Sales 2.0

JULY 28, 2020

This is a guest post by my friend David Krieger. David Kreiger is the President and Founder of SalesRoads. SalesRoads is a leading B2B Appointment Setting and SDR Outsourcing firm. [FYI from Nigel: you should contact them if you need this kind of help. They are the “real deal”!]. This year’s coronavirus pandemic and the resulting shutdown of much of the US economy has had an impact on just about everything: how we live, how we work, and even how we sell.

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The Pipeline

JULY 7, 2020

By Tibor Shanto. Sales pundits love to talk about change, and there is no shortage of opportunity brought about by the changes we face today. But having been at the game for a while the one thing that never changes is the view and approach to incentive or commissions. I am not talking about superficial changes or updates in packaging, but real substantive change, the kind you only get when you change behaviors.

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Sell Integrity

JULY 13, 2020

No matter how rapidly and dramatically external events may change, the top sales challenges seem to stay the same, year after year. Why aren’t salespeople and sales organizations able to make much headway in overcoming these common struggles? It’s not for lack of activity. Training is regularly implemented, new sales techniques are tried out, and the latest and greatest technology is implemented as the surefire antidote to a complex, competitive marketplace.

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The Sales Heretic

JULY 29, 2020

A common cliché in sales training is “Sell the hole, not the drill.” This maxim stems from the idea that if a person is buying a drill, it’s not because they really want a drill, but because they want a hole. And you should focus on the problem they want to solve, rather than your [.].

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Sales and Marketing Management

JULY 31, 2020

Author: Christopher Croner The current global health crisis and lockdowns are putting most companies under extraordinary stress. Many companies have frozen hiring until they can determine the effects of the lockdown and when the economy will bounce back. And yet, some of the greatest fortunes in history have been made in times of crisis, and a window of opportunity has indeed opened up.

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Hubspot Sales

JULY 30, 2020

Salespeople are often told to sell benefits, not just features. But the distinction can sometimes feel blurry. Is the product’s ability to scale with a prospect’s growth a feature or a benefit? What about its best-of-class quality? Or its ease of use? Understanding the difference between features, advantages, and benefits is crucial to a rep’s success.

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SocialSellinator

JULY 27, 2020

The coronavirus disease continues to spread around the world with no signs of slowing down. It already infected millions of people and killed tens of thousands worldwide. It also caused widespread unemployment, as well as permanent or temporary business closures.

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The Sales Heretic

JULY 21, 2020

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. 1. Reminisce Write down times when you faced a challenge whether it be in sales, another area [.].

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The Pipeline

JULY 14, 2020

By Tibor Shanto. Anything worth doing is worth doing right, and in sales, telephone prospecting is something worth doing and doing right. Challenge is that many don’t do it right, making the whole thing that much harder, and eventually not done. You can tell how salespeople go through these phases by the predictability of the excuses offered. One of my favorites is that the phone just doesn’t work anymore, no one answers their phone and other similar hits.

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Sales Management

Understanding the Sales Force

JULY 22, 2020

Steve Taback and I started our respective sales training firms at the same time back in 1985. We became great friends and he became the second licensee of Objective Management Group (OMG) in 1990. He emailed me asking if I had seen a change in any of the scores of the 21 Sales Core Competencies since the Pandemic had hit. Specifically, he was wondering if there was an increase in the number of salespeople who lacked Commitment or whose Outlook wasn't good.

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The Center for Sales Strategy

JULY 20, 2020

You hear it every day, “these challenging times,” “the new normal,” “the pandemic.” It’s no surprise that we are all facing adversity and uncertainty, but it doesn’t mean all doom and gloom. In fact, you can crush adversity and come out on the other side stronger, successful, and more skilled than ever. What is the secret to weathering the storm? Start with your sales culture as your foundation and proactively instill and foster resilience.

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Pipeliner

JULY 14, 2020

Greed Has Damaged Our World—We Need New Sales Ethics. We can easily see, and it is shown by the Austrian School of Economics, that trade (and therefore sales) has a peacekeeping component. If two parties, or two countries, are engaged in trade, it’s impossible to engage in conflict or war. If we’re going to proceed into a successful, happy world, sales must have an ethical factor to keep it at this level.

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The Pipeline

JULY 21, 2020

By Tibor Shanto. Ask a salesperson what they would like most in an opportunity and ‘urgency’ is near or at the top of the list. Ask executives what they would like to experience more in sales meetings? Most point to a more prepared rep who takes an interest in their success. Most salespeople don’t recognize that the decision-makers are so underwhelmed by the experience they’re in no hurry to continue.

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Anthony Cole Training

JULY 16, 2020

In today's blog post, we discuss motivation in sales. The problem, in many cases, is that the sales executive in charge of getting more out of their sales team has no idea what motivates those people on the team.

