Sat.Jul 22, 2017 - Fri.Jul 28, 2017

12 Reasons They Didn't Like You Enough to Buy From You

Understanding the Sales Force

Image Copyright iStock. Everyone has had this happen.probably more than once. You worked hard and smart, thought you did a great job, expected to win the business, but didn't. Later, you learned that the prospect "Didn't really like your style.".

What Do You Sell?

The Pipeline

By Tibor Shanto – . Proactive Prospecting Summer – Part 4. In this part of the Proactive Prospecting Summer series, we look at improving how we communicate early in the call.

Your Comfort Zone and Your Success

Inside Sales Training

“Everything you want in the world is just right outside. your comfort zone. Everything you could possibly want!”. Jennifer Aniston, actress.

6 Habits of Highly Successful Sales VPs

Sales Benchmark Index

Article Sales Strategy SBI for SMB 6 habits habits VP of Sales

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What Is Sales Enablement and Why Should I Care?

Sales enablement is not really a new concept; it has been around for over 10 years. However, understanding the full application of sales enablement is a very different thing.

More Trending

How to Escape the VP of Sales Hamster Wheel

Sales Benchmark Index

Article Sales Strategy SBI for SMB hamster wheel head of sales revenue growth sales leader cadenence strategies tactics VP of Sales will I make the number

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How to Build a Better Sales Team with Better Salespeople – 3 Critical Steps

Anthony Cole Training

When talking to presidents, executive sales officers and sales managers, I consistently have heard these 5 comments: hire better salespeople build a better sales team predicting sales team turnover

How To 168

The Spray and Pray Tsunami of Social Selling

Increase Sales

Social selling appears to have taken the spray and pray sales approach to tsunami proportions. Clueless or lazy salespeople now drown people with emails to postings with sales pitches. These salespeople and probably some are marketing people spray these sales pitches all over the place through social selling and then pray something will eventually stick. The idea of actually knowing your ideal customer , your target market to the sales leads never enters the minds of these individuals.

4 Ways to Have Complete Confidence in A Sales Rep’s Forecast

Sales and Marketing

Author: Mark Kosoglow, VP of Sales, Outreach Unlike most professions, sales has a standard that literally dictates success or failure. It’s called quota. The ability to hit quota on a consistent basis is a requirement of success, and the key is understanding how to predict what revenue number one will end up at in a specific sales period. In industry speak, this is called forecasting, and most reps fail at it because they don’t trust the pipeline their CRM presents.

The 7 Things You Need to Know for Effective Sales Forecasting

Find out why waiting for perfection is costing you money.

Turn Your RFP Losses into Wins

Sales Benchmark Index

Article Sales Strategy Request for Proposal rfp rfp bids rfp process rfp sales process sales frp

4 Intelligence Styles of Successful Sales Professionals

DiscoverOrg Sales

The speed and complexity of the modern marketplace is the domain of intellectual agility. Jeb Blount, author and sales acceleration specialist, knows well how successful sales professionals (ultra-high performers) possess four types of intelligence that are tightly intertwined – each connecting, affecting, and amplifying the others: IQ : how smart you are. Fixed and baked into your DNA. AQ : how much you know. Makes IQ relevant. TQ : how fast you assimilate and leverage technology.

Lazy Salespeople and LinkedIn

Increase Sales

A colleague, David Brock , made an update posting on LinkedIn sharing his frustration about people using company profiles wanting to connect with him. Then if he did accept, the next action would be a sales pitch. Beyond being a violation of LinkedIn policy, this action demonstrated how many lazy salespeople still exist. Note: Only a person not a company can send a LinkedIn invitation.). Lazy Salespeople and LinkedIn Invitations. Then there are those template LinkedIn invitations from people.

Performance Platforms

Sales and Marketing

Author: Paul Nolan How technology is fueling workplace recognition. Here are some startling statistics that put our infatuation with technology and mobile devices in perspective: 40 percent of U.S. males age 18 to 34 and 33 percent of U.S. females in that same age bracket say they would ideally buy everything online. Source: DDB Worldwide). Online retail is expected to grow 8 to 12 percent in 2017 — three times higher than the growth rate of retail overall. Source: National Retail Federation).

