Sat.Aug 08, 2020 - Fri.Aug 14, 2020

2 Keys for Improved Sales Performance: Perception and Consistency

Anthony Cole Training

Perfect practice prevents poor performance! To improve your overall sales effectiveness, you must become masterful at the skills required to be successful. In today's blog post, you will learn why perception and consistency are critical factors when it comes to upgrading your selling results. sales performance improving sales results How to Increase Sales consistent sales results increase sales cincinnati

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They Pay More For Answers Than Solutions

The Pipeline

By Tibor Shanto. Salespeople love to talk about solutions, buyers are tired of hearing about solutions that leave them no further ahead. Prospects are looking for answers to business opportunities. They need answers to that before they are ready to talk solutions. link]. Join me Friday for the next breakfast For Champions. Dog Days Of Summer Sales. The post They Pay More For Answers Than Solutions appeared first on 01 - Prospecting Prospecting Selling to Executives Tibor Shanto

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The Comeback Kid: 20 Weeks to Change Your 2020 Story

The Center for Sales Strategy

We all have a choice to make. That choice is what we’re going to do for the next 20 weeks of the year. We can continue to worry, fret, blame, and sit on the couch (if you're not doing any of those things - hurrah for you!). But we can also take the opportunity to be the Comeback Kid. Twenty weeks is a long time. That's 100 working days, with a few holidays thrown in. We encourage you to continue the activity that got you where you were before this pandemic struck.

Your Tech Stack May Be Lagging Amid the COVID-Charged Digital Transformation

Sales Benchmark Index

The New York Stock Exchange dates to May 17, 1792, with the signing of the Buttonwood Agreement—where twenty-four stockbrokers and merchants met at the now famous Wall Street under a Buttonwood tree. There have been numerous market crashes, defined as a.

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How to Drive Revenue Through Retention Marketing & Sales Enablement

Speaker: Ruth Stevens, President of eMarketing Strategy

In a pandemic, it’s more important than ever to focus on retaining and expanding current customers. So, how can sales and marketing support the retention effort? Join Ruth Stevens as she dives into this fast-paced session and reviews the 7 key strategies for current customer marketing, to enable sales and expand customer value.

15 Things Salespeople Must Do to Make up for a Lackluster 2nd Quarter

Understanding the Sales Force

Last week we moved our son into his dorm to begin his freshman year of college. The college President's opening remarks were virtual, so we joined the Zoom stream from our hotel room and listened in. He had some really useful things to share with the new freshmen and while his thoughts were targeted to the students, they apply quite equally to salespeople. Dave Kurlan Consultative Selling sales process sales pipeline Relationship Selling selling value

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Pruning Your Work to Maintain a Sales Focus


maintaining a sales focus prioritizing work

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Evolving Your Culture for the Digital Revolution

Sales Benchmark Index

It’s hard to imagine a time where calendars weren’t inundated with video calls and discussions around your digital sales transformation. With a virtual revolution upon us, how can you maintain the personal aspects that define your culture internally and externally?

How NOT to Pitch Yourself to the Media

The Sales Heretic

My friend Joel Comm is a brilliant author, speaker, and entrepreneur. He’s also the co-host of The Bad Crypto Podcast. In this capacity, he frequently receives requests from people who want to be a guest on his show. Recently, his inbox was graced with this request (that he kindly shared with me): Hey guys, I [.]. Sales benefit marketing media pitch public relations publicity speaker

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5 Proven Keys To Keep Any Prospect’s Attention and Crush Your Next Presentation

Shari Levitin

“Are we there yet? Mommy, when are we going to get there?” Sorry to break it to you, but that’s what your customers are thinking in 87 percent of all virtual sales conversations. In 2000, Microsoft conducted a study measuring how long people can focus on one thing for a specific amount of time.

The Best Sales Forecasting Models for Weathering Your Goals

Every sales forecasting model has a different strength and predictability method. It’s recommended to test out which one is best for your team. This way, you’ll be able to further enhance – and optimize – your newly-developed pipeline. Your future sales forecast? Sunny skies (and success) are just ahead!

