2019

Timing is Everything

John Barrows

The more experienced I get in business the more I realize how important timing is with almost everything. I can’t tell you how many ideas I’ve heard about (or come up with myself) that were great ideas at the time, but failed because the market wasn’t ready for them. Good Ideas, Bad Timing.

How to Be a Memorable Salesperson: Part 1

Connect2Sell

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

How To 323

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.

The Future of Sales Enablement in the Tech Sector

Sales Benchmark Index

Customer centricity and stiff competition in the tech industry are changing how sales enablement operate. Teams need to focus on sales reps solving customer challenges instead of simply selling products and services. Sell Solutions Instead of Products. Traditional sales enablement motions are.

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.

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

More Trending

Look At Objections From A Different Direction

The Pipeline

By Tibor Shanto. I hate objections, and I bet you don’t wake up looking to be rejected first thing in the morning, and then have to work the rest of the day.

What to Do with the Salespeople Who Become Your Biggest Problem

Understanding the Sales Force

Friday Five – Ways to Shorten Your Sales Cycle

Score More Sales

We know of eleven factors that historically have shortened sales cycles, based on research done by Objective Management Group. Here are a few to think about: sales process sales strategy complex sales

Hit Sales Growth Goals and All Other Problems Go Away

Anthony Cole Training

Disconnect in the business world is pretty common. But, that doesn't mean it should be. Specifically in sales, your job as a leader is to create a model that benefits both the company and the salespeople that work there. So, how do you do this?

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.

Overcome ALL Objections with This ONE Question

Mr. Inside Sales

Want to know a secret about objections ? There are really only two types: Real concerns that need to be addressed, and, once you do, you can then close on, and, Smokescreen objections hiding something else (like the real reason your prospect isn’t buying).

The Biggest Sin In Sales

John Barrows

Do you know the biggest sin in sales? It’s not to lose a deal. It’s to take too long to lose a deal. You know the ones: they sit in our pipeline or forecast as the 20 percenters and get pushed out month over month over month because we’re “saying there’s a chance.”

Promoted! Effective Sales Management Begins with Letting Go

Connect2Sell

Why is there so much confusion about what effective sales management looks like? delegating for development sales leadership sales management philosophy of leadership

Developing strategic referral alliances. WOW!

Jeffrey Gitomer

Are you willing to refer your clients or customers to someone else? Is someone else willing to refer their clients or customers to you? Yes, if there is mutual trust. Here are the prerequisites: You consider yourself the best at what you do. You do a memorable job in making the sale.

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.

8 Disciplines of Sales Execution

Sales Benchmark Index

Sports 287

Is This Mental Trap Making It Harder for You to Close Deals?

Jill Konrath

The first time I heard the call-in radio interview with the "deer crossing lady," I couldn't believe it. Tears of laughter were streaming down my face. The more she talked, the worse (or perhaps better) it got. Working Smarter

33 Things You Should Be Proud Of

The Sales Heretic

Pride is a tricky thing. Many religious texts—and religious leaders—decry it. In fact, it’s one of the “Seven Deadly Sins,” along with greed, lust, envy, sloth, reality TV, and ordering red wine with fish. It goes before a fall and it pairs well with Prejudice. Sometimes we have to swallow it. (I

Your Numbers Suck

The Pipeline

By Tibor Shanto. You hear it said a lot in different fields of endeavour, “their numbers” or “his numbers” suck. Told in the abstract about a ballplayer you can understand what they mean.

Sage 263

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

Dave Kurlan's 23 Steps to Improved Channel Sales

Understanding the Sales Force

When you purchase a car, do you consider yourself a customer of the dealer you bought or leased it from, the auto maker, or both? Dave Kurlan channel sales

10 Reasons Why I Love Sales

The Sales Hunter

Not many people dream of having a career in sales. Let’s be real here: sales was probably not your first choice. For many of you, although afraid to admit, sales wasn’t even your second, third or fourth choice.

Sports 253

Why Success in Sales Leads to Personal Freedoms

Anthony Cole Training

Achieving the work-life balance sales professionals all hear and dream of starts with having a personal vision and a set of non-negotiable goals.

Leads 249

3 Ways to Overcome Call Reluctance

Mr. Inside Sales

Do you or your team suffer from call reluctance ? Would you rather send emails than make calls? If you have to pick up the phone for a living, then I’ll bet making cold calls isn’t one of your favorite activities. And if you struggle making those calls, then take comfort in knowing you’re not alone.

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.

How Not to Close End of Quarter Deals

John Barrows

For many of us, April marks the start of a new quarter, fresh targets and quota and new opportunities to focus on. Sometimes you hit your quarterly number with weeks to spare, other times you’re pushing in any deal you can to Make It Happen by the end of that third month.

The Science of Strategy – What Steve Jobs and I Have in Common

Bernadette McClelland

Strategy is one of those words that, to a right brain creative like me, every now and then sends ‘this does not compute’ messages through the brain. Not dissimilar to a strategist hearing words such as ‘creativity’, I guess.

Approach a Referral Right and Reap.

Jeffrey Gitomer

The most coveted prize in selling besides a sale is a referral. How do you approach this person? Everyone tells you to get referrals, no one tells you what to do next. How do you maximize the selling power of this referral? Here are 8.5

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.

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.

Why Flexible Slides are the Key to Conversational Sales

Jill Konrath

Recently I interviewed Luke Goetting, Director of Puffingston Presentations for an Engaging Presentations video series I did with Prezi. His expertise is in "transforming stale business presentations into visually engaging stories." That's why I asked him to share his thinking with you.

How to Be a Memorable Salesperson Part 6: Take Risks

Connect2Sell

In a research study with 530 B2B buyers, we gathered information about buyer experiences with sellers. In related research, we collected over 500 stories from sellers about their own personal best in selling. Every single one of the sellers’ stories had something in common.

How To 260

To Err Is Human

The Pipeline

By Tibor Shanto. I have written in the past about how “ perfection is overrated.” The quicker you realize that the more productive you’ll be. As with many things in sales, it comes down to focus. There is no secret that I am big on execution, but always with the question “To what end?”

Buyer 277