Sat.Jul 14, 2018 - Fri.Jul 20, 2018

Qualifying? 3 Bad Questions to ask customers when selling a product

Connect2Sell

Your time is valuable. Every precious minute you spend with a prospect who will never be a viable buyer is a minute you’ve wasted. You need to qualify prospects to be sure they’re serious and capable, not just price shopping or browsing. The problem is that empowered prospects are impatient with your qualifying questions. sales questions

AI Is A Sales Manager's Best Friend

BrainShark

AI is helping organizations establish a much higher level of sales readiness, which means reps are closing more and bigger deals

Want to Get Referrals? (Don’t Do This)

No More Cold Calling

Don’t assume your team knows how to ask for referrals. Tim told me his team was “doing referrals.” He figured they knew how to get referrals because he told them to do it. I asked how that approach was working for him. Dead silence. And therein lies the problem. A big problem.

22 Eye-Opening Statistics About Sales Email Subject Lines That Affect Open Rates [Updated for 2018]

Hubspot Sales

Email is crucial to salespeople's success. You invest time in perfecting your email copy, hyperlinking the right words, and placing the right call-to-action. And if no one opens your emails, it could mean your job. That's where subject lines enter the picture.

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.

Making Your CX a Competitive Differentiator 

Sales Benchmark Index

Our guest on today’s episode of hbspt.cta.load(23541, '39dd4f48-b0ca-486a-9fa5-4e1fb27489aa', {}); Mike McCalley, Vice President of Strategy & Marketing for CECO Environmental Corporation, a globally diversified and energy technology company.

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Latest Data - Strong Salespeople Score 375% Better Than Weak Salespeople

Understanding the Sales Force

Some of you might have seen Bryce Harper's incredible last-minute barrage of home runs in the 2018 All-Star game. It's one of the highlights of summer! Today I give you a barrage of my own with three killer videos and a powerful data-packed article.

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Stop Doing What You’re “Supposed To Do”

John Barrows

Too many of us get stuck going through the motions in life/business/sales and just do what we think we’re supposed to do. I have two examples, one personally and one professionally, that made me stop and think otherwise. First the personal story.

Deciding Between Organic and Inorganic Growth

Sales Benchmark Index

Joining us on hbspt.cta.load(23541, '39dd4f48-b0ca-486a-9fa5-4e1fb27489aa', {}); is Steve Grimshaw, the Chief Executive Officer for Caliber Collision. In today’s show, Steve demonstrates how a chief executive orchestrates the right level of inorganic growth to maximize the valuation of their.

3 Things To Spice Up Summer Sales

The Pipeline

By Tibor Shanto. On the run this week, so I thought I would share a quick but important thing you should incorporate into your prospecting, followed by a couple of things you need to know about and act on. It’s Later Than They Think.

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.

Secrets & Techniques of Closing the Sale & Handling Price Objections

Mr. Inside Sales

Five Hidden Secrets behind the Price Objection. By Mike Brooks, [link]. Learn the top secrets of closing the sale with proven training, techniques, rebuttals, responses and tips of effectively handling and overcoming the most common price objections.

4 Ways To Maximize Your Marketing Strategy

Sales and Marketing Management

Author: Kostas Chiotis Having a powerful marketing strategy is vital to the growth and success of your business. However, most industries are highly competitive, and if you fail to launch effective marketing campaigns, you may find yourself in hot water real quick.

Almost Too Late, These CEOs Learned their Pricing Problem was Really a Packaging Problem

Sales Benchmark Index

Taking the above conclusion at face value, it forces a hard choice – drop the price and hurt margin, or maintain the price and sacrifice sales. Rock, meet Hard Place. That sort of choice can stymie decision-making, causing you to.

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After the show is over, how do I follow-up?

Jeffrey Gitomer

After the show is over, how do I follow–up? There are companies who fax quotes, confirmations and copies of orders directly from their exhibit booth to the office of the prospect or customer. That's real fast. Networking

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.

Eliminating Prospects Who DON'T Fit Your Business

Anthony Cole Training

You may recall hearing in one of our videos or reading in one of our blogs the importance of identifying your zebra to build your business.

6 Reasons Why Duplicates in Your CRM/Marketing Automation Platform May Cost You a Fortune

Sales and Marketing Management

Author: Warren Fowler The logic behind an online business is relatively simple – you are trying to acquire as many leads as possible and then convert them into real customers. However, this process is everything but easy.

