Sat.Apr 06, 2019 - Fri.Apr 12, 2019

How Do I Get a Promotion to Sales Manager?

Connect2Sell

You’re successful as a seller. You’re planning for the future, and you’re eyeing that next-level job of sales manager. career sales management

Change the Conversation: 5 Sales Pitching Lessons from Mad Men

Guru

I wouldn’t advocate taking many lessons from the notoriously toxic characters of Mad Men , but there is one exception: pitching.

Is This Mental Trap Making It Harder for You to Close Deals?

Jill Konrath

The first time I heard the call-in radio interview with the "deer crossing lady," I couldn't believe it. Tears of laughter were streaming down my face. The more she talked, the worse (or perhaps better) it got. Working Smarter

How Not to Close End of Quarter Deals

John Barrows

For many of us, April marks the start of a new quarter, fresh targets and quota and new opportunities to focus on. Sometimes you hit your quarterly number with weeks to spare, other times you’re pushing in any deal you can to Make It Happen by the end of that third month.

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.

7 Rules of the (Prospecting) Road

Anthony Cole Training

There are a certain number of rules that must be followed when it comes to prospecting in sales.

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Are You Taking Care of This Person Well Enough?

The Sales Heretic

Whether you’re a salesperson, leader, or business owner, you have a lot of people you need to take care of: customers, support staff, family, and more. But there’s one person who needs your time and attention more than any other.

Top 7 Sales Books for Sellers of SaaS – for Spring Break 2019

DiscoverOrg Sales

Spring break means vacation – and vacation means plenty of down time to catch up on reading! So order the margarita, stroll down to the beach, and grab a book for a little beach reading. What will it be?

Six Overlooked Factors When Hiring Salespeople

Understanding the Sales Force

This week I've been sick with my annual bout of asthmatic bronchitis - fun stuff - and the question I've been asking myself is, "how long will it last this year?" Historically, it's takes 2-4 weeks for this to subside and it sucks big time during that 2-4 weeks.

Why CMOs Need to Resist the Onslaught of the Trivial

Sales Benchmark Index

Your job description probably reads something like “generate revenue by increasing sales through successful marketing for the entire organization, using market research, pricing, product marketing, communications, advertising and public relations.”

How to Level Up Your Marketing Strategy with Video

Building brand awareness and acquiring customers is never easy, but how can you improve your marketing strategy with limited resources? Vidyard has you covered with their 3-in-1 guide on how to use video across your marketing efforts without breaking the bank.

Shifting Prospecting Habits

The Pipeline

By Tibor Shanto. The first week of Q2 is always welcome, spring is in the air, and the commissions are beginning to mount. While it is tempting to take a breath after a Q1 that was a blur in its speed and results, it is the last thing you should be thinking.

Leaders Without Moral Courage Let Their Employees Down

No More Cold Calling

Has management ever told you to take a break? Our pace is too frenetic. We take shortcuts when we know we shouldn’t. We’re conflicted whether to stay in a job we don’t like or jump ship. We want to spend more time with our families, to exercise more, to be happy … really happy.

3 Signs It’s Time for Your Business to Embrace the Subscription Model

Sales and Marketing Management

Author: Linda Deeken Much can be learned from the successes and missteps of companies large and small across the marketplace. My partner, Eddie Yoon, and I have begun to unlock the emerging theme for 2019 around subscription models and their potential for the marketplace at large.

Build a Growth Transformation Office (GTO) in Your Company to Drive Change for Topline Improvements

Sales Benchmark Index

Value of the GTO. Every great team has a leader on the court that directs their teammates and acts as an extension of the coach. Think of a great point guard holding up 3 fingers to signal the play that.

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.

Make Your Ideal Life Happen Now—Here’s How

Grant Cardone

I want to help you make your IDEAL life happen. I’m talking about making your dreams come true, I’m talking about getting you motivated enough to hit even your biggest, wildest goals. And it starts with you understanding a principle from a film that was released nearly 20 years ago.

