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

Consultative Selling Techniques: 6 Ways to Earn Trust and Sell More

Sales Hacker

A consultative selling approach is key to running a well-oiled sales team. To me, the difference between a traditional sales process and a consultative one looks a bit like the difference between a doctor and a therapist. What Is Consultative Selling?

The Scalable Sales Manager: the Key to Unlocking Your Sales Teams’ True Potential

Smart Selling Tools

The Scalable Sales Manager: The Key to Unlocking Your Sales Teams’ True Potential. by Howard Brown, CEO of ringDNA. The role of Sales Manager has always been one of the hardest jobs in sales.

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7 Powerful Persuasion Tactics to Close Your Next Deal

Hubspot Sales

Wouldn’t it be amazing if every lead entered your pipeline convinced your product is for them, ready to sign on the dotted line? Well, maybe that wouldn’t be amazing — because then your customers wouldn’t need to be sold to , which is what you’re here to do.

To Check-in, or Not To, That Is The Question

The Pipeline

By Tibor Shanto. To Check-in, or not to, that is the question: Whether ’tis nobler in the mind to suffer. The silence of unmanaged fortunes and opportunities, Or to take arms against a sea of pundits.

Why B2B Contact and Account Data Management Is Critical to Your ROI

64% of successful data-driven marketers say improving data quality is the most challenging obstacle to achieving success. Given data’s direct impact on marketing campaigns, reporting, and sales follow up, maintaining an accurate and consistent database is a top priority for B2B organizations. This latest eBook aims to help marketing leaders understand the impact of data management on their company’s ROI.

Three Powerful Sales Closing Questions

MTD Sales Training

You had a great sales interaction: Both you and the prospect were calm and comfortable. You developed some rapport and the prospect showed some positive buying signals during the meeting.

More Trending

Dust off some CRM records

Sales 2.0

This post is about an interesting place you can look for “suspects” when you are prospecting. This is a place that is super-obvious, but as with many real world things, often not utilized: your company’s own CRM/old contact lists. I’ve seen the scenario umpteen times.

CRM 195

Sales Scrum #Podcast – Episode 1 Premieres Today

The Pipeline

By Tibor Shanto. Today is the day, the Sales Scrum Podcast – Episode #1 Premieres Today, produced by my friends at ITWC and The Amazing Agency. You will learn more about both as the series unfolds.

Listening Tops the List of Must-Have Communication Skills for Success in Selling

Connect2Sell

Listening well improves business results, including sales. Consider these findings: A study of 267 leading U.S. businesses found that upgrading team members’ communication effectiveness is associated with a 30% improvement in the organization’s market value.

Study 193

3 Things That Will Increase Sales in 2020 and Beyond

Anthony Cole Training

The most successful salespeople are always challenging and adapting their personal sales process to be more effective. However, they don’t challenge the notion of the importance of making prospecting their "A" priority every week.

Course 182

2020 Database Strategies and Contact Acquisition Survey Report

As buyer expectations continue to heighten, marketing and sales teams are feeling pressured to deliver authentic messaging to buyers at every point of their customer journey. This report aims to highlight the current state of B2B database and contact acquisition strategies, and organizations’ goals to leverage data to fuel their go-to-market strategies in 2020 and beyond.

How a Turnaround CEO Diagnoses the Real Problems

Sales Benchmark Index

Today Scott Santucci, CEO of Growth Enablement Ecosystems, joins us to discuss digital transformation and how it impacts revenue growth. Digital is transforming the market as companies like Apple and Amazon reign supreme.

3 Skills for Influencing the Customer’s Thinking

Sales and Marketing Management

Author: Andrea Grodnitzky The sales professional has the job of encouraging the customer to become comfortable with the idea of committing to a product or a service.

How Companies Choose Sales Training Companies is Backwards

Understanding the Sales Force

Do you partake of dessert prior to eating your appetizer? Do you eat your dinner in the morning and have breakfast at night? Would you prefer to have the builder complete the finish work on your new house prior to framing it and installing the roof?

Increase Your 2020 Sales With These 9 Sales Productivity Tools

Anthony Cole Training

It's a new year and we have some new content to share with you here at Anthony Cole Training Group. If you're looking to increase sales this year and beyond, then you're in the right place!

Tools 177

Best Practices for a Marketing Database Cleanse

As frustrating as contact and account data management can be, this is still your database – a massive asset to your organization, even if it is rife with holes and inaccurate information. Entrusting a vendor to help maintain its accuracy and completeness is no ordinary engagement. Download ZoomInfo’s latest data-driven eBook aimed to help marketing leaders understand the best practices around choosing a B2B contact data provider.

A Winning Sales Strategy Starts with Your Customer, Not with Digital

No More Cold Calling

Put people before technology in your prospecting. Digital isn’t a sales strategy, hope is not a strategy, referrals are not a strategy, marketing is not a strategy. Sales strategy isn’t yours or mine. It’s your company’s strategy for attracting customers. Not much has changed over the years.

