2020

I Don’t Like You – Where Do I Sign?

The Pipeline

By Tibor Shanto. Can we agree that despite many claims to the contrary, there is no single proven method for continuous success in B2B sales? One that has proven itself in varied markets and real-world challenges.

Digital selling is Not Optional

Sales 2.0

Stormy clouds covering the Serengeti while on game-drive on the way to Seronera. We are starting to reopen but it’s pretty clear things will be different. Things will be some kind of new but not the same as before. The good news is that some things will be better. than before.

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How to Grow Revenue by Keeping Your Clients

Mary Grothe

Being a quota crusher doesn’t stop at closing net new deals. Account managers, those who work with an existing book of business, are extremely valuable to organizations. Their role is critical for retention and revenue expansion

5 Ways You Can Leverage Sales Leadership to Close the Sales Gap

STAR Results

Unleash the 10X Factor to Close the Sales Gap. Do you want to close the sales gap? Doing nothing is not an option! Businesses are starting to open, which hopefully is a good thing.

Replace Your COLD Emailing with Data-Driven WARM Outreach

Many B2B professionals have a misguided perception that cold emailing has poor returns. The fact is, the effectiveness of cold emails varies greatly and is often dependent on the quality of your prospect data. In the eBook, discover the mistakes that are killing your conversions as well as the data-based techniques that can elevate your next campaign.

3 Keys to Dealing with Difficult Prospects

Mr. Inside Sales

I listen to a lot of calls each week that my clients send me. This week, I listened to a closing call from one of their reps, and here is how the prospect opened the call: Prospect: “Let me just tell you upfront that we’re looking at a lot of different options right now of which yours is just one…”.

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6 Keys to Prospecting Success

John Doerr

Most sellers will tell you that creating conversations with prospects is critical to greater success in sales, but the dynamics of how to do it can be baffling. Unfortunately, when sellers seek to understand it better, they often find conflicting advice

Aligning Customer Communication Styles With Your Own

Integrity Solutions

The Behavioral Styles ® model is an easy-to-use tool for assessing the behavioral characteristics that fall within four distinct customer communication styles: Talker, Doer, Controller and Supporter. Does communication style matter when it comes to sales? More than you might expect.

Practicing sincerity and honesty in your professional endeavors

Nutshell

“If the only prayer you said in your life was ‘Thank you,’ that would suffice.” ” —Meister Eckhart (1260-1328). 2020 has been weird. For nearly a year, the pandemic has kept people mostly sheltered in their homes.

SDRs Catching Lightning In A Bottle

AJ Alonzo

Lee Baker, one of the Sr SDRs at demandDrive, put together this email recently. With the current state of the world I don’t think it could have come at a more appropriate time

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This Coming Holiday Season is Shaping Up to Have the Most Spending in History

As for what shoppers want to buy most, you'll have to read the “2021 Holidays Unwrapped” report by Klarna to find out. Download it here!

How to Lead a Digital-Oriented Sales Strategy

SBI Growth

At this point in 2020, all your competitors have undergone some variation of a “digital transformation” to supplement an end-to-end data-driven, Customer Experience (CX) focused digital sales strategy. A recent study conducted by KPMG found that over 90% of companies.

29 Ways to Improve Your Virtual Presentations

The Sales Heretic

The current “Social Distancing” and “Shelter at Home” requirements have resulted in millions of people conducting virtual presentations for the first time. And it shows. Which is understandable. Our first attempts at most things leave a lot to be desired.

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How to Master Sales Communication: Verbal Presentations

Connect2Sell

In last week’s CONNECT2Sell blog post, we got an overview of why communication skills are so crucial to sales success. In fact, out of all the soft skills required for selling, communication skills may be the most important of all.

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How To Deal With Your Competition When In A Sales Meeting

MTD Sales Training

You will no doubt have been in the position where you’ve been discussing purchase opportunities with your prospect and the subject of your competitors comes up.

7 Keys to Creating Massive Value in Your Sales Meetings

Speaker: Marc Wayshak, Sales Strategist, Best-Selling Author & Founder, Sales Insights Lab

Engaging prospects in a strong two-way dialogue is something most reps struggle with. In this session with Marc Wayshak, you’ll discover a data-driven approach to sales meetings that yields significantly better results.

