Sat.Jun 11, 2016 - Fri.Jun 17, 2016

The 4 Word Statement That ALWAYS Builds Value

MTD Sales Training

When I was searching for a new car I did all the necessary research and visited a number of dealers for a test-drive that would convince me I had made the right decision. I don’t have many needs in a. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Feature/Benefit – Or – Feature/Price

The Pipeline

By Tibor Shanto – . Every tribe has its myths, collective beliefs, and things they claim to believe, things they avoid or adhere to, for sales the concept of Feature/Benefit is a go to favourite.

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Different People Hear Differently

Score More Sales

At the Sales Machine 16 conference this morning it was inspiring to hear from both Seth Godin and then Simon Sinek. Many takeaways will be in future posts. For now the big one Seth talked about that really struck home for those in sales and sales leadership is this post’s focus.

8 Simple Steps to Execute Your Sales Strategy

Sales Benchmark Index

Article Sales Strategy

The Best Sales Forecasting Models for Weathering Your Goals

Every sales forecasting model has a different strength and predictability method. It’s recommended to test out which one is best for your team. This way, you’ll be able to further enhance – and optimize – your newly-developed pipeline. Your future sales forecast? Sunny skies (and success) are just ahead!

Here’s One Way To Convince Your Prospect To Buy From You…

MTD Sales Training

There are not many truths in life that we can rely on these days. The rate of change is so great that what many people relied on as truth just a few years ago has radically altered. I suppose the. [[ This is a content summary only. Visit my website for full links, other content, and more! ]]. Prospecting convincing propsects influencing skills

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The 80/20 Power Curve and Your Sales Organization

Anthony Cole Training

5 Things to Do to Own a Sales Team Built for Growth. sales management managing sales teams

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A Quick Guide to Implementing a Sales Operations Strategy

Sales Benchmark Index

Organizations must have a strategic sales operations team in order to hit their revenue growth objectives. Ultimately, the sales ops strategy must increase the sales team’s ability to do their jobs well. We recently spoke with Steve Rutledge, the SVP. Sales Strategy Video

Executive Sales Leader Briefing: Top 100 Visionaries Creating Value for the World

The Sales Hunter

Welcome to the Executive Sales Leader Briefing, a new blog series I am doing every Friday.

Sales 159

Surprising New Data on Salespeople Busts the Myths about Relationship Selling and Social Selling

Understanding the Sales Force

Image Copyright 123RF Stock Photo. If you are a regular reader, you might recall this great article on Selling to a CEO. In that article I also mentioned some of the expanded Sales Competencies that Objective Management Group (OMG) now measures.

Why Smoking Costs Employers More Than They Realize

Your employees are smoking, and at a cost of $7,000 per year for each employee who smokes, that adds up - fast! This free report will show you how an effective cessation program pays for itself.

Performance Management and the Law of Cause

Anthony Cole Training

Here is the opening paragraph from the IQ Matix Blog – The Law of Cause and Effect by Adam Sicinski. “A A person becomes what they think about all day.”. Understanding the Law.

LegalZoom’s Approach to Results-Oriented Marketing Campaigns

Sales Benchmark Index

Magazine Marketing Strategy

Sales Motivation Video: Confirm Appointments by Voicemail

The Sales Hunter

It’s summer and that means that those appointments you have scheduled may not happen as planned, especially if you don’t confirm them. I highly recommend you confirm them with voicemail. Using this approach will result in fewer appointments being cancelled.

How My Will Power Ran Out and Why That Matters

Bernadette McClelland

He was on time but walked out of his office, shook my hand and checked his watch. ‘I’m I’m so stressed’, he said. ‘I’ve I’ve got projects, deadlines and priorities coming out of the proverbial. I’m not bringing my A-Game, I know it and the last thing I want is for other people to start to notice it’. People like my client, James, are constantly looking for shortcuts, secrets and simple ways to get even more done in the same amount of time so they can get in front of the eight ball.

Lead Generation Checklist to Get Better Results Now

You spend time, energy, and money to generate demand and get leads. It's how you manage them that makes the difference between success and failure. This checklist gives you an easy way to focus on the most critical tasks to get better results now.

Kevin Bacon and a Unique Way to Crush Lead Generation

No More Cold Calling

Your referral network is larger than you realize. Have you ever played the game, “ 6 Degrees of Kevin Bacon ”? Or perhaps seen the Kevin Bacon Visa Check Card ad from 2002? The concept is simple: We’re all connected … sometimes in the most absurd and unbelievable ways.

