Sat.Dec 29, 2018 - Fri.Jan 04, 2019

Starting At “Zero,” Again….

Partners in Excellence

Sales is about the only profession, where each fiscal year, we have the opportunity to start at zero. What we have done in the past year, good or bad, is past. We all have a clean slate to start all over again. As we look at this clean slate, we have an opportunity. We can continue to do the same things we have always done, replaying past years over and over, probably producing similar results. Or we can consider this a fresh start. We can reassess what we have done, what we need to do.

Put On Your Game Face and Talk Sporty To Me

Bernadette McClelland

If you’re wondering… then, yes, this is me getting my game face on and yes, I am wearing an authentic Super Bowl ring.

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When It Comes to New Year’s Resolutions, Think FAST, Not SMART

Guru

It’s officially a new year, which means that it’s time to set goals and tackle all the things you’ve been meaning to do since 2018. New year, new you, right?

Dave Kurlan's 10 Surefire New Years Resolutions For All Salespeople

Understanding the Sales Force

Like most people, this year I intend to make good on my New Year’s resolution. It’s actually more of a life resolution than it is a New Year’s resolution in much the same way that salespeople should make theirs a career resolution. If it’s important enough then it shouldn't be for only one year.

Why Conversational AI Is Key to Customer Service in the Customer Experience Era

In today’s hyper-competitive market, every business must become a customer experience-first business. Customer satisfaction has become more important than price or any individual feature. Read the new Tractica white paper to learn how important conversational AI is to your CX strategy.

Stop ‘Special’ Pricing and Start Value Pricing

Sales Benchmark Index

All businesses need to prove that their products are valuable; simply declaring it to customers will do little to grow the business. The window to prove your solution is worth the investment and is becoming increasingly brief. If there’s a.

More Trending

How To Set Big, Hairy A * Sales Goals

MTD Sales Training

We’re always told to think big, aim high and challenge ourselves. It can give us motivation and drive to go where we might not have thought we could and achieve things we might not have thought possible.

The Best Goal Setting Technique

Mr. Inside Sales

Happy New Year! If you’re like most people, then you’ve got a lot of goals in a lot of areas, don’t you? If you are feeling overwhelmed with all you’re going to accomplish, you may be wondering where you’re going to get the time to do them all.

The Top 5 Technologies to Support Revenue Enablement

Sales Benchmark Index

Your buyers are behaving differently. Now more than ever, they have access to increasing amounts of intelligence and will scrutinize every aspect of your solution against your competitors. Recently, HBR identified 40 unique points of value that your buyers consider before.

The Science of Strategy – What Steve Jobs and I Have in Common

Bernadette McClelland

Strategy is one of those words that, to a right brain creative like me, every now and then sends ‘this does not compute’ messages through the brain. Not dissimilar to a strategist hearing words such as ‘creativity’, I guess.

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.

Why Consultative Selling Does Not Work for Prospecting

Sales and Marketing Management

Author: Wendy Weiss, The Queen of Cold Calling™ I was recently working with a new client. His mission is to set up appointments on behalf of his manager. My new client was stressed and frustrated and having no success.

How To Stop Objections Before They Are Raised

MTD Sales Training

It’s one of the most-frequently asked questions on our sales courses – ‘how do we overcome objections to our proposals?’. It’s often asked by salespeople who face similar concerns and objections in every call, almost becoming an expected retort for every call.

Resolving the Customer Success Tension

Sales Benchmark Index

Dave Moore is the SVP of Sales for Businessolver a leading provider of benefits administration, technology, and services. In a phrase, they help organizations manage their healthcare spend as it relates to employee benefits. Tune in to hear more from Dave on the.

Why Curiosity Is Critical for Sales Success

No More Cold Calling

What is 7427466391? Imagine if you saw this on a billboard along your commute route …. What would you do? Roll your eyes, think this is nonsense, tell others about it, or go to the site and find out what’s going on?

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.

Goal Setting

John Barrows

January can be a tough month. The holidays are past us, winter won’t end, and there is a good chance our quotas have gone up. For me, it’s my busiest time of the year, which is why I rely on goals to keep me on track. Without goals you get lost.

