Sat.Aug 10, 2019 - Fri.Aug 16, 2019

The Power of Social Selling (+ 7 Rules for Storytelling in Sales)

Sales Hacker

How to Ask for Referrals: A Comprehensive Guide

Membrain

This is a truthful and proven guide for how to ask for referrals. You won’t read that referrals are easy or that all you have to do is ask. What you will read are lessons and insights that I have gleaned from working my referral system with clients for the past 23 years.

Prospecting: Why You Need to Nurture 60 Dream Clients

Anthony Iannarino

In Eat Their Lunch: Winning Customers Away from Your Competition , I wrote a chapter on Capturing Mindshare, or building and supporting a general theory about why your dream client should change. That section is practical and tactical, and it is also what is necessary for B2B sales now.

The Best Stories Are Told By Buyers

The Pipeline

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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.

Friday Five - Cold Calling Dead or Alive

Score More Sales

Let’s get some sales activity going! How great will you feel when you connect with the right buyers and have a strong conversation today? Here are a few great resources we like. Cold Calling Tips from Gong’s research – 17 Proven Techniques. 21 Cold Calling Secrets From the Sales Masters.

More Trending

How Sales and Super Mario World Are Connected

Anthony Cole Training

In this article, we discuss the similarities between Super Mario World and life in sales. After playing, I realized that I had an opportunity to make it through to the next level but I wasn’t doing what was necessary to convert that opportunity into a win. I rushed through.

How to Successfully Deploy a CX Transformation Program

Sales Benchmark Index

Customer Experience (or CX) is at the forefront of how B2C companies are competing and winning. B2B firms are waking up to the importance of CX, and many are on their transformation journey. However, Harvard Business Review outlines that many.

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Five Needs Your Buyers Would Love You To Satisfy

MTD Sales Training

When we talk to buyers, we often ask what inspires them to remain loyal to suppliers. Many suppliers actually think it’s good value, cheap prices and quality products. But the answers we get often prove that those things only get you to first base.

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Your Reputation Arrives Before You Do

The Sales Hunter

You can run, but you can’t hide. You can fake it, but you won’t make it. The era of thinking that you can behave one way in one situation and a different way in another is long gone. Your reputation arrives before you do.

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Sales Training Playbook by Lessonl

A step-by-step guide for building a comprehensive training playbook for your sales team.

Stop Accepting Think It Overs (TIO)

Anthony Cole Training

Facing stalls and objections throughout the sales process is a common occurrence for many salespeople. What we find is that, often, it is due to ineffective qualifying and not asking for the prospects commitment to take action prior to presenting a solution.

How Getting Fired Actually Launched My Referral Business

No More Cold Calling

There’s always a silver lining to getting sacked. I didn’t plan to start my referral business so soon. But then I was fired. Just like that, my manager gave me the news. I had a sense something might be going on, since I’d recently lost a big deal to a competitor. But I didn’t expect to be fired.

Promoted! Training Sales Managers: The Role of HR

Connect2Sell

If you’re a sales manager, keep reading! This post will also help you understand what’s reasonable to expect from HR and how you can become more effective by accessing expertise from others. Mostly, though, today’s post is intended for the HR team members who interact with the sales division.

Monday Motivation Video: What Is the One Item You Can Do 10x Better?

The Sales Hunter

Take one item this week and go all the way with it. You’ll gain a lot of satisfaction and joy when you just do one thing very well. Success will come if you narrow your focus to one task.

Fulfilling Today's (Changing) eLearning Needs

Speaker: Bryan Marriott, President, P1 Learning

eLearning cannot be a “one size fits all” proposition. It’s not enough to post 1,000+ courses and leave training up to chance. Join Bryan Marriott, President of P1 Learning, as he walks through the process of identifying learner needs, and then delivering training that specifically addresses those needs – in a short, effective, and entertaining manner.

4 Keys to Gaining the Most Value From Your CRM Program

Sales and Marketing Management

Author: John Wells Brands have finite resources and budgets but an infinite appetite for growth. Because they need to decide where to spend those precious resources, they often leave a customer relationship management program at the table without understanding its true value. That’s a mistake.

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The Impact of a Third-Party Perspective on Customer Experience

Sales Benchmark Index

One of the most significant mistakes B2B companies can make is not utilizing third-parties to help manage their customer experience platforms. An expert in the customer success industry joins us to discuss the benefit of having a third-party perspective. In this.