How to Beat the Competition and Increase Revenue Growth

Sales Benchmark Index

No market is without competition. Are you prepared to compete, and ultimately win? Watch here as my colleague, Matt Sharrers and I discuss how to beat your competition and grow revenue. We’ll walk you through how define your competition, and. Corporate Strategy Video

10 Ways to Overcome a Customer’s Objection

The Sales Hunter

An objection from a customer is not a reason to panic. Thinking you’re never going to have a customer object to something is not realistic. Here are 10 responses to consider: 1. Ask the customer to share with you more insight as to why they raised the objection. I always say it’s not the […]. Blog Closing a Sale Consultative Selling Customer Service Professional Selling Skills handling objections objections sales motivation sales tips

7 Lessons the USA Taught Me About Posting A+ Results

Bernadette McClelland

It was a crazy bucket list trip designed to simply do different things. You know, stretch the imagination and show our kids you’re never too old to dream big, push your boundaries and then execute, no matter how sore your muscles might end up becoming.

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Want to Crush Your Competition? Read How to Build an AI-Powered Selling Roadmap

“If sales reps have the right AI tools and adoption, we see sellers easily closing 3 times as many sales each month.” Hear from 5 experts on steps you can take to reduce non-selling time and use conversational & sentiment analysis to transform how you sell.

Is Anyone Leading Lead Management?


Sales Lead Management is a complicated process. It needs a leader to pull all of the competing interests and people together to work as a team. Sales lead management is a tough subject to truly get your arms around. There are dozens of outside vendors who say they manage some portion of the sales lead process and more than two dozen internal departments that contribute to the process and the decision making.

How Presentation Management Bridges the Gap Between Sales and Marketing

Sales and Marketing Management

Issue Date: 2016-06-15. Author: AlexAnndra Ontra. Teaser: In today’s business world, everyone communicates visually. Presentation management combines the tasks that both marketing and sales need to succeed in their roles, into one platform.

The Three Times to Handle an Objection

Mr. Inside Sales

Most sales reps hate getting objections. When they get them, their hands start to sweat, their heart takes the elevator down into the pit of the stomachs, and they start wishing they had gotten that graduate degree and avoided sales altogether.

A CEO's Guide to the Differences in Sales Leadership Roles

Understanding the Sales Force

Image Copyright 123RF Stock Photo. I was reviewing a sales leadership evaluation with my client, a CEO, who was a bit confused over how this was different from a sales management evaluation. He wondered, "Aren't sales managers and sales leaders the same?".

B2B Pocket Playbook: End-to-End Guide to Sales Enablement

Sales enablement is the strategic process of providing sales teams with the content, guidance, and mentorship needed to engage targeted buyers. It’s all about equipping sales professionals with the tools they need to put their best-selling foot forward. And if sales teams want to continuously sell better -- and faster -- their sales enablement process must have a game-winning strategy. It's time for you to start selling smarter - and hitting your sales number - with the best B2B database in the market. Get started today.

PROBLEM VS NEED – Why You Shouldn’t Sell to a Customer’s Need

A Sales Guy

We’ve been taught to sell to our clients’ needs. This lesson is one you need to toss out. It’s not effective and can hurt you. . I have a question? Are you selling to need? When you engage your clients, are you looking to find your clients need?

Quota 91

Is the Sales Coach Obsolete?

Sales and Marketing Management

Issue Date: 2016-06-13. Author: Max Cates. Teaser: Millennials thrive in a team environment and are adept at problem solving through collaboration with others such as fellow salespeople and sales managers.

Sales Tips: Why Phone Interviews Are Effective in Collecting Customer Insights

Customer Centric Selling

Sales Tips: Why Phone Interviews Are My Favorite Method for Collecting Customer Insights. By Jessica Bledsoe, Primary Intelligence. I lead Primary Intelligence’s new Research & Development division.

The One Sales Data Point That Varies Wildly

Understanding the Sales Force

In my last article, we discussed big data and big lies in the sales assessment space and touched on OMG's 230,000,000 data points. Most of the data points are very consistent across cultures and continents but there is one that varies wildly depending on the role, the country, and the culture.

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Pressure Points: How to Ensure Your B2B Pipeline Passes Inspection

This eBook highlights best practices for developing a pipeline management process that helps sales leaders and their team C.L.O.S.E (you’ll see what we mean in this eBook) more revenue through data-driven prospecting, stage analysis, and subsequent sales enablement.

Research Shows Who the Most Accurate Sales Forecasters Are

HeavyHitter Sales

    Who are the most accurate sales forecasters, and what separates them from the least reliable? I recently conducted a study of the forecasting habits of more than 350 business-to-business salespeople and sales managers to answer this question. 

Creating Personalized Global Content for Your Prospects and Customers

Sales and Marketing Management

Issue Date: 2016-06-17. Author: Judd Marcello, vice president of marketing at Smartling. Teaser: Incorporating the following four key elements to personalize global content will ensure your messages and brand resonate in any language, all cultures and every market.

The Real Reason for Prospect Objections: Do Your Reps Get It?

Sales Result

If you’re experiencing low close rates from your sales team, the likelihood is that your reps aren’t able to respond to prospect objections.