Sat.May 18, 2019 - Fri.May 24, 2019

Make the "Business-to-People" Sale

Anthony Cole Training

Most Sales Managers would agree that completing prospecting activities and hitting sales goals are critical to success. However, what happens when we focus too much on the numbers and not enough on being a resource for prospects, we impact (or lose) the human element of our business.

My Best Advice on How Not to Be a Commodity

Anthony Iannarino

There will be very few who will follow the idea in this post. Most will ignore the directive action I recommend here, doing exactly the opposite, believing it both wiser and more efficient.

Metrics—Which One is Most Important?

Mr. Inside Sales

Feeling a little overwhelmed by all the new technology that seems to come out every month (almost every week)?

10 Things You Can Do to Prospect Faster

The Sales Hunter

We all wish every lead turned into a great prospect and in less time. You probably also want it all to take you less time than it takes to decide what you want to eat for lunch. That would be the greatest customer, right? Yes, in a perfect world, that could happen.

Why Conversational AI Is Key to Customer Service in the Customer Experience Era

In today’s hyper-competitive market, every business must become a customer experience-first business. Customer satisfaction has become more important than price or any individual feature. Read the new Tractica white paper to learn how important conversational AI is to your CX strategy.

How Is Your Sales Commentary?

The Pipeline

The post How Is Your Sales Commentary? appeared first on TiborShanto.com. 04 - General Sales Attitude execution Tibor Shanto Video

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The New Salesenomics

Understanding the Sales Force

Back in the 1960's it made sense for gasoline prices to be discounted down to the nearest 9/10 of a cent because gas prices ranged between 17.9 to 18.9 cents. But when gas prices are around $3.00 per gallon, how does 9/10 cent continue to make sense? Some habits die really hard.

Why Your Business Needs to Be More Fun

The Sales Heretic

One of my favorite pieces of research in the field of sales and marketing is a survey of B2B buyers conducted by Britt Beemer for American Demographics Magazine. In it, Beemer found that 70.1% of respondents would switch to a different vendor if the company was more fun to do business with.

Exhibit Something Different

The Pipeline

By Tibor Shanto. Most trade shows I attend, I do so to prospect, not as an exhibitor. Organizers kindly line up prospect in neat little stalls, one after the other. A couple weeks back I went to an event where I was indeed interested in what they were displaying and selling.

Is Your Value Proposition Strong Enough?

Jill Konrath

I was eating lunch with the new president of a large manufacturing company. She was well aware of the work I’d done with their sales organization. So when I asked about her biggest challenge, I assumed we’d be talking sales. Instead, she answered, “Waste.”. Selling Tools

How to Level Up Your Marketing Strategy with Video

Building brand awareness and acquiring customers is never easy, but how can you improve your marketing strategy with limited resources? Vidyard has you covered with their 3-in-1 guide on how to use video across your marketing efforts without breaking the bank.

Active Listening Examples & Exercises

MTD Sales Training

Recently, we discussed the concept of active listening and what we need to do to apply it and improve it ( [link] ). Here, we look at examples of active listening and some exercises we can carry out to ensure we utilise this skill more regularly.

Why Pipeline Review Is Vital to Publicly Traded Companies

Sales Benchmark Index

High Stakes and High Visibility. Just when have we engaged with the client, the quarterly earnings hit the street. It wasn’t pretty. Expectations of strong revenue growth vaporized into questions of long-term viability. The CEO, who previously trusted sales forecasts, blamed.

How Important is Credibility to the Sales Process?

The Sales Hunter

Maybe the right question is: how do customers define credibility? The issue is that customers can’t see someone’s good intentions; they only see the results. This is the big issue when it comes to credibility and why oftentimes there is a disconnect between a salesperson and the customer.

The Role of Artificial Intelligence in Relevant Buyer Experiences

Sales and Marketing Management

Author: Theresa O'Neil, Chief Marketing Officer of Showpad Today’s B2B buyers have higher expectations than ever before, and their criteria for making purchase decisions is evolving. While having a great product at the right price point is certainly important, it doesn’t guarantee success.

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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.

