INDUSTRY INSIGHTS YOUR PEERS ARE READING
Did you know that for the first 20 years or so after telephones were invented, they were exclusively sold in pairs — and those two phones could only call each other? Given such a clunky, limited system, it’s a wonder that this method of communication caught on at all. MORE
This week we have Mary Grothe , CEO of Sales BQ on the podcast. Mary is a sales trainer and keynote speaker who has an incredible drive to succeed in sales. In this podcast Mary talks about how she got into sales and used her own drive to blow her quota up and climb the career ladder. MORE
It’s Time for Annual Territory and Quota Planning – What Are You Going to Do Differently This Year? As a sales leader this time of year, you have a lot on your plate. As you approach Q4, it is the time. MORE
Over the past few years, marketers are increasingly held responsible for revenue goals. If you’re like most CMOs, you can identify with at least one of these: You’re not sure how to calculate the number of leads you need to generate. MORE
Your obligations as a Revenue Operations leader are under constant pressure. Your sales team is constantly under the watch of the Executive Team and Board of Directors; however, their priorities aren’t necessarily coordinated. The lack of clarity from the top. MORE
Hello Steven Rosen here for my weekly sales management tip where each week I share one tip from my book 52 Sales Management Tips, The Sales Managers’ Success Guide. Today’s tip #26 is listen, learn and laugh a lot. MORE
The answer to this question is a resounding, no! A few weeks ago, I received a prospecting email that contained over 15 different links. Rather than an email, it was a syllabus for a graduate course. I was floored at the email. MORE
Do you worry about things that are out of your control? Most likely, you’re nodding your head yes! Stop doing that and relax, because guess what? You can’t really worry about traffic unless there is an alternate route. MORE
There’s a saying in negotiations that goes ‘The person in control of a conversation is the one asking the questions.’. Think about that for a moment and you can see the sense in it. When someone asks you a question, they immediately put you on a course of finding the answer. MORE
By Tibor Shanto. While it is true that the only reason for a prospecting call is to set up the first formal interaction, there is so much more that can be accomplished. Most are focused on and working on getting that primary directive right. MORE
Here is another excerpt from a really good book on sales I’ve been reading—and quoting from—this summer: “The Salesman’s Book of Wisdom” by Chriswell Freeman. The Presentation”. “In In 1914, Thomas J. Watson, was named president of the company that would come to be known as IBM. MORE
Author: Lewis Robinson It is not a hidden fact that there are trust issues being developed each day in the business markets. MORE
First off, don’t over complicate it. Your objective is first to generate interest and then get them to return your call. That’s it! Don’t think that your goal is to answer every objective or to even motivate them to immediately buy. You’re not going to do that by leaving one voicemail. MORE
My wife and I have been binge watching a TV series called Blacklist which rivals 24 for its drama and intensity. James Spader stars as international bad-guy Ray Reddington. MORE
This or That? As CEO, you’re presented with initiatives from your team all the time, and every single one is a top priority. Whether it’s signing off on a new marketing campaign or helping revamp the sales team, it’s tough to. MORE
Nearly all of us—whether we’re salespeople, business owners, or professionals—love the products and services we sell. We take pride in their quality, reliability, accuracy, versatility, speed, appearance, safety, and effectiveness. MORE
By Tibor Shanto. Some objections you can bank on, you know they are coming, like any pro, practice and you’ll improve. But then there those objections that come out of the blue. MORE
Traditional CRMs are excellent at optimizing opportunity management, but their lead management functionality is often lacking due to the ad hoc nature of lead management. This results in BRD teams tracking their prospecting activity outside of the system in a. MORE
The Pipeline Guest Post – Mell Harding. These famous words from Shakespeare’s Merchant of Venice equally apply to our sales pipeline. MORE
Prospecting for salespeople is often a struggle due to varying factors including their ability to stay committed to the process and overcome rejection. sales prospecting contacting prospects reaching prospects prospect outreach creating new sales opportunities MORE
Effective prospecting can be summed up in three words. I refer to them as the 3 traits you need to have if you want to be successful at prospecting. The 3 traits are: · Persistence. Attitude. Process. I call this “PAP.” MORE
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. MORE
Author: Parth Mukherjee Chorus.ai is a champion for having more women in sales positions. As a Conversation Intelligence platform, Chorus stores and analyzes millions of sales calls every year. With all of that data at our fingertips, people like to ask, "Are male or female sales reps better? MORE
By Tibor Shanto. Our reaction to rejection is hardwired on a primal level. This means it is about managing yourself and your reactions, and less about managing the objection. You are better off learning to control your emotion, and think through the issue, and rely on your process. MORE
Your customers are exactly like your employees. And both of them are exactly like the people in your life you love most. In one critically important way: They have the exact same emotional needs. They all want to feel valued and valuable. That means they want to feel: 1. Understood 2. Appreciated 3. MORE
This week we’re proud to have Sydney Sloan join us on the podcast. We’re partnered with SalesLoft, Sydney leads marketing as their CMO. In this episode, Sydney and John talk about what a sales career looks like right now and how you can climb the career ladder. MORE
We often find there is a direct connection between sales and competitive sports. MORE
Episode 34: The two main things that your buyer wants to hear from you, three facts that will change the way you sell and a quote from Jim Cathcart. MORE
The Pipeline
SEPTEMBER 12, 2019
By Tibor Shanto. Our reaction to rejection is hardwired on a primal level. This means it is about managing yourself and your reactions, and less about managing the objection. You are better off learning to control your emotion, and think through the issue, and rely on your process.
