Sat.Jan 05, 2019 - Fri.Jan 11, 2019

How to Write a Winning Direct Mail Sales Letter

Sales and Marketing Management

Author: Warren Fowler Sales teams and marketers focus on digital communication so much that they seem to forget the power of offline promotion channels.

Is Buying From You Too Risky?

The Sales Heretic

I have weird feet. Seriously. My forefeet are wide, I have very long toes, and my right foot is nearly a half size larger than my left. Which makes shoe shopping a challenge. Roughly 98% of the shoes I try on don’t fit comfortably. So when I recently purchased several pairs of shoes online, I [.].

5 Reasons Your Team Doesn’t Know How to Get Referrals

No More Cold Calling

Asking for referrals might be hard, but it pays off big! Ask most anybody for the secret to how to get referrals, and they’ll probably tell you the first step is to simply ask. That might be true, but it’s far easier said than done.

How Marketing Leaders Differentiate Their Brand

Sales Benchmark Index

As a Marketing Leader, there are a lot of people in your ear on a daily basis. Your leadership wants you to drive more revenue, your sales leadership wants better leads, your customers expect more delivered to them with each.

Humans and Bots: How to blend human skills and AI to build customer intimacy and drive growth

Join Genesys for this webinar to learn how leading companies are using blended AI to drive customer intimacy and revenue growth.

13-Part Series: How to Be a Memorable Salesperson

Connect2Sell

There’s no such thing as a natural-born salesperson. sales success sales tricks

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Popularity Polls are Just Like Sales Management Tracking Metrics!

Understanding the Sales Force

Image Copyright iStock Photos. Have you ever watched a news program where they presented poll results, like the number of people in favor of legalizing marijuana?

5 Pricing Pitfalls to Avoid When Transitioning from Prem Based Solutions to an SaaS Pricing Model

Sales Benchmark Index

“To increase the value of our business by 2-3.5x all we need to do is convert to a SaaS based pricing model? Let’s do it!” ” I hope your CFO does not believe it is that simple. Unfortunately, we hear from.

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The Two Truths and a Lie of Prospecting

Anthony Cole Training

Prospecting for salespeople is often a struggle due to varying factors including their ability to stay committed to the process and overcome rejection. salespeople Prospecting commitment overcoming rejection sales management introductions networking Cold Calling

Closing Sales is Like First and Goal

Mr. Inside Sales

Hope you’re enjoying the NFL playoffs. A client and I were talking about that Bear/Eagles game a week ago, and (besides the Bear’s kicker—I do feel bad for him), we were talking about that last scoring drive of the Eagles.

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

What Happened Last Year? And What's the Goal for the New Year?

Jeffrey Gitomer

It's interesting to me that at the end of the year, people are always interested in your biggest success, or your biggest failure, in the year that's ending. They also want to know what you have resolved to do new and better next year.

A You A Promotable Marketing Leader?

Sales Benchmark Index

I recently interviewed the CEO of a Fortune 500 company. We were discussing the difference between her A-player Marketing Leaders and their peers. I asked her what differentiates A-player leaders them from the rest of the pack. Her first answer.

A Look Back and Ahead at the Evolution of B2B Data: Year in Review

DiscoverOrg Sales

I hate the word AI. But I love the concept of data-driven customer engagement. As CEO of DiscoverOrg, I have some strong opinions about data. Here’s what shook up the B2B data world in 2018 – and what I think that means for our industry in 2019.

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5 Components Of A Successful Salesperson’s Belief System

MTD Sales Training

What is a belief system? Wiki would have it described as a mental representation of an attitude oriented toward the likelihood of something being true. I like that concept, because it identifies a model that supports the way someone likes to behave, based on a system that supports those beliefs.

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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.

Beat Your B2B Competition Like Einstein Would: A New Theory of Relativity

Sales and Marketing Management

Author: Ken Rutsky Albert Einstein thought about big things: space and time; the size, origin and destination of the Universe. Most of us business-to-business marketers are a bit more limited: Customers and competitors; the size and future of our market share.

