Sat.Oct 12, 2019 - Fri.Oct 18, 2019

The 5-Step Formula for a Reliable Sales-To-Service Handoff Process

Sales Hacker

Want happy employees, happier customers, and more revenue? The secret may surprise you… It’s as simple as a solid sales-to-service handoff.

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The 3 Ds of Time Management

The Center for Sales Strategy

It’s no secret time management is one of the highest requirements for succeeding in sales. Consistent questions heard within the industry are, “What are some ways I can improve my time management?” and “How can I be more efficient?”.

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Unscalable: How to Build Relationships at Scale

Anthony Iannarino

Much of what I write here is going to be anathema to a particular variety of sales experts and those who read too much into the idea that relationships are no longer critical in sales. Much of the dominant opinion that relationships don’t matter in sales stems from the book, The Challenger Sale.

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The step-by-step guide to building an effective sales strategy

Zendesk Sell

In construction, it’s impossible to erect a building if you don’t have one critical document — a blueprint. Steel frames, power tools, and a team of builders are all important elements, but they’re useless if you don’t have a document to guide the process.

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.

Sales Compensation Planning: 5 Tips to Improve Performance in 2020

Xactly

Sales incentives are the number one driver of team performance. Improve your team's performance in 2020 with these five sales compensation planning tips. Incentive Compensation Sales Planning

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Timing In Prospecting is a Mug’s Game

The Pipeline

By Tibor Shanto. At one time, I had a co-worker who had a bit of a problem with the horses. He always knew just the right horse, in the right race, cause “today was the day.” He handicapped it, and every day he knew why his timing was just right; each day, it was not. A lot of people in sales remind me of a conversation I had with Leon. They seem to be convinced that not only is sales about timing, but they have divined a way to leverage it to their advantage.

Get in any door

Sales 2.0

When I started selling technology I was told to get to the office at 8AM so I could cold call CIOs and catch them before their assistants came in. When I did succeed in catching a CIO on the phone (one in say 50 dials) they nearly all dismissed me as a time waster.

The Pros and Cons of Following Sales Playbooks

Smart Selling Tools

The Pros and Cons of Following Sales Playbooks. When you think of a “sales playbook”, what’s the first thing that comes to mind? If you’re thinking of a plan or guidebook for your sales team to follow, you aren’t too far off.

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How Effective Listening Helps Build Customer Relationships and Close Deals

Sales and Marketing Management

Author: Rafael Lourenco When you work for a B2B company, it’s easy to assume that your customers and colleagues make their decisions based only on ROI and other data.

Sales Training Playbook by Lessonl

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

Critical Thinking Skills Examples to Boost Your Credibility

Connect2Sell

At the risk of sounding preachy, we’re continuing what we started last week in the CONNECT2Sell series on Critical Thinking. Last week, we looked at truth as an absolute standard that buyers demand.

Who is Your Sales Superstar?

Anthony Cole Training

Throwback Thursday Post: effective sales coaching Sales Coaching increase sales hire better salespeople consultative selling sales effectiveness training banking sales training professional sales training consultative sales coaching corporate sales training sales force performance management

Podcast 120: Future Proofing Your Sales Career With Anita Nielsen

John Barrows

This week we have Anita Nielsen on the podcast. The Author of “Beat The Bots” has lots of thoughts on how sales is changing and the increasing role of technology in the profession.

One Question to Close More Demos

Mr. Inside Sales

Have you ever gotten to the end of your demo and wondered how it was going to end? Wondered not only if the prospect was going to move forward, but also what it would take and how long that might take?

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 Sales Is Not a Profession

The Sales Hunter

Recently, I had a discussion with a sales manager about how to connect with customers. This was no casual conversation; it was serious, because he was with a start-up company who had 18 months at best, to achieve critical mass.

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3 Tips to Increase Productivity and Improve Sales Performance

The Center for Sales Strategy

Do you often struggle with time management? Do you always have way too much to do? Do you ever feel buried in work? If you answered "yes" to these questions, you may not be delegating as much as you should.

Productivity May Not Be What You Think It Is

Anthony Iannarino

One of the reasons you might not be as productive as you want to be is because the idea isn’t well defined. Many people who believe they are productive, are not. Not To-Dos. It is not crossing off tasks off a to-do list.

Ease Compliance Woes with Better Data Management Processes

Sales and Marketing Management

Author: Ben Thoren This past May marked the one-year anniversary of Europe’s General Data Protection Regulation (GDPR), a data privacy regulation that has had a significant impact on the way enterprises process and store personal data.

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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.

Sales Process and Why So Many Salespeople Lose Their Way

Understanding the Sales Force

Last night I was on Interstate 90, the MassPike, driving home from the airport in a wind-driven rainstorm. It was so bad I couldn't see the white lines that divide the three lanes nor could I see the Jersey barriers dividing the eastbound from the westbound traffic.

9 Insider Tips for Closing More B2B Sales

Hubspot Sales

It’s no secret that selling to other businesses is tricky. You simply won’t succeed if you don’t take B2B selling for what it is: a high-stakes selling game that requires an entirely unique approach from direct-to-consumer selling.

How To Become an Exceptional Lifelong Learner

Anthony Iannarino

The short answer to how to become a lifelong learner is never to stop learning. The question is valuable enough to deserve a more extended explanation and practical advice on the specifics. Shore Up Your Weaknesses.

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A fresh perspective on the Challenger Sale research

Membrain

First published in 2011, “The Challenger Sale” must be one of the most widely-read sales books of the past decade, and with good reason.

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!

5 Google Analytics Access Questions and Answers

The Center for Sales Strategy

Senior Consultants at The Center for Sales Strategy are known for helping organizations grow their sales through training, the development of customized strategy plans, and coaching.

Develop Storytelling Confidence to avoid Shapeshifting Stories

Babette Ten Haken

Do you have storytelling confidence? You know, telling stories consistently, time after time. And, telling the stories in which you are professionally invested. When you take those actions, you move away from describing someone else’s stories, as a third-party narrative. Think about it.

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4 Proven Strategies For Success In Negotiations

Anthony Iannarino

Your dream client is going to ask you about your price. More specifically, they are going to ask you if you can lower your price, even though they may use words like, “Can you do something for me?” or “You need to sharpen your pencil !”

The Truth About Gamification (The Good, the Bad, & the Ugly)

Sales Hacker

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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.

Here’s why you need to stop talking about sales opportunities

Membrain

Words can change your brain. That’s the conclusion of Andrew Newberg, M.D. and Mark Robert Waldman in their book by that title, and they should know. Sales Management Sales Methodology

Prospecting Dress Rehearsal and Warm-ups

The Pipeline

By Tibor Shanto. Some may not like to say it, but there is a lot of theater in sales. Sometimes drama, sometimes comedy, at times tragic, but sales is a performance art. Once you accept that, it becomes easier to accept some of the up-front work, rehearsal and more that goes into a successful sale.

This is why great salespeople are born that way

Pipeliner

Great salespeople don’t become great because of the training they receive. They don’t become great because of all the sales tools they employ. And they don’t become great because they are an expert in the mechanics of the sales process defined and promulgated by the experts.