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.

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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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.

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.

More Trending

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?

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.

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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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.

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.

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

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.

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.

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.

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.

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.

The Missing Key Element to Sales Success

Sales and Marketing Management

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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.

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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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.

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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Friday Five – Sales Resources You Can Use - Week 5

Score More Sales

RESOURCE #1. Max Altshuler and Sales Hacker’s Ten Most Important Sales Trends that Will Define 2019 (and Predictions). RESOURCE #2. Sales Development Resources: The updated Tenbound blog , with webinars, nearly 100 podcasts, and more. Get an overview of all the resources in a video by David Dulany.

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

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.

Sales Training Playbook by Lessonl

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

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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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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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.

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.

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.

6 Professional Development Targets to Hit Each Month

Babette Ten Haken

These 6 Professional Development targets are more than the six “things” you need to accomplish or “do” in order to meet your employer’s KPIs. Or, your sales manager’s quota. Creating your very own professional development targets gives you ownership of you. Perhaps for the first time?

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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.