Sat.Jul 14, 2018 - Fri.Jul 20, 2018

Latest Data - Strong Salespeople Score 375% Better Than Weak Salespeople

Understanding the Sales Force

Some of you might have seen Bryce Harper's incredible last-minute barrage of home runs in the 2018 All-Star game. It's one of the highlights of summer! Today I give you a barrage of my own with three killer videos and a powerful data-packed article.

Cold calling math

Sales 2.0

Today’s post is going to include a few numbers. I’ve actually gone a step further than I’ve gone before in this post and boiled everything down to time, which is the “ultimate currency” for us humans.

Stop Doing What You’re “Supposed To Do”

John Barrows

Too many of us get stuck going through the motions in life/business/sales and just do what we think we’re supposed to do. I have two examples, one personally and one professionally, that made me stop and think otherwise. First the personal story.

3 Things To Spice Up Summer Sales

The Pipeline

By Tibor Shanto. On the run this week, so I thought I would share a quick but important thing you should incorporate into your prospecting, followed by a couple of things you need to know about and act on. It’s Later Than They Think.

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

More Trending

The Era of Modern Learning Has Arrived

Smart Selling Tools

At the 2018 Nathan’s Famous Hot Dog Eating Contest, competitive eater Joey Chestnut set a new world record by downing 74 hot dogs in just 10 minutes. Okay,” you say. But what does Joey Chestnut have to do with sales learning?”. Simple.

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6 Reasons Why Duplicates in Your CRM/Marketing Automation Platform May Cost You a Fortune

Sales and Marketing

Author: Warren Fowler The logic behind an online business is relatively simple – you are trying to acquire as many leads as possible and then convert them into real customers. However, this process is everything but easy.

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Deciding Between Organic and Inorganic Growth

Sales Benchmark Index

Joining us on hbspt.cta.load(23541, '39dd4f48-b0ca-486a-9fa5-4e1fb27489aa', {}); is Steve Grimshaw, the Chief Executive Officer for Caliber Collision. In today’s show, Steve demonstrates how a chief executive orchestrates the right level of inorganic growth to maximize the valuation of their.

Qualifying? 3 Bad Questions to ask customers when selling a product

Connect2Sell

Your time is valuable. Every precious minute you spend with a prospect who will never be a viable buyer is a minute you’ve wasted. You need to qualify prospects to be sure they’re serious and capable, not just price shopping or browsing. The problem is that empowered prospects are impatient with your qualifying questions. sales questions

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What Is Sales Enablement and Why Should I Care?

Sales enablement is not really a new concept; it has been around for over 10 years. However, understanding the full application of sales enablement is a very different thing.

PODCAST 16: From Idea to Scale — The Inside Story of Building Gong.io

Sales Hacker

On episode 16 of the Sales Hacker podcast, we speak with Amit Bendov , CEO and Co-Founder at Gong.io about how to scale a tech startup in 2018. He walks us through the inside story of how he developed the idea for Gong — the market testing and market feedback he used to design and refine the product.

22 Eye-Opening Statistics About Sales Email Subject Lines That Affect Open Rates [Updated for 2018]

Hubspot Sales

Email is crucial to salespeople's success. You invest time in perfecting your email copy, hyperlinking the right words, and placing the right call-to-action. And if no one opens your emails, it could mean your job. That's where subject lines enter the picture.

What Are the Keys to Packaging Your Services to Win in a Competitive Market?

Sales Benchmark Index

If the above is true for you, you are not alone – but the trend is shifting. To skip to the juice, Download the Packaging Services for Revenue Growth Assessment Tool. When we hear “services revenue” we often think of professional.

Surprised when Loyal Customers become Former Customers?

Babette Ten Haken

The transformation of loyal customers into former customers is a real conundrum. Especially in the age of big data meets customer satisfaction. After all, if you continuously keep your fingers on the pulse of your customers, all that data should tell you who is vulnerable. And who is not.

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?

Building Customer Relationships for Sales Success with Tracy De Cicco, Konposit

Igniting Sales Transformation

I’m once again joined in this interview with co-host Carole Mahoney. We talked with Tracy De Cicco, Founder of Konposit about how to build meaningful client relationships.

How To Get The Best From Your Sales Team

MTD Sales Training

Managing Performance for many sales managers is the holy grail – how exactly do you get a disparate group of team members working effectively together to achieve common goals and still keep them motivated? One area we are always trying to improve is the way people perform on the job, and it is vital that we understand the elements that make up an individual’s performance so we can influence them and, ideally, set some parameters for them to work around.

Benchmarking Your Customer Success Team

Sales Benchmark Index

In a recent article, we defined the right Key Performance Indicators for Customer Success teams. If you have invested the time to collecting this information, your next step is comparing yourself to other companies’ Customer Success teams. Download our Customer Success.

Is Customer Bombardment Your Customer Experience Strategy?

