Sat.Mar 30, 2019 - Fri.Apr 05, 2019

The Definitive Guide to Sales Prospecting

Vainu

Salespeople and gold miners have a lot in common. No, I don’t mean the tireless ambition, the deep-rooted desire to be successful, and the unstoppable drive for precious minerals. Instead, salespeople and miners share one key activity: prospecting. Sales Prospecting

5 Key Psychological Biases That You Can Leverage to Drive Sales

InsightSquared

Our biases can make us do silly things. Our biases can also be leveraged to influence our decision-making. The best sales professionals and marketers understand how important it is to study human psychology and use that knowledge to create stories, messages and strategies that drive results.

Sales Compensation Best Practices to Follow for Success

Xactly

Discover sales compensation best practices to improve your overall sales performance. Incentive Compensation Sales Performance Management

How the Rubber Band Sabotages Sales Performance

Understanding the Sales Force

I have written many articles about Sales DNA, the combination of strengths that support sales process, sales strategy and sales tactics; or, when it appears as a weakness and sabotages ones ability to execute. Dave Kurlan sales weaknesses Sales DNA

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.

Why Hold A Grudge?

The Pipeline

By Tibor Shanto. The start of any quarter is an opportunity to step back take stock and recommit to your success.

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Sales Leadership and the Questions You Ask

The Sales Hunter

How well do your questions push the customer’s thinking? Sales leadership is about the customer seeing you differently than every other salesperson. If all you do is ask the basic questions that they’ve already been asked a thousand times, how will you stand out?

The 21-Day Solution for the Toughest Sales Weaknesses

Understanding the Sales Force

About a year ago, I wrote a very popular article called, Persistence Over Polish , where I discussed the competencies that the top 10% of all salespeople were better at than everyone else.

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What are the benefits of CRM?

MTD Sales Training

What is a CRM system and what are the benefits of having one? CRM stands for Customer Relationship Management, and it’s essential that when you are selling your promises of a better future to your prospects, you are able to keep manageable records for those sales.

Opportunity Prioritization – a Key Sales Tactic to Close the Gap on Your Bigger Deals

Sales Benchmark Index

How to Level Up Your Marketing Strategy with Video

Building brand awareness and acquiring customers is never easy, but how can you improve your marketing strategy with limited resources? Vidyard has you covered with their 3-in-1 guide on how to use video across your marketing efforts without breaking the bank.

Catch & Release: Not a Closing Strategy

Mr. Inside Sales

I was onsite training in Montreal , Canada last week—a software company, hi everyone! and one of the sales reps brought up today’s quote as we were reviewing calls during the training.

Monday Motivation Video: What Is the Objective of Sales?

The Sales Hunter

It must be to help others see and achieve things they didn’t think were possible. This should be your goal not just in the workplace but in your life every single day. Help your family. Help your friends. Help the stranger that catches your eye while out to lunch.

How to Make the Most of a Leads Group

The Sales Heretic

Are you using a leads group as one of your prospecting strategies? If not, perhaps you should be. After all, if you’re prospecting for new sales leads, referrals are the best kind. And a leads group can be a very powerful way of generating referrals.

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The Best CROs Must Also Be the Best CPOs

Sales Benchmark Index

As a CRO, you’re supposed to be the perfect blend of sales leader, marketing genius, and metrics guru. If you’re doing it right, you’ve got your sales team closing, marketing group cranking out leads and you’re tracking your MCLs all.

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.

Creating a Habit for Success

Anthony Cole Training

In sales, it is critical for a producer to develop behaviors for success and systems to support those behaviors. But often times, salespeople struggle and settle for the results they get because they don’t know how to adapt.

People May Not Answer The Phone – But They Listen To Voicemail

The Pipeline

By Tibor Shanto. One reason many anti-phoners, will give you for not using that most noble sales instrument (the phone), is that no one picks up. As though that was some form of barrier or obstacle or a reason for not leveraging the phone in your sales and prospecting success. Let’s be real, anti-phoners are the sales equivalent of anti-vaxxers. Fortunately, anti-phoners only stunt your pipeline and revenues, not your kids. One Track Mind.

