Sat.Sep 28, 2019 - Fri.Oct 04, 2019

Four Four-Letter Words To Banish from your Sales Vocabulary

The Pipeline

By Tibor Shanto. I have often said that the schoolyard taunt “ sticks and stones can break my bones, but words can never hurt me ,” doesn’t hold up in sales. Words can kill you, your pipeline, and career.

Sports 266

The One Behaviour Salespeople And Sales Leaders Need To Stop Hiding From…

Bernadette McClelland

OK, I won’t make you read to the end here so comes an early spoiler alert! For Salespeople, that behaviour is Responsibility , and to complete the equation, for the Sales Manager it is Accountability. Both in equal doses!

Sports 246

How the best sales leaders prepare for the Q4 sales push

Close.io

The last quarter of the year is often considered the most important. It’s when goals become realities and tough decisions are made. Ideally, you will come out of Q4 with morale through the roof and your team excited to come back and start the next year just as strong.

5 Footprints to Build a Strong Sales Mentorship Program

Sales and Marketing Management

Author: Henry Jones A mentor is someone who sees more talent and ability within you, than you see in yourself, and helps bring it out of you. – Bob Proctor.

ACT 225

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.

How a Marketing Leader Leverages Omnichannel

Sales Benchmark Index

As marketing leaders, it makes sense to explore multiple channels to reach your target audience. With so many options, it quickly becomes not only expensive but also difficult to manage. How do you decide which channels will be worth the.

More Trending

The Parallel Between Prospecting and Leading

The Sales Hunter

This morning, during a call with a business owner, he shared with me about their latest product upgrade. As he talked, I could hear passion in his voice about how his product could help others. Without hesitation, he stated why his solution was better than his competitor’s offering.

Leads 224

The ONE Value Proposition You Need

Jill Konrath

If you’re like most sellers, you envision finding the perfect way to position your products/services. You want ONE perfect phrase that’s so attractive to prospects that they immediately respond to your voicemail or email—literally begging you to meet with them as soon as humanly possible.

What 84% of Companies Get Wrong About Annual Planning

Sales Benchmark Index

You see it all the time. An executive leader is scared to make bold decisions required to grow the firm. We call it “Incrementalism.” ” They quickly review minor successes of the past year and re-up. The meagerly reallocate funds towards.

The Probability Scorecard: The 2nd Sales Productivity Tool

Anthony Cole Training

In this article, Tony discusses the Sales Probability Scorecard, the second tool in our 9 Sales Productivity Tools series.

Tools 211

Sales Training Playbook by Lessonl

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

How Can I Tell If I Have a Qualified Prospect: Confidential Information

The Sales Hunter

So, you think you have a great prospect; however, why do you think they’re even interested in you or what you sell? Sales is a two-way street. You can have all the feelings you want, but the customer’s feelings are really what matter.

How to Improve Critical Thinking Skills: Give Your Buyers Grace

Connect2Sell

Developing your mental prowess requires mastering new techniques and approaches. It’s as much about your mindset as your skill set. critical thinking critical thinking in sales How to Improve Critical Thinking

Buyer 182

How Customer Journey Mapping Can Save Your Marketing Budget— and Your Brand

Sales Benchmark Index

Mapping the Customer Journey Is Complex – but It’s Worth the Effort.

What is the Sales Stack and Do You Need it?

Understanding the Sales Force

You bought a really nice, new, laptop computer and you thought to yourself, "Now I'm all set!" But are you?

CRM 222

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.

Monday Motivation Video: Do Your Goals Have an Action Plan?

The Sales Hunter

Do you have goals and aspirations? That’s great, but if you don’t have an action plan to go along with them, they’re just dreams. Your action plan is the foundation of what you will achieve. Action creates achievement.

When Is Your Training Complete?

The Sales Heretic

It’s a common trope in science fiction and fantasy stories: a hero begins their training buts gets interrupted. The hero then must either return or find someone else to “complete” their training. Which brings up an interesting question: When do you complete your training? The answer is… Never.

