Sat.Jan 25, 2020 - Fri.Jan 31, 2020

Communication Skills that Are Crucial to Sales Success


In last week’s CONNECT2Sell blog post, we laid out the case for developing soft skills. We examined how soft skills, in balance with technical/functional hard skills for selling, will improve sales performance.

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This is the Most Important Qualifying Question

Mr. Inside Sales

If I asked you what the most important qualifying question was, what would you (or your team) say? Budget? Decision making process? Buying motives? Needs or pain points? These are all important, of course, but they aren’t what—in my mind—is most important of all.

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Cold Calls – Interruption or Disruption?

The Pipeline

By Tibor Shanto. When we were young, we accepted things we were told but knew not to be true. We also understand that ignoring some of the facts can add to the discussion. The example here is the old saying about sticks and stones and words and the ability of these to hurt.

5 Daily Phrases Great Sales Leaders Say

The Center for Sales Strategy

What we say and how we say it matters. The language used with prospects impacts your capability to excite and encourage them about the deal at hand. Certain words prompt predictable behavior, and every word or phrase you choose to use will generate an emotional response.

ACT 94

Why B2B Contact and Account Data Management Is Critical to Your ROI

64% of successful data-driven marketers say improving data quality is the most challenging obstacle to achieving success. Given data’s direct impact on marketing campaigns, reporting, and sales follow up, maintaining an accurate and consistent database is a top priority for B2B organizations. This latest eBook aims to help marketing leaders understand the impact of data management on their company’s ROI.

How To Deal With Your Competition When In A Sales Meeting

MTD Sales Training

You will no doubt have been in the position where you’ve been discussing purchase opportunities with your prospect and the subject of your competitors comes up.

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Top Habits of Highly Successful Sales Managers

Anthony Cole Training

The sales management activities that we perform today create the results that we achieve today. What activities are you doing now that are creating your current unsatisfactory results? How can you change them?

19 Benefits of Asking Questions

The Sales Heretic

If you’re a regular reader of this blog (and if you’re not, you can be—just click one of the “Subscribe” links to the right, wink, wink, nudge, nudge), you know that I’m a big fan of asking questions.

New Data Reveals a Finding That Correlates to Sales Success

Understanding the Sales Force

We had a request for some data from one of our longtime partners. My knee-jerk reaction to her request was that it would be a big nothing burger. She asked for data that would show the difference between salespeople who are goal oriented and those who are not.

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“Never Waste a Crisis” – Enter New Markets to Recession-Proof Your Business

Sales Benchmark Index

As the U.S. responded to the last recession of 2007-2008, a recurring theme became the quote made famous by Winston Churchill, “Never let a good crisis go to waste.” ” This was to describe the mindset of the top businesspersons during.

2020 Database Strategies and Contact Acquisition Survey Report

As buyer expectations continue to heighten, marketing and sales teams are feeling pressured to deliver authentic messaging to buyers at every point of their customer journey. This report aims to highlight the current state of B2B database and contact acquisition strategies, and organizations’ goals to leverage data to fuel their go-to-market strategies in 2020 and beyond.

A Blueprint for Your Disruption: How to Become the Next Kodak, the Next Blockbuster, or the Next Taxi Cab Medallion Owner

Sales and Marketing Management

Author: William Putsis Sometimes, as customers, we see things that the company delivering the product or service doesn’t see.

Forget About Your Sales Comfort Zone [January Referral Selling Insights]

No More Cold Calling

If I can do it, you can do it. You won’t get to second unless you take your foot off first.” That’s a saying in American baseball. The bases are 90 feet apart, and unless you’re standing on one of them, you can be tagged out.

Make Solid Strategic Business Sense with Connect the Dot Stories

Babette Ten Haken

How much strategic business sense do your stories make? As I worked with one of my clients yesterday, he complained that decision makers were not taking action after his presentations. He just could not understand why. My question to him: “Do you tell connect the dot stories?”

How Salesforce Invested in Customer Success to Soar to $1B in the Last Recession

Sales Benchmark Index

Remember when a cloud was only a fluffy thing in the sky? It was only 20 years ago that Salesforce introduced the revolutionary idea to help companies use cloud-based applications for customer relations management. The applications would be run over.

Best Practices for a Marketing Database Cleanse

As frustrating as contact and account data management can be, this is still your database – a massive asset to your organization, even if it is rife with holes and inaccurate information. Entrusting a vendor to help maintain its accuracy and completeness is no ordinary engagement. Download ZoomInfo’s latest data-driven eBook aimed to help marketing leaders understand the best practices around choosing a B2B contact data provider.

5 Trends That Will Transform Meetings

Sales and Marketing Management

Author: Staff Benchmark, a global hospitality management company, pinpointed five trends that will transform meetings in 2020. “We’ve We’ve seen this coming, but in 2020 millennials have become the dominant force in meetings,” said Ted Davis, Benchmark’s chief sales and marketing officer.

