How to Exercise Your Sales Authority Correctly

Jeff Shore

So how do we exercise authority in the sales realm? It’s probably worth your time to study basic but important tech trends. Studies show that simply holding a clipboard can make a huge difference in how you are perceived. By Jeff Shore. ?In

[STUDY] Bridging the Great B2B Vendor-Buyer Divide

DiscoverOrg Sales

Get the entire FREE study: 30 Ways to Get Inside the Mind of Your Target Buyer. Here’s how buyers in our study answered the question “When I don’t connect with a salesperson, it is because…”. “They’re too eager to befriend me” This response supports another interesting finding from the 230-person study : 66% of buyers prefer a friendly salesperson who has a proficient knowledge of their product. Get Part 1 of our 2-part study: Why Didn’t They Buy?

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Books Our Team is Reading Now: One Book per Month for 2019

The Center for Sales Strategy

Did you add exercise more frequently to your list? Many studies show that exercising your brain is a key to professional development. Setting your New Year’s Resolutions? We are here to help you! One of the best ways to do this is to read a good book.

Heavy Hitter Sales Blog: Motivational Sales Quotes for the New Year

HeavyHitter Sales

     My latest book, Heavy Hitter Sales Wisdom , is based upon the study of prominent Heavy Hitters throughout the ages. Since learning by example is the most effective way to learn, it is important to study role models that provide the best examples of strategy, persuasion, and common sense. He who exercises no forethought but makes light of his opponents is sure to be captured by them.” Heavy Hitter Sales Blog. Recent Posts.

How To Use Role-Playing To Drive Sales Success

Janek Performance Group

However, just over 20% of sales teams utilize role-playing, despite its effectiveness in improving sales results, In fact, in one case study, daily role-playing exercises took two radio stations from a combined $600,000 in sales to $6 million in two and a half years. One of the most overlooked and underutilized sales training and coaching tools is sales role-playing.

Knowledge is Power – Or Is It?

Mr. Inside Sales

Perhaps the most revealing aspect of this exercise was listening to my self-talk as my initial answers came. I told him all about the studies I’d heard and read about emphasizing the importance of fruits and vegetables. The week after my first session with my boss was very interesting.

11 Easy Morning Motivation Rituals to Kickstart Your Day

Hubspot Sales

So make your mornings easier and set yourself up for a productive day with these quick morning motivation exercises. It goes without saying that exercise is good for you, whether you work out at work or during personal hours. And exercise has benefits beyond improving your mood.

Allego Flash Drills Build Sales Reps’ Memory Muscle


But with complex relationships to manage, deals to close and quotas to hit, sales professionals can’t spend all their time studying. You can then turn the “challenging” questions into exercises or even an entire course – one designed to fill in the gaps you just identified.

DiscoverOrg Mad Libs: Filling in the Blanks on CEO and Culture

DiscoverOrg Sales

Study after study cites culture as a real competitive advantage. We embarked on this exercise because we thought it was fun, but we also wanted to test Fishkin’s theory. Peter Drucker, the father of modern management, famously said “ Culture eats strategy for breakfast.”

Top 10 Reasons to Set Goals

Steven Rosen

In fact, a Harvard study revealed that those who create a plan, follow it, and monitor their goals as they progress, perform 30% better than those who take none of these actions. Why Leaders Set Goals.

How to Benchmark the Effectiveness of your Marketing Organization

Sales Benchmark Index

For a more complete review of this data, click this study by IBM, " From Stretched to Strengthened ". • This benchmark exercise is often referred to as a Marketing Productivity Benchmark (MPB). Bottoms up project analysis including a complete time study.

How to Avoid Coaching Failure… More Lessons from the Soccer Field

Sales and Marketing Management

In a recent study we conducted, we found that 75 percent of the sales managers missed their revenue targets and also confirmed that fewer than half of sellers made quota. Coaching should not be an exercise re-iterating the destination – to win the game or to achieve quota.

