Sat.Jul 20, 2019 - Fri.Jul 26, 2019

Why you should stop cooperating with your buyers


“Cooperation is not good enough,” says Tim Ohai, Global Lead, Sales Process & Methodology at Workday. In this guest post on Keenan’s blog, he makes a case for sales professionals to avoid cooperation and claims it’s killing your sales effectiveness

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How to Make Your Value Proposition Stronger

Jill Konrath

How can you tell if you have a weak value proposition? One telltale sign is that virtually no one responds to your emails or gets back to you on the phone. Selling Tools

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Sales Lessons Learned at the Movies

The Pipeline

By Tibor Shanto. It is not uncommon for people to use movies to make a point; those of us in the trade can all point to sales lessons learned at the movies. There are a lot of films that people like to point to as a means of highlighting a critical element of selling.

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Contributing to the Sales Community – Gartner Style

Score More Sales

Today, like yesterday, has been professional development for me, and it made me wonder about how you and your sales team go about learning and gaining new perspectives. Professional Development

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What Awesome Sales Managers are Doing to Crush It!

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

If you're tired of continually pushing your sales reps to do more, working countless hours, and still not getting the results that you desire, then this webinar is for you. Join Steven Rosen, Founder and CEO of STAR Results, to discover the key to consistently crushing your sales goals!

What Do I Need to Do to Become Great at Prospecting?

The Sales Hunter

Below is a list of 20 things I have found in common with the top 1% of all sales prospectors. Notice that each item on the list is an action. That’s right, they are things you can do! To be great at prospecting, you don’t have to be born with the “sales gene.”

More Trending

Stop Jumping Ahead Of Objections

The Pipeline

By Tibor Shanto. Are you one of these reps who likes jumping ahead of objections, or just likes to jump in all over? link]. The post Stop Jumping Ahead Of Objections appeared first on 01 - Prospecting 06 - Objection Handling Objection Handling Prospecting Tibor Shanto

Deal or No Deal?

Anthony Cole Training

We've all been there before.I know that I have. how to close a sales deal today's buyer deal or no deal

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Creating Unforgettable Moments in Key Phases of Your Customer Journey

Sales Benchmark Index

Market-leading companies develop and execute on strategies that are aligned to their customers expressed and unexpressed needs. This is often captured in a Customer Journey Map. While this tool is frequently used to prioritize operational improvement efforts, to deliver on.

How To Make Your Linkedin Profile Stand Out

MTD Sales Training

LinkedIn is rapidly approaching 600 million users. With that kind of exposure, sales consultants are missing out big time if they aren’t using the medium effectively. shows that 80% of B2B leads come from LinkedIn vs. 13% on Twitter & 7% on Facebook. It’s a simple no-brainer.

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.

9 Ways to Get the Most from Sales Video Coaching

Sales and Marketing Management

Author: Lauren Boutwell As the field of sales enablement has evolved and matured, so, too, have its supporting technologies. Accordingly, video coaching has become a popular tool for driving readiness in sales organizations of all sizes and across industries.

It's the Little Things in Selling

Anthony Cole Training

Selling is a 'slight edge business' that is driven by one more phone call, one more prospecting effort, one more cold email outreach, one more social media push, and one more effort to build a new relationship and land a new client.

Account Management – An Opportunity for Growth

Sales Benchmark Index

Eight. Seven. Three. The all-too-familiar sound of the champagne popping signals the beginning of a new year. It’s Wednesday, January 1, 2020. You have twenty-four hours left of vacation. Twenty-four hours left until you.

Your Referral Network Is Shrinking [Why That’s a Good Thing]

No More Cold Calling

Do you really need more people in your business network? Well, yes and no. I’m sure you have people in your business network you never talk to. And while I want to remain connected with them, how I stay in touch depends on the value we provide each other.

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.

“Your Price Is Too High.” How Do I Avoid That Question?

The Sales Hunter

Your customer does not want to buy anything, but they want you to give them solutions. The biggest challenge for you is not knowing the solution that your customer is looking for. Often, the customer doesn’t know the answer either.

