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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…”. MORE
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. MORE
Author: Andres Lares, Shapiro Negotiations Institute There is a small truism about connecting with people that anyone in sales can tell you, and they learned it early in their careers. When speaking to somebody on the phone, they can hear the difference when you smile. It’s true. MORE
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. MORE
What is spam? What is a cold email? And when is your email against the law? There is a lot of confusion surrounding these questions. Many people seem to carry the misconception that any cold or unsolicited email is spam, and that spam is illegal. MORE
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. MORE
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. MORE
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. MORE
In case you missed this, I received the following email last week: Dear Mike: The people have spoken and your article, “3 Keys to Dealing with Difficult Prospects,” has won 2nd place in our 2020 Sales Pro Central MVP Awards Social Selling category!” MORE
Whether you are about to go on a first date or preparing for a discovery call with a prospect – first impressions matter. Regardless if it is from their initial website visit to their first discovery call, the prospects’ experience. MORE
In sales we need to go through the motions. Our buyers are “frazzled” as Jill Konrath says. MORE
growing business sales success sales pitch value based selling MORE
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. MORE
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. MORE
“We’re just not doing anything right now….”. “We’re We’re ‘on hold’ until things settle down.”. “We’re We’re not spending any money right now.”. These are common stalls that you get all the time, but now it seems harder to overcome them. Why is that? It’s because salespeople are now buying into them. MORE
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. MORE
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 MORE
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. MORE
All sales organizations rely on data. Every effort is tracked and measured to gauge performance MORE
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. MORE
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 MORE
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. MORE
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 MORE
“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. MORE
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. MORE
Author: Luke Kreitner The element of surprise has been proven to be a powerful motivational tool. Scientific studies show that unexpected incentive rewards stimulate areas of the brain connected to behavior development and learning. MORE
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 MORE
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 MORE
Everyday, there are things that can be learned that can impact our personal and professional lives. Sales Growth sales development Sales Coaching Sales Process driving sales growth 2020 MORE
The Pipeline
SEPTEMBER 17, 2020
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.
Sales 2.0
MAY 29, 2020
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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Mary Grothe
OCTOBER 6, 2020
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
STAR Results
JUNE 3, 2020
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.
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Successfully complete the five stages of ABM: define, identify, engage, convert, and connect. We’ll show you how to create a unified system with your sales team to help them land more qualified opportunities and connect with prospects like never before.
Mr. Inside Sales
AUGUST 7, 2020
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…”.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
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John Doerr
SEPTEMBER 15, 2020
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
Integrity Solutions
OCTOBER 14, 2020
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.
Nutshell
NOVEMBER 26, 2020
“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.
AJ Alonzo
OCTOBER 13, 2020
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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SBI Growth
OCTOBER 21, 2020
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.
The Sales Heretic
APRIL 7, 2020
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.
Connect2Sell
FEBRUARY 5, 2020
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.
Sales and Marketing Management
APRIL 13, 2020
Author: Andres Lares, Shapiro Negotiations Institute There is a small truism about connecting with people that anyone in sales can tell you, and they learned it early in their careers. When speaking to somebody on the phone, they can hear the difference when you smile. It’s true.
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It’s essential to reach customers and create human connections, especially in a world where in person meetings aren’t always possible. Download this eBook to learn why an integrated sending platform takes your marketing strategy to the next level.
MTD Sales Training
JANUARY 28, 2020
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.
Mr. Inside Sales
MAY 22, 2020
“We’re just not doing anything right now….”. “We’re We’re ‘on hold’ until things settle down.”. “We’re We’re not spending any money right now.”. These are common stalls that you get all the time, but now it seems harder to overcome them. Why is that? It’s because salespeople are now buying into them.
Sales 2.0
MAY 20, 2020
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.
Score More Sales
OCTOBER 6, 2020
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
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Learning isn’t an event, it’s a process. One-time training events deliver low retention and poor results. Providing continuous learning with an online presence boosts sales rep readiness and shortens sales cycles. Learn best practices to upgrade learning and improve ROI.
Jill Konrath
OCTOBER 21, 2020
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
Anthony Cole Training
AUGUST 28, 2020
Everyday, there are things that can be learned that can impact our personal and professional lives. Sales Growth sales development Sales Coaching Sales Process driving sales growth 2020
Zoominfo
MAY 19, 2020
What is spam? What is a cold email? And when is your email against the law? There is a lot of confusion surrounding these questions. Many people seem to carry the misconception that any cold or unsolicited email is spam, and that spam is illegal.
SBI Growth
MAY 21, 2020
Whether you are about to go on a first date or preparing for a discovery call with a prospect – first impressions matter. Regardless if it is from their initial website visit to their first discovery call, the prospects’ experience.
Speaker: Akilah Murrell, Sr. Director of Channel Marketing at Channel Maven
Join Akilah Murrell, Senior Director of Channel Marketing at Channel Maven, for this how-to session on engaging your buyer base through social media.
The Sales Heretic
AUGUST 12, 2020
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.
Connect2Sell
OCTOBER 14, 2020
growing business sales success sales pitch value based selling
Sales and Marketing Management
JULY 7, 2020
Author: Luke Kreitner The element of surprise has been proven to be a powerful motivational tool. Scientific studies show that unexpected incentive rewards stimulate areas of the brain connected to behavior development and learning.
MTD Sales Training
MAY 3, 2020
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.
Speaker: Tim Hughes, Co-Founder and CEO of Digital Leadership Associates
Join Tim Hughes, Author of Social Selling – Influencing Buyers and Changemakers and Co-Founder/CEO of Digital Leadership Associates, as he details how investing in sales coaching will teach your team how to navigate social media and therefore create greater sales success.
Mr. Inside Sales
DECEMBER 12, 2020
In case you missed this, I received the following email last week: Dear Mike: The people have spoken and your article, “3 Keys to Dealing with Difficult Prospects,” has won 2nd place in our 2020 Sales Pro Central MVP Awards Social Selling category!”
Sales 2.0
APRIL 23, 2020
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.
Justin Zappulla
DECEMBER 21, 2020
All sales organizations rely on data. Every effort is tracked and measured to gauge performance
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