October, 2020

Prospecting Is Not Selling

The Pipeline

By Tibor Shanto. You know just because you can throw a football does not mean you can tackle the opponent’s linebacker. Sure both the lineman and quarterbacks are on the same team, with two completely different skill sets.

Avoiding the Generic Sales Pitch

Connect2Sell

growing business sales success sales pitch value based selling

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Leading a Legacy Company to Accelerate in Any Market Condition

Sales Benchmark Index

Legacy companies have been able to withstand nearly every possible economic condition over several decades, and yet even they have had to persevere through new challenges seen this year. However, companies like Hexagon PPM have not been around for over 50.

Salesreps Choose Power Words

Score More Sales

The words you choose as a seller have power - don't miss any apportunity gain a competitive edge. Choosing what you say or write can help close a deal, or lose one. Sales Tips Sales Productivity boost sales

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.

Account Executive Inc.

Sales 2.0

If you’re an AE, I recommend appointing yourself a small business owner. Just like most small business owners you probably feel like you have no time. You may also feel unsupported by your company and that you need to do everything yourself. Just like small business owners there are things you can do to make this situation a lot better. By doing so you will (a) sell more, (b) get a bigger commission check, and (c) be less stressed. Not a bad combo. Flat world.

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When it Comes To Objections – No One Should Settle

The Pipeline

By Tibor Shanto. Helping people to reconnect with things they have moved on from can be an effective way to start conversations. In all group decisions we do things for the greater whole, but that does not mean we have completely abandoned the idea or desire for it.

The Importance of Learning to Expand Your Capacity

Connect2Sell

learning agility Learning Skills growing business expanding capacity

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How to Lead a Digital-Oriented Sales Strategy

Sales Benchmark Index

At this point in 2020, all your competitors have undergone some variation of a “digital transformation” to supplement an end-to-end data-driven, Customer Experience (CX) focused digital sales strategy. A recent study conducted by KPMG found that over 90% of companies.

Awesome Virtual Coaching Creates Master Virtual Sellers

Steven Rosen

Awesome Virtual Coaching Creates Master Virtual Sellers. COVID has impacted everyone. Sales organizations have had to adjust how they prospect, sell, and interact with customers and each other. . Companies that have been quick to adapt have been able to mitigate the impact of COVID.

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!

How to Work in Crazy Times

Jill Konrath

Virtually everyone I talk to these days is feeling overwhelmed. We're all struggling to find a way to work--and have a good life--in this crazy world we're in now

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A Better Way to Follow Up

Mr. Inside Sales

If you begin your follow up calls like this: “Hi, I just wanted to see if you read the email I sent you?”. Then you’re going to want to read this post all the way through and adopt a better practice way of opening your follow up calls.

Sales Scrum Episode #21 – Guest Javed S. Khan

The Pipeline

Sales Scrum Episode #21 – Guest Javed S. Javed S. Khan is a speaker & founder of Empression: a marketing services company that works with highly motivated entrepreneurs and organizations.

How to Capture the Attention of Your Market

Anthony Cole Training

In today’s world of marketing and sales, a significant key to generating leads is a company’s ability to get potential buyers to find them. There is an entire industry dedicated to inbound marketing and social media management with companies such as HubSpot, Marketo and Pardot.

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.

How Software Leaders Pragmatically Prepare for 2021

Sales Benchmark Index

The software industry has experienced more disruption in the last 6 months than in the previous 10 years. With an increased need for online purchasing, content management, payment processing, and more, leading software CEOs have navigated changes in demand drivers.

Flexibility: The Key to Co-Creating Insights and Solutions

Connect2Sell

customer relationships growing business adaptive selling flexibility

Top 10 Reasons Not to Test Your Sales Candidates

Understanding the Sales Force

Testing. Testing 1234. Testing. Check, check, check. How do I sound? Testing 12345. Dave Kurlan sales hiring sales recruiting HR hiring recruiting assessment omg sales test personality test

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How to Overcome the Email Stall

Mr. Inside Sales

What do you say when you get this stall while prospecting? If you’re like many sales reps, you accept it and become a willing participant in the follow up chase that ensues. And you know how frustrating that is.

