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

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.

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.

Sales Training Playbook by Lessonl

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

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.

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.

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.

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!

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.

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 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

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.

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.

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.

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?

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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

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.

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.

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.

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

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!