Sat.Feb 02, 2019 - Fri.Feb 08, 2019

Are buyers freezing you out?

Igniting Sales Transformation

I read a LinkedIn post recently that focused on the many complaints about cold calling and sales spam being talked about online. What struck me most was the author’s complaint that people publicly post the “negative” examples of sales spam they receive.

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Why Emotional Connections Are Often Your Best Sales Differentiator

Janek Performance Group

One of the realities of our global, digital sales world is that buyers have more options and easier access to those wider choices than ever before.

Putting the 'I' into 'AI' may be the key to your sales success

Trinity Perspectives

It’s a confusing and frightening time for many salespeople right now.

Hiring Salespeople Should Not be Like a Coin Flip

Understanding the Sales Force

Hiring the right salespeople has always been problematic for most companies but with the shortage of quality sales candidates, it's more difficult than ever. The pressure to fill a role often causes sales management to hire the best of the pool of candidates instead of the right candidate.

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.

What You Like Doesn’t Matter

The Sales Heretic

So I’m sitting around with a bunch of friends, and we’re discussing really important stuff, when somehow the subject of potato chips comes up. Possibly because we were eating them.)

More Trending

Does Your Resource Plan Start at the C-Suite?

Sales Benchmark Index

“Strategy is simply resource allocation. When you strip away all the noise, that’s what it comes down to.” ” – Jack Welch. As the CEO, your job is to execute against your corporate strategy. To do this, you must align your resources.

Finally! A Contact Strategy That I Appreciate

John Barrows

There are three types of contact strategies in my experience: 1) Tailored: where you do research on a specific person or company and then craft multiple, relevant, and direct messages, 2) Targeted: where you segment contacts based on similar characteristics and develop messages that focus on their broad priorities or challenges, and 3) Templated: where you create various, self-serving templates about your great solution and then blast messages out to everyone on a list.

How to Be a Memorable Salesperson Part 4: Be a Giver

Connect2Sell

When it’s time to buy, a buyer will reach out to a seller who left a memorable impression. No one likes to start from scratch and take a chance. No one likes to go through the vetting process of talking to multiple sellers (and then dodging their follow-up calls for months).

How to Successfully Deal with the Gatekeeper

Mr. Inside Sales

Many sales reps don’t know how to deal successfully with the gatekeeper. If things like: “Will he know what this call is regarding?” ” keep you up at night, then you need to watch this video and use the proven techniques in it.

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.

Ending Sales Team Resistance to Your Pricing Initiatives

Sales Benchmark Index

A sales rep’s mind can be their worst enemy when it comes to pricing initiatives. You have probably heard the comments in the hall-way and board rooms. “We don’t have good products/solutions to command those types of prices” “My customer.

Asking “Is It Over?” Can Lead to Greater Sales Success

Anthony Cole Training

Part of being a highly successful and effective salesperson is having the ability to walk away from an opportunity. After numerous attempts to contact a prospect and close a deal, there will be a time when you as a professional must determine when and how to call it quits.

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Was Your Prospect Interested In Your Pitch?

MTD Sales Training

How many times have you walked away from a sales meeting, returned to your office and stated that the sale is in the bag, and it’s just a matter of getting the signature on the contract?

Entrepreneurs: 3 Best Practices for Building an Inside Sales Team

Mr. Inside Sales

If you’re an entrepreneur or small business owner and you want to sell your product or service over the phone successfully, then there are 3 things you need to know before you begin.

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.

The Culprit for Your Failed Demand Generation Project Is Likely Poor Execution, Not Poor Design

Sales Benchmark Index

There’s a Difference Between Being Alone and Being Lonely

No More Cold Calling

“Imagination is the highest form of research.” Albert Einstein. Ever have a good idea pop into your head, seemingly out of nowhere?

Obquestions – Sellers’ Objections To Buyers

The Pipeline

By Tibor Shanto. Not all objections are fatal, most, based on how we interpret and handle them, can usually add to the conversation and ultimately to converting the objecting prospect to a client. While there is a lot more to succeeding in sales than handling objections, mishandling them is usually fatal, and is why most salespeople dread objections.

