2019

Timing is Everything

John Barrows

The more experienced I get in business the more I realize how important timing is with almost everything. I can’t tell you how many ideas I’ve heard about (or come up with myself) that were great ideas at the time, but failed because the market wasn’t ready for them. Good Ideas, Bad Timing.

Promoted! Effective Sales Management Begins with Letting Go

Connect2Sell

Why is there so much confusion about what effective sales management looks like? delegating for development sales leadership sales management philosophy of leadership

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Turn Pains Into Priorities

The Pipeline

By Tibor Shanto. While some may argue, salespeople are people, with all the pluses and minuses that come with that. One thing about people you can count on, is they usually find what they are looking for while ignoring the rest. Tell your reps to go out and find people with the pain our product and marketing people tell them they can cure. And that’s what they’ll do, go out and find people with that pain, and ignore all other opportunities that aren’t painted “pain.”

Buyer 197

8 Disciplines of Sales Execution

Sales Benchmark Index

Sales 228

How to Drive Revenue Through Retention Marketing & Sales Enablement

Speaker: Ruth Stevens, President of eMarketing Strategy

In a pandemic, it’s more important than ever to focus on retaining and expanding current customers. So, how can sales and marketing support the retention effort? Join Ruth Stevens as she dives into this fast-paced session and reviews the 7 key strategies for current customer marketing, to enable sales and expand customer value.

Is This Mental Trap Making It Harder for You to Close Deals?

Jill Konrath

The first time I heard the call-in radio interview with the "deer crossing lady," I couldn't believe it. Tears of laughter were streaming down my face. The more she talked, the worse (or perhaps better) it got. Working Smarter

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Four Four-Letter Words To Banish from your Sales Vocabulary

The Pipeline

By Tibor Shanto. I have often said that the schoolyard taunt “ sticks and stones can break my bones, but words can never hurt me ,” doesn’t hold up in sales. Words can kill you, your pipeline, and career. We don’t want that, so to help, here are four four-letter words to banish from your sales vocabulary. This will take work, like quitting smoking (how many times have you done that?), it will take action, withdrawal, but the pay-off will be worthwhile. Not Like The Rest.

Sports 211

Why Your Buyer Personas Are Obsolete

Sales Benchmark Index

Article Marketing Strategy 2019 2020 b2b business business model buyer behaviors buyer journey buyer persona buyer research buying persona current data developing funnel garrett ryan generation lead make the number make your number marketing strategy new market nurture organization persona planning product launches refresh Sales Benchmark Index sales process sales strategy sample buyer persona tool sbi SBI blog tool top articles unfiltered view update upgrade

Winning Your Prospect’s Prospect

The Pipeline

By Tibor Shanto. We’re all familiar with the expression “ The enemy of my enemy is my friend.” Not a moto for successful selling and retention, but maybe it has some purpose. At the core, the concept points how two unrelated parties can band together for a common cause. For sales, that common purpose something other than an “enemy.” The common goal in sales is winning your prospect’s prospect. Who’s Paying For This? While we can take this out a few circles, you really don’t need to.

The Best Habits of Highly Successful Sales Managers

Anthony Cole Training

In this blog, we discuss the best habits of highly successful salespeople and sales managers. Being an extraordinary sales manager is grueling and time-consuming.

The Best Sales Forecasting Models for Weathering Your Goals

Every sales forecasting model has a different strength and predictability method. It’s recommended to test out which one is best for your team. This way, you’ll be able to further enhance – and optimize – your newly-developed pipeline. Your future sales forecast? Sunny skies (and success) are just ahead!

Are Small Business Owners Salespeople in Disguise?

Jeffrey Gitomer

The success of a small business rests on the owner's ability to sell. Small business owners have about 50 different hats to wear, but sales is the biggest hat an entrepreneur wears. Actually without the sales hat, the other hats are useless. When I say sales, I'm not just talking, "Hey, please buy my stuff." Sales is not just selling your product or service. There are meaningful uses of selling skills that permeate every facet of the entrepreneurial process.

The One Thing the Best Customer Experience Companies Do Differently

Sales and Marketing Management

Author: John DiJulius The vast majority of business leaders will agree that customer service is critical to their success. However, most haven’t done what it takes to be a world-class customer service organization. .

The Importance of Critical Thinking for Persuasion and Influence

Connect2Sell

Sales is all about persuasion and influence. Persuasion and influence fails are usually the result of poor-quality pre-thinking. critical thinking in sales critical thinking skills The Importance of Critical Thinking

Friday Five – Boost Activity and Sales

Score More Sales

It is that time of year where you and your sellers are going to be more distracted with that upcoming vacation, parents / friends / other family visiting, and other benefits of the summer season. sales leadership sales goals grow revenue

Want to Crush Your Competition? Read How to Build an AI-Powered Selling Roadmap

“If sales reps have the right AI tools and adoption, we see sellers easily closing 3 times as many sales each month.” Hear from 5 experts on steps you can take to reduce non-selling time and use conversational & sentiment analysis to transform how you sell.

Walking in your prospect’s shoes

Sales 2.0

You’ve heard this before but how much do you “walk the talk” when it comes to knowing your prospects? Information is power in sales. The more you know about your prospect and their situation, the more likely you are to make a sale.

Is Your Value Proposition Strong Enough?

Jill Konrath

I was eating lunch with the new president of a large manufacturing company. She was well aware of the work I’d done with their sales organization. So when I asked about her biggest challenge, I assumed we’d be talking sales. Instead, she answered, “Waste.”. Selling Tools

How To Customise A Compelling Story For Your Sales Presentation

MTD Sales Training

How many times have you made a presentation and afterwards thought ‘that was so boring, even I wouldn’t have bought my product!’. There are many occasions where we have presented a solution and it’s not created any connection with the prospect. How, then, can we build a great presentation and really connect with the prospect? First, lets see what we shouldn’t do in our presentation: A product demonstration should NEVER be a tour of features and functions. Why not?

