Sat.Jun 22, 2019 - Fri.Jun 28, 2019

The Secret to Scaling Sales Effectiveness

Highspot

Research from SiriusDecisions’ 2018 Global Chief Sales Officer Study found that fewer than 50% of sales reps are hitting quota and that at 70% of companies, barely 30% of reps are meeting quota. These statistics illuminate an unsettling fact — the majority of sales teams are ineffective.

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5 Actions to Generate More Sales from Existing Customers

Sales and Marketing Management

Author: By Brad Soper, Lisa Jaeger and Alexander Stahmer While there are no shortcuts to creating and implementing an effective, long-term sales strategy, there are five actions sales teams can take to get that strategy on track – and keep it there – by generating more sales from existing customers. . Segment customers by their potential.

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High Performers Spend Their Time Differently

Partners in Excellence

Before reading this post, think about the following quote from Abraham Lincoln: If I have 6 hours to chop down a tree, I’d spend the first 4 hours sharpening the axe. I’ve had the great privilege of coaching/advising one of the highest performance sales teams I’ve ever worked with.

How To Customise A Compelling Story For Your Sales Presentation

MTD Sales Training

How many times have you made a presentation and afterwards thought ‘that was so boring, even I wouldn’t have bought my product!’. There are many occasions where we have presented a solution and it’s not created any connection with the prospect.

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Why Every CMO Needs a Chief of Staff

Sales Benchmark Index

As CMOs are more involved in shaping the global corporate strategy, they are less able to manage the day-to-day Marketing execution. They increasingly need a right-hand person to help with the daily operation. This person is the CMOs Chief of.

The Whack-A-Mole Approach to Sales Management

Anthony Cole Training

Putting forth the effort to coach and motivate people, as well as hold them accountable to performance, requires no skill. T herein lies part of the problem with growing your sales team.

More Trending

Focus on Buying Cycle to Shorten Sales Cycle

The Pipeline

By Tibor Shanto. In Good times and bad, the one thing most sales professionals try to do is shorten the length of their sales cycle. They believe that shorter sales cycles bring several benefits, some indeed materialize, most do not.

Why Your Buyer Personas Are Obsolete

Sales Benchmark Index

What Is Your Company’s Prospecting Culture?

The Sales Hunter

Quit blaming salespeople for bad prospecting habits when you as the sales manager are the one with the bad prospecting habits! Culture starts at the top. If you want your team to focus on prospecting, you must make it a priority.

How AI Can Accelerate Sales and Bridge the Marketing Gap

Sales and Marketing Management

Author: Krishnan Venkata The rapid pace of digital innovation is forcing companies to undertake profound transformation of their entire business strategy and activities.

The Number of LinkedIn Contacts You Have Doesn’t Matter

No More Cold Calling

Connections and relationships are what count. Should I accept every LinkedIn invitation? I’m frequently asked that question. It’s a personal choice. Some people do. Some people only connect with people they know in real life.

Actionable Innovation in an Ever-Changing Competitive Landscape Is a Requirement for Survival

Sales Benchmark Index

As the CEO, one of your core responsibilities is harnessing and utilizing the intellectual capital tied up in your employees. Not all market-defining and competitive differentiating ideas will be yours. But whether your company is fledgling or enterprise, the challenge.

Monday Motivation Video: How to Get Focused and Achieve More

The Sales Hunter

How many things are you focused on this week? Probably a million, because we all feel like we have a lot to do. You will accomplish more when you intentionally focus your mind in the moment. For the next 15 minutes, set your mind on the one task you’d like to achieve right now.

28 Ways to Cripple Your Sales Team

The Sales Heretic

Are your salespeople too efficient? Is their closing rate too high? Are they bringing in more business than you can handle? It’s a common problem. I see it all the time in my work as a speaker and trainer. I feel your pain. Fortunately, there are plenty of things you can do to handicap even [.].

How to Ask for Referrals: A Comprehensive Guide

No More Cold Calling

This is a truthful and proven guide for how to ask for referrals. You won’t read that referrals are easy or that all you have to do is ask. What you will read are lessons and insights that I have gleaned from working my referral system with clients for the past 23 years.

Three Ways to Get a Prospect to Respond

Mr. Inside Sales

I received this question from a reader of my blog last week: “Mike, I have a question for you. Being that people are more accessible with iPhones, text, laptops, computers, email, messenger, FB, Instagram to name a few, why are business owners/decision makers so hard to reach?

How to Prepare to Prospect – 10 Things You Need to Do

The Sales Hunter

If you fail to properly prepare, you are setting yourself up for failure. This doesn’t just apply to prospecting but everything you do. Prospecting is already a tough task; it’s only made tougher when you fail to prepare. Below are 10 steps you need to follow to ensure you’re prepared to prospect. Check out my video where I further discuss these 10 items: 1. Don’t focus on what you sell, but rather, on the benefits and outcomes you provide.