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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.

Sometimes You Have To Get REAL

The Pipeline

By Tibor Shanto. While selling has always been personal, it is that much more so since the arrival of COVID 19. More than ever to succeed we need to think Human-to-Human is you are in B2B. This requires you to rethink your message as much as the delivery.

5 Minute Interview – Hire Salespeople Who Will Sell

Anthony Cole Training

If your salespeople MUST be great on the -phone then why not find out, as early as you can, how GREAT they are on the phone? If your salespeople have to be like most salespeople, they must: recruiting sales people Interviewing 5 minute interview hiring better sales people

Sales 170

Mark Huson Joins SBI’s Technology Practice as Managing Director

Sales Benchmark Index

October 27, 2020 | Dallas, TX – Sales Benchmark Index (SBI), a management consultancy specializing in revenue growth, today announced that Mark Huson has joined the firm as a Managing Director focused on the Technology sector. Mark has over 20 years of. News & Press

Maximizing: The Formula for Sales Success

Connect2Sell

growing business sales success strategic selling resilience sales planning

7 Keys to Creating Massive Value in Your Sales Meetings

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

Engaging prospects in a strong two-way dialogue is something most reps struggle with. In this session with Marc Wayshak, you’ll discover a data-driven approach to sales meetings that yields significantly better results. Specifically, you’ll learn how to: • Engage prospects with authority. • Keep your prospects’ attention. • Achieve buy-in during sales conversations. • Get prospects talking about their key challenges, • Gain a strong commitment before presenting your offer. In short, you’ll discover how to implement a process that helps you close more deals than ever before.

Make time for sales “magic”

Sales 2.0

“Win the day by noon”. I love that expression and I’ve found great happiness in trying to implement it. There’s something really great about having lunch and knowing the day is already a good one. It certainly does not happen every day, but it’s a great goal to strive for. I take my exercise primarily in the form of running. I’ve found the only way I can consistently run is to do it first thing in the morning. If I leave it any later in the day, something inevitably comes up.

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One Question to Close More Demos

Mr. Inside Sales

How many of you hold your breath at the end of your demo? Wondering if the prospect is sold and/or what they’re going to do next? If this describes you, then using today’s ‘one question’ before your demo can eliminate almost 100% of that dreaded feeling….

The Only Thing In Your Way is You

The Pipeline

Overcoming Call Reluctance. _. Wed, Oct 28, 2020 1:00 PM – 2:00 PM EDT. _. Cold calling is not dead, but it is losing the battle to call reluctance. Call reluctance is not new but is losing the propaganda war to less effective means of engaging with prospective buyers.

Lessons from a Few Great Leaders

Anthony Cole Training

Many Great Leaders precede us and the mentorship these leaders provide can help us move our businesses forward if we study and implement some of their learnings and accomplishments.

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[On-Demand Webinar] The State of Customer Education: Trends and Benchmarks Report

Speaker: Sandi Lin & Linda Schwaber-Cohen

In this webinar, Skilljar CEO Sandi Lin shared learnings from Skilljar's recent study and her insights on the state of Customer Education. She dug into key findings so you can benchmark against industry trends and understand how your strategy and metrics compare.

How Leading CMOs Develop a Strong Messaging Architecture

Sales Benchmark Index

You are to the point where you have built the ideal go-to-market strategy, completed a thorough buyer segmentation, and you even pulled together a Rockstar sales playbook. You have clearly defined buyer personas and even a well-defined buyer’s journey.

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Protected: Podcast 168: Kyle Racki On World-Class Proposals

John Barrows

This content is password protected. To view it please enter your password below: Password: The post Protected: Podcast 168: Kyle Racki On World-Class Proposals appeared first on JB Sales. General Sales featured

The Correlation Between Milestones, Sales Process and Sales Success

Understanding the Sales Force

The s**t show known as 2020. Many of us have heard that term used to describe this uniquely strange year. Despite everything unusual about 2020, there have been some normalcies too.