Sat.Mar 02, 2019 - Fri.Mar 08, 2019

Sales Process: Keep to the Script, or Take the Road Less Traveled?

Pipeliner

Ask a top sales producer about keys to success, and they’ll share insights like “prioritize your work,” “maintain a good opportunity pipeline,” and “serve the customer.”. I’ve heard many anecdotes to explain a top producer’s ascent to the pinnacle. Curiously, one that never gets mentioned is “I conform to the sales process.” This lack of recognition is odd. After all, sales organizations spend countless hours developing sales processes and underscoring their importance. Maybe there’s a reason.

Why Women in Sales Don’t Want to Work for You

No More Cold Calling

In honor of International Women’s Day, how can your sales team attract more female rainmakers? It was 1936. My mom graduated with a degree in finance from Syracuse University, but she couldn’t get a job at a bank. They didn’t hire women, not even as tellers.

How to Effectively Follow-up After Sales Meetings

Openview

The average salesperson is losing up to 40% of their deals because they’re not following-up effectively. After a sales meeting, do you ever experience a prospect ‘going dark’ on you?

Developing strategic referral alliances. WOW!

Jeffrey Gitomer

Are you willing to refer your clients or customers to someone else? Is someone else willing to refer their clients or customers to you? Yes, if there is mutual trust. Here are the prerequisites: You consider yourself the best at what you do. You do a memorable job in making the sale.

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.

Winning Pricing Strategies for a Mature Business

Sales Benchmark Index

Focusing on value provided, you can implement a winning price increase, contrary to what may have been occurring historically. Re-anchoring is the key to a winning pricing strategy – a focus area we will take on as part of developing.

More Trending

Don’t Sell Yourself Short

The Pipeline

By Tibor Shanto. I think it was in Skip Miller’s book that I read that a manager should know how his year will end by the Q1.

Approach a Referral Right and Reap.

Jeffrey Gitomer

The most coveted prize in selling besides a sale is a referral. How do you approach this person? Everyone tells you to get referrals, no one tells you what to do next. How do you maximize the selling power of this referral? Here are 8.5

6 Foundations for Successful Sales

Sales and Marketing Management

Author: John Harris About five years ago, we established a relationship with Larry Williams, one of the principals in the Williams Leslie Group, to help EnerBank improve sales performance.

How Does the Marketing Leader Know If They Are Aligned to Sales?

Sales Benchmark Index

Misalignment between Marketing and Sales is most often one of the main reason’s companies miss the number. As a Marketing leader ask yourself the following two questions: Did the company hit its number last year? How aligned are you to sales? Download the.

Sales Training Playbook by Lessonl

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

Focus Your Prospecting Purpose

The Pipeline

By Tibor Shanto. How you think about your pipeline, will drive your approach to ensure it leads to your objectives, which by extension should dictate your actions. Strategy-Planning-Execution. Simple, yet elusive at the same time, most people are good at planning, yet fall short on execution.

Ray Leone eats dessert first. So should you!

Jeffrey Gitomer

"Don't start your presentation until the customer agrees to buy," says Ray Leone. That's power if you can pull it off. The sale is made before the presentation begins if you ask the right questions to qualify and interest the buyer to a point of commitment," he says.

Why Coaching Causes Some Sales Managers to Hold On for Dear Life

Understanding the Sales Force

Over the past few months I've been coaching 30 sales leaders from 3 companies and while most are trying their hardest to do everything I recommend, apply everything they learn, and coach as instructed, there are enough that don't follow through and fail to move the needle for their teams.

Transitioning to Data-Driven Marketing & Sales

Sales Benchmark Index

Today’s interview is a special one, we have two guests on SBI TV – a marketing leader and sales leader – you’ll learn they’ve teamed up to tackle data siloes and make data-driven decisions. We are joined by Jill. Corporate Strategy Marketing Strategy Sales Strategy Video 2019 planning b2b dave peranich sbi podcast sbi tv

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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.

5 Ways to Deliver a Truly Impactful Sales Kickoff

Sales and Marketing Management

Author: Joe Andrews We just wrapped up sales kickoff (SKO) season. Typically, in January and February, depending on fiscal calendars, we all see pictures of salespeople in our networks posting party pics from Las Vegas or some other city’s convention center.