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The Coming Customer Data Tsunami: 3 Predictions for 2019

DiscoverOrg Sales

“Big data” is very 2012. But big data has historically referred to gobs of behavioral data. Most conversations around big data reference healthcare data, GPS/location data, data within government and education systems, financial data – all personal information at the consumer level.

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The CMO Guide to Data: Why Your Marketing Database Is Broken, and How to Fix It

Sales Benchmark Index

Technology has fundamentally changed the role of Marketing. What was once seen largely as an art, has increasingly become less about fancy pictures, and more about deploying revenue generating messaging to the masses. The rise of radio and television made.

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Unleashing the Power of Frontline Sales Management, Part 2: What ‘Good’ Looks Like

Sales and Marketing Management

Author: Brad Wilsted Note: This is part 2 in a 3-part series on the powerful role sales management plays in driving sustained revenue growth – and how companies can better leverage this critical position for improved top-line performance.

In the Race to Win More Customers, Sales Needs Digital Transformation

Salesforce users were surveyed about the forces shaping today's workplace. Discover the results and why investments in digital transformation and automation are pushing sales teams ahead.

2019 Workforce Disruption Prediction - Hiring Non-tech Roles in Tech

Score More Sales

A couple weeks ago, Glassdoor published their 5 Workforce Disruptions to Watch for in 2019 and Beyond.

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The 19 Keys to Selling Success

Anthony Cole Training

2018 was a great year here at ACTG and we are excited to wish you a Happy 2019! However, the new year can be a bit overwhelming, don't you think? Selling Success 19 keys to selling success reaching sales goals setting goals setting sales goals sales advice goal setting

SBI’s December 2018 Pricing Newsletter

Sales Benchmark Index

3 Tips to Avoid Teaching Your Buyers to Expect a Q4 Discount Learn three best practices for Finance to enable Sales to close year-end deals without the use of heavy discounting… Ways to Use Bundling to Drive up Your Average Sales. Article Pricing Strategy Chief Marketing Officer CMO digital strategy growth revenue revenue growth sales leader sales transformation top articles

7 Practical Sales Books You Haven’t Heard of Yet

Connect2Sell

In no particular order, these are my recommendations for the seven best sales books you don’t already have on your shelf. These are written for front-line sellers. You haven’t heard about them yet because they’re too new, self-published, or from first-time authors. Don’t let that stop you!

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Sales Training Playbook by Lessonl

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

5 Results-Oriented Sales Tips To Give You a Head Start in 2019

Openview

The sales profession is one of the most difficult in America and it is constantly changing. Hundreds of books have been written on how to excel in it, and with good reason. It is an occupation filled with pressure, high risk and endlessly overwhelming opportunities.

Success is Not a Resolution but a Revolution!

Anthony Cole Training

Sales success starts with a resolution, but finishes with a revolution. time management habits for success sales metrics sales attitude Selling Attitude

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You’re Not Perfect Just the Way You Are

Grant Cardone

You’re Mom Is Wrong. You know how your mom might tell you, “ I love you just the way you are “…?

4 Pillars to Make You an Exemplary Sales Leader

Jeff Shore

By Amy O’Connor. I recently had the privilege of presenting a leadership legacy award at my company’s annual leadership summit. I had to give a short speech before presenting the award, and it forced me codify my thoughts on what traits create a lasting leadership legacy.

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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.

Asking for Referrals Is Darn Personal: December Referral Selling Insights

No More Cold Calling

Here’s what you might have missed this month from No More Cold Calling. It’s been a year of awakening. No, this is not a movie. It’s real life. Finally, after two decades of working with CROs, sales VPs, and CEOs on referral selling, the conversation has shifted.

12 Steps To Powerful Persuasion In Sales – Part 2, with Rod Hairston, Episode #97

Vengreso

Subscribe to Selling With Social. Apple Podcasts | Stitcher | Google Play | Google Podcasts. If you heard the first part of this conversation with Rod Hairston, you know that he’s one of the best people to teach how to have greater persuasion in sales.

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What 365 Days of Meditation Taught Me about Sales

Sales Hacker

In 2017 I received a LinkedIn message asking if I felt like I was living my life to my fullest potential. What followed was a year of massive change, self-discovery, and transformation.