Sat.Nov 09, 2019 - Fri.Nov 15, 2019

Selling against the status quo

Membrain

You’re probably all too well aware of the statistic that the majority of apparently well-qualified complex B2B buying journeys end with the potential customer either deciding to do nothing or to change nothing. Sales Process Sales Management Sales Enablement

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10 Sales Quota Attainment Tips to Improve Performance

Xactly

For sales organizations to succeed, sales leaders must motivate reps to meet and exceed their quota. Here are 10 sales quota attainment tips to improve performance. Sales Coaching and Motivation Sales Planning

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5 Ways to Reduce High Turnover Rates

The Center for Sales Strategy

From prospecting clients to making the pitch, it’s the sales team that brings your business profits. When you work in a profession where quarterly quotas and revenue goals need to be met, you can’t afford a high turnover rate.

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Are you setting your SDRs up for failure?

Predictable Revenue

Starting out in sales as an SDR can be extremely exciting and rewarding, but also soul crushing when things don’t click.

7 Signs You Should Invest in Sales Training

Selling Energy

Is your sales team performing at its best? Probably not, but corporate managers tend to overlook even lackluster sales performance as long as company profits continue to climb. Sales Trainings

How They Make Decisions – Not How They Buy

The Pipeline

By Tibor Shanto. I don’t think many salespeople are pleased that there are more people than ever involved in any given B2B buying decision. What’s the last count, 6.8 people ? OK, it’s a b h, but it has been a b h for a few years now, time to move on.

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More Trending

Holiday Gift Season – Top 10 Ideas for Prospects Clients and Partners

Score More Sales

It is the time of year we traditionally think of a way of thanking a customer or referral partner, and we toy with whether to send a prospect some sort of a gift. holiday gifts for clients profession of sales

Make Your Number in 2020: Kickoff the Year in Style

Sales Benchmark Index

It’s 1:00pm. You have scheduled a meeting to review your annual objective of driving greater sales efficiency. The goal is simple: improve revenue per sales head. Your solution is to increase available rep selling time by eliminating wasted activity.

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"Gone Fishing" for Sales Prospects

Anthony Cole Training

I’m sure the majority of people have heard the Chinese proverb “Give a man a fish, and you feed him for a day. Teach a man to fish, and you feed him for a lifetime.”.

The benefits of social proximity selling

Sales 2.0

In my last post I was talking about how you can greatly increase your prospecting odds by leveraging people you know for an introduction. In this post I am going to talk about how to greatly increase your prospecting odds without an introduction.

Understanding A Sales Budget And Its Implications To You In Sales

MTD Sales Training

Do any of your prospects talk to you about their sales budgets? If they do, are you fully aware of how they set those budgets and what they use them for? Here, we discuss what it means to set a sales budget, how it’s defined and the objectives of companies setting budget figures.

What Big Bets Will You Make to Drive Additional Revenue?

Sales Benchmark Index

As budgeting season is in full swing, lofty ambitions for next year’s growth meet the stress of closing the current year on a high note. One of the most significant challenges that a sales leader faces this time of year.

You Can’t Afford to Keep Your Old RFP Process: 4 Benefits of Technology

Sales and Marketing Management

Author: Beau Wysong RFPs are a pain. There’s really no way around it. Responding to proposal requests is a slow process that adds time to the sales cycle. For many businesses, the RFP process has changed very little over the years.

A Better Way to Upsell

Mr. Inside Sales

So, here’s what happened last week: I bought a new car and called a local window tinting franchise to get it tinted.

What is integrative negotiation, how fear can hold us back in sales, and a lesson from nature

MTD Sales Training

Episode 39: What is integrative negotiation, how fear can hold us back in sales, and a lesson from nature. In this episode, we take a look at integrative negotiation. Our skills pill looks at understanding the fears that hold us back. And our Inspire Me quote comes from Christopher McDougall.

Overcome the Early Success Trap to Solve Your Product-Market Fit

Sales Benchmark Index

The following is very much based on a true story – a sad but true story from early 2019. In a company’s first meeting, their CMO announced that they were building a big brand – just like Theranos. Just from.

Why Customer Loyalty Isn’t Always About More Choices

No More Cold Calling

Stop confusing your buyers. I was so frustrated. I was trying to contact a prospect and couldn’t find the company phone number on their website. Maybe it’s old-fashioned, but the phone works.

