Sat.Mar 09, 2019 - Fri.Mar 15, 2019

Is the bandwagon effect destroying your effectiveness?

Membrain

What do fashion trends, U.S. elections, and your sales team have in common? They’re all influenced, for better and worse, by the bandwagon effect. Sales Management Research

Stop Focusing On The Top Of The Pipeline!

Partners in Excellence

Virtually every sales person and organization have pipeline/funnel problems. Almost all the time, they are anemic. Virtually every pipeline has quality and integrity issues. Likewise, there are too many velocity issues.

5 ways your sales process impacts pricing

Infoteam Consulting

Sales people who fail, often blame price. Good sales people not only make the sale but they avoid or minimise price concessions and their customers believe they’ve received great value.

The Biggest Sin In Sales

John Barrows

Do you know the biggest sin in sales? It’s not to lose a deal. It’s to take too long to lose a deal. You know the ones: they sit in our pipeline or forecast as the 20 percenters and get pushed out month over month over month because we’re “saying there’s a chance.”

Why Conversational AI Is Key to Customer Service in the Customer Experience Era

In today’s hyper-competitive market, every business must become a customer experience-first business. Customer satisfaction has become more important than price or any individual feature. Read the new Tractica white paper to learn how important conversational AI is to your CX strategy.

How a Sales Leader Disrupts Their Industry to Crush Their Revenue Number

Sales Benchmark Index

On today’s show we’re joined by Paul Melchiorre, the Global Customer Officer for Anaplan, a connected planning platform that enables organizations to accelerate decision making by connecting data, people, and plans across the business. Click here for the podcast version of.

More Trending

Dave Kurlan's 10 Rules for Effective Sales Emails That Connect With New Prospects

Understanding the Sales Force

They aren't personal, they aren't written well, their messages are identical, you want to delete them and I know you get these emails too. I had already decided to save some of these worthless emails for an upcoming article when Keenan posted this rant on LinkedIn.

4 Steps for Getting More Out of CRM Data

Sales and Marketing Management

Author: Tessa Burg In a perfect world, your sales team and your marketing team work side by side to find and close customers. In the real world, however, less than half of companies believe their sales and marketing teams are in any sort of alignment at all.

CRM 292

Are You Growing Your Channel Partners through Symbiotic Relationships?

Sales Benchmark Index

As a sales leader, you are always looking for the most optimal route to your customers. When designed & executed correctly, channel partners provide your business an incredible amount of leverage. Correctly managed channel partners can help you expand into.

2 Truths and a Lie: High Email Bounce Rates and Sender Reputation

DiscoverOrg Sales

Email marketing is hard. Some might argue that B2B email marketing is harder today than it was 5 years ago or 10 years ago, but I would probably counter with “its always been hard.” There are just different challenges today.

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.

One Question Provides Salespeople with Instant Feedback on How Well They Differentiated

Understanding the Sales Force

Most salespeople do not know the difference between their prospects' decision-making process compared with their decision-making criteria. What's worse is that even more salespeople don't even bother asking about it.

How To Sell A Product To A Customer?

MTD Sales Training

When you think of a salesperson, what immediately springs to mind? Is it the old ‘snake-oil’ salesperson of old who put their foot in the door, or never stops talking, or puts undue pressure on you to ‘sign today’? Hopefully, that age-old metaphor is long dead.

Establishing a GTO (Growth Transformation Office) Is the Key to a CEO-Driven Change

Sales Benchmark Index

Many CEOs are familiar with the concept of a PMO (Project Management Office). Picture a multitude of spreadsheet-savvy analysts charged with tracking various initiatives through standardized processes using metrics and reports. There is value in an effective PMO, to be.

Report 234

How to Be a Memorable Salesperson Part 9: Follow Through

Connect2Sell

The opposite of memorable is forgettable. Unremarkable. Average. You are none of those things. So why act like it? Why act like every other seller out there, blending in to a sea of sameness? The work of selling is a lot more fun when you do the things that make you a standout.

ACT 266

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.

Channel Sales for SaaS: What It Is, When it Works, and How to Build Your Own

Openview

Some of the most successful and influential SaaS companies include channel sales in their go-to-market strategy.

Why Don’t You Ask That Question?

