Sat.Oct 20, 2018 - Fri.Oct 26, 2018

Your #1 Competitor…

John Barrows

Recently I’ve noticed reps and companies spending a lot of time worrying about their competition and trying to figure out what they’re doing or how to defend against them, etc. I don’t know why but I’ve never really worried too much about competition.

Strategy Is Sexy, Execution is Boring

Steven Rosen

Business success is a function of brilliant strategies and excellent execution. How are your sales to date? Every sales leader I have spoken with could easily answer this question. I am sure you can as well.

3 Reasons You Want an Objection on Prospecting Calls

The Pipeline

By Tibor Shanto. Fear of rejection can be paralyzing for many B2B sellers, it has prevented many from picking up the phone, or abandoning call way too soon. Fear of rejections trumps all potential positive outcomes.

Should You Always Agree With Your Client?

MTD Sales Training

“The customer is always right”. I’m sure you’ve heard these oft-quoted words from Harry Gordon Selfridge, the founder of the department store that bears his name.

The Showpad Sales Transformation Maturity Model

The Showpad Sales Transformation Maturity Model helps organizations understand where they are today in terms of meeting buyer expectations — and how key teams can drive transformation that impacts the bottom-line. Download the free eBook for a pragmatic approach to growing sales maturity.

One Powerful Way to Learn More About a Prospect

Mr. Inside Sales

Let’s start with the obvious: Sales reps talk too much. Whether it’s nervousness, fear, inexperience, or just the conviction that if they stop talking the prospect will say “Not interested” and hang up, it doesn’t matter.

More Trending

New Data Shows that You Can Double Revenue by Overcoming This One Sales Weakness

Understanding the Sales Force

My wife and I have been watching 24 for the last few months and we've made it to season 7. Once in a while, one or both of us falls asleep during late-night episodes but we are always saved by: PREVIOUSLY ON 24.

Needs & Wants Are OK, But Problems Are Even Better

MTD Sales Training

One of our clients approached us recently and said “I need you to run a motivation session for our sales team. Their figures are down and I want you to give them a boost”. We discussed the situation with him, and asked why he felt that doing a quick ‘ motivation session ’ would solve the issue.

Old-fashioned sales techniques

Sales 2.0

Sometimes it pays to do what is “out”. Social selling has become synonymous with technology. Many definitions make it all about using social media to sell. But I think social selling is about being social and actual human beings do more than just hang out on social media platforms. Some other productive people have learned that being tethered to your email is good way to get nothing done other than respond to email.

How to Handle: I looked it over and not interested

Mr. Inside Sales

I’ve been getting a lot of requests lately from readers who are getting blown off when they call a prospect back. To help with this, I’ve been asked to give some scripts to handle this initial blow off before a close.

Humans and Bots: How to blend human skills and AI to build customer intimacy and drive growth

Join Genesys for this webinar to learn how leading companies are using blended AI to drive customer intimacy and revenue growth.

DiscoverOrg Mad Libs: Filling in the Blanks on CEO and Culture

DiscoverOrg Sales

Study after study cites culture as a real competitive advantage. Peter Drucker, the father of modern management, famously said “ Culture eats strategy for breakfast.” But where does culture come from? How does an organization find and build its culture?

Golden Nuggets from the CSO Insights 2018 Sales Talent Study

Understanding the Sales Force

I had a chance to review the CSO Insights 2018 Sales Talent Study and extracted some fascinating data. I thought it might be interesting to take their data, overlay some of Objective Management Group's (OMG) data, and see what we can take away from that.

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3 Ways to Deliver Greater Results from Your Sales Process

Sales Benchmark Index

Virtually every sales organization has invested in the creation of a sales process. The most obvious key to designing a sales process is to focus on the customer. For years, Sales Operations and Enablement leaders have heard this same message.

Pitching the Gatekeeper Won’t Get You to the DM

Mr. Inside Sales

One of the biggest mistakes I still hear sales reps making is pitching the gatekeeper or receptionist in hopes of them being so impressed that they will put them through to the Decision Maker (DM). Yeah, right. I mean, how often does that happen for you?

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

Sales Management Training You Do for Yourself

Connect2Sell

You're at that crossroads. You'd like to get ahead, to take on some new responsibilities, to stretch to the next level. You’ve been thinking that it’s time to become a Sales Manager.

