sales Leader

I’ve had many opportunities recently to sit in during sales meetings and presentations, and I have to be honest. Awful is the really the only word that comes to mind. I can’t help but think to myself “If this is how … Read More » Sales Tips

How to Sell Better: Lesson 3 – Learn THEIR Business

A Sales Guy

If I had the ability to fix corporate sales training and in particular new employee sales training, I would (for the record, I’m not talking about 3rd party sales training, I’m referring to the corporate training companies give to their new sales hires and salespeople). Most new employee sales training misses the mark and sets sales teams off in the wrong direction which many of them never return. The problem with most corporate sales training is it focuses on the product.

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3 Reasons You Should Care About Your Marketing Strategy

Sales Benchmark Index

Article Marketing Strategy 2018 planning 2018 strategic plan 2018 strategy b2b marketing plan Chief Marketing Officer CMO marketing plan marketing strategy planning planning approach vp of marketing

Need To Improve Sales? Invest In Your Sales Managers

Sales and Marketing

Author: Monika Götzmann When businesses need to improve sales, they are most likely to focus on salespeople and account managers, according to CSO Insights' 2016 Sales Enablement Optimization Study, with 94.3 percent of businesses making them a priority. In addition, the same study found sales training was the most popular sales enablement service. Certainly, your sales force may be one area to address, but in most organizations, frontline sales managers hold the most vital role.

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.

Video Is A Proven Winner for Sales and Marketing-Debate Over

Fill the Funnel

This past spring I told you that this was going to be the “Summer of Video” and that has been evident almost from the first week. Video is no longer an option for high performing companies focused on their online success and impression.

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How to Sell Better: Lesson 5 – Learn to Ask Questions Better

A Sales Guy

There is no debate that questions are at the core of selling. There isn’t a sales guru, training, blog or sales video channel that doesn’t espouse the importance of questions in managing a sale. That debate has been settled, so this lesson isn’t about asking questions, it’s about getting better at asking questions. If there is one thing I notice with salespeople when it comes to asking questions is this, THEY SUCK AT IT. Sorry, but you do. Yes, I said YOU!

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How to Generate Revenue from New Product Introduction

Sales Benchmark Index

Our show today demonstrates how to commercialize technical innovation. This show suggests ways to generate revenue from new product introductions.

Time is Your Gift. It’s Your Job to Leverage It.

The Sales Hunter

We all have 24 hours in a day, and if that’s the case, why is it some people simply get far more done in a single 24-hour period than others over a span of multiple 24-hour periods. Time is a finite resource. In fact, it’s the only finite resource we have, which means our […]. Professional Selling Skills

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.

Not Every Call You Make Is A Sale

Partners in Excellence

Recently, reading an article, I was struck by a sentence, “Not every call you make is a sale.” ” It leapt out of the page, somehow it seems obvious. Yet too often, it seems we behave just the opposite.

5 Steps to Stronger Sales Presentations

The Sales Leader

The best product in the world won’t save the day if your sales reps are delivering flat presentations. Let’s face it, some salespeople oversell, some salespeople undersell, some might find a happy medium but lack confidence in their delivery.

A Success Story

Sales Benchmark Index

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Your Success Starts with Great Prospects

The Sales Hunter

It’s time you quit thinking that your inability to close sales is the reason you’re not more successful. Yes, this can be a problem, but far more often I find the problem is at the top of the sales process and how you prospect. There’s a simple equation we can’t forget: Bad Prospects = Bad […]. Blog Prospecting coaching prospect prospecting prospects

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.

Design Your Sales Calls For Success

Partners in Excellence

Some years ago, we did research on the effectiveness of sales calls and meetings. We focused primarily on meeting on qualified opportunities, not prospecting calls. The results were shocking, though not surprising. We found sales people tended to make 30-50% more calls than necessary to close.

Sales Tips: When and How to Provide Pricing

Customer Centric Selling

Sales Tips: When and How to Provide Pricing. By John Holland, Chief Content Officer, CustomerCentric Selling®.

Grow Revenues With Customer Success

Sales Benchmark Index

Today’s topic is dedicated to growing revenues with Customer Success. Our guest is Natalie Fedie, a Vice President of Customer Success who knows how to proactively manage the customer life cycle to grow revenue. Natalie and I leverage the How.

Sales Motivation Video: The Big Opportunities You Capitalize On!

The Sales Hunter

Are you making the most of the big opportunities that come your way? Today I challenge you to get in the game and pay close attention to the opportunities around you. You have to be intentional, and when you are, you will realize that these opportunities are stepping stones toward success and sales motivation. Check […]. Blog Sales Motivation sales motivation success

The 7 Things You Need to Know for Effective Sales Forecasting

Find out why waiting for perfection is costing you money.