Sat.Jul 13, 2019 - Fri.Jul 19, 2019

Two different approaches to getting in-the-door

Sales 2.0

If you run a small company, you usually end up being one of your company’s early sales people. If you are in this position, this post may help you. It’s about an alternative way to get in front of your target buyer without cold calling.

Focus Your Board on Your MVC: Most Valuable Customer

InsightSquared

It’s a saying you hear a lot: Your most important customer is the one you already have. Yet, it bears repeating for two reasons. One, it’s true: it costs less to keep an existing customer than it does to acquire a new one. Two, it’s so easy to forget. .

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In Search of the Scalable Sales Team

Sandler Training

The internal revolution that delivers a predictable, rapid growth curve requires a scalable sales team.

Winning Your Prospect’s Prospect

The Pipeline

By Tibor Shanto. We’re all familiar with the expression “ The enemy of my enemy is my friend.” Not a moto for successful selling and retention, but maybe it has some purpose. At the core, the concept points how two unrelated parties can band together for a common cause.

The Best Sales Forecasting Models for Weathering Your Goals

Every sales forecasting model has a different strength and predictability method. It’s recommended to test out which one is best for your team. This way, you’ll be able to further enhance – and optimize – your newly-developed pipeline. Your future sales forecast? Sunny skies (and success) are just ahead!

If You Have No Problem with Generating Revenue, You May Have a Pricing Opportunity

Sales Benchmark Index

Are you growing faster than your competitors? Have you started the year off blowing out your plan? If you answer yes, congrats, you have a good “problem” on your hands. What CEO doesn’t want to grow even faster? It gets the.

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Who's in Charge Here?

Anthony Cole Training

A majority of sales people are so happy to get in front of a prospect that they sometimes allow them to control the sales process. qualifying prospecting Qualifying leads closing sales Business Development qualifying sales prospects sales preparation prospect engagement

The Biggest Sale You Will Ever Make

The Sales Hunter

The biggest sale you will ever make is very similar to the biggest sale I ever made. The biggest sale you will ever make is the one you make to yourself when you start believing 100% that you can make a difference because of what you sell and the outcomes you create.

The Lazy Business’ Guide to Digital Customer Experience

Sales and Marketing Management

Author: Michael Deane Steve Jobs said, “You’ve got to start with the customer experience and work back toward the technology, not the other way round.” That credo helped him create one of the world’s most loved and valuable brands.

How Important Is Your Brand To A Customer

MTD Sales Training

Branding is a key component in determining your success in sales and marketing.

Why Smoking Costs Employers More Than They Realize

Your employees are smoking, and at a cost of $7,000 per year for each employee who smokes, that adds up - fast! This free report will show you how an effective cessation program pays for itself.

5 Keys to Sales Coaching

Anthony Cole Training

In this article, we discuss the "5 Keys to Sales Coaching", or the five critical steps you must know and execute in order to get the best effort and results out of your salespeople. They include: Insight. Feedback. Demonstrate. Role Play. Action Plan. Coaching salespeople is hard work and it helps to have a consistent and effective process to help keep you on course.

Monday Motivation Video: Motivate Yourself by Encouraging Others

The Sales Hunter

Who could you encourage this week? One of the best ways to encourage yourself is to encourage others. It changes your whole outlook! Start every day by encouraging someone around you, whether it’s your spouse, significant other, kids, neighbor or even the barista at your local coffee shop.

How to Use Experiences to Motivate and Unite Your Sales Team

Sales and Marketing Management

Author: Walter Kinzie If you don't have problems controlling your salespeople, then you probably don't have top sales talent on your team. I should know – before I learned how to manage sales teams, I was a salesman.

The Best Salespeople are 791% Better at This Than Weak Salespeople

Understanding the Sales Force

The first contractor got a proposal to us within a few days, the second contractor got a proposal to us later the same day and the third contractor gave us a price on the spot. On the responsive scale, the third contractor was the best.

Lead Generation Checklist to Get Better Results Now

You spend time, energy, and money to generate demand and get leads. It's how you manage them that makes the difference between success and failure. This checklist gives you an easy way to focus on the most critical tasks to get better results now.

Creating Elevated Moments – Customer Experience Lessons from the World’s Best Restaurant

Sales Benchmark Index

B2B companies are waking up to the fact that to grow faster than their competitors, they need to differentiate their customer experience. Taking another lesson from outside of our industry, today we will examine how CX design elevated a restaurant.

