John Barrows
APRIL 10, 2019
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. I received this email last week (looks like the end of someone’s Q1), which is a great example of sales done wrong, in my opinion.
Understanding the Sales Force
APRIL 1, 2019
I have written many articles about Sales DNA, the combination of strengths that support sales process, sales strategy and sales tactics; or, when it appears as a weakness and sabotages ones ability to execute.
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Jill Konrath
APRIL 22, 2019
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.
No More Cold Calling
APRIL 11, 2019
Has management ever told you to take a break? Our pace is too frenetic. We take shortcuts when we know we shouldn’t. We’re conflicted whether to stay in a job we don’t like or jump ship. We want to spend more time with our families, to exercise more, to be happy … really happy. All of that’s tough to achieve today, especially if our managers are constantly pushing us to do more, to work later, and to be available around the clock.
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Sales and Marketing Management
APRIL 1, 2019
Author: Kevin F. Davis It goes without saying that your top salespeople are the backbone of your team. Sure, they keep the sales rolling in, but they also play a key role in keeping your entire team motivated. When your top few are hard at work, the rest of the team aspires to their greatness. However, those top salespeople aren’t robots – they go through burnouts and times where they just need an extra boost of motivation, themselves.
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The Pipeline
APRIL 30, 2019
By Tibor Shanto. The expression ‘Cold Call’ brings an immediate visceral reaction from people, when it shouldn’t. Most picture opening the yellow pages, picking a business at random, dialling and barking “Wanna buy, wanna buy, wanna buy?” on the other hand, a cold call by another name is just direct contact. When I say cold calling, I specifically refer to calling someone when that call is not previously scheduled.
Understanding the Sales Force
APRIL 11, 2019
This week I've been sick with my annual bout of asthmatic bronchitis - fun stuff - and the question I've been asking myself is, "how long will it last this year?" Historically, it's takes 2-4 weeks for this to subside and it sucks big time during that 2-4 weeks. But thinking about time frames got me thinking about one of the universal timelines and challenges facing companies everywhere.
Jill Konrath
APRIL 7, 2019
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.
No More Cold Calling
APRIL 25, 2019
Did you know we have three different types of intuition? “Darn, I wish I’d trusted my gut.” I won’t even try to count the times I’ve said that. Eventually, most of us learn that trusting our gut makes sense—which is a non sequitur, because making sense is not intuitive. Making sense is systematic and sequential, and intuition is the opposite. It’s a feeling.
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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.
The Sales Hunter
APRIL 23, 2019
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. Some of you reading this are thinking to yourself, “Mark you’re smoking something funny.” Calm down. Although I used to live in Oregon, I haven’t smoked anything.
SBI Growth
APRIL 11, 2019
Your job description probably reads something like “generate revenue by increasing sales through successful marketing for the entire organization, using market research, pricing, product marketing, communications, advertising and public relations.” Yet, there’s inherently a level of gray enabling the marketing.
The Pipeline
APRIL 18, 2019
By Tibor Shanto. Every mode of communication offers opportunities for proactive prospectors, which is why you don’t want to skip the phone. The phone offers a number of advantages absent from email, LinkedIn and other social platforms. It creates contact between two human beings. What’s interesting is those who stick with one mode, especially social, seem to miss entirely the infinite social interaction and the possibilities the phone lead to.
Understanding the Sales Force
APRIL 5, 2019
About a year ago, I wrote a very popular article called, Persistence Over Polish , where I discussed the competencies that the top 10% of all salespeople were better at than everyone else. The article identified 5 of the 21 Sales Core Competencies that were the biggest difference makers, showed the gap in capabilities, and explained the impact of having these competencies as weaknesses.
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Connect2Sell
APRIL 17, 2019
You’re new to your role as a Sales Manager. Congratulations on your recent promotion! (Not promoted yet but angling for a sales manager role? Here's a post to help you get there.).
No More Cold Calling
APRIL 29, 2019
Do your clients want more from you? Would you be surprised to learn that prospects want the same buying experience in their business lives as in their personal lives? I’m not. We all want a stellar customer experience, and we’re pissed when we don’t get it. B2B customers are just louder about it. Everyone complains about their cell phone providers, their utilities companies, and their myriad of unpleasant shopping experiences.