Why You Should Apply for that Sales Role You Are Not 100% Qualified For

Women Sales Pros

Most likely it will be a good exercise in learning more about your champions (or lack of) and you will learn something about yourself. Women Leadership expert Tara Mohr didn’t believe the often-quoted HP Study and did her own research.

What You Can do TODAY to Build Sales Pipeline This Quarter

DiscoverOrg Sales

Just like exercise and eating your vegetables, building sales pipeline means doing the hard things now in order to reap a future reward. All of those case studies and personalized emails you sent, and this lead didn’t even bother to show up for the demo.

Sales Organizations Must Aim Higher to Ensure Transformation

Miller Heiman Group

In the recent CSO Insights Buyer Preferences Study , only 23 percent of buyers said they consider salespeople as a top three resource for solving business problems.

How to Add Some Muscle to Your Sales Kickoff


Studies indicate that participants in traditional curriculum-based training can forget 80% or more of the information they were taught within 90 days.”. Many studies have detailed the workings of the “ forgetting curve.”

Sales rep for a day: Aligning sales, marketing, and support

Base CRM

case studies, blogs, white papers) needs to be created or that some materials are not even being used. Schedule a meeting with managers, and outline the mutual benefits (touch on benefits listed above) and how the exercise aligns with overall company goals. Shadowing won’t be a successful exercise if you can’t communicate its value to everyone involved. Ask specific questions to determine whether the exercise was successful: What did you learn?

Struggling with Sales Enablement in Your Organization? Here’s How You Can Course-Correct Today

Miller Heiman Group

According to CSO Insights’ 4th Annual Sales Enablement Study , 61 percent of organizations have a sales enablement function. More important than the finished document, this process of analyzing your sales enablement strategy, the methods you will put in place and how each part aligns with the customer’s path provide the true value of the exercise. According to the 4th Annual Sales Enablement Study , only 9.2

Stacking Your Productivity

The Pipeline

Which interesting since many of these buyer, and certainly all the people who sell these tools point to data, but as with many things, leveraging data for success is a subjective exercise, allowing people to ignore those data points that don’t support their current opinion.

Hiring Best Practice: Test Before You Offer

Sales Benchmark Index

Questions - after studying the package, the candidate is allowed to ask 5 clarifying questions about the sales opportunity. Analysis - the candidate studies the data provided, does independent research and determines the prospect''s needs.

4 Tips for Training Sales Managers How to Coach


A recent study by the Association for Training Development (ATD) uncovered some “fuzzy math.”. What are some best practices when it comes to coaching role-playing exercises ?

4 Steps to Make Your Sales Life Easier

No More Cold Calling

You’re firing on all cylinders, while still trying to make time for sleep and maybe even a little exercise. LinkedIn’s Koka Sexton shares four no-sweat solutions for increasing sales productivity.

The Power of Sales Intelligence #2: Creating an Ideal Customer Profile

DiscoverOrg Sales

Historically, companies had to resort to a complex exercise of analyzing win-loss data in their CRM data. It generally consists of massive Salesforce exports, pivot table exercises (*shudder*), and manually creating charts and PowerPoint slides to present the findings.

How to Create a Sales Territory Plan with a Buyer-Centric Approach

DiscoverOrg Sales

Knowing these market requirements upfront during your sales territory planning exercise will define WHO to target (CTOs and operations roles in the life science industry) – and, most important, WHY (because they can maintain data compliance as they realize other benefits of the cloud).

Is Selling An Art, A Practice Or A Science?

MTD Sales Training

A skill that is attained by study, practice, or observation. A skill arising from the exercise of intuitive faculties. Is professional selling a practice, in that we continue to study, learn, expand and improve in the performance of the craft?

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What is the State of Marketing in 2013

Score More Sales

IBM’s study shows that companies who are considered “Top Marketers” enjoy 1.8 The study identified five areas marketers need to be thinking about: Understanding and engaging with customers. For those who do, it can be a startling exercise and a most valuable one.

3 Mental Secrets to Performing Like an Olympian [Podcast + Transcript]

Hubspot Sales

Studies show when you use an object that has previously been used by a famous or high-performing person, you’re more successful. Something as simple and easy as a 10-second breathing exercise can dramatically improve your sense of calm.

