2020

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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. No matter what argument you may counter with, the fact you’re willing to discuss proves it doesn’t exist. That’s neither good nor bad, but an honest way to start looking at a real problem is sales today.

Hiring 286
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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. Sometimes it takes a big kick in the pants to change people and this crisis has certainly been that for many of us.

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How to Grow Revenue by Keeping Your Clients

Sales Pro Central Submitted Articles

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.

Revenue 132
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5 Ways You Can Leverage Sales Leadership to Close the Sales Gap

Steven Rosen

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. You are still responsible for generating your company’s revenue, and your colleagues are counting on your efforts and that of your entire team. Now is the time to get sales on track.

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How to Coach Reps on Overcoming Sales Objections with Confidence

Speaker: Brendan Sweeney, VP of Global Sales and David Phelan, Account Executive

In a world where buyers are more informed and objections are more nuanced, confidence isn't optional—it’s a competitive advantage. In high-stakes conversations, knowing how to handle pushback can make or break the deal. Join industry experts Brendan Sweeney and David Phelan for a behind-the-scenes look at how teams are transforming sales coaching with real-time feedback, objection-handling role plays, and pre-call preparation that actually sticks.

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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…”. Then: “And also, I’m not the decision maker on this, I’m just an influencer.

More Trending

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6 Keys to Prospecting Success

Sales Pro Central Submitted Articles

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.

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Aligning Customer Communication Styles With Your Own

Sell Integrity

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. Studies show that over 80% of customer dissatisfaction is rooted in emotional issues rather than intellectual ones.

Customer 122
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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. Companies have gone out of business while Amazon’s value climbed to 1.5 trillion dollars, and mobile apps have become substitutes for trips to grocery stores and restaurants.

Lead Rank 118
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SDRs Catching Lightning In A Bottle

Sales Pro Central Submitted Articles

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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Streamlining Complex Sales Processes: The Ultimate Guide for Industrial Companies

Are you struggling with slow quoting cycles, complex product configurations, and disconnected data in your manufacturing/distribution business? This article will help. Learn how industrial companies are revolutionizing sales processes with an integrated platform that includes quoting, inventory, and service, providing real-time data and offline access for field teams.

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18 Common Sales Mistakes To Avoid

MTD Sales Training

We’re all looking for the silver bullet technique when it comes to increasing our sales but we can also learn a great deal from those salespeople who make the most mistakes! We’re often looking for “what to do.” Just as powerful is knowing “what not to do.” Here’s 18 sales mistakes that poor salespeople make. How many are you guilty of?

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Why Are You Neglecting Your Customer Relationships?

No More Cold Calling

Your referral network is your net worth in sales. “How do I ask for a referral from customers I haven’t spoken with in two years?” That’s what a client recently asked me, and I was baffled by his revelation. How can smart, experienced sales reps let their customer relationships wither? I have plenty of advice about asking for referrals , but most of it assumes that salespeople nurture their client relationships.

Referrals 432
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Telephone Prospecting By The Numbers

The Pipeline

By Tibor Shanto. Anything worth doing is worth doing right, and in sales, telephone prospecting is something worth doing and doing right. Challenge is that many don’t do it right, making the whole thing that much harder, and eventually not done. You can tell how salespeople go through these phases by the predictability of the excuses offered. One of my favorites is that the phone just doesn’t work anymore, no one answers their phone and other similar hits.

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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.

Strategy 416
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Enterprise ABM Marketing Tools: A Marketers Guide

Savvy B2B marketers know that a great account-based marketing (ABM) strategy leads to higher ROI and sustainable growth. In this guide, we’ll cover: What makes for a successful ABM strategy? What are the key elements and capabilities of ABM that can make a real difference? How is AI changing workflows and driving functionality? This Martech Intelligence Report on Enterprise Account-Based Marketing examines the state of ABM in 2024 and what to consider when implementing ABM software.