I was in the neighborhood and thought.

Jeffrey Gitomer

The "Drop–in" visit. You go to a valued customer without an appointment and say, "I was just around the corner and thought I'd stop by.". Do you do it? Can you successfully pull it off? Will the customer be willing to see you? Or will he be "tied–up, busy or in a meeting?".

19 Ways to Guarantee You’ll Fail

The Sales Heretic

Success is such a burden. It takes a ton of time and effort, and it frequently requires sacrifice. And for what? Everybody knows it’s lonely at the top. And then you have to do it all again, because you don’t want to be labeled a “one-hit wonder.” Then you have to deal with higher expectations, [.].

Your Portfolio Companies’ Forecasts Are Unbelievable, But Maybe Not In A Good Way

Sales Benchmark Index

Sample output of multi-method forecasting: Some say that forecasting is an art and others say it’s a science. The indecisive say that it is a combination, and many board members and PE deal teams say it’s a disaster. In some.

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.

Trends We’re Seeing on LinkedIn

John Barrows

I’ve written before about making the mental shift on social socializing. It seems like every conference we attend, from Rainmaker to Hypergrowth to Dreamforce, more and more people are coming up to Morgan and I with questions about personal brand building. Here are some of the best practices we’ve found when it comes to building, and leveraging our personal brands, specifically on LinkedIn in 2019. A few years ago, simply sharing articles was enough to be considered “social selling.”

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Looking to make more sales? Maybe it's in the cards!

Jeffrey Gitomer

Hand written notes and cards are the rage. When I get one, it's usually for something special I've done for someone, or an appreciation for business. I always save them. It feels good to get them, and I have a better feeling for the person who sent the card.

How to Use Executive Leadership Changes to Time Sales Outreach

DiscoverOrg Sales

When asked why leadership changes matter, DiscoverOrg CRO Patrick Purvis likes to tell this story: “In 2012, Salesforce closed a legendary estimated $140 million deal with State Farm. At the time, it was one of the largest single sales in Salesforce history.

Friday Five – Women in History Month

Score More Sales

The B2B sales world lacks women in sales and sales leadership. Men and women in sales leadership and company leadership can help move the needle to solve this long term issue. 1) Resource: Gartner’s Why Sales Must Hire More Women. sales leadership Innovation & Inspiration

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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!

If You Want to Make a Sale, Stop Selling and Take These 4 Steps Instead

Sales and Marketing Management

Author: Kory Angelin If you’re a sales professional, I have news for you: there’s a good chance you’re a failure at your job. 55 percent of people who make their living in sales don’t have the skills to succeed.

How to Be a Memorable Salesperson Part 8: Be Authentic

Connect2Sell

We’ve been hearing great feedback about this series on how to be a memorable salesperson and hope you’re finding it to be useful, too. selling skills authenticity connecting with buyers

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How to Bring the Closing Magic

Anthony Cole Training

Great salespeople are masterful at asking open-ended, courageous questions of their prospects that either lead them towards, or away, from saying "yes" to their solution.

Do You Need Higher Education?

Grant Cardone

I graduated from high school over 40 years ago in Lake Charles, Louisiana. I remember seeing my old school recently and it looks like a prison from the outside to this day.

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.

Why Phone Scripts Make You Better

Mr. Inside Sales

To script or not to script? That is the question…. Whether you believe in scripts or not, you & your team are using one right now. Don’t believe me? Record what they say in a week, transcribe it out, and what will you be handing back to them? A script!

5 Steps to Reduce Turnover | Sales Strategies

Engage Selling

??????????Recently, I’ve been doing a lot of research with our clients and a lot of reading on sales turnover rates because it’s impossible to create a non-stop sales boom if you have high turnover.

Three Keys to Success in Sales: A BDR Perspective

InsightSquared

My transition into a BDR role at InsightSquared came shortly after spending my first few post-grad years gaining experience in a highly transactional, customer-facing sales role. If you’re late to the game like I was, life as a BDR is one hell of a grind. That’s not a gripe, either. It’s a fact.