Why Podcasting Has Great Reach and is the Least Expensive Content Creator


Case studies. Not all radio program podcasts lend themselves to being used as case studies, but Jane notices that with a little work, this program fits the basic criteria. She has what she needs for the case study. Within 60 days they can offer the case study on their site and in nurture programs sent to prospects. While most companies scramble to create content, they remain unaware that podcast content is the least expensive tactic per impression and listener.

Sales Leadership: You are the Practice Squad

Your Sales Management Guru

One of the best ways to teach: skill building, strategy development and presentation skills is the use of a Case Study. The case study allows multiple salespeople to work together on a project basis and compete against other members of your team.

What Comes Next?

A Sales Guy

You don’t have study an extra hour for the exam. You don’t have to exercise and eat healthy. We all make choices in our lives, the hard part is living with them. Jeremy Irons – (from the movie The Words). You don’t have to make 5 more cold calls.

How Tableau uses Data to Improve Sales Training ROI


This case study is from a presentation at ATD 2018 titled “How to Improve and Measure Sales Training ROI” with Michael Carpenter, Sales Readiness Information and Technology at Tableau.

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Sales training – what’s the biggest challenge?

Sales Training Connection

As the study goes on to note: “Such low figures might be understandable in the context of general-purpose training without any business objectives. It’s not just a sales training exercise.

How to Strengthen Your Partner Program with Content Creation


Depending on the target audience, it may make sense to create case studies in a PDF format or in a listicle that’s optimized to rank in organic search results; it really depends on the goal of that particular piece. article/case study/webinar/e-book/white paper.

Sales Tech Game Changers: Why You Should Incorporate Customer Advocacy in Your Sales Cycle

Smart Selling Tools

A 2017 study by LinkedIn said “Trust” is the number one factor in purchase decisions. There is also an ROI exercise that compares the cost of attempting to do what our system does and comparing that to doing the same thing manually, with apps or home grown solutions.

How to Relax: 35 Ways to Unwind in 4 Minutes or Less

Hubspot Sales

In fact, the American Institute of Stress cites several studies naming work-related anxiety and fear as the leading source of stress among adults. Allow 15 minutes to reap the full benefits of this exercise -- but it will be worth the extra time. How to Relax. Journal. Fix Your Posture.

6 Steps to Improve Your Go-To-Market Maturity

Sales and Marketing Management

InsideView just published a study of over 500 B2B sales and marketing professionals with new insight on go-to-market (GTM) maturity, a topic of growing interest for many business leaders. Our next step was to do a quantitative study. In our study, more than half (53 percent) of companies either never measured their target market or did it on an ad-hoc basis. Author: Joe Andrews What defines a mature go-to-market model in B2B companies?

Setting Your Strategic Direction

Sales and Marketing Management

In a study of 89 companies, the biggest difference between the groups with superior profit and sales and the laggards was agreement with the statement, “strategic planning in our enterprise has led to an improved competitive position.” Unfortunately, in an APQC study on the skills managers need versus the skills they possess, the number one skill deficiency identified was strategic planning. Author: Rich Horwath Think back to your childhood. Can you recall a time when you got lost?

Weekly Roundup – Feb 27, 2019


According to a study conducted by Click Boarding, new employees who go through a formal onboarding process are 58% more likely to remain with the organization for three years or more. Whatever the most likely scenarios in your business are, plan your exercises around those scenarios.

Cold Calling – Insights from Chris Orlob at Gong

John Barrows

If you’ve ever studied writing, there is a rule that says, the purpose of every sentence you write, is to compel the reader to read the next sentence. If you set the stage right early on, and then at the end, you simply exercise decisiveness, which is really what closing is.

Forget the Shiny Toys and Wondrous Bobbles

No More Cold Calling

Promoting fitness and making exercise fun is definitely a good thing. Android and iPhone users age 18 and over spend 30 hours and 15 minutes using apps each month—a full half-day more than in 2011—according to a 2014 Nielsen study. Don’t let technology wreck your sales pipeline.