Membrain
DECEMBER 22, 2019
Have you ever left a sales appointment and wished you had said something else? Or have you ever debriefed a sales rep’s call and find they didn’t ask the next logical question, and now critical information is missing?
The Pipeline
DECEMBER 3, 2019
By Tibor Shanto. Every trade has schtick, specific things that they think they are expected to say or do. It is as though absent the schtick; you are not as expert as you claim. Sales, and the corner my fellow pundits and I occupy is no different. The right schtick helps uncover and align expectations, frame discussions, and lead to measurable progress.
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SBI Growth
DECEMBER 2, 2019
How do you leverage data to inform strategy and measure success? Our KPI Builder tool can help guide you through the process of establishing a set of KPIs for your organization that is built around clean data and automation. Through our.
Score More Sales
DECEMBER 20, 2019
In my sales career I had 22 different sales managers (not counting a few interim ones) over time and experienced great, amazing leadership - and also horrible, disappointing leaders – from “awesome” to “awful”.
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October Prime Day is usually an early sign of how consumer spending trends ahead of the holidays. This one was no exception. Our October Prime Day Report breaks down what’s working: the products flying off the shelves, the categories winning big, big brands, and the search terms defining demand. All brought to you via Similarweb’s Shopper Intelligence platform.
Sales and Marketing Management
DECEMBER 2, 2019
Author: Mark Thacker With Thanksgiving over and January fast approaching, sales leaders and teams are pivoting their focus to next year. As you set your sales team strategy for the upcoming year, it’s important to keep the current year in context. After all, when you're driving to a vacation destination, you can't plan how far you want to drive tomorrow if you don’t know where you will end up today.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
No More Cold Calling
DECEMBER 19, 2019
No one really listens to sales pitching anyway. Are you focused on business storytelling? Or have you reverted to those old, tiresome sales pitches that go on and on about why you’re so great? Newsflash: Nobody wants to hear that. What do you remember about a speaker, a movie, a novel? Not the ads for those events or products. You remember the stories.
The Sales Heretic
DECEMBER 3, 2019
Negotiation is an essential element of sales, not to mention other aspects of business. It’s vital for reaching mutually beneficial outcomes, closing more deals, and growing your business. And yet, there are times when it’s in your best interest NOT to negotiate. Here are eight of them. 1. When you don’t have to If you [.].
Allego
DECEMBER 26, 2019
It’s time for all of us who no longer spend our day in “the arena” cold calling prospects and venturing out on sales calls to accept a reality: when it comes to sales readiness , no sales trainer or enablement professional can command the same level of engagement among an audience of salespeople as a rep can. It just won’t happen, even if the trainer is a former salesperson.
Understanding the Sales Force
DECEMBER 9, 2019
The last few years it seems that each time it snows, even a little, they cancel school. Are school officials convinced that parents and bus drivers will put kids' safety in jeopardy because snow is falling? They weren't worried about such things when I was growing up and back then, we didn't have cell-phones, all-wheel drive, anti-lock breaks, traction control, all-weather radials, blind spot warning, collision warning or lane assist!
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What if you could help your sellers stop wasting 72% of their day on non-selling activities and focus on bringing in revenue? Incorporating AI in your enablement workflows can help you cut down on busy work, get projects done faster, and let your team (and you!) focus on making a bigger impact. We put together this guide to show you how to use AI to cut time and costs for projects, including collateral creation, development of training videos, and automating tedious processes.
Sales and Marketing Management
DECEMBER 16, 2019
Author: John DiJulius The vast majority of business leaders will agree that customer service is critical to their success. However, most haven’t done what it takes to be a world-class customer service organization. . A recent study by the Relational Capital Group revealed that 89% of senior leaders believe that relationships are the most important factor in their success year over year.
Connect2Sell
DECEMBER 18, 2019
Sales is all about persuasion and influence. Persuasion and influence fails are usually the result of poor-quality pre-thinking.
No More Cold Calling
DECEMBER 6, 2019
Repeat After Me: I Will Not Cold Call. I want to scream every time I read articles about cold calling—the ones where “expert” cold callers explain how to capture a prospect’s attention in 10 seconds, craft a message to reach the decision-maker, navigate through gatekeepers, overcome sales resistance, create voicemail messages that will actually get your calls returned, and build a sales pipeline that can’t be beat.
MTD Sales Training
DECEMBER 9, 2019
What would you consider to be the most important parts of the sales call, when calling a prospect? Well, one of my consultants was with a company recently and was listening in to their sales reps’ calls to make appointments. He told me that they weren’t being successful in getting past the first 15-20 seconds of the call, so I asked to take a look at their scripts.
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This guide is for leaders who recognize the importance of Salesforce but would rather trust a team of external experts to do the heavy lifting. Choosing the right managed services provider is a significant decision that impacts your business's efficiency and success. In this 10-minute read, you'll find 5 essential questions to ask any potential provider.
Zoominfo
DECEMBER 20, 2019
Should you be putting more thought into your cold email subject lines? The answer is yes. Do you have time to read through a million examples of email subject lines to find the best ones? We’ll go ahead and assume the answer is no. We sifted through top blogs to find the best email subject lines, plus some fresh, real-life examples from our own SMEs.
The Sales Heretic
DECEMBER 18, 2019
I recently had the chance to sit down with the CEO of one of the most successful organizations in the world—the big man himself, Santa Claus. It was a cool, fall day—before the craziness of fourth quarter set in, when St. Nick had a little time to spare. His legendary jolliness was on full display, [.].