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10 Critical Best Practices for Your Sales Force in This Crisis

Understanding the Sales Force

We are in week 6 of lockdown, week 8 of voluntary work-from-home, while adapting, guiding and directing companies who still need to sell their products and services to generate revenue. At this point sales is about so much more than generating revenue for profit or to keep employees working. For most companies, sales is now about generating revenue to survive, as we stare down a whole new way of doing business.

Revenue 415
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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. And virtual presentations have a lot more challenges and elements to be managed than typical [.].

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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. Deals are stuck in the pipeline and new opportunities are in short supply. 1. A time to plan. Conversely, this slow time is a great time to plan for the future.

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The Psychology Behind Unexpected Rewards

Sales and Marketing Management

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. With stay-at-home mandates causing what many reference as the “groundhog day” effect, your sales team is the perfect audience for incorporating surprise rewards as part of a sales incentive program to keep remote teams engaged and company morale high.

Incentive 394
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The Trends You Need to Succeed This Holiday Season

October Prime Day is usually an early sign of how consumer spending trends ahead of the holidays. This one was no exception. Our October Prime Day Report breaks down what’s working: the products flying off the shelves, the categories winning big, big brands, and the search terms defining demand. All brought to you via Similarweb’s Shopper Intelligence platform.

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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. The surprising takeaway is that there are a minimum of 20 specific skills under that broad umbrella of communication.

How To 395
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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.

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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. In part 1 of this two-part series, they shared how they have kept their salespeople productive and motivated over the last couple of weeks. We all realized that we are all in unchartered waters.

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The 3 Best Sales Transition Closing Statements

MTD Sales Training

I still receive numerous questions regarding what to say, or how to transition from the sales presentation to asking for the sale. Questions on WHEN to begin to close as well as exactly HOW to start the closing process. Sales Transition Statements Examples In fact, the entire sales interaction is one continuous closing effort; seamlessly moving from one stage of the sales process to another.

Closing 156
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Buyer’s Guide: 5 Tough Questions To Ask a Salesforce Managed Services Provider

This guide is for leaders who recognize the importance of Salesforce but would rather trust a team of external experts to do the heavy lifting. Choosing the right managed services provider is a significant decision that impacts your business's efficiency and success. In this 10-minute read, you'll find 5 essential questions to ask any potential provider.

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For Salespeople, Trust Matters Most in Times of Crisis

No More Cold Calling

Why do you trust some people and not others? Trust is a word we use indiscriminately, but we do not trust indiscriminately. How do we define trust? How do we get our arms around such an emotional word? That’s a tough question to answer, because it depends on the person, and sometimes it depends on the times. Right now, in the midst of a global health emergency and a global financial crisis , we’re all asking ourselves who to trust.

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Is Your Incentive Plan Driving Activity or Performance?

The Pipeline

By Tibor Shanto. Sales pundits love to talk about change, and there is no shortage of opportunity brought about by the changes we face today. But having been at the game for a while the one thing that never changes is the view and approach to incentive or commissions. I am not talking about superficial changes or updates in packaging, but real substantive change, the kind you only get when you change behaviors.

Incentive 430
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4 Ways Inside Sales Can Enhance Customer Experience

SBI Growth

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.

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The Keys to Fourth Quarter Sales Success in 2020

Understanding the Sales Force

You're probably going to hate this article! I'm going to show you that much of what is transpiring with the Pandemic could be having a greater impact than you realize relative to the future state of your business and you might not like what I have to say. As always, if you can hang in through some of the preliminary analysis, I'll make the pivot to sales and business.

Pivotal 408
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How to Optimize Call Monitoring: Automate QA and Elevate Customer Experience

Speaker: Laura Noonan, Chief Revenue Officer at CallFinder + Angie Kronlage, Director of Program Success at Working Solutions + April Wiita, Vice President of Program Success at Working Solutions

Are you still manually reviewing calls? 🤔 It's time for a change! The traditional method of manual call monitoring is no longer cutting it in today's fast-paced call center environment. Industry experts Angie Kronlage and April Wiita from Working Solutions are here to explore the power of innovative automation to revolutionize outdated call review processes!