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

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

Sales Hacker

Prospects are dodging sales communications at greater and greater rates. . Armed with better filters on their email inboxes and cell phones, they can block just about any sales message. Which means email open rates and call connect rates are dropping. This should make every sales leader nervous.

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

By Tibor Shanto. There is a lot of focus on storytelling in sales these days and for all the right reasons. Stories help spark the imagination, help people look beyond their limits.

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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 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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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.

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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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.

Sales Training Playbook by Lessonl

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

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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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.

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.

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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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.

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.

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.

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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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.

SME 105

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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Digital Selling Framework: Strategy First, Execution Every Day

SalesforLife

At Sales For Life, we’re huge proponents of strategy over execution. Here’s why.

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 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).

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.

Set Your Trap, Metaphorically Speaking

Anne Miller

You are going through the feed on your favorite social media and you come across…. Getting crabby about marketing. It’s opening day of crab season here and our traps have just been set. The idea of setting traps for a bounty to come is always really exciting, especially on opening day.

The only kick-ass guide to sales operations you'll ever need

Close.io

Your sales team isn't meeting its potential. It's a hard truth. And I'm sorry to break it to you, but for most companies out there, it's true. A sales operations team can change that.

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.

Unlocking the Future of Sales Enablement

Smart Selling Tools

Unlocking the Future of Sales Enablement. REGISTER NOW. WHEN: TUESDAY, 8/27 AT 9AM PT. The sales enablement market is rapidly evolving. With the wide range of application and strategy options available to organizations, how do you cut through the noise?

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!).

Move the Deal Episode 8: The Latest in Sales Enablement Research with Tamara Schenk

Miller Heiman Group

In the latest episode of Move the Deal, host Greg Moore talks with CSO Insights Research Director Tamara Schenk.