MTD Sales Training
SEPTEMBER 3, 2019
There’s a saying in negotiations that goes ‘The person in control of a conversation is the one asking the questions.’. Think about that for a moment and you can see the sense in it. When someone asks you a question, they immediately put you on a course of finding the answer.
Steven Rosen
SEPTEMBER 5, 2019
Hello Steven Rosen here for my weekly sales management tip where each week I share one tip from my book 52 Sales Management Tips, The Sales Managers’ Success Guide. Today’s tip #26 is listen, learn and laugh a lot.
Sales Benchmark Index
SEPTEMBER 15, 2019
It’s Time for Annual Territory and Quota Planning – What Are You Going to Do Differently This Year? As a sales leader this time of year, you have a lot on your plate. As you approach Q4, it is the time.
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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.
Anthony Cole Training
SEPTEMBER 10, 2019
Prospecting for salespeople is often a struggle due to varying factors including their ability to stay committed to the process and overcome rejection. sales prospecting contacting prospects reaching prospects prospect outreach creating new sales opportunities
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Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
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The Pipeline
SEPTEMBER 10, 2019
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.
Sales and Marketing Management
SEPTEMBER 13, 2019
Author: Parth Mukherjee Chorus.ai is a champion for having more women in sales positions. As a Conversation Intelligence platform, Chorus stores and analyzes millions of sales calls every year. With all of that data at our fingertips, people like to ask, "Are male or female sales reps better?
John Barrows
SEPTEMBER 9, 2019
This week we have Mary Grothe , CEO of Sales BQ on the podcast. Mary is a sales trainer and keynote speaker who has an incredible drive to succeed in sales. In this podcast Mary talks about how she got into sales and used her own drive to blow her quota up and climb the career ladder.
Sales Benchmark Index
SEPTEMBER 3, 2019
Your obligations as a Revenue Operations leader are under constant pressure. Your sales team is constantly under the watch of the Executive Team and Board of Directors; however, their priorities aren’t necessarily coordinated. The lack of clarity from the top.
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A step-by-step guide for building a comprehensive training playbook for your sales team.
Anthony Cole Training
SEPTEMBER 16, 2019
We often find there is a direct connection between sales and competitive sports.
The Sales Hunter
SEPTEMBER 13, 2019
The answer to this question is a resounding, no! A few weeks ago, I received a prospecting email that contained over 15 different links. Rather than an email, it was a syllabus for a graduate course. I was floored at the email.
The Pipeline
SEPTEMBER 9, 2019
The Pipeline Guest Post – Mell Harding. These famous words from Shakespeare’s Merchant of Venice equally apply to our sales pipeline.
The Sales Heretic
SEPTEMBER 4, 2019
Nearly all of us—whether we’re salespeople, business owners, or professionals—love the products and services we sell. We take pride in their quality, reliability, accuracy, versatility, speed, appearance, safety, and effectiveness.
Speaker: Bryan Marriott, President, P1 Learning
eLearning cannot be a “one size fits all” proposition. It’s not enough to post 1,000+ courses and leave training up to chance. Join Bryan Marriott, President of P1 Learning, as he walks through the process of identifying learner needs, and then delivering training that specifically addresses those needs – in a short, effective, and entertaining manner.