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Podcast 107: Passion, Work Ethic & SaaS Sales Skills With Katy Tynan

John Barrows

This week’s Make It Happen Monday podcast guest is Katy Tynan of TESARO Inc. Katy and John have known each other for a very long time. Katy has tons of experience in Technology consulting, helping teams understand how to make humans and technology work better together. With this, Katy has extensive experience in career development and developing talent strategy. If you want to improve your game as a start-up, Katy is the person you need to see.

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Trump understands the art of the incentive trip

Sales and Marketing Management

Author: Paul Nolan As a businessperson, Donald J. Trump appears to be a far cry from the deal-making savant he claims to be. The New York Times reported earlier this year that between 1985 and 1994, Trump’s company reported $1.17 billion in losses, more than nearly any other U.S. taxpayer.

The Role of Tribe in Company Culture

The Center for Sales Strategy

Not long ago, I spoke with two leaders from a top-notch company enrolled in our Up Your Culture program. The purpose of our conversation was to help them find ways to create a strong sense of unification employee engagement across their multiple markets.

Sales Training Playbook by Lessonl

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

Your Life Plan in 3 Easy Questions

Grant Cardone

Your entire life is determined by 3 simple things. To be exact, it’s 3 decisions you must make: What will you do? Whom will you do it with? Where will you do it? Think about it. Your entire life boils down to 3 questions. #1 1 What are you going to do in life?

Transforming Sales: Why Sales Organizations Will Have to Consider Their Data Strategy

Smart Selling Tools

Transforming Sales: Why Sales Organizations Will Have to Consider Their Data Strategy. In this series, we ask SalesTech Executives to describe how their solution can transform sales in a significant way. This week I interview Henry Schuck , CEO of DiscoverOrg & Zoominfo.

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The One Thing You Can Do to Triple Your Productivity

Anthony Iannarino

The word “ secret ” suggests that there is knowledge available to others that is somehow unavailable to you. There are no secrets when it comes to productivity. Instead, there are principles and disciplines not widely taught or consistently followed.

What You Can Learn From Losing The Sale

The Center for Sales Strategy

Over the last couple of months, I have had a number of clients share with me that they lost out on a couple of large deals that they had felt pretty strongly about. In each of those scenarios, my first question was, "Do you know why?" More often than not, the answer to my question was, “I’m not sure.”

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.

90-Second Pre Call Planning: A Simple Process for Cold Calling Success

Sales Hacker

As a sales trainer, there’s always a balance between research and just picking up the phone and dialing out. How much research do you do before just picking up the phone and dialing? Too little, and you sound like a cold call , and you’ll get disconnected.

5 ways to overcome the "Your product is too complicated" sales objection

If you're selling anything more complex than paper clips, your product can be intimidating. It could be software, or office equipment, or social media management. Any of those things can seem very complicated. And that can make for a hard sell. "It

Move the Deal Episode 6: The SDR Revolution and Predictable Revenue with Aaron Ross

Miller Heiman Group

In the latest Move the Deal episode, host Greg Moore talks with Predictable Revenue Founder and Co-CEO Aaron Ross.

10 Tips to Help You Find Superstar Sales Talent (VIDEO)

The Center for Sales Strategy

When sales managers are working to build their talent bank with qualified candidates, it's not easy. Couple that with your desire to have the very best sales talent in there, it gets quite a bit harder. sales management Talent recruitment

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.

So You’ve Qualified Your Prospect (Here’s What NOT to Do)

Sales Hacker

We all make mistakes…. Even the most experienced of us. One of the most common? Letting a qualified prospect fall through the cracks, never to be seen again. This can happen in a number of ways. The good news, though: all of these pitfalls are avoidable — if you’re consciously aware of them.

Sales and Marketing Are Not Merging

Anthony Iannarino

It’s fashionable to suggest that sales and marketing are merging. There is a line of thinking about how salespeople should use content to communicate with their clients and prospective clients that conflates these two functions into one, ignoring the different very different outcomes each delivers.

What If You Lost Your Biggest Customer? | Sales Strategies

Engage Selling

??????????????????????????I recently talked to a CEO whose sales were down $16 million. That represented a 20% decrease from the prior year. Thus, they were concerned.