How Product Launch Execution Can Make or Break Your Forecast

Sales Benchmark Index

All hard work has been completed. Your organization is ready to launch your brand new product going into the new year. The Product organization has done all the pre-launch planning correctly. The Marketing function has created the necessary collateral to.

Sales and Talent Toronto Networking

The Pipeline

By Tibor Shanto. The great thing about living in Toronto, is the great diversity we enjoy in all aspects of our lives.

Stop Trying to “Sell”

John Barrows

Sales shouldn’t be thought of as trying to “sell” anyone anything. We are either helping people achieve their goals or solve their problems. That’s the mentality we need to have. If you’re trying to sell people something they don’t need and using tactics to convince people to do something they otherwise wouldn’t do, then you’re the reason the profession of sales has such a negative perception.

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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.

The Missing Key Element to Sales Success

Sales and Marketing Management

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How To Find Out What The Prospect Values Most

MTD Sales Training

Years ago, when I was on holiday in Disneyland, my family and I were enjoying a drink and some snacks when we were approached by one of the sales staff from the resort we were staying at. He recognised us and got us into conversation about our holiday.

Too Much Drama per Dollar

The Pipeline

By Tibor Shanto. Professional who excel understand that there is more to that success than just core skills. Beyond how they execute their craft, other life skills can enhance the experience for participants and the outcome. One element many top performers employ is a touch of theatre. Whether you call it “bedside manner,” “courtroom presence,” or good old swagger, there is no question that little theatre art in high school can pay big dividends down the line.

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19 strategies, tactics, and tips on how to launch a product in 2019

Close.io

As a founder, there’s nothing more exciting (and stressful) than launching a product. You’ve sat back for a few rounds, watched the game get played, and now you’ve got a winning hand and are ready to go all in. But betting with even the best odds is still a gamble.

How to Successfully Coach Your Sales Team to Drive Efficiency

Speaker: Steve Benson, Founder and CEO, Badger Maps

A great sales team starts with a manager who’s a great coach. To stay competitive in today’s market, you need to implement a formal coaching approach that is aligned with your buyer’s journey and internal processes to drive results. Fortunately, Steve Benson is here to help you become that great coach.

Top 10 Sales Methodologies: How to Choose the Right One (And Ensure It’s Adopted)

Gong.io

The best sales methodology for your situation will change; it’s not static. Your company needs different sales methodologies at different stages of its maturity. The sales methodology that works in one stage of your company’s growth may actually harm it at a different stage.

5 Big Sales Enablement Challenges to Tackle in 2019 [Infographic]

BrainShark

If sales enablement wants to keep moving in the right direction, research shows that many of them can and should continue to improve in a few key areas

5 Sales Behaviors that are Driving Your Customer’s Crazy

Jeff Shore

By Jeff Shore. ?Alright, Alright, so there are more than five, I get it. There are a lot of irritating behaviors that sales professionals exhibit. Let’s call these five the most irritating and common behaviors of less-than-professional sales professionals. Talking Too Much.

How to Take the Cringe Out of Sales Recruiting

Openview

“When I think about working with a recruiter I cringe.”. These words are straight from the mouth of a dear friend and colleague. And I hate that they exist. But let’s face it… they’re not exactly unfounded, are they?

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7 Must-Have Automated Documents for Sales Success

Companies are increasingly implementing technology to bring efficiency to their workforce. Data accessibility aside, teams continuously struggle with manual processes for document generation. Learn why automating your documents is key to sales success.

The Discovery Call Questions Marketing Agencies Should Ask Their Prospects

Costello

No matter what you’re selling, great discovery calls are all about asking the right questions. Questions keep the focus 100% on the customer’s needs, not the salesperson’s goals.

4 Low-Touch Customer Success Model Myths @Strikedeck

Smart Selling Tools

4 Low-Touch Customer Success Model Myths. You can’t sell the same product to everyone, nor can you sell different products in the same manner. Each customer has a unique set of characteristics that can determine a wide range of needs and wants.

On Civility

Partners in Excellence

It seems everywhere one looks, one is confronted with incivility. Virtually everything we see in the news–regardless where you live, what your political leanings, it seems our leaders cannot be civil with each other or even to the people they represent. Social media is plagued with incivility.