Sat.Oct 06, 2018 - Fri.Oct 12, 2018

How the Sales Negotiation Skills You Were Taught Are Tanking Your Sales

Connect2Sell

It’s the dreaded price question, and this is only your first meeting … the buyer is asking for price information before the needs assessment, before the solution has been crafted, and before value has been established. So, what’s a seller to do? Use these sales negotiation skills.

5 Selling Lessons From the Saddle

Smart Selling Tools

On the 8th September 2018 I sat on the start line for a totally awesome, yet challenging, adventure. Riding the length of the UK from Lands End in Cornwall to John O’Groats in Scotland.

Dancing with the Competition? Watch your Step.

Jeffrey Gitomer

How do you feel about your competitors? You say, "I have a great relationship with my competitors." Right, if you needed $50,000 or your business would fold, I guarantee your friend, the competitor, would send you a bon voyage note. Get real, man.

Necessary Evil: B2B Digital Planning

Sales Benchmark Index

Look across your digital tactics and channels…do your buyers go there? Is their engagement worth the challenges involved in creating these? How do you know?

B2B 247

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.

5 Reasons Why Pre-Call Research Is A Must

MTD Sales Training

Here’s a question to start your day. ‘If If you’re going to make some contacts with prospects today, why should they bother talking to you?’.

More Trending

Post-it Note your way to achievement.

Jeffrey Gitomer

People are not afraid of achieving success, they just don't know how. Here's one element that will put you on the path. You have several goals you want to achieve, but they are not written down.

ACT 251

Transforming a Cloud Solution Provider by Being a Sales-Driven CEO

Sales Benchmark Index

Joining us on  is Ryan Tognazzini, Chief Executive Officer for iGrafx, an enterprise class business operations and modeling software that allow it’s users to capture, communicate, improve and optimize every aspect of their business processes.

Why ‘Saying’ And ‘Being Believed’ Are Two Different Things

MTD Sales Training

When I was growing up, my uncle had some ideas that, in this modern world, would seem laughable. Yet, in those days, we had no social media and a mobile phone was a brick attached to a 16lb battery! Yes, things were a little different then.

Whiteboard Wednesday: 5 Steps to a Killer Sales Demo

DiscoverOrg Sales

Hey, everyone! I’m Monica Stewart from Skaled : A modern sales-consulting firm that helps increase the efficiency and effectiveness of sales organizations through the use of sales technology. Welcome to another Whiteboard Wednesday!

Sales Training Playbook by Lessonl

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

There are 100 billion Customer Types. Go Figure.

Jeffrey Gitomer

Selling is not about defining the type of buyer you're facing. There are a millions of types of buyers. Ever see those "four types" of buyer things? The Driver. The Amiable. The Idiot. The Big Idiot.

Cold Calling Techniques Make Your Pipeline Fat, but Not Fit

No More Cold Calling

Do you really need more leads? Sure, cold calling techniques put lots of leads in the pipe. Enough for management to see that reps made the requisite number of phone calls, email pitches, and social media connections. But are those really leads, or just smoke-and-mirror numbers?

The No. 1 Skill Top Salespeople Must Master

Sales and Marketing Management

Author: Lee B. Salz At a young age, I was told that I should pursue a career in sales. I heard it in high school, again in college and, yet again, post-graduation. Perhaps, people told you that you have what it takes to be a great salesperson.

Buyer 282

How to Boost Your Credibility at a Trade Show

The Sales Heretic

A trade show is a challenging sales environment. You don’t have the natural advantages you have when talking with a prospect on your own turf. Your competition is everywhere. And all the exhibits look so similar. How do you stand out and effectively compete?

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.

Got sales goals for next year? Here's how to achieve them.

Jeffrey Gitomer

Where will you be one year from today? Where will your sales be? How will you get there? Are your goals established for next year? Are they written down? If not, next year you'll likely be where you are today. Wishing you were someplace else, without the direction or drive to get there.

Get Out Of Yourself!

