Sat.Jan 12, 2019 - Fri.Jan 18, 2019

Are Small Business Owners Salespeople in Disguise?

Jeffrey Gitomer

The success of a small business rests on the owner's ability to sell. Small business owners have about 50 different hats to wear, but sales is the biggest hat an entrepreneur wears. Actually without the sales hat, the other hats are useless.

4 Negotiation Strategies to Help Your Sales Process

Sales and Marketing Management

Author: Dean Kaplan As the head of a collections agency, I work with many different kinds of businesses. One thing many businesses with collection issues have in common is that they focus too strongly on making a sale, and not strongly enough on improving their sales process.

37 Ways to Inspire Confidence in Your Prospects

The Sales Heretic

In my last post, I discussed the role risk plays in preventing people from making purchasing decisions. The greater the risk, the less likely a person is to buy. Which means, the more you can reduce the perception of risk in buyers’ minds, the more sales you’ll make.

How Do You Measure Customer Experience?

Sales Benchmark Index

Recently, my colleague Sid Nakappan wrote an article on How the CEO can jumpstart the Customer Experience Transformation. If your boss put this article on your desk, you are probably getting started. With the interest of beginning with the end.

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

The Top 8 Requirements for Becoming a Great Salesperson

Understanding the Sales Force

If you're young enough, some of the questions in the first few paragraphs won't apply because you haven't experienced the world without the innovations mentioned below. Don't let that prevent you from reading this because after the milestones, we'll get to the good selling stuff.

More Trending

Yes, Gender is a Factor in B2B Buying Decisions: Selling to Men and to Women

DiscoverOrg Sales

Are there differences selling to men and women in a B2B sales process? That was the question we set out to discover. My husband and I are avid remodelers, which means I’ve spent a lot (A LOT) of time at Home Depot and Lowe’s over the last 15 years.

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Sell The 20%

John Barrows

Think about all the products, technology and services you use. I bet you only use about 20% of whatever they’re capable of. Take Excel for instance. Excel is an insanely powerful tool yet most people just put a few numbers in the fields and click the “sum” equation to add them up. The same is true for what and how people buy. My experience is that customers only care about 20% of what our solutions offer and mainly only want the parts that align directly with their priorities.

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Remember me? I'm the salesman like all the others.

Jeffrey Gitomer

My cat, Lito, has a business card. She is our corporate mascot, and plays a vital role in my office productivity. Whenever I need an important paper, Lito is laying on it. I give her card out in seminars and training programs for fun and a laugh.

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How to Be a Memorable Salesperson: Part 1

Connect2Sell

What does it mean to be memorable? sales strategies sales questions sales process sales effectiveness

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In the Race to Win More Customers, Sales Needs Digital Transformation

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.

What’s New in Enabling the Customer Success Function?

Sales Benchmark Index

Download The 90 Day Sales Enablement Plan for Customer Success. In this tool, we review the core functional accountabilities for sales enablement leaders, which of these accountabilities need to be leveraged to enable customer success managers, and a 90 workplan.

How To Handle Objections From A Loyal Client

MTD Sales Training

Loyal clients are always the best to deal with. They offer opportunities to work with them at various levels and can support new initiatives that you are planning. However, we sometimes find even these most patriotic of buyers can cause us challenges through raising objections or concerns.

Can't Close the Sale? Whose Fault is It?

Jeffrey Gitomer

Are you blaming the prospect when you can't close? Are you telling the boss it's the prospect's fault that you can't set an appointment, or they won't order now?

Accelerating Sales with Video: Lessons Learned from Those Seeing Success

Sales Hacker

The post Accelerating Sales with Video: Lessons Learned from Those Seeing Success appeared first on Sales Hacker. Partner Platinum Sales Development Sales Process Vidyard Webinars

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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.

SBI’s October 2018 CEO Newsletter

Sales Benchmark Index

Transforming a Cloud Solution Provider by Being a Sales-Driven CEO CEO of iGrafx shares his incredible journey from a frontline sales rep to the office of chief executive… 2018 Priority: Grow Revenue With Customer Success We analyzed over 1,000 responses by CEOs. Article Corporate Strategy Chief Marketing Officer CMO digital strategy growth revenue revenue growth sales leader sales transformation top articles

6 Elevator Pitch Examples to Inspire Your Own

Hubspot Sales

Let's get one thing straight: If you're connecting with a prospect for the very first time, you should never paste your elevator pitch into your email or say it as soon as they pick up the phone. Because that doesn't work.

