The Pipeline
MARCH 19, 2019
By Tibor Shanto. With regularity, most active sales trainers and I get the following question: “When is the best time to prospect?”. First, wanting to stay real and all, what they are really looking for is either a reason not to prospect or absolution from having not prospected for a while for all the wrong and usual reasons. Either one leads to the same corner of no prospecting and any cross street in sales.
Sales and Marketing Management
MARCH 25, 2019
Author: Brad Soper, Andree Radloff and Mark-Daniel Rentschler What will sales divisions look like in the future? With increased competition, the rapidly expanding role of technology in the sales process, and factors such as digitalization impacting every step of the process, we expect things will be significantly different from the way they are today.
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No More Cold Calling
MARCH 14, 2019
Here’s why women are good for the bottom line. When I published “ The Glass Ceiling Hasn’t Shattered Just Yet ” in February 2015, the post sparked more than 80 comments. Many said the same bias exists for immigrants, even those who are extremely qualified and speak English fluently. Several men responded that they wanted to see a different world for their daughters.
SBI Growth
MARCH 21, 2019
A product leader at a recent client of mine expressed a frustration that most product leaders can relate to. His organization had recently invested heavily in developing a new product that targeted a growing segment of the company’s customer base.
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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.
Jeffrey Gitomer
MARCH 4, 2019
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. You do a perfect job of delivering what you promised. You provide impeccable service after the sale.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
The Pipeline
MARCH 21, 2019
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. However, like working out, those of us willing to get up at 5:00 AM to get ahead of the day, we work through the routine adding sets, increasing pounds, and more. As with most things in prospecting and sales is the same, to develop a routine you can and willingly implement.
Sales and Marketing Management
MARCH 20, 2019
Author: Conner Burt The current labor market remains among the tightest in modern history. As such, many companies today are beginning to look with renewed interest at their most readily accessible talent pool when filling open roles: their own employees. Rather than battling for new hires in an uber-competitive job market, smart companies are moving to train and promote from within.
No More Cold Calling
MARCH 29, 2019
Women in sales have a natural advantage. When you think about salespeople, you probably picture men. History and Hollywood have made sure of that. Yet, many saleswomen outperform their male colleagues, and many men have admitted that to me when the other guys were out of earshot. Women in sales understand that relationships are built on trust, and we have the savvy and patience to foster strong personal and business relationships.
SBI Growth
MARCH 19, 2019
As organizations transform their Deal Desk to a best in class Revenue Desk, challenges arise. Making this transition calls for new members from various functions, which results in more opinions and at times, competing priorities. When done well, this leads.
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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.
Jeffrey Gitomer
MARCH 5, 2019
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 rules to ensure your success: Approach with care, be prepared, don't move too quickly. Timing is everything. Don't appear to be too anxious to get the sale (money).
Understanding the Sales Force
MARCH 27, 2019
When you hear a phrase like the hard sell , do you instantly think of car salespeople? Insurance? Replacement windows? No offense intended to those of you in one of those three industries! While someone's reference to a hard sell may differ, the perception of the hard sell is fairly universal. After prospects state an objection, say they're not interested, or tell the salesperson, "No," prospects tend to raise their resistance.
The Pipeline
MARCH 7, 2019
By Tibor Shanto. I think it was in Skip Miller’s book that I read that a manager should know how his year will end by the Q1. Not taking anything away from that great insight and practice in terms of creating and driving strategy for your teams, one key factor has changed, which may you be the judge, change time horizons for front line reps, and by extension, their managers, and all the calculations this impacts.
Sales and Marketing Management
MARCH 11, 2019
Author: Tessa Burg In a perfect world, your sales team and your marketing team work side by side to find and close customers. In the real world, however, less than half of companies believe their sales and marketing teams are in any sort of alignment at all. Traditionally, each department has experienced success in the past working in a siloed fashion.
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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.
No More Cold Calling
MARCH 22, 2019
Grandmothers have always worked … but not always outside the home. It was 2007. At a luncheon hosted by a major magazine, a panel of four women discussed their careers and what inspired them. The oldest was 53 years old, a business owner with two children at home. The youngest was 20 years old, working in a family business. The other two were in their 40s and worked for large corporations.
SBI Growth
MARCH 18, 2019
If you follow our Sales Benchmark Index blog, you have read our take on enhancing your Deal Desk to a Revenue Desk in the recent post “What Do You Do When Your Deal Desk Is Failing – Set up a.
