March, 2019

Best Time To Prospect?

The Pipeline

By Tibor Shanto. With regularity, most active sales trainers and I get the following question: “When is the best time to prospect?”.

Winning Pricing Strategies for a Mature Business

Sales Benchmark Index

Focusing on value provided, you can implement a winning price increase, contrary to what may have been occurring historically. Re-anchoring is the key to a winning pricing strategy – a focus area we will take on as part of developing.

The 5 Stages Of The Negotiation Process

MTD Sales Training

The whole negotiation you have with a client or prospect can be successful or not, based on the way you carry it out. Learn how you can turn a negotiation around if it’s not going well by following a strategic process that you can control. .

How to Be a Memorable Salesperson Part 9: Follow Through

Connect2Sell

The opposite of memorable is forgettable. Unremarkable. Average. You are none of those things. So why act like it? Why act like every other seller out there, blending in to a sea of sameness? The work of selling is a lot more fun when you do the things that make you a standout.

ACT 238

The Showpad Sales Transformation Maturity Model

The Showpad Sales Transformation Maturity Model helps organizations understand where they are today in terms of meeting buyer expectations — and how key teams can drive transformation that impacts the bottom-line. Download the free eBook for a pragmatic approach to growing sales maturity.

The Biggest Sin In Sales

John Barrows

Do you know the biggest sin in sales? It’s not to lose a deal. It’s to take too long to lose a deal. You know the ones: they sit in our pipeline or forecast as the 20 percenters and get pushed out month over month over month because we’re “saying there’s a chance.”

More Trending

Look At Objections From A Different Direction

The Pipeline

By Tibor Shanto. I hate objections, and I bet you don’t wake up looking to be rejected first thing in the morning, and then have to work the rest of the day.

Prevent Your Revenue Desk From Becoming the Discount Approval Board

Sales Benchmark Index

If you follow our Sales Benchmark Index blog, you have read our take on enhancing your Deal Desk to a Revenue Desk in the recent post “What Do You Do When Your Deal Desk Is Failing – Set up a.

What are customer service skills?

MTD Sales Training

When you hear the term ‘customer service’, what connotations spring up? Maybe it’s that annoying assistant who won’t leave you alone in a shop? Or that company who never stops cold-calling you?

Overcome ALL Objections with This ONE Question

Mr. Inside Sales

Want to know a secret about objections ? There are really only two types: Real concerns that need to be addressed, and, once you do, you can then close on, and, Smokescreen objections hiding something else (like the real reason your prospect isn’t buying).

Humans and Bots: How to blend human skills and AI to build customer intimacy and drive growth

Join Genesys for this webinar to learn how leading companies are using blended AI to drive customer intimacy and revenue growth.

19 Ways to Guarantee You’ll Fail

The Sales Heretic

Success is such a burden. It takes a ton of time and effort, and it frequently requires sacrifice. And for what? Everybody knows it’s lonely at the top. And then you have to do it all again, because you don’t want to be labeled a “one-hit wonder.” Then you have to deal with higher expectations, [.].

Friday Five – Women in History Month

Score More Sales

The B2B sales world lacks women in sales and sales leadership. Men and women in sales leadership and company leadership can help move the needle to solve this long term issue. 1) Resource: Gartner’s Why Sales Must Hire More Women. sales leadership Innovation & Inspiration

B2B 215

Don’t Sell Yourself Short

The Pipeline

By Tibor Shanto. I think it was in Skip Miller’s book that I read that a manager should know how his year will end by the Q1.

Are You Growing Your Channel Partners through Symbiotic Relationships?

Sales Benchmark Index

As a sales leader, you are always looking for the most optimal route to your customers. When designed & executed correctly, channel partners provide your business an incredible amount of leverage. Correctly managed channel partners can help you expand into.

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

Dave Kurlan's 10 Rules for Effective Sales Emails That Connect With New Prospects

Understanding the Sales Force

They aren't personal, they aren't written well, their messages are identical, you want to delete them and I know you get these emails too. I had already decided to save some of these worthless emails for an upcoming article when Keenan posted this rant on LinkedIn.

Gatekeepers : Six Things NOT to Do

Mr. Inside Sales

If you’re getting screened out by gatekeepers , then chances are you’re probably causing that screening. Before we get into the things you may be doing to cause them to begin interrogating you, let’s quickly define some terms. First, not all gatekeepers are the same.

