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

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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.

How To 293

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.

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.

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.

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.

Why Your Buyer Personas Are Obsolete

Sales Benchmark Index

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.

Sales Training Playbook by Lessonl

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

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.

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.

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.

5 B2B Marketing Trends that You Can't Ignore in 2020

Speaker: Pam Didner, Marketing Consultant, Author and Speaker

Pam Didner, B2B tech marketing consultant, speaker, and author of Effective Sales Enablement and Global Content Marketing, will present the essential marketing trends you need to know in 2020. She'll discuss digital challenges that marketers commonly face and share actionable solutions and templates you can apply to your job in real-time.

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.

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?

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.

7 Marketing and Sales Strategies to Grow Your Revenue Fast

Speaker: Christopher Ryan, Founder and CEO of Fusion Marketing Partners

Many companies have the core marketing and sales elements to take their revenue to the next level, but are still missing out on some key opportunities. Join Christopher Ryan, CEO of Fusion Marketing Partners and writer of the recent book "The Expert’s B2B Revenue Growth Playbook," to discover seven steps that you can immediately take to grow your company’s revenue quickly and consistently!

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

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

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.

Looking at Sales Enablement From Two Different Lenses

Smart Selling Tools

Looking at Sales Enablement From Two Different Lenses. Defining the role Sales Enablement plays in your organization is a multi-faceted exercise. First, there’s a small matter of defining what Sales Enablement even means.

How poor sales tactics destroy sales with bad evolution

Membrain

Far off the coast of Ecuador, deep in the South Pacific Ocean, lies a collection of tiny, remote islands called the Galapagos.

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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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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?"

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.