Get #GROWTHBOUND: How to Keep Your Trajectory Up and to the Right

DiscoverOrg Sales

Only 0.04% of businesses ever reach the $100-million milestone. What’s the secret? What do the highest-performing, fastest-growing companies consistently do differently than everyone else?

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.

Moving to a New, Hybrid Approach to Business

Sales Benchmark Index

Dave Peranich is the EVP of Sales for Palo Alto Networks a global leader in preventing successful cyber attacks. This is a company that is on an unbelievable growth trajectory. Tune in to hear more from Dave on how a business can move.

5 Changes to Your Office Environment That Can Boost Sales Effectiveness

Sales and Marketing Management

Author: Dean Stier All successful sales teams share common qualities regardless of what industry they are in. Winning teams have a strong culture of communication and know what their goals are, they are part of a collaborative environment where best practices can move throughout the organization.

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Evaluating the top 8 CRMs that integrate with QuickBooks

Nutshell

One of the main benefits of CRM software is the ability to get every aspect of your business working in sync. By uniting your communication and marketing tools with your sales platform, your team can conduct and track all their sales conversations from a single tool.

Be Your Version of James Bond

Grant Cardone

When I was young, I watched James Bond. I thought to myself, that’s the guy I want to be. Cardone. Grant Cardone. But in our society you can’t tell people you want to be James Bond. You can’t tell people you want to be rich.

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Sales Training Playbook by Lessonl

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

Your Product Does Not Sell Itself – Why Clarity Between Product Management and Marketing is Critical

Sales Benchmark Index

As the product leader, the knock is on your door when sell-through doesn’t meet expectations. And then the painful inquiry starts – was this a strategic error? Poor execution? One fatal cause often overlooked is functional alignment – well-intentioned people.

To Get Off the SaaS Growth Treadmill: Avoid Revenue Churn and Burn

Openview

A recent study by Invesp found that 44% of SaaS companies are focused on customer acquisition, as opposed to just 18% that are focused on customer retention. The focus on landing new customers makes sense to some degree.

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The Skills Sales Leaders Need to Hire Now to Profit in the Future

Sales and Marketing Management

Author: Richard Lowe There’s no doubt in my mind that the world of software sales has evolved drastically in recent times with the growth of Software as a Service (SaaS) creating the need for new skills and knowledge from professionals in this arena. As this service-based approach becomes the norm, we are seeing a new type of expert emerge.

Actionable Ideas for Long-Term Success with Your Comp Plan

Xactly

Discover tips for improving the success and extending the life of your sales compensation plans. Incentive Compensation

7 Marketing and Sales Strategies to Grow Your Revenue Fast

Speaker: Christopher Ryan, Founder and CEO of Fusion Marketing Partners

Join Christopher Ryan, CEO of Fusion Marketing Partners and writer of the recent book The Expert’s B2B Revenue Growth Playbook, to discover seven steps that you can immediately take to grow your company’s revenue quickly and consistently!

What Makes for Successful Sales Coaching

RAIN Group

"Give a man a fish, and he'll eat for a day. Teach him to fish, and he'll eat for a lifetime.". This is a popular axiom in the coaching world. You'll find it everywhere. Here it is in a CBS News story : " Myth 8: Professional coaches tell their clients what to do and give them advice.

Sales Managers: The Reason Reps Don’t Follow Your Sales Process is You

Sales Hacker

Many sales leaders think they’ve put a simple sales process in place, but they get frustrated when their reps don’t follow it. That’s because the sales processes leaders come up with are often not as clear, actionable, or repeatable as they’d hoped. I’ll be the first to admit that.

Transforming Sales: 3 Types of Sales Org Transformation to Ensure Seller Readiness

Smart Selling Tools

Transforming Sales: 3 Types of Sales Org Transformation to Ensure Seller Readiness. In this series, we ask Sales Tech Executives to describe how their solution can transform sales in a significant way. This week I interview Mark Magnacca , Co-Founder and President of Allego.