Sales and Marketing Management
DECEMBER 8, 2019
Author: Marie Rosecrans With social and mobile tech now at our fingertips, people today are ultra-connected. And with artificial intelligence integrated into our daily experiences, consumers are also more intelligent than ever. The Fourth Industrial Revolution is here, and it’s brought a major shift in customer expectations. The incredible rise of smartphones and social media has been pivotal to this cultural shift.
Understanding the Sales Force
DECEMBER 16, 2019
Before I can make any predictions for 2020, let's start with these ten simple truths about selling for proper context. ONE: Selling is not as difficult or as simple as many would have you understand. TWO: While there are certainly nuances that influence how selling changes based on the target audience and complexity, selling is essentially the same whether it is technology, pharmaceuticals, capital equipment, financial services, cars, components, accounting or any of 200 other industries.
Speaker: Brendan Sweeney, VP of Sales at Allego
Maximizing sales rep performance is no easy task. 📈 Traditional sales training methods focus heavily on the first few weeks in the sales role. Companies dedicate time, resources, and budget to onboarding new hires, only for them to forget what was learned in those first few weeks, lose motivation, and struggle to come to grips with their role.
Anthony Cole Training
DECEMBER 23, 2019
In this blog, we discuss the best habits of highly successful salespeople and sales managers. Being an extraordinary sales manager is grueling and time-consuming.
MTD Sales Training
DECEMBER 16, 2019
Being able to negotiate effectively is one of the most important skills you can build in your sales armoury, as it has a direct effect on your margins and overall profitability, as well as ensuring your customers get the best service possible. Here, we discuss five aspects of negotiation that will help you improve when carrying out those stages: Prepare with your customer in mind.
Zoominfo
DECEMBER 18, 2019
Gone are the days of the distant businesses, where complaints and comments from consumers were lodged by mail and responses from companies were slow, if they came at all. The proliferation of social media has made it easier than ever to check the pulse of your customers and create a community centered around your brand. But just what should a brand-centered community look like, and why does that matter?
The Sales Heretic
DECEMBER 10, 2019
If you’re in sales—and that’s nearly everyone in the company—you need to make presentations. Whether it’s a one-on-one to a prospective client, or a keynote speech at a conference, delivering a great presentation is vital to your success. Here are 14 tips for presenting more effectively. 1. Open strong Your opening is your opportunity to [.].
Speaker: Laura Noonan, Chief Revenue Officer at CallFinder + Angie Kronlage, Director of Program Success at Working Solutions + April Wiita, Vice President of Program Success at Working Solutions
Are you still manually reviewing calls? 🤔 It's time for a change! The traditional method of manual call monitoring is no longer cutting it in today's fast-paced call center environment. Industry experts Angie Kronlage and April Wiita from Working Solutions are here to explore the power of innovative automation to revolutionize outdated call review processes!
Sales and Marketing Management
DECEMBER 22, 2019
Author: Barbara Adey It’s not enough to prepare for a sales call with general industry knowledge. Sellers need business acumen: a customer-specific grasp of business objectives and the metrics a customer uses to measure success. . Sellers need these insights in order to be agile in conversation and adjust their talking points as needed to address the motivations of different executives.
Connect2Sell
DECEMBER 4, 2019
ATD’s sales competency model builds on four foundational competencies: collaboration, solution, insight, and effectiveness.
Membrain
DECEMBER 1, 2019
In a recent article for the CEB, Andrew Kent posed the question “Are your reps bartenders or personal trainers?” It’s a great question, a wonderful analogy, and a concept that deserves a broader exposure.
MTD Sales Training
DECEMBER 2, 2019
It is 6 to 7 times harder to convert a new customer than to sell to an existing one. This is exactly why Key Account Management is one of the most important aspects of the sales process and an integral facet of every single business. Being a successful account manager means more than knowing your customers, being proactive and quickly responding to queries.
Speaker: David Nisbet, Everett Zufelt, and Michaela Weber
Once upon a time, in the vast realm of online commerce, there lived a humble checkout button overlooked by many. Yet, within its humble click lay the power to transform a mere visitor into a loyal customer. 🧐 💡 Getting checkout right can mark the difference between a successful sale and an abandoned cart, yet many businesses fail to make payments a part of their commerce strategy even when it has a direct impact on revenue.
Zoominfo
DECEMBER 4, 2019
Authenticity is the name of the game when it comes to recruiting. In today’s candidate-driven landscape, it’s no longer sufficient to go through the motions of a one-size-fits-all recruiting strategy — particularly when it comes to social recruiting. Social media has transformed the recruiting industry, as more than 91% of employers use social media to hire talent today ( source ).
John Barrows
DECEMBER 19, 2019
We’re pleased to welcome DealPoint.io’s CEO Tom Williams onto the podcast. Tom joins us and brings a ton of ideas on how top sales reps can be their best-self and make those small tweaks that really make the difference. We’re talking small tweaks to how you find the right prospects, how you run your calls and how you follow up. Nothing that any sales rep can’t do.
Hubspot Sales
DECEMBER 11, 2019
LinkedIn is one of — if not the — most effective social networks for selling. While Twitter, Facebook, Instagram, and Snapchat are valuable tools to learn more about your prospect’s interests and personality, warm them up before you reach out, and build your subject matter expertise, LinkedIn is typically the only platform that directly leads to new business.
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