How To 226

10 Things You Can Do to Prospect Faster

The Sales Hunter

We all wish every lead turned into a great prospect and in less time. You probably also want it all to take you less time than it takes to decide what you want to eat for lunch. That would be the greatest customer, right? Yes, in a perfect world, that could happen. I would be happy to settle even if the entire process only took 24 hours. The fact is that too often leads don’t go anywhere and we’re left with a painfully slow journey to try to get the next customer.

The Revenue Leader's Guide to Prospecting

Speaker: Christopher Ryan, Founder and CEO of Fusion Marketing Partners

Sales & Marketing departments that work together guarantee higher acquisition, better nurturing, and more effective sales. Join Christopher Ryan for this insightful webinar, presenting the wide funnel lead nurturing model. Don't miss out on this opportunity to get your teams working together and your revenue performance optimized.

How Do You Measure Customer Experience?

Sales Benchmark Index

Recently, my colleague Sid Nakappan wrote an article on How the CEO can jumpstart the Customer Experience Transformation. If your boss put this article on your desk, you are probably getting started. With the interest of beginning with the end. Article Corporate Strategy Marketing Strategy Sales Strategy article b2b B2C baseline behavioral books boss ceo chief customer officef 2.0

Let’s Not Confuse Pipeline Trends with Individual Opportunities

The Pipeline

By Tibor Shanto. Data-driven models in sales can be a double-edged sword. While they do help create focus, especially across large swaths of data and opportunities, they also have limitations. Especially in how they may limit or prevent us from understanding and winning any given individual opportunity. These models are great , in context, as indicators and validation. Let’s not confuse pipeline trends with individual opportunities.

The 9th (and Final) Sales Productivity Tool: Performance Recording

Anthony Cole Training

In our 9th and final installment in the Sales Productivity Tools blog series, I dive into an essential item on the list: the Performance Recording tool.

Tools 230

Developing strategic referral alliances. WOW!

Jeffrey Gitomer

Are you willing to refer your clients or customers to someone else? Is someone else willing to refer their clients or customers to you? Yes, if there is mutual trust. Here are the prerequisites: You consider yourself the best at what you do. You do a memorable job in making the sale. You do a perfect job of delivering what you promised. You provide impeccable service after the sale. If you don't do the above, don't bother reading the rest of this article. It won't help you.

The 5 Keys to Sales Emails That Set More Meetings

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

So many reps' email efforts could be yielding more meetings--simply by using a better strategy. Watch the webinar with Marc Wayshak, Sales Strategist and Best-Selling Author, to get lots of great strategies on how to set up meetings via email! <

Who’s Coaching the Coaches on Coaching?

Steven Rosen

Coaching the Coaches The question of the day is, who’s coaching the coaches on coaching? The reality is, there is no one coaching the coaches. That’s right. Second line sales managers (SLM) don’t coach their FLMs on their coaching. The reality is, they have one-on-ones, but their meetings tend to focus on business issues, follow up items and people issues. The role of the frontline manager (FLM) is to recruit, develop, and retain top sales performers.

How to Be a Memorable Salesperson: Part 1

Connect2Sell

What does it mean to be memorable? sales strategies sales questions sales process sales effectiveness

How To 249

Goal for a Healthy Sales Culture

Score More Sales

In my sales career I had 22 different sales managers (not counting a few interim ones) over time and experienced great, amazing leadership - and also horrible, disappointing leaders – from “awesome” to “awful”. sales leadership profession of sales

Getting in the door is hard

Sales 2.0

Getting in the door is the #1 problem for most small companies I know. When I first got involved in sales I was a sales engineer. I supported a technology sales force on their sales calls with semiconductor engineers. I always thought I was pretty amazing. When I got to these meetings I had many engaging conversations with these buyers that our sales team did not seem able to handle. Their knowledge seemed so “thin” compared to my in depth tech mastery.

How You Can Triple Your Results With a More Personalized, Empathetic Approach

Speaker: Brian Carroll, CEO and Founder of markempa

Marketing and sales feel pretty tricky right now. What worked before now feels out of touch, but have you made plans for how you'll continue to move forward? You've likely tried everything: expert recommendations, best practices, the latest tools, and automation. But your results are falling short. Here's the thing: All the automation tools, best practices, data analytics won't help get better results now until you master empathizing with your customers. In this webinar, you'll learn how to go beyond rational-logic based sales/marketing and adjust your sales enablement strategy to better understand how buyers feel so that you can connect and help them on their journey.

3 Key Components of Value Propositions

Jill Konrath

Today’s overwhelmed buyers don't care about what you're selling. They only care about what it does for them. That's why value propositions are so important today. Sales Prospecting

Buyer 227

Six Ways Of Dealing With A Client Who Won’t See You

MTD Sales Training

It may sound strange, but there will be people you know you can help who will refuse to meet with you! How dare they! Don’t they know you have their holy grail, the answer to their prayers, the very thing they have been looking for? Of course, the world doesn’t work that way, and there will be prospects and customers who will reject your advances and avoid you at all costs. How can you deal with these kinds of situations? Firstly, let’s look at what you SHOULDN’T do: 1) DON’T take it personally.

Prospecting and The 10 Rules You Need to Follow

The Sales Hunter

You don’t just think about prospecting. Prospecting is something you do, and you do it daily. Watch this video : 10 Rules of Prospecting, to learn more! 1.The number of deals you have to close directly reflects the amount of time you spend prospecting. The prospects you close with next month and next quarter are the people you prospect with right now. Don’t start what you can’t finish. A single phone call will never be enough.