The Magic Customer Service Question

The Sales Heretic

I was hungry. I had just checked in at the Sheraton hotel in Tampa, Florida, where I was conducting a sales training seminar the next day. Now, normally when I’m traveling, I like to get out of the hotel and find a good, local restaurant to eat at. But this evening, it was late and [.].

How to Negotiate to Close More Deals

Mr. Inside Sales

There is a disturbing trend I’ve heard with the companies I’m working with. And it starts when prospects begin asking for a lower price or a “deal,” or for a reference before committing, or for a free trial to demo services or products.

4 Steps to Developing Your Customer Care Strategy

The quality of a customer care strategy can make or break a company, but simply resolving a customer service issue or complaint is no longer enough. Learn the 4 steps that address the major points you need to consider when building a customer care roadmap.

How to maintain your voice as a salesperson

Nutshell

You’re days away from the end of the sales quarter, and you’ve been hustling to reach your quota all month. You’ve got a long list of calls to keep making. Tons of clients to connect with. And major goals to reach. IT IS CRUNCH TIME.

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24 Time Management Hacks for Busy Sales Reps

The Center for Sales Strategy

Salespeople seem to always have so much to do, yet never enough time to get it all finished. Recently I had the opportunity to meet one-on-one with about 30 different salespeople over the course of a 2-week period.

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How to Generate More B2B Leads for Your Sales Team

Hubspot Sales

HubSpot research shows 40% of salespeople view prospecting as the most difficult part of their jobs. It’s often the most critical barrier to meeting quota, and the ability to prospect effectively and bring in qualified leads is what will help reps move forward and succeed.

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How to Qualify a Prospect (And 6 Common Mistakes to Avoid)

Sales Hacker

As the first step in the sales process, prospecting can make or break your entire funnel. . That’s why it’s critical you know how to qualify a prospect (the right way).

Sales Training That Gets Results – With or Without Classroom ILT

Speaker: Mike Kunkle, VP Sales Enablement Services, SPASIGMA

Most sales ILT (instructor-led training) has historically not been very effective, if we consider “effective” to mean “changes behavior, improves results, or produces a ROI.” In this webinar, sales enablement expert Mike Kunkle will break down how modern technology removes the need for ILT in sales training - and will also explain how to effectively integrate ILT into your modern training, if you want to continue using it!

How to Reduce Turnover

Engage Selling

It’s impossible to create a non-stop sales boom in your organization with a high turnover rate. Have you thought about how to reduce it on your sales team?

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If You Want to Change the World, Make Your Bed

The Center for Sales Strategy

Recently, I read a book by this title written by retired admiral William H. McRaven. He was a Navy Seal and eventually rose to the command of the worldwide Seal operation.

7 Reasons You Should Be Mining Auto-Replies for Best-Fit Leads

Hubspot Sales

Generating new leads is a big priority for B2B salespeople. In fact, many companies exist for the sole purpose of sourcing leads — and not just any leads but qualified leads actively in the market for your product or service.

Productivity: How to Make More Time

Anthony Iannarino

The excuse many of us make for not doing what we know we should be doing is, “I don’t have time.” The truth is just the opposite. Time is the only thing you have. Whether you have enough of it is mostly a matter of what you do with it. If you wish you had more time, here is how you make more time.

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How to Successfully Coach Your Sales Team to Drive Efficiency

Speaker: Steve Benson, Founder and CEO, Badger Maps

A great sales team starts with a manager who’s a great coach. To stay competitive in today’s market, you need to implement a formal coaching approach that is aligned with your buyer’s journey and internal processes to drive results. Fortunately, Steve Benson is here to help you become that great coach.

Transforming Sales: What Areas Organizations Could Benefit from Taking a Transformative Approach

Smart Selling Tools

What Areas Organizations Could Benefit from Taking a Transformative Approach. In this series, we ask Sales Tech Executives to describe how their solution can transform sales in a significant way. This week I interview Brendan Cournoyer , Vice President of Marketing at Brainshark.

Why The Stories You really need to Know are Uncomfortable

Babette Ten Haken

The stories you really need to know are not necessarily the stories you want to hear, are they? Because the stories you really need to know make you feel uncomfortable. After all, the stories you prefer to hear validate and justify the way you currently serve your existing client base.

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A Day in the Life of an Early-Stage, High-Growth VP Sales

Sales Hacker

Have you ever wondered how other salespeople are tackling their roles? Structuring their days? Overcoming their challenges? In this series, we’re going behind the scenes with top salespeople to get the inside scoop. You’re welcome!).

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