Sat.Jun 29, 2019 - Fri.Jul 05, 2019

Why Your Sales Training Plan Might Be Irrelevant

BrainShark

Sales training can feel more like trial-by-fire than a helpful introduction to a new company – and that won’t cut it for today’s busy reps

Creating a Company Culture that Your Employees Will Buy Into

The Center for Sales Strategy

Over the last few years, company culture has been a hot topic in corporate America. Companies geared towards Millennials tout game rooms and espresso machines, and most companies are having serious discussions about how to create the right atmosphere.

Mapping The Sales Process: 6 Steps For Success

InsideSales.com

Doing sales mapping can be fast and easy with these six sales process steps. Keep reading to find out more. RELATED: 7 Most Common Mistakes In Sales Process Mapping And How To Avoid Them In this article: A Business Needs to Have a Sales Process Map What Is a Sales Process?

New Quarter and New Goals

Score More Sales

At the start of another new quarter, there are always those hopes and dreams for a big outcome in a few short months

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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.

The Fear Of Missing Out

The Pipeline

No matter how hard we work to cover it up or deny it, as humans, we are very much driven by our “primal brain.” Sellers already buy into this when they agree that “people buy on emotion, ( primal brain ), then rationalize it, ( logical brain ).”

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Promoted! Leadership Training for Sales Managers

Connect2Sell

You already know that your actions significantly impact sales performance. As a sales manager, there’s a cause-and-effec t for nearly every thing you do. The problem is that you may not know how the pieces fit together.

How To Educate Your Buyer With New Perspectives

MTD Sales Training

We often encounter prospects who are comfortable. By that, I mean they are happy with their current situation and don’t want, or need, to change their perspective. In these situations, salespeople often find it difficult to progress the conversation.

Every Great Conversation

Sales and Marketing Management

Author: Randy Sabourin The most important things that happen at any organization are conversations. They are the reason we innovate, collaborate, sell, lead, coach, change, succeed or fail.

The 5 Secrets to Get Your Email Returned

Mr. Inside Sales

Tired of your emails not getting returned? If you’re a sales rep who is sending emails and waiting….and and waiting for responses that never come, then why not use some best practices that will give your emails the best chances of getting a response.

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.

Tips & Ideas to Get Better Prospects

The Sales Hunter

Prospecting does not have to be painful nor does it have to be as hard as you think. The first rule is to make every conversation one where you earn the right, privilege, honor and respect to meet with that person again. Sales and prospecting is not a slimy or ugly activity like some people describe it. I count prospecting and sales as an honor. When you prospect with integrity, you’ll gain customers who have integrity.

Without Fundamentals, You’ve Got Nothing (June Referral Selling Insights)

No More Cold Calling

Why it’s important to train from the trenches. From now on, I am going to make it a fixed rule that no unit, from the time it reaches this theater until the war is won, will ever stop training.”. Dwight D. Eisenhower, Supreme Commander of the Allied Forces.

5 Sales Onboarding Errors to Avoid

Sales and Marketing Management

Author: Greg Flynn Imagine a marathon runner starting a race without having trained or even stretched beforehand. Or a restaurant serving newly conceived meals that no one had sampled previously. Imagine a new office building opening up without a strong framework and structural support.

Make More Sales By Doing This

Engage Selling

If you want to make more sales, you have to think about this. First, understand that we live in an “on demand generation.” ” We can watch movies on demand. We can play any song on demand.

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.

Just-in-Time Coaching (Not Only Just-in-Time Learning)

SalesforLife

When I was doing my Master’s degree in Australia, I quickly learned that an MBA program is different than an undergrad program because you learn most of the content from your peers and discussion. This is in contrast to doing an undergrad degree, which is centered more on asynchronous learning.

Let Freedom Ring: My Sentiments on July 4

No More Cold Calling

My visit to Normandy on the 75th anniversary of D-Day gave me a lot to think about this July 4. I hadn’t been to France since I was 22, and last month I visited Paris and Normandy. Paris is still a gorgeous city with a rich history. Normandy was beyond anything I’d experienced.

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4 hacks for managing differently

Sales and Marketing Management

Author: Tom Houlihan There are more ways to deliver value and results than relying on the same old approaches to the same old problems. By looking at problems differently and through different lenses, new solutions get revealed.

3 Cold Email Mistakes That Ruin Sales Conversations

SalesFolk

Reaching out to leads via cold email can be intimidating at first. Your ego is on the line – will your message resonate with the people you want to start a sales conversation with, or will you be rejected or ignored?

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.

Top 15 Reasons Your Employees Stay [INFOGRAPHIC]

The Center for Sales Strategy

Companies with highly-engaged employees grow revenue 2.5x as much as those who don't, and engaged employees are 87% less likely to leave their organization. Creating and building a company culture of engagement is vital to a healthy company and business growth. company culture

How to Give a Sales Presentation to Executives: 10 Essential Tips

Sales Hacker

The Executive Suite is considered one of the most challenging (and important) groups in an organization to sell to. It can be tough to get their attention, and once you do, giving a sales presentation to this experienced audience can also be tough.

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The key to getting your first 10 customers isn’t sales – it’s product

Predictable Revenue

Take that extra period of time, get on the phone, learn your market, and get those critical metrics in time, your efficiency will go through the roof. When we hit product market fit, we went from 0 – $40K monthly recurring revenue in just two months. We nailed what our customer needed.

How Not To Be Offended By Other People’s Beliefs and Opinions

Anthony Iannarino

There are 7.7 billion people on planet Earth. All of these people have beliefs that conflict with yours—all of them.

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Sales Training Playbook by Lessonl

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

8 Historic American Leaders and Why They’d Make a Great Sales Leader Today

The Center for Sales Strategy

Tomorrow is the 4th of July, or Independence Day. It's a day that we as Americans reflect on our freedom, our heritage, and our history. In honor of this, we asked a few of the CSS team to chime in for this post.

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The New Virtual Handshake and How to Get It Right (Hint: It’s the Future of Sales)

Sales Hacker

When you think B2B sales, do you find you suddenly needing a nap? Does it bore you silly? I know it does me! That doesn’t bode well for the future of sales! I mean, think about it. The sales process today is about as exciting as standing in line at the post office: Pick up the phone. Say your pitch.

Why Your Investment in Sales Tech Might Not Be Paying Off

Membrain

I was at a golf practice range the other day. I took a nice, easy swing, heard that ultra-satisfying “click”, and watched the ball travel straight downrange and land exactly where I intended it to. And for a moment, one brief, fleeting moment, I actually believed I was getting better at this game.

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8 Things Salespeople are Sick and Tired of Hearing

Adam Honig

Salespeople are sick and tired of hearing a lot of different things- here are just a few of them. The post 8 Things Salespeople are Sick and Tired of Hearing appeared first on Spiro Technologies

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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 Books Sales Leaders Should Read This Summer

The Center for Sales Strategy

Editor's Note: This post was originally published in 2016 and has been updated. At least once a week, I get asked by a sales leader if there is a business book I would recommend they read that will help them improve their game.

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PODCAST 64. How to Analyze a SaaS Business effectively w/ David Skok

Sales Hacker

This week on the Sales Hacker podcast, we speak with David Skok. He is one of. the pioneers of SaaS. He is a serial entrepreneur. He started his first business in 1977. Three of the four businesses that he was involved with went on to IPO.

8 Things Your Channel Can Learn From American History

Allbound

America—now one of the strongest countries in the world, took a winding path of growth, downfall, and innovation before becoming one of the world’s powerhouses. Although strong, we can all admit that not everything in American history has the shine of perfection upon it.