MTD Sales Training
APRIL 23, 2019
Emotional Selling Proposition – have you got one? We all know that sales are based mostly on emotion and the decision is backed up with logic. That’s the law of the salesperson! So, do we often come up with emotional selling points in our proposals? Do we develop our emotional selling propositions as well as our unique selling propositions? You’ve heard of a USP right?
SBI Growth
APRIL 17, 2019
The role of a Product Leader is dynamic. Listening to the market, monitoring competitors and developing new products are core responsibilities. They set the organization up for growth. Yet, one of the lesser associated responsibilities of a Product Leader is translating.
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 Pipeline
APRIL 2, 2019
By Tibor Shanto. The start of any quarter is an opportunity to step back take stock and recommit to your success. The first quarter, however, is a bit different, it is far enough away from the year-end, that you can think, be positive, and have the space to course correct or accelerate your triumphs; it is an entirely different affair the first week of October, when the desperate clouds of Q4 cover the top of the funnel.
Sales and Marketing Management
APRIL 12, 2019
Author: Paul Nolan Anger has its benefits, writer Charles Duhigg states in a recent Atlantic cover story on the topic. “We’re more likely to perceive people who express anger as competent, powerful and the kinds of leaders who will overcome challenges. Anger motivates us to undertake difficult tasks. We’re often more creative when we’re angry, because our outrage helps us see solutions we’ve overlooked,” he writes.
Connect2Sell
APRIL 10, 2019
You’re successful as a seller. You’re planning for the future, and you’re eyeing that next-level job of sales manager.
Understanding the Sales Force
APRIL 25, 2019
Apparently, Duracell 9 volt batteries are the picture of consistency. Last night, all 7 of our upstairs smoke detecters starting squawking within about 30 minutes of each other to indicate that their batteries needed to be replaced. Given that the Duracells were installed in those units on the same day 4 years ago, one would hope that there are more things that we could rely upon to be as consistent and predictable.
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!
Zoominfo
APRIL 16, 2019
Take a look at your inbox – how many unread or deleted messages do you have? And how many of them are from companies trying to catch your attention? This is the reality of email marketing today. As such, it’s crucial to understand best practices that can help you improve email deliverability and compete in an environment where much is outside your control.
SBI Growth
APRIL 12, 2019
Scott Tapp, former CEO of Software Brands, joins us to discuss the evolution from being head of sales to becoming a CEO. The former sales leader turned CEO gives valuable insights that he has learned along his journey, and how.
The Pipeline
APRIL 23, 2019
By Tibor Shanto. No, I am not going to talk about green selling or climate change, not even sales change. The focus here is the actual environment of the buyer or environments. Environmentally friendly prospecting is about understanding and leveraging your mutual settings and events. The environment where what you sell will be used, consumed or processed.
Sales and Marketing Management
APRIL 22, 2019
Author: Manny Medina, Max Atschuler and Mark Kosoglow The days of old-school communications have passed. In their stead, we have new modern sales communications that are data-driven, personalized, relevant, omnichannel, sequenced, and fully optimized for today’s sophisticated buyer. The following are the seven major business pain points solved by sales engagement: Business Pain Point #1: Not Optimizing for the Modern Buyer.
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.
The Sales Hunter
APRIL 5, 2019
How well do your questions push the customer’s thinking? Sales leadership is about the customer seeing you differently than every other salesperson. If all you do is ask the basic questions that they’ve already been asked a thousand times, how will you stand out? Sales is about taking the customer to a different level. If you just satisfy their basic needs, you are not selling your service to the customer.
John Barrows
APRIL 24, 2019
You may have heard about the benefits of LinkedIn voice messages. Many sales reps, including Morgan, are using them with great success. Of the 125 Morgan has sent, he’s seen 50 responses and booked 25 meetings. That’s a 40% response rate, and 20% success rate in getting next steps. Here’s how you can get started with LinkedIn voice messages. Who you can send them to.
Zoominfo
APRIL 17, 2019
As human beings, we’re naturally inclined to regard change with a sense of skepticism. But, sales and marketing organizations must resist this instinct in order to constantly adapt to changing markets, new technologies, emerging trends and so on. But, there’s one business concept that’s stood the test of time like no other. It’s a model so deeply ingrained in modern strategies that most businesses don’t even think to question it.
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