Sat.Sep 09, 2017 - Fri.Sep 15, 2017

When “Sorry” Isn’t Good Enough

The Sales Heretic

This is a tale of two customer service failures. And the world of difference in the way they were handled. The first occurred at a fast-casual restaurant. I won’t reveal the name—I’ll just note that it’s a place you can STOP to get WINGS. I placed my order and waited.

Who Is Your Best Prospect?

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . On Monday, I posted about understanding and knowing the very next thing that needs to happen if a specific opportunity is to move forward to becoming a client.

2018 Priority: Grow Revenue With Customer Success

Sales Benchmark Index

Article Corporate Strategy Marketing Strategy Sales Strategy build a customer success team csm customer success customer success manager Customer Success Manager hiring profile hiring profile Marketing marketing strategy

Success Secrets from Eric Schmidt, Reid Hoffman, and Adam Grant

No More Cold Calling

Do your lead generation strategies encourage persistence and curiosity? A 10-year-old girl was afraid that if she once again asked her brother to teach her to play the guitar, he would think she was being pushy. Hearing her express this fear was enough to set me off.

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

More Trending

Why You Should Care That Sales Motivation Data Correlates Perfectly With Sales Effectiveness

Understanding the Sales Force

Image Copyright iStock Photos. What was your reaction when you saw that the water in Tampa Bay was sucked away by Hurricane Irma? How about when you saw the total eclipse? Or the Cajun Army rescuing thousands in Houston?

Don’t Answer Objections, Isolate Them

Inside Sales Training

Most sales reps hate getting objections. Their hearts sink into their stomachs, their palms start to sweat, and they start wondering how they’re going to pay the rent. Sound familiar? When sales reps ask me how they should handle objections, they are often surprised by my answer.

Why Go Along to Get Along Isn't Effective Leadership

Increase Sales

Regardless of organization, many in leadership roles embrace the “go along to get along” philosophy. The problem with this belief is it demonstrates a lack of effective leadership. Effective is doing the right thing. In doing the right thing, leaders must first know what the right thing is. This knowing suggests the leader has strong personal ethics and is not willing to concede those basic core principles.

Win Themes – Where Your Offerings Meet Customer Wants

Sales Benchmark Index

Article Sales Strategy SBI for SMB evaluation criteria sales methodology sales process sales strategy win theme

What Is Sales Enablement and Why Should I Care?

Sales enablement is not really a new concept; it has been around for over 10 years. However, understanding the full application of sales enablement is a very different thing.

3 Ways NOT to Sell B2B [NEW REPORT]

DiscoverOrg Sales

Spoiler alert: The statistics you’re about to read are not very encouraging. When we commissioned a study that asked 270 B2B buyers about their feelings on salespeople, the response revealed … shall we say, room for improvement. That’s because, in part, technology has changed the role of the salesperson, and a lot of sales professionals haven’t yet changed along with it. Exhibit A: The internet. Assume buyers use it.

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With a transient workforce is there still team spirit?

Sales and Marketing

Author: Paul Gordon, Senior Vice President Sales, Rymax Marketing Services, Inc. Recently I was asked to attend a manufacturer’s sales meeting. And as I sat there I felt like Bill Murray in the movie “Groundhog Day.”. The same predictable speeches. The participants eyes glazing over midday. The disappointing welcome gift that no one wanted. The time and money that was spent on the meeting was being wasted as the meeting followed a predictable course. Afterwards, I brought up the following points.

9/11 Dispels the Leaders Are Born Not Made Leadership Myth

Increase Sales

Today here in the USA we remember that terrible day 16 years ago when nearly 3,000 lives were lost on American soil. From the stories of the survivors, we know without question the leadership myth that leaders are born not made is just that a myth.

Cover Your Market with the Right Go-to-Market Strategy

Sales Benchmark Index

Today’s topic is Go-to-Market Strategy. Joining us as our guest expert is Oni Chukwu, a software executive who knows how to make the number. Oni leverages the How to Make Your Number in 2018 hbspt.cta.load(23541, '74afaaa6-ba2a-4936-a1ed-8fe80db57c38', {}); to access emerging.

The Best Learning Methodologies for Developing Elite Sales Leaders

Speaker: Steven Rosen MBA, Author, Executive Coach, Speaker and Top 50 Sales Influencer

It is well recognised that the frontline sales managers are the key to driving performance in sales organizations. If you had to choose between investing in sales manager training vs sales rep training what would you do?

[SURVEY] The B2B Buyer Persona: 30 Ways to Get Inside the Mind of Your Target Buyer

DiscoverOrg Sales

First, the bad news: Most B2B buyers don’t trust salespeople. They don’t think salespeople do a good job of explaining how a product helps their business specifically. And they don’t think salespeople can converse with the senior executives who sign off on major purchases. The good news?

Setting Your Strategic Direction

Sales and Marketing

Author: Rich Horwath Think back to your childhood. Can you recall a time when you got lost? Maybe it was at the mall, a supermarket or museum. Maybe it was just for a few moments. Do you recall the sinking feeling in your gut? Were you anxious, frightened or downright terrified? And do you remember the joy that came when you were reunited with your mom or dad?

What Does It Take to Create & Convert Leads (and also Hire Those Who Will)?