Your Next Sales Coach is a Machine

Speaker: Matt McDarby & Dan Smaida, Managing Directors, Specialized Sales Systems

World-class sales managers have long used creative means to solve for time and distance. In this webinar, you’ll learn how modern sales managers are using new technology plus old-school sales management to develop their people without burning out.

How B2B Marketers Drive Measurable Revenue Growth?

Sales Benchmark Index

Today we demonstrate how to design marketing campaigns that generate revenue. It is hard to execute a Marketing Strategy to grow revenue faster than your competitors. The Revenue Growth Diagnostic tool will help you assess your marketing strategy to pinpoint keys to.

[STUDY: PART 3] What Buyers Want from Salespeople

DiscoverOrg Sales

Technology has drastically altered the buying landscape and journey, and successful salespeople have to keep up with the changing requirements. That’s why we partnered with noted sales linguist and researcher, Steve W. Martin on a comprehensive study of 270 business buyers to discover why people with purchasing power choose the vendors they do and what they are REALLY looking for when they engage in a sales process.

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Leverage Your Mindset to Increase Sales

Increase Sales

If you want to increase sales, right now momentarily forget about your sales training, all the books you read on sales, your CRM, your To Do List, your sales funnel, your outstanding proposals, your appointments today, your sales leads, the calls you must make to whatever else is cluttering your brain. Now think about your mindset, how are you going to approach all those tasks? Far too often we allow all the clutter to keep us from seeing what is actually keeping us from our desires, our goals.

The Handshake That Can Rock the World: Sales and Marketing Unite

Sales and Marketing

Author: Anna Fisher There’s no going around it. The tug of war between sales and marketing is real, and it cripples productivity. At the same time, marketing and sales are ultimately after the same thing, and each side often looks to the other to help meet mutual objectives: business growth and ROI, to name a couple. So ask yourself, as sales and marketing pros, can we put our individual, temporary needs aside to see the bigger picture and end the rift?

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Maximizing Sales Training ROI with eLearning

Speaker: Ray Makela, CEO Sales Readiness Group

Companies spend about $20 billion a year on various forms of sales training. Still, many sales leaders report low ROIs from their sales training initiatives. So how can you ensure that your investment in sales training is producing excellent results? Join us for this complimentary webinar as Ray Makela, CEO at the Sales Readiness Group, discusses five essential factors to achieve sustainable success from your sales training investment, and how to leverage eLearning to maximize results.

Why Top Sales Candidates Bail From Your Hiring Process

Sales Benchmark Index

Article Corporate Strategy Sales Strategy bail candidate mystery shop candidate point of view hiring sales hiring profile sales reps top candidates

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Overcoming the Fear of Prospecting

The Sales Hunter

To think you’re the only one who has a fear of prospecting would be a lie. They say the two most dreaded things are public speaking and taxes. I say there’s a third — having to prospect. It’s OK if you feel that way. I too felt that way at one time. You’re probably thinking, […]. Blog Professional Selling Skills Prospecting high-profit prospecting prospect prospecting sales prospecting

Why Are So Many Salespeople Hungry for the One Size Fits All Solution?

Increase Sales

Right now I cannot count the number of articles, books to sales training workshops that promise to deliver what I call the one size fits all sales solutions. From the top five closing questions to a proven sales process, each of these sales solutions fail to recognize these three critical buying axioms and one selling axiom. #1 1 – People Buy From People They Know and Trust.

Use Mobility to Empower Your Sales Organization

Sales and Marketing

Author: Lance Walter, CMO, Capriza Under more pressure than ever before, today’s sales organizations are tasked with figuring out how to drive revenue, ensure accurate forecasting, deliver great customer experiences, and shorten sales cycles, all with less time and resources. The best way to reach these goals is by spending more time in the field, leading more productive conversations with prospects and customers, with access to any needed data in real-time.

