Sat.Nov 21, 2020 - Fri.Nov 27, 2020

Are You Selling The Problem Or The Solution?

The Pipeline

By Tibor Shanto. Selling solutions is a great approach, but there is a key prerequisite for it to work. Buyers need to actually have or feel they have the problem purported to be solved. But if they don’t see the problem, they won’t need the solution.

Buyer 202

Are Your CSMs Assigned to the Right Accounts and Touchpoints?

Sales Benchmark Index

Customer Success has become the focus of many organizations and answers questions such as “how do I retain my customer?” ” And “how do I grow within my current customer base?” ” To ensure your organization is focused on the right CS.

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Podcast 174: Ryan Leavitt On The Entrepreneurship Path

John Barrows

Our guest this week is Ryan Leavitt, co-founder of Pillar Booth. Ryan has extensive experience when it comes to entrepreneurship. He’s talking with John about risk, building a team with the right people, and how Pillar Booth is designed to fix the modern day open office. .

Predict the Success of Your Sales Team with Leading Indicators

The Center for Sales Strategy

"If you don't know your numbers , you don't know your business." — Marcus Lemonis. It's a numbers game, but I don't which numbers" — Average Salesperson. Okay — I made-up the last quote, but it's still true.

Leads 82

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.

A brief history of sales opportunity qualification


The quality and accuracy of opportunity qualification is widely acknowledged to be a key predictor of future sales success - and a critical differentiator between the best salespeople and the rest. Sales Methodology

More Trending

7 Tips for Creating Engaging Newsletters

Sales and Marketing Management

Author: Andrian Valeanu Are you starting a newsletter to keep your customers abreast of news from your company? Whether you feel like an expert on newsletter creation or you’re only a beginner, a few tips can improve your marketing to reel in customers.

Improving Sales Performance: Business Performance and Culture

The Center for Sales Strategy

Your role as a leader is to drive your people toward your ambitious culture. How do you do that? You must connect with people! When COVID-19 closed gyms, 58% of trainers lost some of all of their income, and 23% were furlough or laid off ( PR Newswire ).

Focus on Process not Pricing

Alice Heiman

What does the sales process have to do with pricing? My friend and pricing specialist, Mark Stiving and I recently discussed how the sales process can impact pricing on his podcast, Impact Pricing. Don’t have time to read but want to discover how the sales process impacts pricing?

71% of Employees are Fatigued: How Aircall Still Boosts Sales Productivity

Hubspot Sales

In a recent LinkedIn poll, Bryan Elsesser, Aircall 's Senior Director of Sales Development discovered that 71% of participants felt fatigued.

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!

Prospecting with Video in 2021: Top Templates, Examples, and Ideas Worth Stealing

Sales Hacker

Adding personalized videos to your outbound messages can have a significant impact on response rates and meetings booked. But being successful – and efficient – with video content takes more than just a webcam and writing a name on a whiteboard.

How to Succeed at Sandler Rule #46 – There Is No Such Thing as a Good Try [PODCAST]

Sandler Training

David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them.

Believing is Seeing or Seeing is Believing?

Keith Rosen

Believing is Seeing or Seeing is Believing? How many times have you heard someone say, “I’ll believe it when I see it?” ” You decide. There was a postmaster who knew everyone in the small town where he lived.

?? How a Repeatable Sales Process can Build Trust


When implementing a sales system, we should make alignment between all stakeholders. So, our today’s guest in Expert Insight Interview is Sky Stephens, and she will discuss the implementation of a proven system that educates prospects and builds mutual trust.

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.

PODCAST 137: Team Selling: A Comeback Story for 2021 with Trish Bertuzzi

Sales Hacker

If you missed episode 136, check it out here: From the Opera to the C-Suite: Taking the Leap and Founding a Company with Matt Klepac. Subscribe to the Sales Hacker Podcast. We’re on iTunes. And on Stitcher. Show Agenda and Timestamps. Show Introduction [00:04].