The Pipeline

By Tibor Shanto. What-ifs, Maybes And Might-have-beens” is no tag line for your pipeline, (probably why Gerald never looked at sales as a vocational option). However, it does describe many conversations I have with people up and down the food chain. Regrets about doing things, not doing things, left wondering. Questions are a specific example; salespeople will say “I should have asked,” or worse, “I wanted to ask, but”; that last one breaks my heart, every time. Why Not?

Travel 154

How a Chief Growth Officer Can Make or Break Your Year

Sales Benchmark Index

Today Jill Rowley, former Chief Growth Officer of Marketo, discusses how this emerging role brings together sales and marketing leaders to leverage the power of their best salespeople: their customers. Jill shares key drivers that bring about executive alignment that.

Speaking of Prospecting.

The Sales Heretic

How would you like a prospecting opportunity that’s not only free, but includes a meal in the bargain? They’re occurring all around you, five days a week. Local service clubs (Lions, Rotary, Moose, Optimist, Kiwanis, Knights of Columbus, etc.) are constantly in need of speakers for their regular breakfast and lunch meetings. As a professional [.]. Sales coach keynote prospecting seminar speaker speaking speech trainer training

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.

Misconceptions About Outsourcing In Emerging Markets

Sales and Marketing Management

Author: Rilind Elezaj There are people who have made it their business to use misconceptions and unfounded myths to scare businesses from outsourcing in emerging markets.

Build Your Wall

Grant Cardone

There’s a lot of talk about building walls lately. But the truth is, walls are everywhere. Your house or apartment has a wall. To keep people OUT, right? Every University in this country also has a wall. It’s not a physical wall, but it’s a WALL. It’s called admissions.

ACT 136

The Biggest Impact a CHRO Can Have This Year

Sales Benchmark Index

Let’s layout a classic scenario, one that many of you who have worked with consultants have experienced. A big-name consultancy comes into ACME Corp because ACME’s growth is floundering. The product suite is stale, competitors are eating into market share.

Product Centric Selling, It Really Is About Us!

Partners in Excellence

I’ve been having an email conversation with a colleague about, “Why are sales people so product focused in their sales outreach?”

Sales Training Playbook by Lessonl

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

Show Me the Money

Anthony Cole Training

Without revenue, a sale cannot be made. However, making a sale is not all about the money, and it is a salesperson's duty to overcome their prospect's money problem and be prepared for what objections are thrown their way.

A More Beautiful Question

A Sales Guy

I just picked up a truly badass book by Warren Berger. It is absolutely straight fire. A More Beautiful Question. . If you’ve read Gap Selling , you know the key to executing is rooted in questions. The better you are at questions, the better you can execute the Gap Selling methodology.

ACT 118

The Portfolio Company Is Missing the Q1 Number. Do You Blame the People or Do You Blame the Plan?

Sales Benchmark Index

It’s late February. The company’s sales producers returned to the office from the high energy (and super expensive) 2019 Sales Kick Off over 3 weeks ago. Confidence was through the roof and opportunity appeared to be within reach. However, a.

Never Mind the Bollocks, Start Saying What You Mean

Sales and Marketing Management

Author: Jeremy Dale “Be a voice, not an echo.” – Albert Einstein. The irony of punk music was that you didn’t need to be a musician?— you just had to have something to say. The Sex Pistols certainly had something to say. Their lyrics were aggressive, straight-talking, and they didn’t pull any punches. They became the unofficial voice of the alienated British working-class teen-ager of the mid ’70s. The Sex Pistols said it as they saw it.

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.

Objection Handling in Sales: Everything You Need to Know

Chorus.ai

We get it. Objection handling is tough. In fact, 35% of sales leaders believe objection handling is the biggest challenge their sellers face. We’re here to help you understand how to handle objections like a pro

Do We Even Need Sales People Anymore

Partners in Excellence

Recently, I read a post from a marketing person I really respect. This person was asking the question and making the argument that perhaps we need to rethink selling, perhaps eliminate it. He’s a thoughtful person, so I paid attention to what he was saying.

B2C 96

SBI’s February 2019 CPO Newsletter

Sales Benchmark Index

Your Product Does Not Sell Itself — Why Clarity Between Product Management & Marketing is Critical Don’t let confusion between product management and product marketing responsibilities risk your product’s success. Devote time early on to clarify these within your team and. Article Product Strategy Chief Marketing Officer CMO digital strategy growth revenue revenue growth sales leader sales transformation top articles