Found - The Best Sales Learning Methodologies

Speaker: Joe DiDonato, Chief of Staff, Baker Communcations, Inc

Finding the right learning approach for each topic you have to deliver to your learners can seem like a “problem of endless choices.” In this webinar, corporate learning expert, Joe DiDonato, shares how his teams solved these problems, as well as how new educational technology (EdTech) is changing the sales landscape for all of us. He will also tell you what he shared with the Venture Capitalist community on how to pick which EdTech technologies will likely succeed based on educational research. Joe is an engaging storyteller that uses easy-to-understand language, who promises to share what methods succeeded and which methods failed over his long career.

How Far Upstream Can I Go with Inside Sales?

Sales Benchmark Index

Article Corporate Strategy Sales Strategy account pyramid how far upstream? inside sales inside sales team isr stratification up stream upstream where should inside sales work

Why Be Mediocre

Score More Sales

My mantra in my early 20s as a single parent and a sales rep was “It takes work to be mediocre.” I was told that many times by one of our sales managers at the first technology company I sold for. Sales Skills B2B sales strategy

What Behavior Does Your People Model Promote?

A Sales Guy

Every business has a people management model of responsibilities and oversight. The duties are split out into departments, managers, teams, individuals, until all of the tasks are assigned between production and oversight, and compensation plans are issued based on the division of duties.

Engage the Prospect via Your Follow-Up

The Sales Hunter

How many times have you had a sales call that you walk away from feeling great then turn into the customer going silent on you? We’ve all had that issue, and the typical way salespeople handle this is by thinking if they just send a great follow-up note immediately after the meeting, everything will be […]. Blog Closing a Sale Customer Service Prospecting customer follow-up prospect prospecting

From Sales Enablement to Sales Performance: Moving the Needle on the Metrics That Matter

Speaker: Mike Kunkle, Vice President, Sales Transformation Services, Fast Lane Digital

More than 8 analyst firms, the Association for Talent Development, and the Sales Enablement Society have all defined “sales enablement” – each slightly differently. In hundreds of organizations, the sales enablement function is run differently, with a different focus, responsibilities, and initiatives. To make matters worse, according to a 2017 study by CSO Insights, “Sales enablement is a growing trend, but sales performance is not improving. Clearly, something is missing.” What’s missing is a clear focus on driving measurable improvement in sales performance and the expertise required to truly move the needle on the metrics that matter. Want to step up, separate yourself from the pack, and maximize your company’s investment in Sales Enablement? Then join sales transformation expert Mike Kunkle for this webinar (where your questions are welcomed and expected!)

Your Sales Operations Road Map

Sales Benchmark Index

Article Sales Strategy efficiency sales enablement sales enablement road map sales enablement roadmap sales leader sales operations sales team SVP Sales

Sales Tips: Know More, Win More

Customer Centric Selling

Sales Tips: When You Know More, You Win More. By Primary Intelligence , a CustomerCentric Selling® Partner.

Getting Customers To Talk To Us

Partners in Excellence

Universally, it seems the biggest challenge sales people face is getting customers to talk to us. Every sales person I meet, most of the articles I read focus on how we get customers to talk to us. There is endless research on why customers and prospect don’t like talking to sales people.

Sales Motivation Video: Call Your Favorite Customer

The Sales Hunter

Who is your favorite customer? I challenge you to start this week by calling that customer. It will boost your sales motivation and set you on a course for success. Starting your week right is all about setting the tone, and there’s no better way to start on a positive tone than a conversation with […]. Blog Professional Selling Skills Sales Motivation customer motivation sales motivation sales success

How Video Learning Is Transforming Skill Mastery in Sales

Speaker: Pat D'Amico, Founder and CEO, About-Face Development

Video learning is not new, but the marriage of video learning and today’s technology is transforming our ability to achieve skill mastery in sales. Join us as we delve into how technology advancements in learning are changing the game and why it’s critical to sales success.