Sat.Nov 09, 2019 - Fri.Nov 15, 2019

The Importance of Critical Thinking: Logic vs. Emotion in Selling

Connect2Sell

Swamped by emotions, sellers can make costly mistakes like these: critical thinking skills The Importance of Critical Thinking

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What Big Bets Will You Make to Drive Additional Revenue?

Sales Benchmark Index

As budgeting season is in full swing, lofty ambitions for next year’s growth meet the stress of closing the current year on a high note. One of the most significant challenges that a sales leader faces this time of year.

How They Make Decisions – Not How They Buy

The Pipeline

By Tibor Shanto. I don’t think many salespeople are pleased that there are more people than ever involved in any given B2B buying decision. What’s the last count, 6.8 people ? OK, it’s a b h, but it has been a b h for a few years now, time to move on.

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Podcast 123: Finding Your Sweet Spot in a Sales Career with Amy Volas

John Barrows

This week we’ve pleased to have Amy Volas , CEO of Avenue Talent Partners on the podcast. Amy is experienced in the world of sales but has found her true calling in helping sales people and sales teams get recruitment right.

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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.

Why Customer Loyalty Isn’t Always About More Choices

No More Cold Calling

Stop confusing your buyers. I was so frustrated. I was trying to contact a prospect and couldn’t find the company phone number on their website. Maybe it’s old-fashioned, but the phone works.

More Trending

Are You Using This New Technology to Generate New Opportunities?

Understanding the Sales Force

Do you have Rainbow flatware? Biomagnetic ear stickers? A diamond-shaped ice cube tray? Baby feather wings? Yah, these things exist here. You don't? Me neither. Dave Kurlan prospecting lead generation email prospecting AI

You Can’t Afford to Keep Your Old RFP Process: 4 Benefits of Technology

Sales and Marketing Management

Author: Beau Wysong RFPs are a pain. There’s really no way around it. Responding to proposal requests is a slow process that adds time to the sales cycle. For many businesses, the RFP process has changed very little over the years.

Mental Framing: Obstacles are Opportunities

John Ellis

The principal factor in your success will be what goes on within the six-inches between your ears. The way in which you frame obstacles and opportunities will far greater impact your success than either the team you’re on or the territory that you sell in

What I Learned Working 400 Straight Days

HeavyHitter Sales

I didn’t plan on doing it and am not recommending you try it. I have worked 400 days straight without a single day off. The Back Story. During the past two decades I have written 7 books and worked as a consultant with 300+ of the world’s greatest companies including Google, PayPal, and IBM.

Sales Training Playbook by Lessonl

A step-by-step guide for building a comprehensive training playbook for your sales team.

ringDNA Expands its Suite of Sales Engagement Solutions with the Addition of AI-Powered Sales Coaching

Smart Selling Tools

ringDNA Expands its Suite of Sales Engagement Solutions with the Addition of AI-Powered Sales Coaching. Groundbreaking conversation intelligence solution, now released to general availability on desktop and mobile, transforms sales management through AI-powered performance insight.

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G-whiz

Sales and Marketing Management

Author: Paul Nolan In a recent episode of his HBO show “Last Week Tonight,” comedian John Oliver ranted about media companies that bring us weather news.

This is Why You Need a Sales Playbook

Alice Heiman

My clients often ask about sales playbooks. Should they have one? What format should it be? What should be included? How many should they have? . To be honest, I have shied away from playbooks because the word has different meanings to different people.

10X Headquarters is Getting a Facelift—and it’s Pretty Over the Top

Grant Cardone

An inside look at the greatest office transformation in history. Carpets are torn up, walls are coming down, and over 150 employees are shuffling their desks around as Grant Cardone is currently leading the greatest construction renovation in South Florida.

Fulfilling Today's (Changing) eLearning Needs

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.

