Connect2Sell

JANUARY 22, 2020

Sellers are pulled in multiple directions every minute of their workday.

Selling Skills 199

Selling Skills Sales 199

The Pipeline

JANUARY 7, 2020

By Tibor Shanto. At first glance, good times are continuing for selling organizations; revenues are up and it looks like everybody is hiring. The economy seems to grow in line with the average sales, or is it the other way? And every app you add to the stack, claims to add 30% to your productivity and efficiency. Reminds one of the old joke about a salesman introducing technology to a VP of sales.

Face-to-face 257

Face-to-face Lead Gen Hiring Google 257

Sales and Marketing Management

JANUARY 2, 2020

Author: Wendy Mack Opinions can be misleading, particularly when hiring sales talent. It happens all the time: Your first impression of a potential hire was positive, but you realize it's not a good fit once he or she slides into the role. The résumé looked good, and the interview was great – so what went wrong? As this situation suggests, sizing up a candidate based on a CV and a conversation doesn't always yield the best result.

Hiring 185

Hiring Sales Talent Forecasting Objections 185

No More Cold Calling

JANUARY 16, 2020

Here are five important steps to make your team referral sales experts. If salespeople were self-motivated, they wouldn’t need sales managers or metrics. Yep, most of us are lazy and lack discipline. I’m including myself here. It’s a lonely world for account executives. I’ve been there—given a quota (usually without my input) and a list of client companies, and then told to “go at it” and do whatever it takes to get meetings.

Referrals 328

Referrals Sales Management Hiring Scale 328

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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.

Trends

SBI Growth

JANUARY 20, 2020

“What is the standard, and what is everybody else doing?” You’ve asked yourself this question individually in many different situations. What you choose to eat, how you decide what to wear to an important event, or even how often you.

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B2B Analytics Retention Data 340

Sales and Marketing Management

JANUARY 6, 2020

Author: Colleen Honan and Liz Pulice As we head into 2020, many organizations are preparing for their sales kickoff meetings. These meetings are usually the one time of the year when companies can assemble their entire sales organization and get the team energized, engaged and prepared for the year ahead. . While many companies will focus all of their planning on the meeting itself, it’s what companies do before and after a sales kickoff that can make the difference between “meh”. and great.

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Meeting Retention Guidelines Sales Enablement 177

The Pipeline

JANUARY 28, 2020

By Tibor Shanto. When we were young, we accepted things we were told but knew not to be true. We also understand that ignoring some of the facts can add to the discussion. The example here is the old saying about sticks and stones and words and the ability of these to hurt. We all know that words can hurt, and over time, do much more damage than sticks or stones.

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Cold Calling Buyer Persona Decision Maker ACT 344

Connect2Sell

JANUARY 29, 2020

In last week’s CONNECT2Sell blog post, we laid out the case for developing soft skills. We examined how soft skills, in balance with technical/functional hard skills for selling, will improve sales performance. Our high-level overview listed three broad categories of soft skills that sellers need to focus on: critical thinking, communication, and emotional intelligence.

Video 201

Video Sales Selling Skills 201

Anthony Cole Training

JANUARY 7, 2020

Welcome to our newest blog series titled, "2020: The Year For Sales Growth". These blog posts will specifically focus on helping you drive (and increase) sales in the new year.

Strategy 165

Strategy Hiring Sales How To 165

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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 Management

Engage Selling

JANUARY 15, 2020

Good deals get stuck when you lack access to the right people to successfully close a sale. There are two ways that lack of access occurs.

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Gatekeeper Closing Sales Meeting Meeting 122

Sales 2.0

JANUARY 17, 2020

It’s uninspiring (and ineffective) for a sales person to email or call a prospect to “just touch base”. On the other hand, I’m all for sales people staying in touch. So what’s the solution? If you must email or call, what do you say? Here’s one idea: have an idea. In my life, I’m sometimes a buyer and sometimes a seller. When I’m sitting on the buyer’s side of the world I realize that buyers have plenty of problems.

Prospecting 83

Prospecting Account Call-back Buyer 83

No More Cold Calling

JANUARY 9, 2020

Poor leadership will cost you $3.5 million per sales manager. “ Message to Management: Your job is to get the rocks out of the road for your salespeople so they can do what they were hired to do—sell!”. I wrote that 15 years ago in my first book, NO MORE COLD CALLING: The Breakthrough System That Will Leave Your Competition in the Dust. But I don’t think any sales manager listened, because more than half of reps are still missing quota.

Sales Management 390

Sales Management Hiring Quota Cold Calling 390

MTD Sales Training

JANUARY 28, 2020

You will no doubt have been in the position where you’ve been discussing purchase opportunities with your prospect and the subject of your competitors comes up. Whether it’s the price you are charging or their needs to get different quotes, or many other reasons, it can be quite deflating when the competition is brought up in the sales meeting. Should you try to by-pass the issue?

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Competition Sales Meeting Meeting How To 375

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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.

SalesForce

Understanding the Sales Force

JANUARY 29, 2020

We had a request for some data from one of our longtime partners. My knee-jerk reaction to her request was that it would be a big nothing burger. She asked for data that would show the difference between salespeople who are goal oriented and those who are not. I did not expect much of a difference except in the area of Motivation but I was wrong. Very wrong!

Data 367

Data Motivation Sales 367

Score More Sales

JANUARY 24, 2020

It is difficult to share the excitement and enthusiasm I have in having been invited to be part of the Flip the Script National Tour happening in nine (9) cities in sixteen (16) days in February.

