2015

2015 Sales Jumpstart Series: Building a Bridge towards Revenue Growth

Bernadette McClelland

2015 Sales Jumpstart Series: Building a Bridge towards Revenue Growth So the New Year begins, sales kick-offs are underway, everyone is refreshed and ready for a full year ahead. Ground plans have been sorted, territories allocated, budgets have been set. […]. Leadership Sales

7 Critical Sales Leadership Challenges

Steven Rosen

That could crush your sales organization. Let’s face it, being a sales executive has become increasingly more difficult. Chances are next year’s sales objective is going up and your budget is being reduced.

“The Challenger Customer” – More Than A Sequel

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . A Review of The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results. by Brent Adamson, Matthew Dixon, Pat Spenner, Nick Toman.

3 Ways to Grow Sales in 2015

Score More Sales

It is a new year and a fresh start for many in the B2B sales world. Having had a monthly or a quarterly sales quota over the course of 15 years or so, I know that good feeling of have a blank slate – but it also can be a tough feeling to start back at zero.

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.

Mastering The Art Of Knowing Exactly What The Customer Wants

MTD Sales Training

What do you consider to be the greatest skill that any salesperson should develop to the level of excellence? Presentation skills? The ability to negotiate effectively? Prospecting skills? Although. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Exact 303

More Trending

In My Own Words, and Their Own Words

Jeffrey Gitomer

We''ve Moved! Update your Reader Now. This feed has moved to: [link] Update your reader now with this changed subscription address to get your latest updates from us. General Jeffrey gitomer Kate Smith Philadelphia Flyers Steiner Sports

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The #1 Reason Why Sales People Underperform - Taking Responsibility

Anthony Cole Training

Without a doubt, Sales and Sales Management is an art and a science. On January 13 th , I posted the first article in the Series: Why Isn’t Your Sale Team Selling As Expected?

eBook 279

PowerOpinions: Making Lead Scoring a Success Part 2 [Expert Advice]

Pointclear

We recently asked top industry experts the following question: As we enter the second half of 2015, have companies made the adjustments necessary to utilize lead scoring or is the status quo killing results? Why did we ask?

Leads 267

What Is Sales Without Relationships?

No More Cold Calling

Try a “No Toys at the Table” policy for sales reps. When did it become the norm to answer the phone during dinner or to check email while having a conversation? We’re so wired for 24/7 connectivity that we have developed FOMO —fear of missing out.

Sales Training Playbook by Lessonl

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

15 Sales Tips from NSA ‘15

The Sales Heretic

As a sales trainer and keynote speaker, I am, of course, a member of the National Speakers Association. Which means that last week I was in Washington, D.C. for the 2015 NSA Annual Convention.

Course 342

How Top Salespeople Have Perfected Asking For The Order

Bernadette McClelland

How Top Salespeople Have Perfected Asking For The Order I remember hearing someone say once ‘Bernadette, the answer is always no, unless you ask’ and I have always remembered that. Whether I am lost in the car and can’t get […].

What to do With a Nice Rep Who Just Can’t Sell?

Steven Rosen

I love sales managers. They are great people who are dedicated to helping salespeople succeed and drive sales performance/sales in organizations.

ACT 317

4 Ways to Make Sure You Never Miss a Sale’s Call

The Pipeline

The Pipeline Guest Post – Jason Rueger. For small businesses, every contract and sale counts. That’s why you want to make sure you never miss a sales call. If you do, you may lose the customer, develop a reputation for being unavailable, or both.

Fulfilling Today's (Changing) eLearning Needs

Speaker: Bryan Marriott, President, P1 Learning

eLearning cannot be a “one size fits all” proposition. It’s not enough to post 1,000+ courses and leave training up to chance. Join Bryan Marriott, President of P1 Learning, as he walks through the process of identifying learner needs, and then delivering training that specifically addresses those needs – in a short, effective, and entertaining manner.

How To Love Your Sales Role

Score More Sales

When you love being a sales rep, or a business development rep, or a regional account rep, or a national account rep, you know it. This Valentine’s Day week let’s talk about loving your career and why it is so important to you and others around you.