The Harder You Work, The Luckier You’ll Get

Mr. Inside Sales

“The only place where success comes before work is in the dictionary.”. Vidal Sassoon. The world remembers Thomas Edison as an inventor, but he was also a spectacular salesman. Edison understood that simply inventing a product, no matter how useful, was not enough.

5 Deadly Coaching Mistakes Sales Leaders Make and How to Fix Them

Shari Levitin

The benefits of coaching sales teams are undeniable. However, Bad or nonexistent coaching causes negative behaviors to become ingrained in your culture and repeated year after year.

How to Build Confidence in Your Sales Team

Engage Selling

Have you given sufficient thought to building confidence in your sales team? It goes without saying, but confident salespeople perform better than those who lack confidence.

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Want to Crush Your Competition? Read How to Build an AI-Powered Selling Roadmap

“If sales reps have the right AI tools and adoption, we see sellers easily closing 3 times as many sales each month.” Hear from 5 experts on steps you can take to reduce non-selling time and use conversational & sentiment analysis to transform how you sell.

The 4 Most Important Key Performance Indicators for Sales Managers

The Center for Sales Strategy

Sometimes I wonder if our ability to measure almost everything is what gets in the way of us actually paying attention to what might be the most useful metrics.

If You Love Sales—Then Pass This On

Mr. Inside Sales

“We are all salesmen every day of our lives.”. Charles M. Schwab. Whenever I’m at a used bookstore, I always browse the business section. There is gold in those isles.

How to Replace 8 Ineffective Practices with Ones That Accelerate Growth

Anthony Iannarino

There are ideas a sales leader must refuse. Allowing these ideas to take hold can decelerate growth, distract the sales force from their real work , and result in a poor sales performance. They can also start a vicious cycle, a downward trend that is difficult to reverse.

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9 Things Terribly Wrong With Sales Today: We’re Not Problem Centric

A Sales Guy

Sales is suffering from 9 brutal ills: The Bro Culture , . Lack of Coaching. Too Product-Centric and Not Problem Centric. Not enough salespeople understand the game/rules of sales. Too much reliance on selling tools. Not enough training in the industry/space. Too much activity management.

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B2B Pocket Playbook: End-to-End Guide to Sales Enablement

Sales enablement is the strategic process of providing sales teams with the content, guidance, and mentorship needed to engage targeted buyers. It’s all about equipping sales professionals with the tools they need to put their best-selling foot forward. And if sales teams want to continuously sell better -- and faster -- their sales enablement process must have a game-winning strategy. It's time for you to start selling smarter - and hitting your sales number - with the best B2B database in the market. Get started today.

Effective Feedback for Sales Performance

The Center for Sales Strategy

The top-performing sales managers in business are on top because they are continually finding ways to make their team produce even more. The number one way to do that is by providing effective feedback to their employees.

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25 Cold Email Tips for More Opens and Better Response Rates

Sales Hacker

Cold email is like door-to-door sales. You’re going to get a lot of no’s. Unless, that is, you learn how to write cold emails that actually convert. Keep reading to get 25 cold email tips — in 4 areas of mastery — that you can start using today: Cold email tips: the basics.

Why You Always Get What You Pay For

Anthony Iannarino

You may not like what you get, and you may not like what you pay, but you will always get what you pay for. If you don’t like what you get, you still paid for it. If you didn’t like it because it was less than you feel you should have received, it was exactly what you paid for.

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Stop Procrastinating: 3 Ways to Get Started on Your Greatest Impact Activity

RAIN Group

Everyone is a periodic procrastinator. Twenty percent of people are chronic procrastinators. We all have something we want to do or know we need to do, but it seems difficult, so we avoid it.

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Pressure Points: How to Ensure Your B2B Pipeline Passes Inspection

This eBook highlights best practices for developing a pipeline management process that helps sales leaders and their team C.L.O.S.E (you’ll see what we mean in this eBook) more revenue through data-driven prospecting, stage analysis, and subsequent sales enablement.

Personal User Guides: Show Your Coworkers How to Get the Best Out of You

The Center for Sales Strategy

It is more important than ever before that sales organizations focus increased attention on emotional intelligence.

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Get Promoted to Sales Management (Advice from 17 Experts)

Sales Hacker

Are you in sales and looking to get promoted into management? This was the gist of a question Scott Barker posed on LinkedIn.

Tough Love for Salespeople About Selling Over Email

Anthony Iannarino

If there is one thing I see salespeople do that harms their results, it is believing they can sell over email. Because they can’t secure a meeting, they accept a conversation on the phone and an emailed proposal and pricing as their sales process (something I am calling the new one-call close ).