Sales 66

Sales 66

The Pipeline

JANUARY 21, 2020

By Tibor Shanto. Everyone knows it takes 21 days to form new habits. Probably more accurate to develop good habits, as most people can take up bad habits in a heartbeat. In the end, it turns out to more a myth than reality making it perfect for a sales discussion, as there so many bad habits formed pundit propagated myths. Remember how dead the phone was before it came back?

Meeting 317

Meeting Proposal Positioning Pipeline 317

Sales and Marketing Management

JANUARY 20, 2020

Author: Jeff Kalter Are you at risk of becoming obsolete? Or worse, could you lose your sales job altogether? You could be vulnerable if you’re not sharpening your sales skills and honing the tactics that will help you succeed in 2020. Forrester analyst Andy Hoar didn’t mince words when he spoke at the 2015 Forrester Sales Enablement Forum. He told the audience about his research and his expectation that out of the then 4.5 million B2B reps currently selling, as many as 1 million could be gone b

Sales Goal 312

Sales Goal Meeting Trade Show Ideal Customer Profile 312

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

No More Cold Calling

JANUARY 23, 2020

Successful sales execution requires more than sales technology. “Joanne, the challenge is always in the execution.” That’s what a client told me more than 20 years ago, and I’ve never forgotten it. Companies today purchase the latest and greatest sales technology, provide minimal training, and then wonder why it’s not adopted across the board. Because it doesn’t actually help with sales execution.

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Guarantee Referrals Sales Qualified Lead Cold Calling 329

The Sales Heretic

JANUARY 28, 2020

If you’re a regular reader of this blog (and if you’re not, you can be—just click one of the “Subscribe” links to the right, wink, wink, nudge, nudge), you know that I’m a big fan of asking questions. When I conduct sales training seminars, I typically give audiences 20 to 40 questions to ask their [.].

Benefit 288

Benefit Training Networking Objections 288

Understanding the Sales Force

JANUARY 16, 2020

There are comparisons of apples to oranges, red or green, black or white, stop and go, and the most relevant and current of all, liberals to conservatives. In today's article, I'll share a hot/cold comparison of my own, but this one is about sales candidates. Back on January 9, my article about why 3 good salespeople failed and 3 so-so candidates succeeded , used the results of a top/bottom analysis to identify the reasons why.

Comparison 292

Comparison Analysis Company Sales 292

MTD Sales Training

JANUARY 21, 2020

Do you often hear people say ‘Oh, I’m not in sales…I can’t sell anything!’. If you do, and they work in your company, you’re letting go of many opportunities for successfully creating a great image for your brand. I say this because everyone, from the CEO to the janitor , creates an image for what you do. Imagine one of your receptionists answers the phone in a gruff manner because they have just had a bad meeting with their manager.

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Face-to-face How To ACT Opportunity 280

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

SBI Growth

JANUARY 30, 2020

Remember when a cloud was only a fluffy thing in the sky? It was only 20 years ago that Salesforce introduced the revolutionary idea to help companies use cloud-based applications for customer relations management. The applications would be run over.

SalesForce 267

SalesForce Customer Relationals Company 267

Bernadette McClelland

JANUARY 23, 2020

What does this rock formation have in common with what’s going on inside your head? * Sometimes we interpret things and we are wrong – it could be a frown we see as disapproval when we’re not, in fact, privvy to the thinking going on behind the scenes. * Sometimes we may hear a sound we think is gunfire and for that terrifying split second feel afraid, yet it is only a car backfiring. * Sometimes we may see a stick, swear a bit and jump for our lives because it looks so much li

Conference 130

Conference Lead Generation Coaching Sales Enablement 130

The Pipeline

JANUARY 14, 2020

By Tibor Shanto. In a previous life, I used to be a cab driver; as a result, I still use a lot of driving references. People who work with me know I believe in leaving your product in the car, makes for a better conversation. And when you think about it, we are a car culture, and in addition to going from point A to point B, we do other things in the car.

Lead Rank 250

Lead Rank Lead Scoring Buyer Objections 250

The Sales Heretic

JANUARY 14, 2020

As a professional keynote speaker and trainer, I have a tremendous appreciation and respect for the power of words. The right words at the right time can solve problems, heal wounds, create connection, or move people to action. They are essential to your sales, business, and personal success. Whether you’re a salesperson, manager, or business [.].

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Sales 285

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

Understanding the Sales Force

JANUARY 13, 2020

One of the questions we are often asked by HR Directors is, "Can people game the OMG assessment?" Of course they can try, but we have a very effective algorithm that smokes out those who attempt to cheat. It doesn't happen very often that somebody attempts a big cheat but when it does, it's almost magical in the way we uncover them. There is a very small percentage of salespeople who attempt an all out cheat.

Hiring 290

Hiring Groups Course System 290

Sales and Marketing Management

JANUARY 23, 2020

Author: Dave Gerry Building a winning sales organization is no small task. Finding and hiring the right kind of people with the right mix of skills, developing a compensation plan, identifying training needs and aligning everyone with business goals can all be daunting. . . And that’s in normal conditions. What about after a merger or acquisition? More than ever, that scenario calls for strong leadership and effective communication.

Hiring 218

Hiring Ideal Customer Profile Scale Compensation 218

SBI Growth

JANUARY 22, 2020

Recessions are an economic reality. They are also difficult to predict. The question isn’t whether there will be another recession, it’s when the recession will hit. The truth is, nobody knows when the next recession will occur. You can listen.

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Analysis Research Revenue B2B 262