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.

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.

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

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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.”.

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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The Importance of Critical Thinking: Logic vs. Emotion in Selling

Connect2Sell

Swamped by emotions, sellers can make costly mistakes like these: critical thinking skills The Importance of Critical Thinking

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Sales Training Playbook by Lessonl

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

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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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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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.

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.

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.

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.

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

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.

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.

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.

Mental Framing: Obstacles are Opportunities

John Ellis

The principal factor in your success will be what goes on within the six-inches between your ears. The way in which you frame obstacles and opportunities will far greater impact your success than either the team you’re on or the territory that you sell in

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.

Transforming Sales: With Data, Sales Process, Engagement, Playbooks & Continuous Innovation

Smart Selling Tools

Transforming Sales: With Data, Sales Process, Engagement, Playbooks & Continuous Innovation. In this series, we ask Sales Tech Executives to describe how their solution can transform sales in a significant way. This week I interview Vlad Voskresensky, CEO & Co-Founder, Invisible.io.

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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.

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!

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.

What goes into building a high quality sales culture

Close.io

Every sales team has a culture. Good ones are rare, and they take much work to establish and maintain. And we know how valuable a sales team can be to a company. We also know that having a good sales team can do wonders for the performance and culture of a business.

ringDNA Expands its Suite of Sales Engagement Solutions with the Addition of AI-Powered Sales Coaching

Smart Selling Tools

ringDNA Expands its Suite of Sales Engagement Solutions with the Addition of AI-Powered Sales Coaching. Groundbreaking conversation intelligence solution, now released to general availability on desktop and mobile, transforms sales management through AI-powered performance insight.

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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.

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.

How to Maximize Your Sales Training Budget

Sales Readiness Group

How to maximize a sales training budget is a question that comes up quite often when we talk to clients. In most cases, they're looking at either a new sales training initiative or an annual budget. When you think about training budgets, here are a few key considerations. Sales Training

Success Story: Rich Uncles and ringDNA

RingDNA

About the REIT Industry A REIT, or real estate investment trust, is a company that owns, and usually operates income-producing real estate. These real estate assets can be nearly any type of property, including regular […].

Qstream Unveils ‘Qcert,’ First-of-its-Kind Micro-Certification that Validates Mastery of Essential Job Skills and Competencies

Smart Selling Tools

Qstream Unveils ‘Qcert,’ First-of-its-Kind Micro-Certification that Validates Mastery of Essential Job Skills and Competencies.

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