Qstream Unveils ‘Qcert,’ First-of-its-Kind Micro-Certification that Validates Mastery of Essential Job Skills and Competencies

Smart Selling Tools

Qstream Unveils ‘Qcert,’ First-of-its-Kind Micro-Certification that Validates Mastery of Essential Job Skills and Competencies.

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Onboarding has long-term impacts

Sales and Marketing Management

Author: TIM HOULIHAN I have a friend who started work at a new company recently. A week later, her daughter started her first post-college job.

The KPIs you need to measure multi-channel sales engagement

RingDNA

Omnichannel sales is the trend that has rocked 2019 in terms of prospecting methods. While sales reps everywhere (and prospects, most likely) rejoice that the days of “smile and dial” are over, measuring the performance […].

2019 Media Sales Report - What 95% of Sellers Think About Training and Development

The Center for Sales Strategy

All great sales managers will tell you that training and development are the cornerstones for building an exceptional sales team. The sales industry constantly changes and evolves as prospects learn and alter tactics to deal with enthusiastic salespeople.

4 Steps to Developing Your Customer Care Strategy

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.

20 Must-Follow on Twitter at Dreamforce 2019

Smart Selling Tools

Dreamforce is a giant event taking place in San Francisco (and by giant, I mean it’s the world’s largest technology conference with 170,000 people expected; takes over the entire city, and spans the course of 4 days).

What lies ahead

Sales and Marketing Management

Author: Paul Nolan Casey Stengel said “Never make predictions, especially about the future.” What’s the fun in that? The country, nay, the world, is anxious to see what happens on Nov. 3, 2020. But plenty will occur before and after an expected record number of U.S. voters head to the polls.

Win more with old-fashioned, in-person sales meetings

Membrain

Despite reports to the contrary, the old-fashioned, in-person sales meeting isn’t dead. Sales Process Sales Management Sales Enablement

Inside sales gone wrong: 5 common mistakes reps make

Close.io

Growing your company will almost always include making some mistakes along the way. If you don’t make any mistakes, it probably means you’re playing it safe. Making mistakes is what makes us human. But some mistakes can be costly, and sales mistakes can be expensive.

Sales Training That Gets Results – With or Without Classroom ILT

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!

7 Insider Secrets to B2B Sales Success

Marc Wayshak

Sales success for B2B salespeople requires a unique set of skills and strategies today. In this video, you’ll learn the 7 insider secrets to B2B sales success with the highest level prospects you can find. The post 7 Insider Secrets to B2B Sales Success appeared first on Sales Speaker Marc Wayshak.

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What Is the Cost of An Inefficient RFP Process?

Sales and Marketing Management

Author: Dave Hulsen Organizations resist investing in new technology for many reasons – concerns about ROI, not wanting to disturb workflow, maintaining current processes – the list goes on.

3 Ways Small Cap CMOs Can Improve Revenue Performance

Smart Selling Tools

3 Ways Small Cap CMOs Can Improve Revenue Performance. One of the great things about working for a relatively small company is that it trains you to be very pragmatic.

5 Tips to Prevent Channel Conflict

Allbound

Even for the most channel-centric companies, partner conflict is inevitable. Conflict can occur for various reasons such as pricing, poor communication, or even deals poached by the direct sales team. By being proactive, you can take steps to prevent these issues.

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.

Advice for the New Sales Ops Leader

InsightSquared

Originally posted on SOPSA.org. Can you Identify? During the last two months, I have had the opportunity to speak with nearly 200 sales operations leaders from all over the globe.

Give Your Knowledge Management a Seasonal Kick with Guru’s Fall Launch

Guru

Is it just us or did fall appear out of thin, crisp air this year? There’s been an uptick in pumpkin-flavored cookies and red coffee cups ( sans gingerbread lattes) around our office lately, which can only mean that we are in the thick of Instagram’s favorite season.

Are you setting your SDRs up for failure?

Predictable Revenue

Starting out in sales as an SDR can be extremely exciting and rewarding, but also soul crushing when things don’t click.