Sat.May 04, 2019 - Fri.May 10, 2019

Why The Seduction of Potential Will Destroy Your Team, Lose More Sales and Threaten Your Sanity

Keith Rosen

Deciding who to hire, who to let go, and when it’s the right time to do so is a daunting and time consuming struggle for managers. Are you running your business by the elusive and costly potential you see in others or by measurable evidence of progress and results?

The Complete Salesperson

The Pipeline

By Tibor Shanto. I know we’re not supposed to stare at people’s peculiarities, but at times it is hard not to. For instance, at the gym, where you see someone with a well-developed upper body, standing on two twigs.

The ‘mom jeans’ of sales tactics: 3 old-school strategies that still work

Nutshell

I’m willing to bet you’re already confused, and images of Tina Fey in the 2003 SNL skit are dancing through your head. Or you very well could be reading this while your rib cage rests on the top of your very own pair of mom jeans. Whether your belly button is in close proximity to your pants or not, you’re most likely wondering where I’m going with this. Fashion works in cycles. Things that were once outdated often come back around slightly reinvented.

Dave Kurlan's 23 Steps to Improved Channel Sales

Understanding the Sales Force

When you purchase a car, do you consider yourself a customer of the dealer you bought or leased it from, the auto maker, or both? Dave Kurlan channel sales

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 Success in Sales Leads to Personal Freedoms

Anthony Cole Training

Achieving the work-life balance sales professionals all hear and dream of starts with having a personal vision and a set of non-negotiable goals.

Leads 249

More Trending

Your Competitor is Not Who You Think It Is

The Sales Hunter

You probably think your competitor is the big evil company that just came out with a more superior product than yours. That big evil company is not your primary competitor. Your two biggest competitors are: 1. Your own self-limiting doubts about what you can’t do.

Executing a World-Class Customer Experience

Sales Benchmark Index

In a previous article, SBI explained the importance of CMOs taking ownership of the Customer Life Cycle. If you already agree with its importance, your next two questions are likely: “What does great look like?” ” “How do I deliver it?” ” While there are.

Why “Content First” Salespeople Have an Edge

The Pipeline

The Pipeline Guest Post -Susan Varty. Imagine you had everything you needed to say at your fingertips. All the customized emails, personalized messages, all the marketing materials, all the product benefits, and all of the relevant articles you would love to send your prospects.

5 Steps to Creating a Scalable, Flexible Event with a Solid Video Strategy

Sales and Marketing Management

Author: Justin Hartman Technology has infiltrated almost every aspect of our lives from business to education to healthcare. Now, it’s changing the way we plan, host, and attend events. But how has streaming video transformed the events world? In the past, events were limited to space and time.

Video 277

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.

Sales Leadership Requires Being Authentic and Transparent

The Sales Hunter

You can’t just run and hide. You can’t exhibit one style on Monday and then be a completely different person on Tuesday. The days of faking it are over. We’ve all read stories and seen companies falsely live out their mission statement. News flash!

Uncover Blind Spots Through Sales and Marketing Alignment

Sales Benchmark Index

Who’s on First? The classic comedy sketch by Abbot and Costello plays on a series of misunderstandings perpetuated by rat-a-tat wordplay.

Top Takeaways from My Interview with Chris Voss, Author of Never Split the Difference

John Barrows

This week on the podcast I chatted with Chris Voss, author of Never Split the Difference and founder and CEO of Black Swan Group about all things negotiation. Below are just some of the takeaways from our conversation plus the video of the full interview. If you haven’t read his book, it’s a must-read for anyone in sales. Go grab yourself a copy! You Probably Aren’t Listening. Chris is really big into what he calls, Tactical Empathy. That begins by listening to what the other side is saying.

How to Write a Marketing Plan in Six Easy Steps

Sales and Marketing Management

Author: Lonny Kocina A well-executed marketing plan is like a GPS. It guides your customers into your sales process. Done right, your marketing should result in more leads, higher sales and a stronger brand.

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.

Small Business Owners: The Future Is Your Responsibility

No More Cold Calling

Get out of the weeds. How many balls can you keep in the air at one time? Some business leaders are better jugglers than others, but everyone has their breaking point—or, rather, their dropping point. Juggling priorities is a challenge for every business owner. You’re overwhelmed with business development and all the things you need to do to attract and retain customers.

Should CMOs Invest in a User Conference?

Sales Benchmark Index

The time has come – your annual user conference is around the corner, teams are divided, and the all too familiar battle has begun. In one corner, teams shout opinions about the outlandish cost, lack of ROI, and better ways.

Sales Intelligence: What to Expect When You’re Prospecting

DiscoverOrg Sales

Business leaders understand that data is the critical heart of growth and expansion. It’s the genesis of thousands of downstream processes and millions of actions. There’s data, and then there’s data.

Six Sigma and Your Sales Process

Sales and Marketing Management

Author: David L. Varner I noticed organizations continually invest time and money to improve sales team effectiveness, but which one?

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

The 19 Best Tweets from SiriusDecisions 2019 Summit - #SDSummit

BrainShark

This year’s SiriusDecisions Summit is in full swing at the Austin Convention Center this week, and for B2B sales teams, there is a lot to follow

B2B 128

The CEO’s Key to Unlocking Enterprise Value

Sales Benchmark Index

Unfortunately, as seen in our Q1 Research Report on Execution, this is where most companies come up short. They are unable to execute the growth strategy they have embraced fully. A 2017 article in the Harvard Business Review noted that 67%.

Will You Hit Your Goals This Year?

Engage Selling

We’re approaching the halfway mark of the year (already!), will you hit your goals? At the beginning of the year, most of us had goals set for the next 12 months.

Sales Pitch Ideas for Your Next Meeting

Sales and Marketing Management

Author: Lewis Robinson Sales meetings have become so normalized that people forget how powerful they are toward the growth of an organization. Sales meetings today have become just another item on the to-do list.

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.

How The Best SaaS Sales Teams Are Improving Close Rates Today

Sales Hacker

A successful close is the end goal that every sales team guns for. Whether prospecting, making cold calls, negotiating, or even researching, every small step a sales rep takes is tied to this goal. But despite a focus on closing sales, it remains one of the biggest issues for teams.

Begin With The End In Mind

Partners in Excellence

Stephen Covey’s famous 2nd Habit is: “Begin with the end in mind!” ” It’s great advice for most things, but stunning advice as we think about our deal/opportunity strategies. Sadly, too few sales people leverage this habit/principle effectively.

6 B2B Sales Statistics You Want to Pay Attention To

The Center for Sales Strategy

It’s the sales leader’s job is to pay attention to both what is working and what is not working in the sales department and to make the appropriate adjustments so that the sales force has the best possible chance for success.

B2B 108

Funny business

Sales and Marketing Management

Author: Paul Nolan. Tom Fishburne remembers sinking into the Sunday comics as an 11-year-old.

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.

Ignoring this Management Task Will Cost You Dearly | Sales Strategies

Engage Selling

???????????????A good sales organization centres around a good sales coach. In fact, coaching is what drives top performance in sales teams.

What is a discovery call in sales? (PLUS a six-step discovery process)

Gong.io

What is a discovery call in sales? It’s the most important conversation in the sales process. Discovery calls set the trajectory of your deal and will determine how you’ll do everything else in the sales process.

Buyer 102

The Top Sales Tools of 2019 Guide

Smart Selling Tools

The Top Sales Tools of 2019 Guide. It was way back in 2010 when I published the first Guide to Sales Tools. The 100 page guide, the first exhaustive list of sales technologies to be published, included just 53 solutions.

Tools 101