The Pipeline

By Tibor Shanto. We all would agree, I hope, that actions speak louder than just talk; that success in sales comes from action or execution. So when what one says is in direct contrast to their action, how they execute, it is a concern, but also an explanation as to why despite all the advice available, many in sales are stuck in a rut, sustained only by a healthy market.

ACT 195

6 Pricing KPI’s for Your Growth Strategy

Sales Benchmark Index

If you opened this blog post looking for the perfect answer to setting pricing KPIs… I hate to tell you that the perfect answer is: There is no answer.  However, I do have some guidance for you.  Let’s think of pricing.

Margin 194

Impeccable Honesty

John Barrows

I remember reading a study done by Harvard a while back on the characteristics of the top 1% of sales professionals in the US. There was one that stuck out to me since it’s usually not associated with sales professionals but it is something I strongly believe – Impeccable Honesty. They found the best sales professionals were impeccably honest with everything they did at every level. They were honest with their clients, gatekeepers, managers, forecast, everything.

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 Elusive Hot Button - How do You Find it?

Jeffrey Gitomer

All sales training includes this line: "If you want to make the sale, be sure to push his hot button." Great, where's that? It's within plain sight, it's within asking distance, it's within listening distance. All you have to do is be alert. Pushing the hot button only works if you can find it.

Which 4 Sales Competencies Best Differentiate Top from Bottom Salespeople?

Understanding the Sales Force

The difference between great salespeople and weak salespeople has been debated for years. The articles in my Blog typically address these differences with science and data to support to my position.

Data 244

Getting to Street Price, the Hardest Task in Pricing

Sales Benchmark Index

You’re Blind and You Have a Problem. When you sell entirely through indirect channels you are blind to the street price and how your products or service is valued by the end customer. The gap between the price you sell to.

Margin 190

How Small and Medium-Sized Businesses Can Use Salesforce to Keep Up with Large Enterprises

Sales and Marketing Management

Author: Jon Robinson Some of the biggest companies in the world use Salesforce to meet their business needs.

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!

Are you Committed to be a Sales Crusader?

Jeffrey Gitomer

Is your sales income what it should be? Want to double it? Take 30 minutes and read something about The Crusades. They were much more than a religious war. The Crusades were about people going after what they believed in.passionately. They did it regardless of the hardship and risk. Do you?

How to deal with objections

MTD Sales Training

Episode 24: To my sales professional connections (and trainers). This podcast includes: How to deal with objections (before they even arise). How to get prospects to follow you on social media. A quote from Jim Rohn. Take a look at this episode on [link].

Is Margin Based Compensation Right for Your Organization?

Sales Benchmark Index

It is almost that time of year again for companies both big and small, the dreaded compensation season. Numbers are crunched, budgets are realigned, and a firms overall compensation strategy is brought into the spotlight once again. As your company.

Margin 179

How To Nail The Slow Sale, Fast!

Bernadette McClelland

‘Will you slow down – you’re like bloody bull in a china shop’ he would yell at me as I sped through the hallway, flew past him on his favourite chair in the lounge and skidded around into the kitchen.

How To 222

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.

"I have to talk this over with my." Uh oh.

Jeffrey Gitomer

You didn't qualify the prospect very well, did you? OK, what do you do now? When others need to approve the deal, besides qualifying the buyer better, you must take four action steps: Get the prospect's approval. Get on the prospect's team. Arrange a meeting with all deciders. Make your entire presentation again. If you think you can get around these steps, think again. It's obvious you're looking for shortcuts or you would have properly qualified the buyer.

How Smaller and Businesses Can Use Salesforce to Keep Up with Large Enterprises

Sales and Marketing Management

Author: Jon Robinson Some of the biggest companies in the world use Salesforce to meet their business needs.

The Top Marketing Tools Guide of 2018

Smart Selling Tools

Last week I was in my favorite city – Boston – for the ever popular MarTech East event. If you weren’t there, you missed great sessions like: Building (and finding) a Marketing Technology Team. Solving Human Problems: A Case for MarTech – Design Thinking.

Tools 142