How to Succeed at Digital Hiring [PODCAST]

Sandler Training

Mike Montague interviews Jason Ferrara, CMO at OutMatch, on How to Succeed at Digital Hiring. The post How to Succeed at Digital Hiring [PODCAST] appeared first on Sandler Training. Blog Posts Management & Leadership hiring hiring strategy how to succeed

Strategies for Powerful, Virtual Sales Conversations: Tangible Takeaways for Virtual Sales – Episode 12


Welcome to the finale of the series for Virtual Selling, Concrete Results. For 11 episodes, I’ve laid out best practices, strategies, and tips for taking action to be most successful in your virtual selling efforts.

Finding Meaning Even When it’s Hard

Shari Levitin

Some people seem to ooze gratitude and satisfaction. Others seem to struggle to find their purpose. In his 2017 book Finding Meaning in an Imperfect World , philosopher Iddo Landau says “people are mistaken when they feel their lives are meaningless.

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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.

4 Deal Review Tips to Close More Deals & End an Unprecedented Year Strong

Sales Hacker

It’s easy to get complacent at the end of the year. Teams are tired. Deadlines loom. Customers are distracted trying to close out their own year. And It can be tempting not to be quite as thorough in these final few months. How do you keep teams engaged and provide the support they need?

What Guru Employees Are Thankful For in 2020


As we move into what is bound to be an unconventional holiday season it’s only natural to take a look in the rearview mirror of this tumultuous year. Rather than dwelling on the lows we’re here to remind you of the small pockets of joy that got us through. Here’s to finding ways to be thankful!

5 Sales Attributes We’re Thankful For

Force Management: The Command Center

The team at Force Management loves sales. We love salespeople. We know good salespeople when we see them. We are thankful for the ones who get it. In the spirit of Thanksgiving, we are sharing a little gratitude on The Command Center blog.

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How to Host a Successful Webinar

Selling Energy

As a subject matter expert and teacher, I’ve been hosting webinars for several years. Now that they have become a necessity due to social distancing, allow me to share some of the tips that make webinars successful. sales tips sales Webinar recession selling

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.

5 Ways to Influence Virtual Relationships with Buyers

RAIN Group

The in-person buying and selling experience usually goes something like this: You show up to your buyer's office, where they greet you and offer you coffee. You accept, and walk together to the kitchen, discussing your trip in and how the day's going.

Streaming Vs. Real-Time Intent Data


In the world of B2B, intent data is like gold. Well, maybe not actual gold and that’s because the benefits of B2B intent data go much further than a one-time increase in revenue. .

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Tips on How to Create a Recognizable Brand (video)


How to create an unignorable brand? In this Expert Insight Interview, Peter Levitan provides tips on how to create a recognizable brand by using social media platforms while building a sustainable business. Peter Levitan is a leading advertising and business development consultant.

Video 60

Overcoming Three Common Mistakes in Virtual Selling

Selling Power

In a virtual environment it is easy to succumb to one-way communication in which the customer’s gaze is repeatedly turned to slides and data. It is more effective to use the opportunity to learn more about the customer and their needs. Simply, success lies in avoiding the missteps that prevent two-way communication. Here we look at the three most common mistakes and how to overcome each. Selling Skills

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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.

Creating A Customer-Centric Strategy

Integrity Solutions

A customer-centric strategy is about more than just a values statement or a directive to the team. Are your customers truly at the center of your business universe? A customer-centric culture is one that is relentlessly focused on putting what’s best for the customer at the core of everything you do.

TSE 1372: Convert Prospects Using Text Messaging Tactics

Sales Evangelist

There are many ways you can convert prospects to clients but one way is by using text messaging tactics. What are these tactics? In this episode, Matt Baglia talks about this conversion opportunity. Getting to know Matt Baglia Matt Baglia considers himself as an accidental CEO.

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AE & SDR Collaboration: Like Thunder & Lightning


Thunder and lightning: a powerful duo, and what AE/SDR pair Carolyn and Tyler chose as their partnership identity. Where Tyler is the spark, or the flash of lightning, Carolyn takes on the role of thunder, bringing the sale home with a bang. An AE and an SDR should compliment one another.