How to Improve Sales:  5 Keys to Coaching Sales Improvement

Anthony Cole Training

If you are not in the acquisition business, then you must develop your talent. One of the keys to doing that is to understand how to drive sales improvement. sales skill improvement consultative selling 5 keys to coaching sales improvement how to improve sales grow sales develop talent

How to Ask for Referrals: A Comprehensive Guide

No More Cold Calling

This is a truthful and proven guide for how to ask for referrals. You won’t read that referrals are easy or that all you have to do is ask. What you will read are lessons and insights that I have gleaned from working my referral system with clients for the past 23 years.

What Is the One Driver of Sales Performance?

Selling Power

If you want to improve sales performance, there is nothing more effective than focusing on your frontline sales leaders. Sales Leadership Sales Performance Selling Skills

A Sales Process that Matches the Buying Process

The Center for Sales Strategy

Some say that the holy grail of sales is consistent and predictable revenue. Many are on this seemingly never-ending quest, but find it both elusive and always just out of reach. A strategic sales process is the only thing that will help you reach your goals. Buying Process Sales sales process

Top Sales Mistakes: 7 Horrifying Blunders That Lose Deals

Gong.io

These 7 sales mistakes are just that: Horrifying. How many of them do YOU make? If you stop doing these, you’ll improve your calls. Big time. Once you read what NOT to do, I have something for you at the end of this post: What you SHOULD do to be successful instead.

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What Happens in Vegas Stays in Vegas?

Grant Cardone

THIS POPULAR PHRASE JUST ISN’T TRUE. Every day, everywhere, what you do matters. We’ve all heard the phrase “ What happens in Vegas stays in Vegas. ” This slogan has become one of the most famous tag lines in the history of tourism marketing.

Sales Motivation: The (Must-Have) Mindset of a CLOSER

Marc Wayshak

Sales motivation isn’t a mystery. In fact, it’s all about having a closer’s mindset. Check out this step-by-step guide to developing the must-have mindset of a closer. The post Sales Motivation: The (Must-Have) Mindset of a CLOSER appeared first on Sales Speaker Marc Wayshak. Blog sales motivation

Silence is Golden: 3 Ways to Improve Your Listening Skills

The Center for Sales Strategy

"Silence is golden"—usually this is said right after your children leave the room and you finally have a moment of peace. As much as that is a "funny" joke for parents, the concept of silence is a rare one in today's world. Are we ever "silent?"

We stopped trying to convince people and got triple the results

B2B Lead Blog - Inside Sales

A small thing changed my work in a big way. This is the story of how I started focusing on empathy for customers. About five years ago, someone sent me a video on a Tulsa, Oklahoma business that changed the entire way I approach sales and marketing.

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The Truth About Stopping Your Dream Client from Going Dark

Anthony Iannarino

Have you ever said, “The prospect has gone dark ?” Or have you ever complained that your dream client “ghosted you,” engaging with you through some part of the sales conversation only to cut off all communication?

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Artificial Intelligence for Sales: Discover How Sales is Changing

Zoominfo

Artificial Intelligence. If you’ve been online in the last few years, you’ll see talk of AI everywhere. Experts across the globe are offering up their own take—trying to be first to tell you exactly how artificial intelligence will impact your industry, your company, your product, your job.

Weekly Roundup: Questions to Ask Yourself Before a New Sales Hire + More

The Center for Sales Strategy

- MOTIVATION -. WANTING SOMETHING IS NOT ENOUGH. YOU MUST HUNGER FOR IT. YOUR MOTIVATION MUST BE ABSOLUTELY COMPELLING IN ORDER TO OVERCOME THE OBSTACLES THAT WILL INVARIABLY COME YOUR WAY.". LES BROWN. AROUND THE WEB -. >

What Is RevOps? (And Why You Need it for Real Sales Success)

Sales Hacker

The term Revenue Operations (“RevOps” for short) is all the rage lately. In fact, it’s one of the fastest growing titles in tech. Even more telling, a LinkedIn search for roles using the keywords “Revenue Operations” yielded over 22,000 open jobs today.

How the Lies You Tell Yourself Kill Your Sales Results

Anthony Iannarino

No one answers their phone. No one wants to meet with salespeople. Buyers are researching online and making decisions without talking to a salesperson. Everyone wants a lower price. This territory is terrible; no one here is buying. The lies you tell yourself can kill your sales results.

Marketing hacks to make you a sales management guru

Sales and Marketing Management

Author: TIM HOULIHAN Sales managers are a rare breed. Most organizations employ one sales manager for every six to 10 sales reps. Making it to the sales management ranks indicates you occupy a spot that roughly 90% of your peers have not. Congratulations. The job is challenging.

3 Reasons You Can’t Close The Biz

The Center for Sales Strategy

Once you present a solution to a prospective buyer or client, two things happen. It becomes either Close Won or Close Los t. Close Won is obviously the ideal or desired scenario, but what happens when your pending deal is Close Lost? Is ALL lost? Maybe not.

Lead Prospecting on Twitter: Try This 3-Step, No-Fluff Process

Sales Hacker

It’s pretty easy to find marketing applications for Twitter, but what about sales applications for the little blue bird? Are there any — besides the fluffy and non-specific things, like “engage with leads,” that we hear about all the time? Actually, yes!