What lies ahead

Sales and Marketing Management

Author: Paul Nolan Casey Stengel said “Never make predictions, especially about the future.” What’s the fun in that? The country, nay, the world, is anxious to see what happens on Nov. 3, 2020. But plenty will occur before and after an expected record number of U.S. voters head to the polls.

10X Headquarters is Getting a Facelift—and it’s Pretty Over the Top

Grant Cardone

An inside look at the greatest office transformation in history. Carpets are torn up, walls are coming down, and over 150 employees are shuffling their desks around as Grant Cardone is currently leading the greatest construction renovation in South Florida.

Are You Using This New Technology to Generate New Opportunities?

Understanding the Sales Force

Do you have Rainbow flatware? Biomagnetic ear stickers? A diamond-shaped ice cube tray? Baby feather wings? Yah, these things exist here. You don't? Me neither. Dave Kurlan prospecting lead generation email prospecting AI

This is Why You Need a Sales Playbook

Alice Heiman

My clients often ask about sales playbooks. Should they have one? What format should it be? What should be included? How many should they have? . To be honest, I have shied away from playbooks because the word has different meanings to different people.

What Is the Cost of An Inefficient RFP Process?

Sales and Marketing Management

Author: Dave Hulsen Organizations resist investing in new technology for many reasons – concerns about ROI, not wanting to disturb workflow, maintaining current processes – the list goes on.

Best Practices to Improve Your Shared-Screen Calls and Telephone Etiquette

The Center for Sales Strategy

Clients calls, webinars, team meetings, staff meetings, one-on-one's with a coworker, prospect meetings - we spend a lot of our time on the phone and using shared screens! How you portray yourself over the phone and on shared-screen calls represents both you and your company.

20 Must-Follow on Twitter at Dreamforce 2019

Smart Selling Tools

Dreamforce is a giant event taking place in San Francisco (and by giant, I mean it’s the world’s largest technology conference with 170,000 people expected; takes over the entire city, and spans the course of 4 days).

Podcast 123: Finding Your Sweet Spot in a Sales Career with Amy Volas

John Barrows

This week we’ve pleased to have Amy Volas , CEO of Avenue Talent Partners on the podcast. Amy is experienced in the world of sales but has found her true calling in helping sales people and sales teams get recruitment right.

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G-whiz

Sales and Marketing Management

Author: Paul Nolan In a recent episode of his HBO show “Last Week Tonight,” comedian John Oliver ranted about media companies that bring us weather news.

How To Never Compromise On Your Goals

Anthony Iannarino

The amount of time you spend on the very few activities necessary to achieve a goal or a specific outcome is one way to measure how important is the goal , and how serious you are about making it. It is easier to want something than it is to bring that thing to life.

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2019 Media Sales Report - What 95% of Sellers Think About Training and Development

The Center for Sales Strategy

All great sales managers will tell you that training and development are the cornerstones for building an exceptional sales team. The sales industry constantly changes and evolves as prospects learn and alter tactics to deal with enthusiastic salespeople.

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A Day In the Life of a Lead Development Manager in IT

Sales Hacker

Have you ever wondered what other salespeople’s days are like? Or wished you could see what makes them tick? We probably all have. Lucky for you this series goes behind the scenes with top salespeople to get the inside scoop. You’re welcome!).

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Onboarding has long-term impacts

Sales and Marketing Management

Author: TIM HOULIHAN I have a friend who started work at a new company recently. A week later, her daughter started her first post-college job.

Lacking This One Competency Will Destroy Your Sales

Anthony Iannarino

I first wrote about this competency in early 2010. If you are in the field selling, it isn’t difficult to determine what clients want and need from the people outside their company that they are considering making part of their team.

Weekly Roundup: Do You Need a CRM? Sales Enablement Trends for 2020 + More

The Center for Sales Strategy

- MOTIVATION -. Leadership belongs to those who take it.". Sheryl Sandberg. AROUND THE WEB -. > > 10 Reasons Why You Don't Need a CRM – HubSpot.

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How to Forecast Sales: 5 Tips to Boost Accuracy and Speed

Sales Hacker

It’s week 10. You’re on a forecast call, and your rep drops a bomb on you. That $600k deal that was a “sure thing” is now pushed into next quarter because the buyer is on vacation for the remainder of the quarter.

What I Learned Working 400 Straight Days

HeavyHitter Sales

I didn’t plan on doing it and am not recommending you try it. I have worked 400 days straight without a single day off. The Back Story. During the past two decades I have written 7 books and worked as a consultant with 300+ of the world’s greatest companies including Google, PayPal, and IBM.