How To 306

8 Traits That Will Transform You From Salesperson To Trusted Consultant

MTD Sales Training

Most salespeople we see on our courses like to consider themselves as consultants rather than salespeople. They tend to think that salespeople get tarred with the same brush and like to think they. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Course 301

10 Rules for Using Social Media to Prospect

The Sales Hunter

Don’t think social media is going to replace traditional prospecting methods. View social media as another tool to help you prospect. Most of all, never allow yourself to take the quality time you devote to prospecting and spend it doing social media.

B2B Marketing and Mobile: 10 Ways To Do It Right

Sales and Marketing Management

Issue Date: 2015-04-13. Author: Paige Musto, Director of Communications, Act-On Software. Teaser: Reckoning with mobile’s influence is no easy task, but it’s far from impossible – if you know what to prioritize and which minor adjustments to make to your existing marketing programs.

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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.

Why Your Sales Team Isn't Performing As Expected - Part 4

Anthony Cole Training

Sales teams perform based on two inputs - effort and execution. If your sales team isn''t performing as expected, you must ask the question - Why? Chances are you won''t know for sure but you can describe the symptoms: Anemic pipeline. Not closing enough. Sales taking too long.

The Skinny on Lead Nurturing - 11 Experts Weigh In (part 1 of 2)

Pointclear

This year I've been talking a lot about Nurturing. It's a critical component in the sales and marketing process; yet, most companies aren't implementing it effectively—that is, if they are at all.

3 Reasons Sales Teams Should Never Ask for Referrals on LinkedIn

No More Cold Calling

Don’t alienate your social networks by asking for referrals the wrong way. Are your reps just clicking buttons to invite people to connect on LinkedIn? Or worse yet, to ask for referrals? The “standard” invite has become pretty standard.

Why You Can’t Motivate Anyone (And 16 Things You Can Do Instead)

The Sales Heretic

© Alexskopje | Dreamstime.com I am not a motivational speaker. While I am occasionally described as one—and I do speak at conferences, annual meetings and other events—the fact is that I’m not. For the simple reason that I can’t “motivate” anyone. And neither can you.

Sales Training That Gets Results – With or Without Classroom ILT

Speaker: Mike Kunkle, VP Sales Enablement Services, SPASIGMA

Most sales ILT (instructor-led training) has historically not been very effective, if we consider “effective” to mean “changes behavior, improves results, or produces a ROI.” In this webinar, sales enablement expert Mike Kunkle will break down how modern technology removes the need for ILT in sales training - and will also explain how to effectively integrate ILT into your modern training, if you want to continue using it!

Competitive Edge Series: Winning It and Losing It

Bernadette McClelland

Competitive Edge Series: Winning It and Losing It Most of us at some stage in our lives have had a wake-up call. Whether it be a health scare, a financial crisis or the death of someone we loved, and whilst, […].

Top 10 Reasons Why New Sales Managers Fail

Steven Rosen

Welcome to Steven’s Top 10. I will be publishing a new top 10 list every week. Feel free to add additional points to the list and if you have any lists you are interested in please let me know. Of course my focus is on sales, sales leadership, executives and business.

How To Lose A Sale With Your First Response – Sales eXecution 282

The Pipeline

By Tibor Shanto - tibor.shanto@sellbetter.ca . When you initially approach an unsuspecting prospect, how you present what you sell will go a long way in determining the outcome. Yet when you ask sales people to tell you what they sell, a large majority and their managers get it wrong.

How To 335

12 Sales Time Hacks so You Can Sell More

Score More Sales

Want to know some of the top time hacks that sales reps can use to get more done? I recently did a webinar on being more productive in sales with Velocify. The recording , geared toward sales leaders but helpful for anyone in selling will give you even more ideas than what I’m listing here.

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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.

What To Say When The Customer Asks, “Why Should We Use You?”

MTD Sales Training

So, you’ve got to the part of the conversation where the customer asks the £64,000 question, hence indicating they are interested but haven’t yet been persuaded to think seriously about your. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

10 Ways to Close Deals Faster Without Cutting Your Price

The Sales Hunter

We all want to close deals faster. Too many times the way salespeople close a deal faster is by cutting the price, thinking a lower price will create a faster decision. Here are 10 things you can do right now to close deals faster, and not one of them involves changing your price: 1. […].

Do Great Salespeople Make Great Managers?

Sales and Marketing Management

Issue Date: 2015-08-03. Author: Gregg Schwartz. Teaser: Finding great managerial talent is always a tricky and uncertain proposition, but your team will often be better served if you look beyond the top sales performers.

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