Podcast 160: Frank Dale On Deal Management

John Barrows

Deal management. How important is it to you? If you ask Frank Dale , it’s more important now than ever. John is joined by a good friend, Frank Dale on the podcast this week to discuss his journey in sales tech and why deal management is his focus right now. Follow the podcast: Subscribe on iTunes. Subscribe on Spotify. If you prefer to watch than to listen, here’s the full video… That’s a wrap. Join us next time! If you made it this far, you’re the best.

Could Headless Commerce Help You Win eCommerce Market Share?

Sales Benchmark Index

With eCommerce increasing more in the last 90 days than during the previous 10 years combined, digital transformation is no longer a buzz phrase. Your company’s ability to interact and transact virtually with your customers and prospects will ultimately determine.

How Your Attitude About Sales, Affects Your Sales

Mr. Inside Sales

Have you ever stopped and examined your attitude about sales? About having to be a salesperson? When someone asks you what you do for a living, are you embarrassed to say you’re in sales? Do you find that demeaning? I used to. I used to harbor a belief that I was better than being just a salesman.

What I Do & Not What I Say

Grant Cardone

Pay attention to what I do & not what I say. Grant was recently interviewed by Jay Fantom of ‘The Story Box’ Podcast, a platform for people to share experiences and stories which can change lives by inspiring, motivating, and influencing others. . CLICK HERE to hear the full interview. .

Want to Crush Your Competition? Read How to Build an AI-Powered Selling Roadmap

“If sales reps have the right AI tools and adoption, we see sellers easily closing 3 times as many sales each month.” Hear from 5 experts on steps you can take to reduce non-selling time and use conversational & sentiment analysis to transform how you sell.

How to Renegotiate When Your Deal Seems Lost

Sales Hacker

Even a seemingly perfect deal can go wrong. Your operating costs can change, a major world event like COVID-19 can disrupt your ability to meet the requirements of your deal, or you may even just fail to consider a detail that would make the deal unprofitable. So, what do you do then?

Podcast 159: James Buckley Takes Over!

John Barrows

The podcast we’re sharing this week is a little different to normal. Our very own James Buckley is taking over for a surprise episode, totally different to the usual format. We’re not going to give too much more than this away, you’ll have to listen to find out more… Follow the podcast: Subscribe on iTunes. Subscribe on Spotify. That’s a wrap. Join us next time! If you made it this far, you’re the best. Thanks for reading and listening to this podcast.

How to Talk to Your Sales Force About CRM

Anthony Iannarino

Some salespeople believe their CRM is a waste of time, that it doesn’t help them improve their results. They treat it like a task—one that they should avoid. Others believe that it is Big Brother, a tool used to spy on salespeople and monitor their every move.

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How to sell when you're not a salesperson


One of my relatives is a lawyer. He recently joined a new firm and had an interesting story to tell. He’s a compliance expert, and not too long ago, a potential client called asking for help with a tax issue. Sales Process

The Revenue Leader's Guide to Prospecting

Speaker: Christopher Ryan, Founder and CEO of Fusion Marketing Partners

Sales & Marketing departments that work together guarantee higher acquisition, better nurturing, and more effective sales. Join Christopher Ryan for this insightful webinar, presenting the wide funnel lead nurturing model. Don't miss out on this opportunity to get your teams working together and your revenue performance optimized.

The Art of Good Sales Questions

A Sales Guy

Can you see the difference between the two questions in this video? Can you see how they will elicit entirely different responses from the buyer? Can you see how based on the questions, and the answers, how one question sets the salesperson up for success and the other keeps them in the same place? Most of you know how important I believe the discovery process is. However, it’s not enough to ask questions, you have to ask the right questions.

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Problem Solving and Decision Making in Uncertain Times

Sales and Marketing Management

Author: Larry Prince In the first part of this two-part article, we established the need for decisive leadership and the importance of listening to our people, leveraging their strengths and the key to building stronger teams. We learned that doing so reduces anxiety and sets in motion a path leading to recovery and renewal. .