Are You Always “On”? (Here’s Why You Shouldn’t Be)

No More Cold Calling

Too much work and not enough play makes …. Working too much? You might not have a choice. Employers are more and more demanding. If you’re in sales, you assume you pretty much need to be “on” all the time, lest you miss an opportunity.

Stop Blaming Process and Look Closely at Product Talent

Sales Benchmark Index

It’s Q4. If your company is behind on the revenue goal, it’s likely all hands-on deck. How can we finish 2018 stronger? And how can we prevent lagging numbers again in 2019? The CEO has come to you to figure.

Three Customer Service Secrets—True or False?

Mr. Inside Sales

How would you rate your cell phone company’s customer service? To get the answers to these questions, we conducted a survey and here are some of the words consumers used most often: Dread. Frustrated. Angry. Hopeful.

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.

There are ONLY 4 Levers Sales Can Pull to Grow Revenue

A Sales Guy

It’s not uncommon for revenue to slide. It happens to all sales organizations at one time or another. Revenue being down isn’t the most difficult problem. Knowing why revenue is down and where to look is the biggest challenge.

Unleashing the Power of Frontline Sales Management

Sales and Marketing Management

Author: Brad Wilsted Companies pour enormous resources into growth. From sales force training and compensation to investments in sales processes and technology, organizations relentlessly seek to pull the right levers that will drive revenue growth and improve sales effectiveness.

Why is Selling So #%&@ Hard?!?

Anthony Cole Training

Why is selling so #%&@ hard?!? It's a valid question. One that many of us ask ourselves each and every single day. But, does it have to be? In our free e-book, learn from our Founder and Chief Growth Officer Tony Cole as he reveals insightful and practical information on what makes selling so hard today. building sales team generating leads how to improve sales consultative selling build a better sales team

How To 159

Are you Making This $500 Million Mistake?

Smart Selling Tools

Seven years. A thousand employees. Hundreds of consultants. 500 million. And one announcement that ended the whole thing. Lidl, a German grocery chain with locations all over the world including 10,000 in Europe, 80 in the U.S., and plans to expand to another 500+ U.S.

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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.

How Agile is Your GTM Strategic Plan?

Sales Benchmark Index

As a CEO, you know that solid execution is critical to success. That is why you built a strong leadership team and entrusted them to execute. But what happens when your bottom line isn’t reflecting what you would expect?

Digital Commerce Strategies that Every Brand Should Watch

Sales and Marketing Management

Author: Rilind Elezaj Given the technological resources available these days, you can set up a website and populate an online store in just a few hours. However, building the site for your online store is just the beginning.

Project Management And Sales?

Partners in Excellence

What’s selling have to do with project management? It may not be obvious, but strong project management skills are essential for top performing sales people—both for helping our customers buy and for effectively leveraging our own resources in the process. Think about it, a moment.

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Sales Tech Game Changers: @Highspot – How to Equip Sellers to Be Effective in Every Buyer Conversation

Smart Selling Tools

In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. This week I interview Jake Braly , VP of Marketing of Highspot.

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Supercharge Your Sales Training ROI with eLearning

Speaker: Ray Makela, CEO, Sales Readiness Group, and David Jacoby, President, Sales Readiness Group

Companies spend about $20 billion a year on various forms of sales training, but many sales leaders report a low ROI from their sales training initiatives. Join us, along with Ray Makela and David Jacoby from Sales Readiness Group, as they break down the five essential factors to achieve sustainable success from your sales training investment, and how to leverage eLearning to maximize results.

Old School Sales Still Tops New Sales

Increase Sales

Believe it or not, old school sales still tops new sales skills. So what are these historic old ways? #1 1 – Pick up the telephone – Sure some people like texts, but using the phone is the first old school sales skill and still works. People want responses now, not later. Technology of emails is not fool proof and does fail. #2 2 – Honor your word by doing what you say you will do. This means return phone calls, send promised information, etc. Be a person of character. #3

How to Be Persistent in Sales Without Annoying Your Prospects

Hubspot Sales

So you've done the preliminary research on a prospect and it looks like you could really help their company. The next step is to get them on the phone. There will be times when you connect with them on your first try.

10 Ways to Build Customer Loyalty and Trust

Sales and Marketing Management

Author: Michael Nørregaard When prospects are evaluating your company, they’re looking to ultimately maximize their return on investment. They want minimal downtime, support they can rely on and access to as much training as possible, so they can be in turn, as successful as possible with their deployment. While that may seem like an obvious statement, it’s easier than you think to overlook these important items. You can have the best and most user-friendly offering on the market.