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How to Train Yourself to Do Work You Avoid

Anthony Iannarino

There is work you need to do now that you are not doing. You are avoiding this work because it isn’t the work you want to do. You procrastinate and busy yourself with the tasks and distractions you prefer, leaving the unpleasant but necessary work undone, lessening your results.

Throwing Storytelling Spaghetti against the Wall does not Stick

Babette Ten Haken

Are you throwing storytelling spaghetti at employees and clients? Hoping they glean whatever message they can? Not only from the story you tell, but also as a result of how you deliver that story to them?

SME 89

6 Ways Sales Enablement Leaders can Gain Sales Management Support @ACollaborator

Smart Selling Tools

6 Ways Sales Enablement Leaders can Gain Sales Management Support. Sales Enablement is generally focused on assisting individual sellers with less focus placed on others in the organization.

Cold Calling Tips and Tricks

In recent years, cold calling has become synonymous with rejection and failure. But the numbers aren't that clear; while less than 2% of today’s cold calls actually result in meetings, 78% of decision-makers have taken an appointment or attended an event as a result of a cold call. What’s the verdict?

How to harness cognitive bias to win more sales


“I like the sound of your solution, but I’ve already spent a lot of money with this vendor, so we’re going to keep trying to make it work.” “You

Why Better Leaders Produce Better Results

Anthony Iannarino

In the foreword to the book, Ender’s Game , Orson Scott Card writes about finding the concept for the book in a three-volume set on the United States Civil War, titled, The Army of the Potomac by Bruce Catton.

The Simplest Yet Most Difficult Sales Skill | Sales Strategies

Engage Selling

Silence is one of the simplest things a seller can learn to do, but it is the most difficult for them to execute in the sales process effectively.

10 Ways to Achieve Your Sales Goals Faster

KLA Group

By Kendra Olney Lee Every January 1st brings with it a new round of resolutions, both personal and professional. You’ve made it through the first week of the year and your goals are hanging there. You may be feeling as if you’re already behind, or you’ve missed them already.

How to Overcome the Pain Points of Your CRM

When used effectively, a CRM can be the life blood of your sales team – keeping everyone organized, efficient, and at peak productivity. However, as a company, sales stack, and database grow, it becomes difficult to uphold structure and governance to keep a CRM up-to-date. The result? Less organization, more confusion, and fewer deals closed. Leveraging leading industry research from industry analysts, this eBook explores how your sales team can gain back valuable time.

Four Reasons Your Sales Training Fails


Have you spent money on sales training without seeing rewards? Are its promises of increased revenue and the vision of stress-free management evaporating? Well, you are not alone. And here are four reasons why: Sales Enablement Sales Training

Weekly Roundup: Inbound Prospecting Matrix, Creating a Sales Culture + More

The Center for Sales Strategy

- MOTIVATION -. How you sell matters. What your process is matters. But how your customers feel when they engage with you matter more.". Tiffani Bova. AROUND THE WEB -. > > The Inbound Sales Matrix: What It Is and What It Can Do for You– HubSpot.

4 Tips to Take the Stress Out of Forecasting


Businesses need accurate sales forecasting to succeed. Here are some ways to improve accuracy and take the stress out of your sales pipeline forecasting. Forecasting Sales Planning

Time to Put a Stop to Buyer Objections

Engage Selling

It’s a friction point that holds you back from achieving sales success: buyer objections. If left unchecked, those objections will stop you dead in your tracks from being able to present a compelling proposal to your prospective customer.

7 Marketing and Sales Strategies to Grow Your Revenue Fast

Speaker: Christopher Ryan, Founder and CEO of Fusion Marketing Partners

Many companies have the core marketing and sales elements to take their revenue to the next level, but are still missing out on some key opportunities. Join Christopher Ryan, CEO of Fusion Marketing Partners and writer of the recent book "The Expert’s B2B Revenue Growth Playbook," to discover seven steps that you can immediately take to grow your company’s revenue quickly and consistently!

SalesTech News: @TechTarget Priority Engine Email Alerts Help Sales Teams Take Immediate Action on the Best Opportunities in Their Territory

Smart Selling Tools

TechTarget Priority Engine Email Alerts Help Sales Teams Take Immediate Action on the Best Opportunities in Their Territory. New alerts now make it even easier for reps to access TechTarget’s purchase intent insight to close more deals faster.

5 Steps for Overcoming Objections in Sales (Like a Rock Star)

Marc Wayshak

Overcoming objections is key to sales success. But how do you deal with strong objections from tough prospects? Follow these 5 steps to overcoming sales objections to find out. The post 5 Steps for Overcoming Objections in Sales (Like a Rock Star) appeared first on Sales Speaker Marc Wayshak.

New in Nutshell: Take the grunt work out of email marketing with Nutshell’s Constant Contact integration!


Every day, thousands of businesses use Nutshell to organize their customer conversations and sell smarter.