How to Keep Your Sales Team Engaged

Engage Selling

With uncertainty and disruption being the theme of 2020, you need to know how to keep your sales team engaged. Let’s face it, some industries are doing exceptionally well, but many have struggled since the start of the pandemic.

Growth software: What is it and why your team needs it


The way we see it, sales and marketing are on the same team, working towards the same goal: to drive revenue and grow your business. Their tactics might be different—marketers communicate at scale, while salespeople communicate person-to-person—but they’re two links in the same chain.

The 5 Keys to Sales Emails That Set More Meetings

Speaker: Marc Wayshak, Sales Strategist, Best-Selling Author & Founder, Sales Insights Lab

So many reps' email efforts could be yielding more meetings--simply by using a better strategy. Watch the webinar with Marc Wayshak, Sales Strategist and Best-Selling Author, to get lots of great strategies on how to set up meetings via email! <

WEBINAR: John Barrows hosts “The #1 Formula For Qualifying Prospects” with Richard Harris

John Barrows

The post WEBINAR: John Barrows hosts “The #1 Formula For Qualifying Prospects” with Richard Harris appeared first on JB Sales

Essential Leadership Behaviors for Uncertain Times

Sales and Marketing Management

Author: Larry Prince The unassailable business leadership lesson taught by the COVID crisis is: Your people need you more than ever – and you need them more than ever. This mutual reliance speaks to the need for clear and inclusive decision making. Yet privately, business owners and leaders are confessing that the fog of uncertainty has led to an indecisiveness that affects their people’s engagement, focus and performance.

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Weekly Roundup: Virtual Selling, Inbound Sales, New Zoom Features + More

The Center for Sales Strategy

- MOTIVATION -. "We We have a normal. As you move outside your comfort zone, what was once the unknown and frightening becomes your new normal.". Robin Sharma. AROUND THE WEB -. > > Virtual Selling is Here to Stay– Sales Gravy.

4 Action Steps Every Remote Sales Onboarding Program Should Include

Smart Selling Tools

4 Action Steps For Remote Sales Onboarding. The global pandemic has forced most organizations to move their workforce entirely remote and many have had to make changes to their organizations such as furloughs or layoffs. Most organizations have sales teams that work primarily from in the company’s offices and sales reps working from home covering a certain territory.

How You Can Triple Your Results With a More Personalized, Empathetic Approach

Speaker: Brian Carroll, CEO and Founder of markempa

Marketing and sales feel pretty tricky right now. What worked before now feels out of touch, but have you made plans for how you'll continue to move forward? You've likely tried everything: expert recommendations, best practices, the latest tools, and automation. But your results are falling short. Here's the thing: All the automation tools, best practices, data analytics won't help get better results now until you master empathizing with your customers. In this webinar, you'll learn how to go beyond rational-logic based sales/marketing and adjust your sales enablement strategy to better understand how buyers feel so that you can connect and help them on their journey.

WEBINAR: John Barrows and Morgan Ingram speak at “Sendoso Out Of The Box”

John Barrows

The post WEBINAR: John Barrows and Morgan Ingram speak at “Sendoso Out Of The Box” appeared first on JB Sales

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Sales Leads Are a Perishable Asset

Sales and Marketing Management

Author: David Hoang How you manage leads makes the difference between a wasted investment and a solid return on investment. Once your company spends money to find a prospect, the clock starts ticking. Each inquiry has a life span. Some of the leads may take a year to buy something, some may take six months and some will only take a few months or a few days. We know that nearly half of any group of leads will buy.

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10 Out of Date Sales Tactics to Avoid

Hubspot Sales

The vast majority of sales trainers today use sales techniques that date back to the turn of the century. Yes, really! These old-school techniques are simply regurgitated ideas that first appeared in the late 1800s and early 1900s. Even though they simply don’t work anymore, they continue to be passed down to new generations of salespeople. You must avoid the following sales habits if you want to crush your sales goals.