Sat.Oct 19, 2019 - Fri.Oct 25, 2019

Letting Your Prospects Train You

The Pipeline

By Tibor Shanto. Over the years, I have found that some of my best prospect interviews have come as a result of something another prospect asked me. If you approach sales with the right attitude and outlook, you can help customers, make money, and get a free education.

5 Things Your Sales Reps Are Complaining About

Sales and Marketing Management

Author: Giles House Whether it be too many emails or not enough snacks in the kitchen, everyone has a set of pet peeves in the workplace. Salespeople, as a profession, are certainly not immune.

SAP 156

How to win the war for sales talent

A high performing sales team is invaluable to a growing startup. Winning the most promising candidates is a cutthroat battle. It takes a lot more than a generous compensation package to get top candidates to accept your offer.

Brexit for cold calling?

Sales 2.0

You may know I’m a Brit. At the time of this post, the UK government is going through it’s 27th vote on Brexit. Actually I don’t know how many votes there have been. It’s unlikely anyone could agree on the definition of “vote” ).

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.

You Can't Handle the (Sales) Truth!

Anthony Cole Training

In this article, we discuss the Zero Moment of Truth (ZMOT) and the notion that significant changes have swept over the sales landscape these past 20 years.

Course 156

More Trending

Freeing Up Sales Bandwidth

The Pipeline

By Tibor Shanto. I enjoy doing podcasts about sales, and as with anything, some are better than others. The ones I seem to enjoy most are ones where the host is still actively involved in sales. The quality and tone of the discussion are always more challenging and meaningful.

B2B 156

Fake Prospects, Fake Buyers, Fake News

The Sales Hunter

The prospect agrees to take your meeting, and they even agree to your demo call. Both indicate that they are going to make decision quickly. Then, it’s time for you to close the deal and boom!

Buyer 130

Goal Setting is a Crucial Sales Step: Our 4th Sales Productivity Tool

Anthony Cole Training

In our fourth installment of the 9 Sales Productivity Tools, we bring you the next tool in our series, Goal Setting. When we talk about goal setting, we start with personal goals and then help our clients convert those personal goals into business plans.

Tools 156

Stop “Following Up,” and Start Closing

Mr. Inside Sales

How do you open your 2 nd or 3 rd. call to prospects whom you’ve already pitched? Is it something like: “I’m just calling to follow up on our proposal….”. I’m just calling to see what you thought about our bid?”. I was just seeing if you had time to speak with (your boss, partner, committee) yet?”.

Sales Training Playbook by Lessonl

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

Why Messaging Is Great for Customer Loyalty Programs

Sales and Marketing Management

Author: Tobias Goebel Customer loyalty programs are a critical marketing tool for many businesses, and it’s clear to see why: they reward return customers, provide touchpoints to drive sales, and help provide insight into customer experience and behavior.

Monday Motivation Video: Your Mindset Shapes Your Customer’s Mindset

The Sales Hunter

Did you know that you have some brilliant customers? The mindset of your mind dictates the mindset of your customer. When your mind is negative, it’s amazing how quickly your customer can have a negative reaction.

How Sales Coaching Utilizes a Quid Pro Quo

Understanding the Sales Force

Quid pro quo is all the rage. The news networks are pointing to and from quid pro quo and arguing whether it was or wasn't implied. Regardless of which side of the political spectrum you're on, you've probably heard it plenty more than you need to.

Metrics: Why Most Companies Get it Wrong

Mr. Inside Sales

If you’re in inside sales management, then you know all about metrics. In fact, whenever I consult with new clients the owners and managers automatically begin showing me their call monitoring reports.

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.

Why True Leadership Is a Transfer of Belief

No More Cold Calling

Have you ever been confused about your company’s vision? I have. I’m not surprised that communication is the #1 driver of exceptional leadership. It’s common sense. It’s also becoming a common problem, considering effective communication is in increasingly short supply. We see lack of communication in our companies, when we travel, when we shop, and at home. And we feel the results of it. Travel is especially frustrating. Your flight’s late, and there’s no announcement about why.

Travel 120

From Vendor to Strategic Partner: Uncovering Insights to Generate Customer Value

Smart Selling Tools

From Vendor to Strategic Partner: Uncovering Insights to Generate Customer Value. WHEN: THURSDAY, 11/4 AT 10AM PT | 1PM EST. In this session you will learn: How to sell more strategically, growing your revenue by creating greater value for your customers.

Weekly Roundup: Managing Experienced Sales Reps, What Your Sales Reps Are Complaining About + More

The Center for Sales Strategy

- MOTIVATION -. The secret of getting ahead is getting started.". Mark Twain. AROUND THE WEB -. > > How to Manage A Team of Experience Sales Reps – CloserIQ. As you start your professional journey towards salespeople’s leadership, there’s always new information to learn and to take in.

How to build a data-first customer service team

companies lose more than $62 billion annually due to poor customer service. Getting customer service right should be a priority for every business, regardless of size.

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.

How to Use Operational Value to Become Indispensable | Sales Strategies

Engage Selling

There’s one thing I’ve noticed with organizations and people who are really good at bringing new business: they are good at operationalizing value.

Transforming Sales: How to Maximize Revenue in your Biggest Accounts

Smart Selling Tools

Transforming Sales: How to Maximize Revenue in your Biggest Accounts. In this series, we ask Sales Tech Executives to describe how their solution can transform sales in a significant way. This week I interview Mark Kopcha , Founder & CEO of Revegy.

The #1 Signal All Winning Deals Have in Common

How do you know whether your buyer is going to sign? Do you trust your gut? Ask your reps? Maybe check your CRM? Eyebrow-raising data is in, and you’ll never guess what the best indicator for closing deals is.

The power of thought: why we carry around limiting beliefs with Empowered Achievers’ Chris Castillo

Predictable Revenue

We explore how your mindset is formed. Then look at what you can do to unpack and rewire your thought process to cultivate a more positive outlook. The post The power of thought: why we carry around limiting beliefs with Empowered Achievers’ Chris Castillo appeared first on Predictable Revenue.

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!

The Truth About Gatekeepers

Engage Selling

There’s a truth about gatekeepers that you need to be thinking about. Namely, that you create them. You read that right. You’re creating your own gatekeepers.

SalesTech Video Review:

Smart Selling Tools

SalesTech Video Review: Unika. Unika is a sales enablement solution that offers a new world of knowledge sharing for sellers, partners, marketers, and prospects.

Video 65

How to be Successful Your First Year as a Media Salesperson

The Center for Sales Strategy

How can I be successful in media sales? How long will it take for me to make a lot of money? How quickly can I expect to be promoted?

Media 62

3+ Keys to Sales Conversations That Close More Deals

Marc Wayshak

Sales conversations can make or break any deal. Implement these 3+ keys to sales conversations that close more deals to stay ahead of the pack. The post 3+ Keys to Sales Conversations That Close More Deals appeared first on Sales Speaker Marc Wayshak. Blog sales conversations

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.

Want To Win Large Deals? Follow the RAMP Method

Sales Readiness Group

We all want to get access and sell higher, yet it’s difficult. CXO’s are busy, and often protected by a gatekeeper. But the payoff is larger deals, more strategic relationships, longer term relationships and the ability to insulate yourself from the competition.

10 Ways to Increase Adoption


This is How Referrals Can Boost Your Account-Based Sales

Alice Heiman

Account-based selling or marketing are both big buzz words in the sales industry. It’s not a new concept, but new technology, data, and tools are bringing this selling method to the forefront for many sales leaders and company owners. .