John Barrows
SEPTEMBER 6, 2019
This week we’re proud to have Sydney Sloan join us on the podcast. We’re partnered with SalesLoft, Sydney leads marketing as their CMO. In this episode, Sydney and John talk about what a sales career looks like right now and how you can climb the career ladder.
Sales Benchmark Index
SEPTEMBER 8, 2019
Over the past few years, marketers are increasingly held responsible for revenue goals. If you’re like most CMOs, you can identify with at least one of these: You’re not sure how to calculate the number of leads you need to generate.
MTD Sales Training
SEPTEMBER 3, 2019
Episode 34: The two main things that your buyer wants to hear from you, three facts that will change the way you sell and a quote from Jim Cathcart.
The Sales Hunter
SEPTEMBER 1, 2019
Do you worry about things that are out of your control? Most likely, you’re nodding your head yes! Stop doing that and relax, because guess what? You can’t really worry about traffic unless there is an alternate route.
Advertiser: Interactions LLC
The quality of a customer care strategy can make or break a company, but simply resolving a customer service issue or complaint is no longer enough. Learn the 4 steps that address the major points you need to consider when building a customer care roadmap.
The Pipeline
SEPTEMBER 5, 2019
By Tibor Shanto. Some objections you can bank on, you know they are coming, like any pro, practice and you’ll improve. But then there those objections that come out of the blue.
Understanding the Sales Force
SEPTEMBER 16, 2019
My wife and I have been binge watching a TV series called Blacklist which rivals 24 for its drama and intensity. James Spader stars as international bad-guy Ray Reddington.
Sales and Marketing Management
SEPTEMBER 6, 2019
Did you know that for the first 20 years or so after telephones were invented, they were exclusively sold in pairs — and those two phones could only call each other? Given such a clunky, limited system, it’s a wonder that this method of communication caught on at all.
Sales Benchmark Index
SEPTEMBER 7, 2019
This or That? As CEO, you’re presented with initiatives from your team all the time, and every single one is a top priority. Whether it’s signing off on a new marketing campaign or helping revamp the sales team, it’s tough to.
Speaker: Mike Kunkle, VP Sales Enablement Services, SPASIGMA
Most sales ILT (instructor-led training) has historically not been very effective, if we consider “effective” to mean “changes behavior, improves results, or produces a ROI.” In this webinar, sales enablement expert Mike Kunkle will break down how modern technology removes the need for ILT in sales training - and will also explain how to effectively integrate ILT into your modern training, if you want to continue using it!
The Sales Heretic
SEPTEMBER 11, 2019
Your customers are exactly like your employees. And both of them are exactly like the people in your life you love most. In one critically important way: They have the exact same emotional needs. They all want to feel valued and valuable. That means they want to feel: 1. Understood 2. Appreciated 3.
The Sales Hunter
SEPTEMBER 10, 2019
First off, don’t over complicate it. Your objective is first to generate interest and then get them to return your call. That’s it! Don’t think that your goal is to answer every objective or to even motivate them to immediately buy. You’re not going to do that by leaving one voicemail.
The Pipeline
SEPTEMBER 3, 2019
By Tibor Shanto. While it is true that the only reason for a prospecting call is to set up the first formal interaction, there is so much more that can be accomplished. Most are focused on and working on getting that primary directive right.
Connect2Sell
SEPTEMBER 11, 2019
Has this ever happened to you? critical thinking critical thinking in sales Critical Thinking and Problem Solving
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.
Sales and Marketing Management
SEPTEMBER 9, 2019
Author: Lewis Robinson It is not a hidden fact that there are trust issues being developed each day in the business markets.
Sales Benchmark Index
SEPTEMBER 16, 2019
Traditional CRMs are excellent at optimizing opportunity management, but their lead management functionality is often lacking due to the ad hoc nature of lead management. This results in BRD teams tracking their prospecting activity outside of the system in a.
Mr. Inside Sales
SEPTEMBER 9, 2019
Here is another excerpt from a really good book on sales I’ve been reading—and quoting from—this summer: “The Salesman’s Book of Wisdom” by Chriswell Freeman. The Presentation”. “In In 1914, Thomas J. Watson, was named president of the company that would come to be known as IBM.
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