How to Use Compensation Benchmarking to Make Your Number

Sales Benchmark Index

As Summer wraps up and a successful third quarter draws towards a close, it’s time for sales leaders to start looking towards 2020 and beyond as part of the annual planning process. Amongst the plethora of reports and discussions to.

A Simple ‘Thank You’ Can Make You A Better Leader

Sales and Marketing Management

Author: Cindy McGovern Remember the last time a client, a boss or a co-worker gave you a handwritten thank-you note to tell you you’re doing a good job? Maybe someone at work has surprised you with flowers, an unexpected gift or a bonus.

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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.

How Robust Is Your Q1 Pipeline? [September Referral Selling Insights]

No More Cold Calling

Here’s what you might have missed from No More Cold Calling. Q4 has now begun, which means it’s time to build your sales pipeline for Q1. I know what you’re thinking: “Hold on, Joanne, that’s not how it works.”.

Factory worker or owner?

Sales 2.0

When I first started writing about sales in 2007 my main angle was that we should “bring science to selling”. As an engineer, I could not understand how we had applied virtually no science to how we sold. Everything seemed to be left up to the individual sales person.

3 Big Money Secrets Nobody Ever Told You

Grant Cardone

I want to talk to you about something near and dear to everybody’s heart: Money. Why you don’t have it, why you’ve struggled with it, why I struggled with it…. Money—what is it worth really? Who decides what it’s worth?

Mindset Matters: Why You Must Slay Your Mental Monsters

SalesProInsider

When I was about 8 another kid told me a scary story about a woman who lived in closets and attacked children.

Sales Training That Gets Results – With or Without Classroom ILT

Speaker: Mike Kunkle, VP Sales Enablement Services, SPASIGMA

Most sales ILT (instructor-led training) has historically not been very effective, if we consider “effective” to mean “changes behavior, improves results, or produces a ROI.” In this webinar, sales enablement expert Mike Kunkle will break down how modern technology removes the need for ILT in sales training - and will also explain how to effectively integrate ILT into your modern training, if you want to continue using it!

Together We Are in a Category of One: Miller Heiman Group to Join Korn Ferry

Miller Heiman Group

Today we are announcing a landmark moment in the sales performance marketplace: Miller Heiman Group will join Korn Ferry to create an unprecedented force to deliver the most comprehensive solutions ever offered to the market.

Groups 109

Sales Effectiveness: Nature or Nurture?

Membrain

There are no perfect salespeople born into this world. At least I haven’t met any

Sales 108

How to Use Case Studies Effectively in Sales (And Mistakes to Avoid)

Sales Hacker

Used right, case studies can boost your deal closing ratio by 70% and your sales by 185% — making them a valuable addition to your sales enablement library. But here’s the thing… There are hundreds of tutorials on how to create them. Not so much on how to use them in your sales process.

4 Ways Sales Enablement Tools Boost Business

The Center for Sales Strategy

Sales enablement is a broad and powerful term that covers a lot of sales functions under one large umbrella. We define sales enablement as the strategy, content, technology, and training that empowers sales teams to sell smarter and faster.

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.

Sales Automation: The Ultimate Guide

Hubspot Sales

Sales automation may just be the answer to all your selling woes. No, really. Have you ever: Lost a deal because you forgot to follow up? Spent precious minutes adding opportunities or leads to your CRM? Overlooked an issue in your sales process for a dangerously long time?

The call of the machine, or how to make selling more human

Membrain

You know that scene in The Matrix when Neo wakes up in a metal tank and discovers that his entire life has been a lie and that he is merely a battery helping to power a world run by machines

10 Sales Productivity Tools Your Team Actually Needs

BrainShark

Technology plays a critical role in forging connections with today’s buyers. Here are 10 tools that can make selling a little easier

Tools 99