How to Be a Memorable Salesperson Part 10: Ask Better Questions

Connect2Sell

As we get close to wrapping up this 12-part series on becoming more memorable as a seller, you’ve probably detected some common themes: selling skills connecting with buyers DISCOVER Questions™ open-ended questions sales questions

2 Truths and a Lie: High Email Bounce Rates and Sender Reputation

DiscoverOrg Sales

Email marketing is hard. Some might argue that B2B email marketing is harder today than it was 5 years ago or 10 years ago, but I would probably counter with “its always been hard.” There are just different challenges today.

In the Race to Win More Customers, Sales Needs Digital Transformation

Salesforce users were surveyed about the forces shaping today's workplace. Discover the results and why investments in digital transformation and automation are pushing sales teams ahead.

Focus Your Prospecting Purpose

The Pipeline

By Tibor Shanto. How you think about your pipeline, will drive your approach to ensure it leads to your objectives, which by extension should dictate your actions. Strategy-Planning-Execution. Simple, yet elusive at the same time, most people are good at planning, yet fall short on execution.

How a Sales Leader Disrupts Their Industry to Crush Their Revenue Number

Sales Benchmark Index

On today’s show we’re joined by Paul Melchiorre, the Global Customer Officer for Anaplan, a connected planning platform that enables organizations to accelerate decision making by connecting data, people, and plans across the business. Click here for the podcast version of.

One Question Provides Salespeople with Instant Feedback on How Well They Differentiated

Understanding the Sales Force

Most salespeople do not know the difference between their prospects' decision-making process compared with their decision-making criteria. What's worse is that even more salespeople don't even bother asking about it.

Friday Five - Will to Manage Sales

Score More Sales

Do you have these five components as a sales manager? It takes much more to be successful, however these five areas make up what Objective Management Group calls the Will to Manage Sales. sales coaching sales leadership

Groups 199

Successful Social Selling Best Practices Guide

This best practices guide focuses on helping you organize, harness and capitalize on the information, buying signals and qualified prospects identifying themselves to you online every single day.

How a Screw-Up Can Boost Your Sales

The Sales Heretic

While hanging with a friend recently, the subject of what to eat for dinner came up. After discussing some possibilities, we agreed on pizza. The next decision—where to go—turned out to be an easy one, because in her mind, there was only one option: the local outlet of Garlic Jim’s.

Why Phone Scripts Make You Better

Mr. Inside Sales

To script or not to script? That is the question…. Whether you believe in scripts or not, you & your team are using one right now. Don’t believe me? Record what they say in a week, transcribe it out, and what will you be handing back to them? A script!

How to Be a Memorable Salesperson Part 8: Be Authentic

Connect2Sell

We’ve been hearing great feedback about this series on how to be a memorable salesperson and hope you’re finding it to be useful, too. selling skills authenticity connecting with buyers

How To 188

Establishing a GTO (Growth Transformation Office) Is the Key to a CEO-Driven Change

Sales Benchmark Index

Many CEOs are familiar with the concept of a PMO (Project Management Office). Picture a multitude of spreadsheet-savvy analysts charged with tracking various initiatives through standardized processes using metrics and reports. There is value in an effective PMO, to be.

Report 232

Supercharge Your Sales Training ROI with eLearning

Speaker: Ray Makela, CEO, Sales Readiness Group, and David Jacoby, President, Sales Readiness Group

Companies spend about $20 billion a year on various forms of sales training, but many sales leaders report a low ROI from their sales training initiatives. Join us, along with Ray Makela and David Jacoby from Sales Readiness Group, as they break down the five essential factors to achieve sustainable success from your sales training investment, and how to leverage eLearning to maximize results.

How to Bring the Closing Magic

Anthony Cole Training

Great salespeople are masterful at asking open-ended, courageous questions of their prospects that either lead them towards, or away, from saying "yes" to their solution.

The Power of Smart Differentiation in Sales

Understanding the Sales Force

In a previous article, I wrote about the one question that can help salespeople differentiate themselves from the competition. On the heels of that article, one interesting theme from the emails I received was the importance of differentiation.

How To Sell A Product To A Customer?

MTD Sales Training

When you think of a salesperson, what immediately springs to mind? Is it the old ‘snake-oil’ salesperson of old who put their foot in the door, or never stops talking, or puts undue pressure on you to ‘sign today’? Hopefully, that age-old metaphor is long dead.