Babette Ten Haken

Customer bombardment should be a no-brainer non-strategy. Especially when it comes to how not to create a positive customer experience. Yet what should be common sense often flies in the face of customer experience reality.

Your Next Sales Coach is a Machine

Speaker: Matt McDarby & Dan Smaida, Managing Directors, Specialized Sales Systems

World-class sales managers have long used creative means to solve for time and distance. In this webinar, you’ll learn how modern sales managers are using new technology plus old-school sales management to develop their people without burning out.

Technology Only Gets Us So Far

Partners in Excellence

I’m a great fan of much of many sales technologies. There are tools that dramatically improve efficiency. These allow us to get more accomplished, more easily and in less time. There are tools that give us greater insight into the customer–both the enterprise and individual.

Do You Influence Decisions to Your Favor?

Smooth Sale

Attract the Right Job or Clientele: The stereotype decision-maker can make our lives difficult and put us out of favor. The worst is when some choose to intimidate salespeople. What most vendors overlook is widening their perspective of who can influence decisions to their favor.

Almost Too Late, These CEOs Learned their Pricing Problem was Really a Packaging Problem

Sales Benchmark Index

Taking the above conclusion at face value, it forces a hard choice – drop the price and hurt margin, or maintain the price and sacrifice sales. Rock, meet Hard Place. That sort of choice can stymie decision-making, causing you to.

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SalesTech Video Review: @BigTinCan

Smart Selling Tools

BigTinCan is an AI-Powered Sales Enablement Automation solution. BigTinCan Hub helps with On-boarding and Learning, Collaboration and Closing, so you can resolve the quota quagmire and drive record-breaking revenue. Visit BigTinCan.

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Maximizing Sales Training ROI with eLearning

Speaker: Ray Makela, CEO Sales Readiness Group

Companies spend about $20 billion a year on various forms of sales training. Still, many sales leaders report low ROIs from their sales training initiatives. So how can you ensure that your investment in sales training is producing excellent results? Join us for this complimentary webinar as Ray Makela, CEO at the Sales Readiness Group, discusses five essential factors to achieve sustainable success from your sales training investment, and how to leverage eLearning to maximize results.

My Secret Weapon For Increased Database Health

LeadGnome

I’ve talked about sales and marketing alignment extensively and how, particularly with an ABM strategy, alignment increases productivity and revenue. But there’s another often-overlooked facet: how alignment supports the health of your database.

How to Capitalize on Sales Trend

Xactly

The ability to find and capitalize on a sales trend can differentiate your company within your industry. It can also increase sales in a creative way. While it’s not always easy to spot trends before they happen, it’s always important to find that edge.

Everything You Need to Know About Account Based Sales [Guide]

Sales Hacker

Account Based Sales (ABS) is hardly a new concept but many business leaders are giving it more than just a second look. Gartner predicted it will become the default selling framework for most tech vendors that exceed $5 million in annual revenue.

8 Questions Every Customer of An Acquired Company Should Ask

Accent Technologies

An acquisition doesn’t have to be a disaster. In fact, it could be an excellent thing for everyone involved! But it’s not worth the risk to silently sit back and watch. Take an active role on behalf of your company and ensure this shift is in your best interests.

Found - The Best Sales Learning Methodologies

Speaker: Joe DiDonato, Chief of Staff, Baker Communcations, Inc

Finding the right learning approach for each topic you have to deliver to your learners can seem like a “problem of endless choices.” In this webinar, corporate learning expert, Joe DiDonato, shares how his teams solved these problems, as well as how new educational technology (EdTech) is changing the sales landscape for all of us. He will also tell you what he shared with the Venture Capitalist community on how to pick which EdTech technologies will likely succeed based on educational research. Joe is an engaging storyteller that uses easy-to-understand language, who promises to share what methods succeeded and which methods failed over his long career.

How to Send a Follow-Up Email After No Response

MJ Hoffman

How many times has a deal been going along without a hitch until, suddenly, it’s not? One week of silence passes, then two, and you’re left wondering what you did wrong and if there’s any way to fix it. By this point, you’ve likely sent previous follow-up emails or left voicemails for your prospect.

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The Key to Sales Territory Mapping

Xactly

In order to manage your sales performance, you need effective sales territory mapping. Sales territory design must be a thoughtful process that involves data and a balancing act to ensure every sales rep has adequate sales potential within their territory.

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How to Implement Successful Sales Training For a Multigenerational Workforce

Openview

One of the biggest talent management challenges facing sales organizations today is the need to effectively manage a multigenerational workforce.

How to Drive Success During Your First 90 Days as a Sales Enablement Leader

Selling Power

Today’s post is by Roderick Jefferson, CEO of Roderick Jefferson & Associates, LLC. You’ve been hired as (or promoted to be) a sales enablement leader. Now what do you do? Where do you focus? How do you evaluate your team – or build a new one?

The 7 Things You Need to Know for Effective Sales Forecasting

Find out why waiting for perfection is costing you money.