How I Prospect Every Day

John Barrows

I always refer to myself as a sales rep who happens to train rather than a trainer who happens to sell. While the days of making 400 cold calls a week (and they were truly cold calls) are over, I still prospect every single day to keep a big fat pipeline.

Implement an Account Management Process Before It’s Too Late

Sales Benchmark Index

Promoted! Sales Team Management Tips for Turnaround Teams

Connect2Sell

In this series for new sales managers, we’re about to look at sales team management tips for turnaround teams … teams that aren’t performing well. coaching leadership skills sales leadership sales management

You Are the Brand

Sales and Marketing Management

Author: Mark H. Kalan As a long-term practitioner of marketing, now over 40 years in duration, I have often been challenged by the concept of “The Brand,” what it communicates, what it means, what it stands for and how it is integral to an organization’s position and ultimate success in the market.

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

Transforming Sales: Buyers are Telling us What They Expect and That Will Continue

Smart Selling Tools

Transforming Sales: Buyers are Telling us What They Expect and That Will Continue. In this series, we ask Sales Tech Executives to describe how their solution can transform sales in a significant way. This week I interview Melody Astley , VP of Sales for Finlistics Solutions.

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12 Free Sales Excel Templates For Tracking Your Pipeline, Activities & Performance

Sales Hacker

Why are we giving away this library of free sales excel templates? New sales technology dominates the headlines these days. The sales tech landscape reported 700+ new players in SaaS. Optimizing your sales process with automation continues to be a red hot trend. But remember good old Microsoft Excel?

Introducing: The B2B Sales Show ft. Joe Caprio

Chorus.ai

We're excited to announce that Chorus.ai has partnered with Sweetfish Media , producers of the B2B Growth podcast, to contribute to their latest project: The B2B Sales Show.

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Workplace Wellness Can Deliver a Healthy ROI

Sales and Marketing Management

Author: Paul Nolan The mission of Atlanta-based Hodges-Mace, LLC, is to help its client companies communicate clearly the full details about their employee benefits package so workers can get the most out of them.

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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.

Beyond CRM Podcast: Working Within a Rep’s Daily Workflow

Smart Selling Tools

Beyond CRM Podcast: Working Within a Rep’s Daily Workflow. Today’s episode is with Ryan Niemann who joined Cirrus Insight as it’s CEO in late 2018. Email plays an important role for salespeople. It’s the central dashboard for daily communications both internally and externally.

CRM 91

What is a sales funnel and how is it useful?

Nutshell

A sales funnel is an indispensable tool for your sales team, and can help you figure out where and how to refine your sales processes. But with so many competing sales funnel definitions out there on the Internet, we thought we’d clear up some of the confusion.

Why is Getting New Clients So Hard? 3 Hidden Traps You Don’t Know You’ve Fallen Into

SalesProInsider

How did getting new clients get so hard? When you started it was easier: You had people to talk with and maybe even some existing client relationships that followed you, but now you aren’t getting the “Yeses” you used to. What happened? Did you get bad at selling? Do you need to change your pricing?

The Very Best Time to Prospect

Anthony Iannarino

When I first started selling, I had no existing clients and no other responsibility. I made cold calls out of the phone book, more specifically, the business section of the white pages.

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.

The TRUTH About Cold Calling and Sales

Marc Wayshak

Cold calling can work—you just need to know the right strategies. Check out this article to learn the truth about cold calling and sales in the age of the well-informed prospect. The post The TRUTH About Cold Calling and Sales appeared first on Sales Speaker Marc Wayshak. Blog cold calling

The Pipeliner CRM Unique Selling Proposition: “Is the Trend Your Friend?”

Pipeliner

Can you bet on a trend? Just look at the financial markets over the last week or so. Not long ago Uber was part of the biggest trend happening—but if you owned shares in Uber in the last few days, you’re wringing your hands in exasperation as Uber shares lost 20 to 25 percent of their value.

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Mediafly Unveils New Sales Enablement Platform Experience for the Future of Evolved Selling™

Smart Selling Tools

Mediafly Unveils New Sales Enablement Platform Experience for the Future of Evolved Selling™. Mediafly’s release includes three new capabilities: Mediafly Workspaces, Story Mapper and Tool Builder.