2020

Digital selling is Not Optional

Sales 2.0

Stormy clouds covering the Serengeti while on game-drive on the way to Seronera. We are starting to reopen but it’s pretty clear things will be different. Things will be some kind of new but not the same as before. The good news is that some things will be better. than before.

Retention is the New Growth – Why Customer Success Is Critical Today

Sales Benchmark Index

Going into 2020, Market Leaders were already counting on the majority of their revenue coming from their existing customer base. Most companies build their 2020 Revenue plans on an assumption of GDP growth, and this assumption has shifted. As my.

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How to Master Sales Communication: Verbal Presentations

Connect2Sell

In last week’s CONNECT2Sell blog post, we got an overview of why communication skills are so crucial to sales success. In fact, out of all the soft skills required for selling, communication skills may be the most important of all.

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How To Deal With Your Competition When In A Sales Meeting

MTD Sales Training

You will no doubt have been in the position where you’ve been discussing purchase opportunities with your prospect and the subject of your competitors comes up.

A Discovery Question You Should Always Ask

The Pipeline

By Tibor Shanto. Discovery is a great opportunity to not only dig in with the buyer but also get to the “Real” of the sale. There is a discovery question you should always ask. More importantly, it is an opportunity to differentiate yourself based on how you sell, not your product.

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5 Ways You Can Leverage Sales Leadership to Close the Sales Gap

Steven Rosen

Unleash the 10X Factor to Close the Sales Gap. Do you want to close the sales gap? Doing nothing is not an option! Businesses are starting to open, which hopefully is a good thing.

More Trending

10 Things to Start & 3 Things to Stop When Hiring Better Salespeople

Anthony Cole Training

Recruiting new sales talent and hiring better salespeople are complicated and time-consuming processes. Especially, when you're not prepared to fill a vacancy, don't have a pipeline of candidates, or have an idea of what "better" means for your business.

How to Get Back on Track During Tough Times

Jill Konrath

Keeping a positive mindset during these challenging times can be really hard. Especially when top prospects start ghosting you, big opportunities get stalled out, and finding someone new to talk to feels like an impossibility. Working Smarter

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Nine Ways to Boost Your Optimism

The Sales Heretic

These are turbulent, uncertain, scary times. Which makes a sense of optimism even more important than usual. How can you stay optimistic in the face of so much negativity and uncertainty? Here are nine things you can do.

10 Critical Best Practices for Your Sales Force in This Crisis

Understanding the Sales Force

We are in week 6 of lockdown, week 8 of voluntary work-from-home, while adapting, guiding and directing companies who still need to sell their products and services to generate revenue. At this point sales is about so much more than generating revenue for profit or to keep employees working.

It’s a great time to start upgrading your clients

Sales 2.0

It’s a really tough time for most companies to sell their products and services. Much buying is “paused.” Buyers are wondering what the future holds for their companies–and themselves–and are having a tough time committing to purchases.

How Sales Leaders Are Prospecting in a COVID-19 World

Sales Benchmark Index

Waking up today, there is a lot of uncertainty in your world as sales leaders. The way you are interacting with customers and even your own sales team have changed overnight. As my colleague points out in his recent post, Article Sales Strategy Uncategorized

Empathy and EI: Soft Skills and Sales Results

Connect2Sell

These are the questions buyers ask themselves about sellers. These back-of-the-mind questions influence buyers’ decisions to meet with you and buy from you. emotional intelligence selling skills soft skills for sales professionals Soft Skills and Sales

How To Go From Order Taker To Trusted Advisor

MTD Sales Training

Order Taker? Trusted Advisor? Or Cheese Monster? How do your customers view you? From the customer’s point of view there are 4 types of relationships that they have with their suppliers.

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No One To Call? B t

The Pipeline

By Tibor Shanto. The tremors just keep on coming and people keep trying to adjust to the daily change. I understand the initial shock of facing a canyon of empty towers; every one has gone home. Seeming like they took all your opportunities with them. Maybe, but I doubt it.

Urgent! Action Required to Close the Gap

Steven Rosen

For most businesses, the first half of 2020 is a write-off! COVID-19 has hurt the economy, and many companies have suffered. If you want to close the gap you need to act now!