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The Ultimate Guide to Sales Coaching In 2019

Gong.io

Are you looking to get better at sales coaching, but you’re not sure how? Then this is the most important thing you’ll read today. Let me guess: no one trained you for sales coaching. You’re “making it up as you go.”. You’re simply doing your best to pass on what YOU know about sales to your team.

Is There A Place For Anger In Management?

Sales and Marketing Management

Author: Paul Nolan Anger has its benefits, writer Charles Duhigg states in a recent Atlantic cover story on the topic. “We’re We’re more likely to perceive people who express anger as competent, powerful and the kinds of leaders who will overcome challenges. Anger motivates us to undertake difficult tasks. We’re often more creative when we’re angry, because our outrage helps us see solutions we’ve overlooked,” he writes.

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Aligning Your Sales Team to Your Pricing Strategy

Sales Benchmark Index

Margin 190

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

A Simple Approach to Small Biz Lead Gen And the 3 Barriers to Doing What Works

SalesProInsider

Ready to grow your business? Who isn’t? The problem is that it can be frustrating, confusing, and hard! So, let’s simplify it. Generate more leads and then convert them. Of course, doing this isn’t easy. Lead gen and lead conversion both need effort, time, confidence, resources, and skill.

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The 8 best CRMs for marketing teams

Nutshell

Effective marketing is about more than just attracting one-time customers. It’s about creating a lasting impression that will keep all your customers engaged with your products or services and coming back for more.

Getting Culture Right: Five Lessons for Merger Success in the Sales Department

Sales and Marketing Management

Author: David Sill In August 2017, the DiscoverOrg sales team was working at top speed, well aware that Q4 was right around the corner, when our CEO announced the acquisition of a formidable competitor, RainKing.

A Sales Leader’s Ascent to CEO

Sales Benchmark Index

Scott Tapp, former CEO of Software Brands, joins us to discuss the evolution from being head of sales to becoming a CEO. The former sales leader turned CEO gives valuable insights that he has learned along his journey, and how.

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.

16 Negotiation Tactics Buyers Use (and How to Respond)

RAIN Group

Buyer and seller negotiations are a fun dance. While these negotiations are usually partner-focused (win-win), buyers often use standoffish tactics to gain an advantage in the negotiation at the seller's expense.

The Easiest Way to Get Referrals | Sales Strategies

Engage Selling

?????????????The number one question I get from sales leaders: how do I get my sellers to ask for more referrals?

17 Key Sales Skills That All Reps Need

BrainShark

Salespeople need to know a lot in order to succeed. But above all, they need the right skills in order to connect with buyers

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SBI’s March 2019 Pricing Newsletter

Sales Benchmark Index

Winning Pricing Strategies for a Mature Business Have you tried multiple times to roll out price increases, only to find single-digit execution rates? Do leaders and sales reps justify the lack of adoption of pricing changes to fear their clients will. Article Pricing Strategy Chief Marketing Officer CMO digital strategy growth revenue revenue growth sales leader sales transformation top articles

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.

Create a High-Performance Sales Culture Starting Today (with 7 Must-Have Habits)

Sales Hacker

In sales, culture is everything—and right now, it’s every where too. Sales culture has become one of the buzziest buzzwords out there, with think pieces popping up left and right about why culture matters. Don’t get us wrong: it does matter.

A Metaphor That Keeps on Giving

Anne Miller

Sometimes you get a sign from the universe about what you should do next. As I was looking for a story for this issue of The Metaphor Minute , a startling coincidence occurred that made it clear I was meant to share this particular story with you this month.

How to Be a Better Bicoastal Team: 5 Takeaways From Our Marketing Offsite

Guru

As a bicoastal marketing team, we’re committed to keeping in touch over Zoom and Slack, but whenever we can get together in person, we jump at the chance.