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Do you want to be a miner?
Sales 2.0
NOVEMBER 10, 2018
What do you want to be when you grow up? Sales has come a long way in the last decade when we started playing around with the concept of “social selling” and deploying “sales 2.0” technologies.
November, 2018
How Badly Do You Want Others to Succeed?
The Sales Heretic
NOVEMBER 6, 2018
I’m going to talk about basketball for a moment, so if you’re not a basketball fan—or a sports fan in general—just bear with me. The point I want to make is important, and it will help you boost your organization’s sales and performance.
7 Questions to Build Rapport in Sales
Sales and Marketing Management
NOVEMBER 8, 2018
Author: Mike Schultz, President, RAIN Group Before buyers will open up to you about their needs and desires, they have to first be comfortable with you. Comfort (and trust) begin with rapport. Building rapport is sometimes dismissed as a ploy to make a superficial connection with a buyer.
Free Sales Training: 6 of My Favorite Sales Tips
John Barrows
NOVEMBER 7, 2018
There is no shortage of free sales training resources out there. Today there are more videos on YouTube than you could watch in your lifetime and more books on Amazon or Audible than you could ever get through even if you read one a day.
Moving the Sales Performance Bell Curve
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A blueprint for turning average performers into top reps.
Pitch Perfect: Selling into Human Resources (HR)
DiscoverOrg Sales
NOVEMBER 6, 2018
A candid interview with Jill Konrath and David Kingsley, Chief People Officer at Vlocity (via Salesforce and Mulesoft). Workplace services. Compensation. Recruitment. New employee orientation. Human Resources owns a growing piece of the budget pie – but how do you break in?
The Wrong Salespeople are Hired 77% of the Time
Understanding the Sales Force
NOVEMBER 13, 2018
94% of sales managers are optimistic about their salespeople. That's a very surprising statistic for a couple of reasons: 50% or more of their salespeople won't hit their quotas this year and haven't since at least 2008.
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Maximizing Throughput in the Indirect Sales Channel
Sales Benchmark Index
NOVEMBER 2, 2018
Joining us on SBI TV is Joe Vitalone, Chief Sales and Marketing Officer at Razberi Technologies, and the top expert at developing and executing a sales strategy at scale through channel partners. Razberi Technologies offers a reliable, secure, and network-friendly.
Step 1 for Managing, Training & Selling with Emotional Intelligence
Connect2Sell
NOVEMBER 7, 2018
It's human nature to focus on self. On top of that, the perception (fair or not) is that sellers are even more self-oriented than people in most other professions.
Do Words Make a Difference for Women in Sales?
No More Cold Calling
NOVEMBER 8, 2018
Watch what you say, and do what you say. . “I I want you to know it hasn’t gone unnoticed that there are no women on our sales team.” That comment came from the CEO of a fast-growing software company. Not only were there no women, but the sales team was all white men of a certain age.
A Means to an End
The Pipeline
NOVEMBER 13, 2018
By Tibor Shanto. One of the most stressful moments for most salespeople comes at the point when they have to decide whether or not to go around someone they have been dealing with to that point, be they client or prospect.
In the Race to Win More Customers, Sales Needs Digital Transformation
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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.
How To Map Out Your Buyer’s Journey Pre & Post-Sale
MTD Sales Training
NOVEMBER 5, 2018
Here’s a question to get you thinking: What do you need to do today, tomorrow and next week that would have the biggest impact on your business growth? It’s a far-reaching question that determines how and where you should be spending your valuable time.
Building A B2B Sales Force That Works
Sales and Marketing Management
NOVEMBER 12, 2018
Author: Anand Srinivasan The typical B2B sales process goes through four distinct stages. It begins with Discovery, and then moves into Diagnosis and Design before it ends with Delivery. Among these four steps, Diagnosis and Design is where a lot of organizations falter.
When to Pivot from an Indirect to Direct Sales Model
Sales Benchmark Index
NOVEMBER 6, 2018
A indirect selling model has plenty of benefits. Startup companies generally leverage channel partners to get instant scale without inheriting fixed cost. Hiring a direct sales team is expensive. A fledgling company looking for additional capital to bring on headcount.
Last Day Madness on the Sales Force - That's One Kind of Urgency
Understanding the Sales Force
NOVEMBER 5, 2018
The 2018 World Series is in the rear view mirror, my family can go to sleep at a normal time again, and sports fans can finally devote their attention to Basketball, Hockey and Football (and soccer okay? You got me to say it).
Successful Social Selling Best Practices Guide
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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.
4 Reasons You Shouldn’t Get the Referral on LinkedIn
No More Cold Calling
NOVEMBER 2, 2018
How to connect beyond the click when asking for referrals. My client, Sue, identified a colleague on LinkedIn who knew her prospect, George—a high-profile, very senior buyer.
The Getting Introduced Methodology
Anthony Cole Training
NOVEMBER 12, 2018
From our 5 Keys to Coaching series: sales advice sales skill sales growth and inspiration effective sales coaching
How To Articulate Your Value Proposition In 5 Minutes Flat
MTD Sales Training
NOVEMBER 2, 2018
What’s most important to your prospects? When we ask this question, many salespeople we train will answer “to save money!”. And, while that’s often the main topic of conversation, it rarely transpires as the REAL criteria prospects use to make a decision to go with you.
Incentive Program FAQs
Sales and Marketing Management
NOVEMBER 5, 2018
Author: Tim Houihan A single-page article in print is rarely enough for me to the get the message across, so this online extra helps fill in the blanks. I hope it provides clarity in the case of feeling a little confused. Q: What is a pre-mortem and why should I do it?