8.5 Qualities of a Sales Leader. How Many Have You Got?

Jeffrey Gitomer

Take me to your leader. If you have one. Are you a leader? Do you aspire to be one? Are you a true leader or a leader in name (or title) only? Leadership is the true challenge for the next decade.

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Starting With A Blank Sheet Of Paper

Partners in Excellence

I’d like to go through a thought experiment. You can play along, take out a sheet of paper or open a blank document. First, as an introduction, our mental models and experience are often great help in understanding our jobs, how we are successful, and how we perform.

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.

SBI’s September 2018 Product Officer Newsletter

Sales Benchmark Index

Taking a New Product to Market Christopher Bray, the Senior Vice President and GM for Cylance, details how to take a new product to market… What Successful Product Leaders Do to Boost Profits Follow the three steps in this article to create. Article Product Strategy Chief Marketing Officer CMO digital strategy growth revenue revenue growth sales leader sales transformation top articles

5 (More) New Year's Resolutions for Struggling Sellers

The Center for Sales Strategy

Recently, I provided five options for New Year’s resolutions for struggling sellers and managers who had a less than awesome 2018.

Your Personal Mission Statement. Write it. Live it.

Jeffrey Gitomer

Going places? Have big dreams? The first person to tell is yourself. The first person to convince is yourself. The first person to affirm is yourself. Ken Blanchard in his legendary, "One–Minute Manager," recommends that everyone write their Personal Mission Statement. The results are startling.

2-5x Your Revenue With These 9 Sales & Marketing Alignment Steps

Costello

“Aligning sales and marketing is an absolute must because they should work hand in hand,” says Nate Masterson of Maple Holistics. “If If they don’t, then there’s a lot of revenue being left on the table. Each team has insights that are integral to the success of the other.”.

7 Must-Have Automated Documents for Sales Success

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.

SBI’s October 2018 Private Equity Newsletter

Sales Benchmark Index

The Sales Leader’s Journey from Public to Private The Chief Sales Officer for Lionbridge demonstrates how to prepare the sales force to transition and thrive during the due diligence process going from being publicly owned to being private equity owned… What. Article SBI for Private Equity Chief Marketing Officer CMO digital strategy growth revenue revenue growth sales leader sales transformation top articles

Are You chasing Realistic Goals or Workplace Squirrels?

Babette Ten Haken

Setting realistic goals often are your last priority at the beginning of each fiscal year. You do it to yourself. I do it, too. And the organizations we work with are right there, alongside us. In very short order, it is far too easy to become exhausted.

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Salesperson leaving the company? Commissions due?

Jeffrey Gitomer

Changing jobs? Get fired? Are you owed money for commissions? Are you sure you're going to get paid? I'm not. Some companies have pay problems with departing salespeople. How many? I'd just like to have the interest for one day on the commission money not paid salespeople who quit or got fired.

12 inside sales skills you need to master to be a top-performing rep

Close.io

If you’ve got ambitions of becoming a top inside sales rep at your company, you’re going to have to build and sharpen these critical sales skills first.

The Best Learning Methodologies for Developing Elite Sales Leaders

Speaker: Steven Rosen MBA, Author, Executive Coach, Speaker and Top 50 Sales Influencer

It is well recognised that the frontline sales managers are the key to driving performance in sales organizations. If you had to choose between investing in sales manager training vs sales rep training what would you do?

SBI’s October 2018 CSO Newsletter

Sales Benchmark Index

New Trends in Technology Enabling the Inside Sales Function An estimated $6,181 is spent on technology for each inside sales person per year and expected to increase 6.5% in 2018. Read this article to dive deeper into the various categories of. Article Sales Strategy Chief Marketing Officer CMO digital strategy growth revenue revenue growth sales leader sales transformation top articles

Why Enablement Is Not Enough: Enter Empowerment

Guru

When it comes to helping revenue teams, the term “enablement” usually comes to mind. Enabling a sales or support team to work better sounds great.

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Would you like to buy some Girl Scout Cookies? I did!

Jeffrey Gitomer

Paula Kearney just spent the weekend selling door to door. She made more than 150 sales. Paula is 7. Paula's success has her so pumped to sell more, her parents have to dampen her enthusiasm with the reality of homework, school, household chores and bedtime.