5 trends in gaining more customer insight

Sales and Marketing Management

Author: Umberto Milletti All trends point to 2020 being more focused on the B2B customer, with data and insights as the key to understanding their needs. Marketing and sales have switched to account-based everything, which crystallizes focus on the customer.

Trends 177

Podcast 135: The Broken Prospecting & Sales Process With Jake Dunlap

John Barrows

Jake Dunlap joins us on the podcast this week to talk about where and why the prospecting/sales process is broken. Jake’s seen a lot of companies change their thinking on sales methodologies, activity metrics and their general approach to the sales process. But what’s broken?

Does Your Marketing Work Like a Dog?

Anne Miller

In a 2018 blog post , I wrote how people shoot themselves in the foot when they fail to model what they sell, e.g., the wedding planner who shows up late for your meeting, or the accountant who can’t add two and two.

Cold Calling Tips and Tricks

In recent years, cold calling has become synonymous with rejection and failure. But the numbers aren't that clear; while less than 2% of today’s cold calls actually result in meetings, 78% of decision-makers have taken an appointment or attended an event as a result of a cold call. What’s the verdict?

Weekly Roundup: Sales Skills Your Team Needs, How to Shorten Your Sales Cycle + More

The Center for Sales Strategy

- MOTIVATION -. "A A team is not a group of people that work together. A team is a group of people that trust each other.". Simon Sinek. AROUND THE WEB -. > > Sales Skills Your Team Needs for 2020– CloserIQ. 2020 is officially underway.

The 5 Marketing Conferences You Need to Attend in 2020

Sales and Marketing Management

Author: Adam Ortman Each year, it seems like the list of marketing conferences grows exponentially, which isn’t a bad thing. After all, they serve as an effective means for keeping abreast of what’s trending in the industry.

Podcast 134: New Technology Powering Prospecting Teams With Shruti Kapoor

John Barrows

We’re pleased to have Shruti Kapoor on the podcast this week to lift the lid on the state of automation in sales right now.

The Breakthrough Leadership Superpower That Is Alignment

Anthony Iannarino

In business, there is both positive and negative friction. The positive friction allows for the type of conflict that moves individuals to challenge the status quo and engage in conversations about what the company might do differently now or in the future.

How to Overcome the Pain Points of Your CRM

When used effectively, a CRM can be the life blood of your sales team – keeping everyone organized, efficient, and at peak productivity. However, as a company, sales stack, and database grow, it becomes difficult to uphold structure and governance to keep a CRM up-to-date. The result? Less organization, more confusion, and fewer deals closed. Leveraging leading industry research from industry analysts, this eBook explores how your sales team can gain back valuable time.

Sales Manager's Takeaways From Talent Training

The Center for Sales Strategy

The majority of participants that attend a “typical” training program or workshop will forget 70% of what they were taught within two weeks.

Signals that sales managers send with rewards

Sales and Marketing Management

Author: TIM HOULIHAN Sales reps and rewards go hand in hand. Managers use rewards because they reliably deliver recognition and motivation. However, one often overlooked aspect of a reward is the signals that go with them.

A Simple Strategy to Better Manage Your Time

Engage Selling

I often get bombarded with questions from overwhelmed salespeople and sales managers on how to manage their time effectively given everything they have to do in a day.

How to Make Time for Sales Coaching and Get More Deals Closed

Alice Heiman

Do you ever feel like most of your days are spent going to meeting s, assembling information for reports , a nd putting out fires? Do you w ish you had more time to focus on the things that will make the biggest impact? .

7 Marketing and Sales Strategies to Grow Your Revenue Fast

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

Many companies have the core marketing and sales elements to take their revenue to the next level, but are still missing out on some key opportunities. Join Christopher Ryan, CEO of Fusion Marketing Partners and writer of the recent book "The Expert’s B2B Revenue Growth Playbook," to discover seven steps that you can immediately take to grow your company’s revenue quickly and consistently!

4 Things That Will Impact Your Sales Growth in 2020

The Center for Sales Strategy

Of all the decisions and executive makes, none is as important as the decisions about people, because they determine the performance capacity of the organization." - Peter Drucker. The new year is 1/12 complete, and January is old news. How is your organization doing so far?

5 trends in gaining more customer insight

Sales and Marketing Management

Author: Umberto Milletti All trends point to 2020 being more focused on the B2B customer, with data and insights as the key to understanding their needs. Marketing and sales have switched to account-based everything, which crystallizes focus on the customer.

Trends 156

The Advanced Guide to Inside Sales: Strategy, KPIs, and Tools for Success

Sales Hacker

Inside sales jobs are growing at a staggering rate, and it’s not hard to see why. Most companies offer uncapped commissions for their inside sales positions. Almost any lifestyle you can imagine for yourself is possible with an inside sales role.