How to Successfully Coach Your Sales Team to Drive Efficiency
Speaker: Steve Benson, Founder and CEO, Badger Maps
A great sales team starts with a manager who’s a great coach. To stay competitive in today’s market, you need to implement a formal coaching approach that is aligned with your buyer’s journey and internal processes to drive results. Fortunately, Steve Benson is here to help you become that great coach.
How to Implement and Utilize an ABM Program to Maximize Potential
Sales Benchmark Index
NOVEMBER 10, 2018
Joining us on the SBI Podcast is Sangram Vajre, Chief Evangelist and Co-Founder of Terminus. Sangram is one of the 21 B2B influencers to watch by the B2B News Network. And many in the audience know Sangram as the founder.
Is it Fraudulent to Spend Money on Lead Gen Without an ROI?
Pointclear
NOVEMBER 7, 2018
Thinking back on my career, I realized early on that marketing spending of any sort, whether for people or programs, must be rooted in my ability (and our marketing department’s ability) to justify the expense. Nothing else made sense to me then or now.
Book Review - Eat Their Lunch
Score More Sales
NOVEMBER 5, 2018
The subtitle says only part of what this new book is about: “Winning Customers Away from your Competition”. For me as someone who reads nearly every new book on professional, B2B selling I felt Anthony under-promoted the huge issue of KEEPING clients.
"I Could Sell More if Only I Could __"
Anthony Cole Training
NOVEMBER 8, 2018
I've got a fill in the blank for you. self management how to hit goals in sales sales productivity solving sales issues
Togetherness: Achieving Sales and Marketing Alignment
Speaker: Jeff Davis, Founder, jd2 Consulting Group
Jeff Davis is here to help you think differently about how Sales and Marketing should interact. With increased scrutiny for marketing to prove ROI on their activities and it becoming increasingly hard for B2B salespeople to even get in front of customers, the old way of doing business is no longer an option. This webinar will use evidence-based research and empirical knowledge to propose real-world strategies that work.
Social Selling Suicide!
The Pipeline
NOVEMBER 6, 2018
By Tibor Shanto. I know you may think I have the title wrong, but I mean it, it seems social selling is dying and just stinking out the neighborhood. I have read my share of “cold calling is dead” articles, and what made them amusing is that they were all emotion based.
13 Musts from an Accidental Salesperson
Sales and Marketing Management
NOVEMBER 5, 2018
Author: Lee Shawback I fell into sales in 2008 kind of by accident. At the time, I had a consulting business that revolved around the plastics industry, injection molding to be specific. I got a call one day from a company I had known for many years.
How Does Your Buyer Strategy Change When Applying It to Customers vs. Prospects?
Sales Benchmark Index
NOVEMBER 9, 2018
It’s early November, and only a few weeks away from Thanksgiving. For some, Thanksgiving is an opportunity to reflect on what they are thankful for in life: friends, family, the food on the kitchen table—a smoked chipotle turkey with stuffing and.
5 Ways To Turn Your Proposition Weaknesses Into Strengths
MTD Sales Training
NOVEMBER 12, 2018
Many salespeople have nightmares when trying to present solutions to their prospects because they perceive their competitors are stronger than them in certain areas, or their prices are higher and they are convinced the buyers will always go for the cheaper option.
Staying Relevant in Sales as AI and Technology Continue to Take Over
Speaker: John Barrows, CEO, JBarrows Sales Training
As technology and AI advance, and as companies and reps continue to look for technical solutions to increase efficiency throughout the sales process, the human element of sales is being lost.The question we need to ask ourselves is – what can we do that a computer can’t? The answer lies in context; if we as sales professionals are not adding any context to our content, then we bring no additional value to what marketing and technology are already doing. Learn about the importance of context, and where and how to add it throughout the sales process!
Gap Selling – Available for Preorder
A Sales Guy
NOVEMBER 7, 2018
Well, it’s finally arrived. Gap Selling is available for pre-order on Amazon. The most relevant, impactful and insightful sales book since The Challenger Sale: No blue suits, blue shirts, blue ties or blue sheets. No gimmicks or tricks. No 90’s selling tactics. No, not your dad’s sales book. Gap Selling is selling for the 21st century. Matt Dixon co-author of the Challenger Sale called it: “Fresh and Provocative” .
Your Future Self Cannot Be Trusted!
Anthony Cole Training
NOVEMBER 5, 2018
Today, I want to talk to you about time management vs self management. Now, here's one thing we know about time, it manages itself very, very well.
Why Profitability Matters When Creating, Maintaining, and Renewing Customer Prices
Smart Selling Tools
NOVEMBER 8, 2018
Customer-Specific Prices: The Silent Source of Margin Leakage.
5 Ways Your Sales Team Can Get More Out of CRM
Sales and Marketing Management
NOVEMBER 1, 2018
Author: Xavier Musy CRM platforms are already firmly ensconced within the sales technology and strategies of most small and midsized businesses. Sales teams have been using their CRMs for basic, day-to-day-functions -- such as managing customer information and tracking purchase history -- for decades. In that time, CRMs have faithfully served as a place to store data, log notes, and manage contacts.
7 Must-Have Automated Documents for Sales Success
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Companies are increasingly implementing technology to bring efficiency to their workforce. Data accessibility aside, teams continuously struggle with manual processes for document generation. Learn why automating your documents is key to sales success.
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