Sat.Mar 27, 2021 - Fri.Apr 02, 2021

10 Ways You Can Make LinkedIn a More Powerful Sales Prospecting Tool

Integrity Solutions

Just having a LinkedIn profile doesn’t mean you’re “on LinkedIn.” ” For it to be an effective sales prospecting and customer engagement tool you have to actively and regularly be visible, add value , and engage with people. by Will Milano.

Setting Expectations In A Low Barrier World

The Pipeline

By Tibor Shanto. I used to work with a fellow who insisted that I could reduce my frustration levels by reducing expectation. If I could accept to expect much less from people like him, I could avoid the disappointment of missed expectations.

Vendor 167

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5 Sins of Sales Leadership

Sales Manager Now

Our best intentions don’t always lead to our best leadership practices but they can blind us from what’s not working. Here are 5 sales leadership sins you want to avoid. Doubting or not believing in your sales people.

The Art of Silence in Sales

Anthony Cole Training

Most salespeople are afraid of silence because they perceive it to be awkward or a sign that the prospect has mentally checked out. But that's simply not the case! It is critical that you let silence do some of the heavy lifting during your prospecting conversations.

Developing Your Training Content So That It Actually Moves the Needle

Speaker: Bryan Naas, VP of Sales Productivity at Braze

Getting reps & marketers to engage in your content is half the battle of providing value that can ultimately impact the bottom line. How do we break through the noise? In this session, Bryan Naas will detail what it takes to build training and content resources that reps will actually take the time to engage with so you can help them reach their goals.

Pitch Your Product in Two Sentences

Mr. Inside Sales

Less is more. Instead of opening your calls like: “Oh hi, this is _ _ with __ and my company, XYZ, is a leader in national and international shipping and freight services with offices in the top metropolitan cities across the world.

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Referral Selling Insights: Q1 Roundup

No More Cold Calling

Here’s what you might have missed this year from No More Cold Calling. If you were asked last year how your day was, your answer would have been: “It’s 2020.” That said it all—at least for businesses that were negatively affected by the pandemic.

Why I Believe We Should Blow up the Business Development Role in Sales

Understanding the Sales Force

Did you ever notice how most supermarkets place the least capable cashiers in the Express Lane? Drives me nuts! The Market's perspective: Small orders will be easier for them to handle. My perspective: Let's go!!! They call it Express for a reason!

Quota 173

How 3 Market-Leading Women Inspire Change

Sales Benchmark Index

Leads 165

3 Steps for Maintaining a Positive Culture in a Remote World

Sales and Marketing Management

What transpired as a necessity in the middle of a chaotic environment is finding its footing and is here to stay. We’re talking about hybrid work environments, and they are coming back bigger and better than ever. According to a recent study by PwC, 83% of employees claim remote work environments have been a success. Employees appreciate the flexibility offered by a blend of on-site and at-home work, and they value companies that allow them this flexibility.

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!

Podcast 191: Kristina Finseth On A Quality Over Quantity Approach In Sales

John Barrows

Our guest this week is Kristina Finseth, Growth Marketing Manager at Interseller. Kristina is a strong leader with incredible insight due to her diverse marketing and sales background, and her Outbound FIRE Framework has been spreading rapidly through the sales community and making an impact.

Weekly Roundup: Sales Coaching Tips, How Culture Impacts Your Bottom Line + More

The Center for Sales Strategy

- MOTIVATION -. Quality performance starts with a positive attitude.". Jeffery Gitomer. AROUND THE WEB -. > > 25 Expert Sales Coaching Tips and Techniques to Amplify Close Rates – Close. Sales coaching is just one cog in the day-to-day life of a sales manager.

What Ted Lasso Can Teach Us About Leading a Sales Team

Sales Readiness Group

“I think that’s what it’s all about: embracing change and being brave.”. While this line is very applicable to the events of this past year, it is actually taken from the Apple TV+ series “Ted Lasso.”

Leads 96

The Sale’s Manager’s Guide to Performance Management

Sales and Marketing Management

A sales environment is heavily focused on the achievement of goals, quotas and targets. Staff are motivated and ambitious, and competition between sales agents or teams is often encouraged. It’s therefore no surprise that effective performance management is fundamental to a sales manager’s success. Without a rigorous monitoring, motivation and recognition system, a sales team […].

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 Best Sales Book, That Isn’t a Sales Book

A Sales Guy

In celebration of over 50,000 copies of Gap Selling sold, I wanted to take a moment and highlight other books that influenced my perception or help expand on concepts within Gap Selling.

How to Sell to Decision-Makers & Influencers, According to Sales Leaders

Hubspot Sales

According to Gartner , a 2020 sales trend was that salespeople had to convince multiple stakeholders and evaluators at a company to buy their product. These evaluators can be at any level and position within an organization, from team managers to CTOs.

Improving Sales Performance | Executive Leadership Tips for Building a Successful Sales Culture

The Center for Sales Strategy

What are some common obstacles that stand in the way of a successful sales culture? And how should sales organizations use social media to help drive revenue? These questions and more were answered in Episode 17 of the Improving Sales Performance series.