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The Pipeline

JULY 23, 2020

By Tibor Shanto. Stop rushing your buyers along, and find more prospects instead. You wouldn’t need to drive your only prospects if actually went out and prospect for more. Stop driving your prospects, and drive your activity. [link]. The post Why So Urgent? appeared first on TiborShanto.com.

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Prospecting Buyer Video Sales 305

Connect2Sell

JULY 15, 2020

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Steven Rosen

JULY 15, 2020

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! Sales leaders I speak with have done a fabulous job keeping their sales teams motivated, helping them transition to virtual selling and whatever else they needed to do to adapt to the new normal.

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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.

Hiring

Understanding the Sales Force

JULY 18, 2020

Unless you've been living in a cave, not paying attention to the news, or watching stations that are glorifying what is taking place in major US cities, we are in trouble - again. Cities continue to be overrun by rioters and looters, police have not been able to stop the epidemic of assaults, robberies and murders, some police departments have been defunded and there are plans to dismantle others.

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Tourism Retail Closing Sales 232

Pipeliner

JULY 16, 2020

COVID-19…….so much has changed. And we’re all evolving our strategies as we head towards that worn-out term – the New Normal. The challenge for all selling organizations is to examine the durability and viability of their business models to make adjustments and often major overhauls. But wait. Before you virtually assemble your management teams on Zoom calls for the cursory SWOT analysis updates, looking through the internal microscope, reach for your telescope instead.

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SBI Growth

JULY 18, 2020

Iconic customer programs generate fierce loyalty and accelerate revenue growth. CX professionals also realize that a poor customer experience goes far beyond just a negative review – it places future deals at risk. In his final interview segment, Ryan Hollenbeck, CMO at.

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Sales and Marketing Management

JULY 7, 2020

Author: Luke Kreitner The element of surprise has been proven to be a powerful motivational tool. Scientific studies show that unexpected incentive rewards stimulate areas of the brain connected to behavior development and learning. With stay-at-home mandates causing what many reference as the “groundhog day” effect, your sales team is the perfect audience for incorporating surprise rewards as part of a sales incentive program to keep remote teams engaged and company morale high.

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Incentive Incentives Motivation ACT 394

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!

Call Monitoring

The Pipeline

JULY 27, 2020

Sales Scrum Podcast Episode #16 – Guest Milena Regos. We recorded this episode with Milena Regos just before all hell broke loose with COVID 19; little did we realize how the hustle will change overnight. Milena shares her journey to be a co-founder of Unhustle. She highlights how changing how you view the hustle, and choices you make, as a result, can actually lead to greater personal and financial rewards.

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Zoominfo

JULY 24, 2020

In theory, your sales and marketing departments should be the best of friends. But in practice, there are bottlenecks and a serious lack of communication. Sure, it’s a problem, but your company is doing well. It’s not the biggest issue, right? Wrong. What if I told you that misalignment between sales and marketing technologies costs B2B companies 10% of revenue or more per year?

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Understanding the Sales Force

JULY 14, 2020

T. Today we'll discuss how to measure sales effectiveness of different salespeople despite there being so many variables to confuse the matter. You can scroll directly to that topic or, if you don't mind, please read my 3 paragraphs of context. In 1990, I founded Objective Management Group (OMG), and now, thirty years later, we are on the verge of evaluating our two millionth salesperson.

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The Sales Heretic

JULY 7, 2020

I recently helped my 82-year-old aunt move from Maryland to Texas. Part of that effort included contacting a variety of businesses: the moving company, the title company, utilities, banks, two phone companies, and more. And at various points in the process, people from five different companies promised to call us back. And never did. When [.].

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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.

Sales

SBI Growth

JULY 15, 2020

To kick off the summer, SBI held a virtual meeting comprised of an intimate group of market-leading B2B Chief Revenue Officers (public and private, $240M to $8B in revenue) as part of their advisory board program. These global CRO’s gathered.

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Sales and Marketing Management

JULY 6, 2020

Author: Dan Templeton No one wants a stagnant sales team. On the other hand, the thought of scaling a sales team can seem overwhelming and difficult. . If your company is approaching the growth stage, it means that your organization has already identified a steady income base, a monetization procedure and proven sales techniques. The mission now is to elevate your proven strategies so they grow as your company does.

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The Pipeline

JULY 13, 2020

Sales Scrum Podcast Episode #15 – Guest Joanne Black. Joanne Black is America’s leading authority on referral selling; she practically invented it, and that is the focus of this episode. Joanne shares the overlooked opportunities in properly and consistently leveraging referrals. In a connected planet where people buy from people, referrals are your leg-up in a competitive world.

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