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Where Do Revenue Operations and Revenue Enablement Sit in the Organization?

Sales Benchmark Index

If you follow our Sales Benchmark Index blog, you have read our take on Revenue Enablement in the recent post “Sales Enablement is Dead – The Best Companies are Embracing Revenue Enablement.”. Revenue Enablement sits under the Revenue Operations group.

How To Get The Best From Your Sales Team

MTD Sales Training

Managing Performance for many sales managers is the holy grail – how exactly do you get a disparate group of team members working effectively together to achieve common goals and still keep them motivated? One area we are always trying to improve is the way people perform on the job, and it is vital that we understand the elements that make up an individual’s performance so we can influence them and, ideally, set some parameters for them to work around.

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.

What is Draw Against Commission in Sales?

Xactly

Commissions play a key role in your sales compensation plans, driving sales behaviors and motivating reps to hit their quota. Depending on your sales force structure and size, there are different sales commission structures that can be used in your incentive plan.

Can AI Deliver the 'Glengarry' Leads?

Sales and Marketing Management

Author: Erroin Martin, Vice President of Sales at Conversica “These are the new leads. These are the Glengarry leads. And to you they're gold, and you don't get them. Because to give them to you is just throwing them away. They're for closers.” – Blake (Alec Baldwin’s character in Glengarry Glen Ross). It’s time for a major upgrade to the way salespeople are depicted in movies. And the way they operate in real life. If you’re in sales then you have likely seen “Glengarry Glen Ross.”

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New Technology to Help You Effectively Scale Your Sales Team

Sales Benchmark Index

There is a large, diverse ecosystem of technologies available aimed at improving sales performance. For those interested in profitably scaling your sales team, three focus areas, within new tech, standout: Artificial Intelligence applied to lead generation & qualification.

The Era of Modern Learning Has Arrived

Smart Selling Tools

At the 2018 Nathan’s Famous Hot Dog Eating Contest, competitive eater Joey Chestnut set a new world record by downing 74 hot dogs in just 10 minutes. Okay,” you say. But what does Joey Chestnut have to do with sales learning?”. Simple.

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Sales Training Playbook by Lessonl

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

The Secret Ingredient to Uncover Hidden Objections and Grow Your Sales

Shari Levitin

Remember the lion in the Wizard of Oz? He traveled far, risked his life, and defeated the Wicked Witch of the West in the hopes that when he reached the Emerald City, the great Oz would grant him courage but it was all smoke and mirrors.

There is Good News About Buyer Objections. Do You Know It?

Jeff Shore

By Amy O’Connor. ?Why Why are we so terrified of buyer objections? We wince, we cringe and do all we can to avoid them. But why? What’s the very worse thing that could happen? They don’t buy! I’ve gotta tell ya, we don’t lose sales by dodging buyer objections. It’s actually the opposite.

What Are the Keys to Packaging Your Services to Win in a Competitive Market?

Sales Benchmark Index

If the above is true for you, you are not alone – but the trend is shifting. To skip to the juice, Download the Packaging Services for Revenue Growth Assessment Tool. When we hear “services revenue” we often think of professional.

Want to move up the startup ladder? Start managing from day one

Close.io

Salespeople are an ambitious group. We want to close more deals. Blast through quotas. Beat the competition. But it’s not just sales ambitions that we set our sights on. We’re also ambitious about moving up in our careers. Unfortunately, in our rush to become great salespeople, most people ignore a critical skill that every startup CEO is looking for: Being a great manager. As I’ve written about before, just because you’re a great salesperson, doesn’t mean you’ll be a great sales manager.

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.

How to Implement Successful Sales Training For a Multigenerational Workforce

Openview

One of the biggest talent management challenges facing sales organizations today is the need to effectively manage a multigenerational workforce.

3 Excellent Strategies to Kick-Off Your Sales Career

Jeff Shore

By Jeff Shore. Congratulations. You’ve begun your journey into the wonderful, scary, thrilling, ill-defined, mysterious world of sales. Here’s the bad news: ain’t nobody gonna take you by the hand and tell you how to be successful.

Now Is the Time to Transform Your Product Marketing Team into a Solution Marketing Team

Sales Benchmark Index

B2B customers care little about your product. What customers care about isn’t you, your company, or the product content you produce. In the age where customer experience is paramount, an “outward-in” approach is imperative to developing compelling content that fuels.