Why 2021 Requires a New Type of Sales Manager

Sales and Marketing Management

COVID-19 turned the world of sales upside down. Millions of reps now sell from their homes and sales leaders are in search of new ways to motivate their teams. One thing is clear to all of us: the pandemic made existing sales productivity challenges more pronounced and created new ones. As leaders, we need to find ways to shift our operating philosophy for this new age of sales. The post Why 2021 Requires a New Type of Sales Manager appeared first on Sales & Marketing Management.

The Revenue Leader's Guide to Prospecting

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

Sales & Marketing departments that work together guarantee higher acquisition, better nurturing, and more effective sales. Join Christopher Ryan for this insightful webinar, presenting the wide funnel lead nurturing model. Don't miss out on this opportunity to get your teams working together and your revenue performance optimized.

Building a Buyer-Verified Pipeline (Part 2 of 2)

Engage Selling

Your greatest sales success will come when you stop using seller-focused pipelines in your sales process. As I explained in the previous article in this series, that old approach—while still common—is mired in assumptions that simply aren’t true anymore.

Want to Grow Sales? Preparation is the Key to Winning in Sales

Selling Power

In the sales profession, our performance time occurs when we interact directly with a customer. Too often, we rely on our ability to “wing it” in the moment. Instead of improvising, we should focus on preparing in detail, so we can execute with precision during our critical performance time. Sales is an easier job when we slow down and do the hard work of preparation before each customer encounter. Selling Skills

Virtual Selling is Here to Stay (Statistics That Prove It)

The Center for Sales Strategy

The most successful and resilient organizations have adapted to all things virtual — including events and learning, talent acquisition, as well as their sales strategy. What has the data and trends from the past year shown sales leaders? That virtual selling is here to stay.

Leadership Lessons from Our COVID Year

Sales and Marketing Management

Business leaders have been forced to make difficult decisions in the past year, resulting in clarity around leadership. Let’s call this COVID Clarity?—?key key realizations borne out of the pandemic. One of the key takeaways in clarity is that your people are your most important asset, especially in challenging times. The post Leadership Lessons from Our COVID Year appeared first on Sales & Marketing Management. Special Report

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7 Keys to Creating Massive Value in Your Sales Meetings

Speaker: Marc Wayshak, Sales Strategist, Best-Selling Author & Founder, Sales Insights Lab

Engaging prospects in a strong two-way dialogue is something most reps struggle with. In this session with Marc Wayshak, you’ll discover a data-driven approach to sales meetings that yields significantly better results.

How to ice cream boomerang the best out of your sales team


Outstanding coaching can be the critical multiplier for any team. Kjell Enhager would know. He’s a globally recognized coach who works with corporations, orchestras, actors, and world-class athletes in golf, tennis, skiing, horseback riding, and hockey. Sales Coaching

What Happens When ABM Leaves Out Sales – and How to Fix It

Sales Hacker

Account-based marketing (ABM) is a wonderful approach with a terrible name. Having worked in sales for more than 20 years – helping our team of SDRs generate over 10,000 appointments per year for B2B tech companies, I owe a lot of our success to ABM programs.

How to Succeed at Making Things Happen [PODCAST]

Sandler Training

Mike Montague interviews Steve Sims on How to Succeed at Making Things Happen. The post How to Succeed at Making Things Happen [PODCAST] appeared first on Sandler Training. Blog Posts How To Succeed Professional Development professional goals professional growth professional success

5 Keys to Better Performance Reviews

Sales and Marketing Management

If your one-on-one reviews leave employees rolling their eyes?—?managers managers often are the last ones to discover this?—?here here are five tips from HR service provider Primehr to make performance reviews more meaningful for everyone involved. Continuous feedback. Don’t wait until annual or semiannual review time to offer feedback. Provide suggestions and guidance throughout the year. Give […].

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[On-Demand Webinar] The State of Customer Education: Trends and Benchmarks Report

Speaker: Sandi Lin & Linda Schwaber-Cohen

In this webinar, Skilljar CEO Sandi Lin shared learnings from Skilljar's recent study and her insights on the state of Customer Education. She dug into key findings so you can benchmark against industry trends and understand how your strategy and metrics compare.

4 Key Steps to Pre-Boarding New Hires

The Center for Sales Strategy

Google the phrase “Pre-Boarding a new hire” and over 8 Million results appear in.66 seconds. Your top results are ads with On-Boarding check lists, software, and packets. So, what is pre-boarding?

RevOps Will Fix Your Pipeline and Your Love Problems

Sales Hacker

“What is RevOps?”. Ask 10 people and you’ll get 13.5 different answers. We’ve heard from some of our community members that they feel like Revenue Operations has been severely misunderstood. They’re sick and tired of it, frankly. Tired.

Remote Selling Viewpoints with Erik Mintz of DealCoachPro

Smart Selling Tools

Remote Selling has become an important focus for every sales organization. Digital sales technologies, by default, are what enables remote selling.