Salesreps Choose Power Words

Score More Sales

The words you choose as a seller have power - don't miss any apportunity gain a competitive edge. Choosing what you say or write can help close a deal, or lose one. Sales Tips Sales Productivity boost sales

How to Work in Crazy Times

Jill Konrath

Virtually everyone I talk to these days is feeling overwhelmed. We're all struggling to find a way to work--and have a good life--in this crazy world we're in now

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Sales lessons from a virus

Sales 2.0

Urban crowds of people from above. This is entirely 3D generated image. If you didn’t believe that we humans are connected before COVID-19, you should now. As you know, the virus has been transmitting itself exponentially through populations around the world.

One Simple Technique to Learn Buying Motives

Mr. Inside Sales

Question for you: How often do you take notes while you’re on Mute and your prospect is revealing their buying motives? You don’t take notes? How about using your Mute button? Are you actively doing that? (If If not, start using it today: search my blog to read articles on how to do that.).

Buyer Intent Data Guide: How to Find Prospects Already Looking to Buy

Collecting and understanding buyer intent is a must for any marketer or salesperson looking for a higher success rate in reaching active buyers. Throughout this eBook, we’ll explore how to monetize intent data, where it's sourced from (and which sources you should be wary of), as well as how to best utilize it within your outbound campaigns in order to drive more pipeline each month.

Go For The "No" Early in the Sales Process

Anthony Cole Training

In today's blog post, we discuss the technique of going for the "No" early in the sales process. It may seem counterintuitive, but countless studies have shown that humans desire what they can't have.

Sales Leaders Share How They Keep Their Salespeople Focused

Steven Rosen

Sales Leadership Roundtable Discussion. I really enjoyed a round table discussion that I facilitated a couple of weeks ago. I had 8 senior sales executives join me for an open discussion.

How to Recognize and Respond to Buying Signals (and Close More Deals!)

Zoominfo

You’re about to get that hot lead on the phone. You’re armed with your prospect’s buying signals, right? What are customer buying signals? By definition, buying signals are the actions potential customers take that indicate they’re close to making a purchase.

Proper 2021 Planning Will Require a New Level of Focus

SBI Growth

No more bets, please. Have you ever been at a roulette table next to the person who bets on nearly every number? They practically cover the board betting the majority of the 38 numbers, 0 & 00 included, not realizing.

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The Definitive B2B Sales Playbook: Proven Path to $ Multi-Million Revenues

Sales is at the forefront of revenue growth, and so organizations with highly streamlined sales operations consistently outperform competition. How do you create a path to success and fast-track your way to multi million dollar revenues? Read the eBook.

How NOT to Pitch Yourself to the Media

The Sales Heretic

My friend Joel Comm is a brilliant author, speaker, and entrepreneur. He’s also the co-host of The Bad Crypto Podcast. In this capacity, he frequently receives requests from people who want to be a guest on his show.

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Avoiding the Generic Sales Pitch

Connect2Sell

growing business sales success sales pitch value based selling

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How To Go From Order Taker To Trusted Advisor

MTD Sales Training

Order Taker? Trusted Advisor? Or Cheese Monster? How do your customers view you? From the customer’s point of view there are 4 types of relationships that they have with their suppliers.

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11 Ways to Shorten Your Sales Cycle

Score More Sales

During times when business can be happening slower, in a slowed economy, finding any way to speed things up is important. What if there was some science around helping your buyers buy in a better way, or an easier manner?

Increase Revenue with Faster Sales Onboarding

Quotas need to be hit. Revenue goals need to be met. This reality makes shortening sales onboarding time a top priority. This exclusive eBook, Increase Revenue with Faster Sales Onboarding, provides details on how to: • Achieve your sales organization's goals • Increase revenue • Avoid turnover • Give reps a path to success Download the eBook today!

How to Get Back on Track During Tough Times

Jill Konrath

Keeping a positive mindset during these challenging times can be really hard. Especially when top prospects start ghosting you, big opportunities get stalled out, and finding someone new to talk to feels like an impossibility. Working Smarter

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It’s a great time to start upgrading your clients

Sales 2.0

It’s a really tough time for most companies to sell their products and services. Much buying is “paused.” Buyers are wondering what the future holds for their companies–and themselves–and are having a tough time committing to purchases.

3 Ways to Handle: “I Don’t Have Time for the Presentation”

Mr. Inside Sales

We’ve all been there – you call your prospect back at the appointed time for your presentation and they tell you any of the following: This isn’t a good time, OR. I’ve got another meeting in 10 minutes, OR. How long will this take?” What to do?