Want to Create Amazing Experiences? Start With Design Thinking.

Sales and Marketing Management

Author: Pete Dufner As a creative director in a past life, I witnessed Natasha Jen’s “Design Thinking is Bull ” presentation back at the HOW conference in 2017. That’s why I approached this article carefully, with eyes wide open and BS detectors set on high. (If

How a Chief Revenue Officer Tackles Company Mergers

Sales Benchmark Index

Today Meredith Kildow, Chief Revenue Officer of Consilio, joins us to discuss the ramifications of being a sales leader and how to design, manage and execute the integration effort when you combine multiple sales forces over time in a series.

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

Stop Overlooking This if You Really Want Qualified Leads

No More Cold Calling

Watch out for the gap in your referral business! It’s an epidemic. Every sales exec says they need more leads in the pipe. That’s a prospecting problem that hasn’t changed in. decades and won’t anytime soon. What these sales execs don’t say is they need more qualified leads.

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How to Be a Memorable Salesperson Part 12: Answer Buyer Questions

Connect2Sell

In this, the final installment in our 12-part series about how to be a memorable salesperson, we’re going to take a look at one more skill. This one is tricky. It’s sensitive. It’s one that you may not want to admit you could use some help with.

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Reverse Engineering In Sales, Applying Reverse Engineering To Your Calls & A Quote From Henry Ford

MTD Sales Training

Episode 26: To my sales professional connections (and trainers). This podcast includes: The concept of reverse engineering in sales. Reverse engineering your next call. A quote from Henry Ford. Take a look at this episode on [link]. The post Reverse Engineering In Sales, Applying Reverse Engineering To Your Calls & A Quote From Henry Ford appeared first on MTD Sales Training.

How a CEO Built a Legacy That Survived Their Departure

Sales Benchmark Index

Eric Vermillion, the former CEO of BlueCat, joins us to discuss how revenue leaders can build a legacy in their company that survives their departure. Eric reflects on his role as a CEO and how his leadership through integrations allowed him.

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.

Unconscious Bias Goes Double for Boomer Saleswomen (March Referral Selling Insights)

No More Cold Calling

Does age really matter in sales? Explain it so your grandmother would understand.”. That’s exactly what the CMO of a tech company said about how to explain your mission statement. I was listening to his podcast at 7:00 on a Monday morning, and I was ready to kick butt.

In SaaS, Renewal is Everything: Is Your Process Working?

Openview

Most of us know that one of the keys to thriving in the SaaS landscape is getting customers to renew subscriptions. According to Totango , 56% of SaaS companies treat renewals as a high priority.

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Has a Prospect Ghosted You? Here’s What to Do Next

Sales Hacker

Ghosting: The practice of ending a personal relationship with someone by suddenly and without explanation withdrawing from all communication (Oxford Dictionary).

How a CRO Built a Legacy That Survived Their Departure

Sales Benchmark Index

Eric Vermillion, the former CRO of BlueCat, joins us to discuss how revenue leaders can build a legacy in their company that survives their departure. Eric reflects on his role as a CRO and how his leadership through integrations allowed him.

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.

We Need Waze for Sales!

Smart Selling Tools

We Need Waze for Sales! Where would a business be without goals? Particularly without sales goals? It goes without saying that businesses realize their potential and promise by setting goals across all functions of the organization.

How To STOP Selling and START Closing Sales (Right Now)

Marc Wayshak

Closing sales doesn’t require a hard close. In fact, all it requires is determining fit. Watch this video to learn how to stop selling and start closing sales—right now. The post How To STOP Selling and START Closing Sales (Right Now) appeared first on Sales Speaker Marc Wayshak. Blog closing sales

How to Optimize your LinkedIn Profile for Sales [2019 Edition]

Sales Hacker

If your LinkedIn profile talks about how you’ve made president’s club, your goal attainment, or the sizes of deals you closed, you’re doing it wrong. You should be proud of those achievements, but as a salesperson you should optimize your LinkedIn profile for sales, not for your ego.