How To Tell Your Story As a Leader

Score More Sales

People follow people, not plans. Projections, plans, implementation strategies are all necessary and important for informing the people you lead, but don’t overlook the importance of providing insight on who they’re following. B2B sales leadership profession of sales

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How to Move Forward and Increase Sales During Uncertain Times

Anthony Cole Training

In this blog post, we pray for the health and safety of those at risk or sick during this time in human history.

Here’s to the REAL men!

Bernadette McClelland

Here’s to the amazing ones. The men. The supporters. The dependables. The backstops on the field of home runs. The ones who see their women very differently. Who respect their ambition, Their dreams and their skills. And fuel their insane and innate drive. To just go for it!

29 Ways to Improve Your Virtual Presentations

The Sales Heretic

The current “Social Distancing” and “Shelter at Home” requirements have resulted in millions of people conducting virtual presentations for the first time. And it shows. Which is understandable. Our first attempts at most things leave a lot to be desired.

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For Salespeople, Trust Matters Most in Times of Crisis

No More Cold Calling

Why do you trust some people and not others? Trust is a word we use indiscriminately, but we do not trust indiscriminately. How do we define trust? How do we get our arms around such an emotional word?

Do you need an Enterprise Selling Plan (ESP)?

Sales 2.0

Don’t panic. We will return to normalish, at some point. We will start selling at some reasonable rate again, soonish. Budgets will be back in place and buyers will need things, in a little whileish. When all this happens, you may easily forget the lessons of this panic/pandemic.

How CMOs Can Increase Revenue by 40% by Leveraging Customer Experience

Sales Benchmark Index

Historically, discussions about “the customer experience” have been code for “let’s talk about some quick wins to improve our renewal rates before the end of the next quarter.” ” But more recently, CX has joined product, marketing, and sales as another.

What Straw Bale Gardening Can Teach You About Sales Productivity

Connect2Sell

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Three Powerful Sales Closing Questions

MTD Sales Training

You had a great sales interaction: Both you and the prospect were calm and comfortable. You developed some rapport and the prospect showed some positive buying signals during the meeting.

When It Goes Sideways – A Book with Swagger

The Pipeline

By Tibor Shanto. Sometimes things fall into place even during a pandemic. This coming Monday, May 11, I have the pleasure of having Jeff Bajorek as my guest on the Sales Scrum podcast. It turns out that since that was recorded, he has written a new book you will want to grab.

Sales Leaders Share How They Keep Their Salespeople Focused

Steven Rosen

Sales Leadership Roundtable Discussion. I really enjoyed a round table discussion that I facilitated a couple of weeks ago. I had 8 senior sales executives join me for an open discussion.

WFH and Sales Managers

Score More Sales

Will all your sales team go back to working out of the office? sales leadership sales coaching

The Best Advice Sales Managers Can Give to Help Increase Sales

Anthony Cole Training

In this blog article, we discuss the best advice sales managers can give their salespeople, and that is to "keep moving." If you want to increase sales within your organization, you must keep moving throughout the ups and downs, the missed opportunities, the clients who "ghost" you, and more.

How to Make a Remote Sale

Sales and Marketing Management

Author: Andres Lares, Shapiro Negotiations Institute There is a small truism about connecting with people that anyone in sales can tell you, and they learned it early in their careers. When speaking to somebody on the phone, they can hear the difference when you smile. It’s true.

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Why the Future of Selling Resemble Won't Resemble the Past

Understanding the Sales Force

It's April 17 and nearly every salesperson is selling from home. It's just temporary, right? Maybe. But what if it's not? According to the President, Vice-President, Scientists and some Governors, the economy will begin reopening in stages, perhaps as soon as May 1.

Sales Pipeline Dried Up? The #1 Way to Land Top Prospects Now

No More Cold Calling

Don’t panic—here’s how to get your phones actually ringing again. It’s a very scary time, with lots of uncertainty as we stay shuttered in place. We see deals in our sales pipeline postponed or disappearing. So, what do you do? You take action.

Build a prospecting team

Sales 2.0

The biggest challenge facing most sales people and small business owners is getting meetings with prospective clients. Cold prospecting techniques get harder-and-harder every day.

The Impact of Poor Data Quality on Sales and Marketing

Sales Benchmark Index

Data is becoming a core component of every business. As a result, the quality of the data being gathered, stored, and consumed is becoming increasingly important. We have all seen the impact that poor data quality can have on a.

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