Jeffrey Gitomer
MARCH 19, 2019
The average professional sports team wins more than 75% of the games they play on their home court. That's a pretty high winning percentage. If you knew you could win 75% of the prospects you pitched, you'd do it, wouldn't you? YOU CAN! Sales games are no different than sports games. You win more sales when you sell them at home. How many of your prospects, who you want to become customers, get an invitation to play the championship game (the sale) at your ball park?
Connect2Sell
MARCH 13, 2019
The opposite of memorable is forgettable. Unremarkable. Average. You are none of those things. So why act like it? Why act like every other seller out there, blending in to a sea of sameness? The work of selling is a lot more fun when you do the things that make you a standout. When you take risks, encourage your buyers, collaborate to co-create something unique, and personalize your approach.
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.
The Sales Hunter
MARCH 29, 2019
Do not assume anything! This is easy to say, but sometimes tough to do in the moment. It can seem painless to make an assumption from reading someone’s email, but the real question is what is your assumption, and is it correct? That is where the problem lies. Anyone working with wood has been told this valuable phrase: measure twice, cut once.
Understanding the Sales Force
MARCH 10, 2019
They aren't personal, they aren't written well, their messages are identical, you want to delete them and I know you get these emails too. I had already decided to save some of these worthless emails for an upcoming article when Keenan posted this rant on LinkedIn. After you read his rant and related comments, please return to my article for a short tutorial on what's wrong with these emails and how to make them stickier.
No More Cold Calling
MARCH 8, 2019
In honor of International Women’s Day, how can your sales team attract more female rainmakers? It was 1936. My mom graduated with a degree in finance from Syracuse University, but she couldn’t get a job at a bank. They didn’t hire women, not even as tellers. That was 16 years after the 19th Amendment to the U.S. Constitution granted suffrage for women.
SBI Growth
MARCH 4, 2019
Focusing on value provided, you can implement a winning price increase, contrary to what may have been occurring historically. Re-anchoring is the key to a winning pricing strategy – a focus area we will take on as part of developing.
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!
Jeffrey Gitomer
MARCH 5, 2019
"Don't start your presentation until the customer agrees to buy," says Ray Leone. WOW. That's power if you can pull it off. "The sale is made before the presentation begins if you ask the right questions to qualify and interest the buyer to a point of commitment," he says. Ray Leone uses strategies that gets the customer to commit to buy before the actual presentation starts.
The Pipeline
MARCH 5, 2019
By Tibor Shanto. How you think about your pipeline, will drive your approach to ensure it leads to your objectives, which by extension should dictate your actions. Strategy-Planning-Execution. Simple, yet elusive at the same time, most people are good at planning, yet fall short on execution. One major hurdle many face, is the often lack of clear purpose brought to the call or e-mail by the prospector.
MTD Sales Training
MARCH 5, 2019
When you hear the term ‘customer service’, what connotations spring up? Maybe it’s that annoying assistant who won’t leave you alone in a shop? Or that company who never stops cold-calling you? Or maybe it’s that waiter whose splendid attention to your every need makes your normal restaurant visit that bit more special? Whatever you think customer service is, it often needs to be revisited in order to be kept front-of-mind.
Understanding the Sales Force
MARCH 13, 2019
Most salespeople do not know the difference between their prospects' decision-making process compared with their decision-making criteria. What's worse is that even more salespeople don't even bother asking about it. According to data from Objective Management Group (OMG) who has evaluated/assessed 1,841,209 salespeople, only 27% of all salespeople are strong qualifiers so it's likely that the majority are not asking.
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.
No More Cold Calling
MARCH 31, 2019
Does age really matter in sales? “Explain it so your grandmother would understand.”. That’s exactly what the CMO of a tech company said about how to explain your mission statement. I was listening to his podcast at 7:00 on a Monday morning, and I was ready to kick butt. This isn’t the first time I’ve heard the grandmother reference. I’ve heard it for mothers, as well, but never for fathers or grandfathers.
SBI Growth
MARCH 9, 2019
On today’s show we’re joined by Paul Melchiorre, the Global Customer Officer for Anaplan, a connected planning platform that enables organizations to accelerate decision making by connecting data, people, and plans across the business. Click here for the podcast version of.
Jeffrey Gitomer
MARCH 5, 2019
The "Drop–in" visit. You go to a valued customer without an appointment and say, "I was just around the corner and thought I'd stop by.". Do you do it? Can you successfully pull it off? Will the customer be willing to see you? Or will he be "tied–up, busy or in a meeting?". Suppose there was a way to call on any prospect or customer and have them welcome you in, be glad to see you, and give you a chance to build the relationship.
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