Anthony Cole Training

What does it take generate and convert leads and hire sales people who can consistently perform this ultimately necessary job? Prospecting sales leads generating leads how to prospect create & convert leads

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How to Design an Incentive Compensation Plan That Works

Sales Benchmark Index

Article Sales Strategy SBI for SMB comp planning compensation plan plan sales comp sales compensation

Your Next Sales Coach is a Machine

Speaker: Matt McDarby & Dan Smaida, Managing Directors, Specialized Sales Systems

World-class sales managers have long used creative means to solve for time and distance. In this webinar, you’ll learn how modern sales managers are using new technology plus old-school sales management to develop their people without burning out.

Let's Stop Selling to the Quick Fix Need

Increase Sales

A great fiend and colleague, Dan Waldschmidt, wrote an outstanding blog about the charlatans who provide success advice and are liars. What Dan was addressing was those in sales who sell to the quick fix need. Read Dan’s blog posting – Why Most Success Advice Is B t and What to Do About It. These salespeople be them executive coaches, organizational consultants to even instructional designers, look to the quick fix need of a sales lead.

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Calculating the ‘Just Right’ Value for Incentives

Sales and Marketing

Author: Tim Houlihan Most incentives are paid out between 3 and 10 percent of the income earned during the incentive period. To figure out what the best amount of the award should be, consider starting with the midpoint of the average (7 percent) and make minor adjustments from there.

Sales Motivation Video: Tips to Closing the Big Deal

The Sales Hunter

Do you know WHY your big customers do business with you? WRITE those reasons down and use them to motivate you. Your sales motivation hinges greatly on understanding the why. Check out the video to see what I mean: A coach can help you excel in your sales career! Invest in yourself by checking out […]. Blog Professional Selling Skills Sales Motivation sales motivation

Sales Enablement: How to Increase Revenue Per Sales Head

Sales Benchmark Index

Joining us for today’s show is Sean Cataldo, a sales effectiveness leader who knows how to enable a sales force to hit the number. Today’s topic is sales enablement. Sean answers questions from the How to Make Your Number in 2018.

Maximizing Sales Training ROI with eLearning

Speaker: Ray Makela, CEO Sales Readiness Group

Companies spend about $20 billion a year on various forms of sales training. Still, many sales leaders report low ROIs from their sales training initiatives. So how can you ensure that your investment in sales training is producing excellent results? Join us for this complimentary webinar as Ray Makela, CEO at the Sales Readiness Group, discusses five essential factors to achieve sustainable success from your sales training investment, and how to leverage eLearning to maximize results.

20 Questions that Turn Cold Prospects Into Loyal Customers

Keith Rosen

Proposal submitted, follow up done but no response from the prospect. They expressed interest but where did your customer go?

Calculating the ‘Just Right’ Value for Incentives

Sales and Marketing

Author: Tim Houlihan Most incentives are paid out between 3 and 10 percent of the income earned during the incentive period. To figure out what the best amount of the award should be, consider starting with the midpoint of the average (7 percent) and make minor adjustments from there.

Why the Next 3 Weeks Will Determine if You Make Your Annual Number

The Sales Hunter

Every December I get a number of phone calls from salespeople looking for quick advice to help them pull the rabbit from the hat that will allow them to make their number. Problem is each one of those phone calls is minimally 3 months late. Where you finish the year is going to be based […]. Blog Prospecting prospect prospecting sales prospecting

We Analyzed 1,000 Emails & Voicemails to Understand How the Top SaaS Companies Chase Enterprise Deals.

Openview

A new study from Process Street in partnership with sales email tool PersistIQ reveals the inside sales outreach of the world’s 281 top SaaS companies, and how they respond when a high-ticket lead (in this case, we used Vodafone) signs up for a free trial or demo.

Found - The Best Sales Learning Methodologies

Speaker: Joe DiDonato, Chief of Staff, Baker Communcations, Inc

Finding the right learning approach for each topic you have to deliver to your learners can seem like a “problem of endless choices.” In this webinar, corporate learning expert, Joe DiDonato, shares how his teams solved these problems, as well as how new educational technology (EdTech) is changing the sales landscape for all of us. He will also tell you what he shared with the Venture Capitalist community on how to pick which EdTech technologies will likely succeed based on educational research. Joe is an engaging storyteller that uses easy-to-understand language, who promises to share what methods succeeded and which methods failed over his long career.

5 CRITICAL SALES KICKOFF MEETING PLANNING SUCCESS FACTORS

HeavyHitter Sales

  The Key Considerations that Determine Your Annual Sales Meeting’s Structure, Theme, Agenda, and Location.

How to Enable Sales Reps to Win Over the C-Suite

Sales and Marketing

Author: Jim Ninivaggi, Senior Vice President of Business Development, Brainshark Nothing strikes more fear into sales reps than C-level pitches. I can remember countless times when sales reps approached me with that “deer-in-the headlights” look on their faces, seeking my advice. Who can blame them? C-level pitches are nerve rattling and require a different approach, preparation and mindset. But, they are also crucial for long-term sales success and for bigger, more lucrative deals.

One Thing You Must do to Close 4th Quarter Sales Strong

The Sales Hunter

In September, I will be presenting at the Sales 3.0 Conference in Las Vegas, along with other leading sales professionals. My session will focus on prospecting, and I am so excited to be part of this conference. 2018 will be here in no time! Sales 3.0 can prepare you and your sales team to make […]. Blog Professional Selling Skills Prospecting prospecting sales

Be a better Sales Manager, check out this Boot Camp Sept 22nd

Your Sales Management Guru

Be a better sales manager with Sales Management Boot Camp. As a frequent reader and contributor to LinkedIn I thought I should share with you an answer to many challenges Sales Managers face.

The 7 Things You Need to Know for Effective Sales Forecasting

Find out why waiting for perfection is costing you money.