Platinum Rules for Success
DECEMBER 26, 2018
This week on Platinum Rules for Success, sales expert Jim Cathcart pulls back the curtain to reveal today’s primary sales competencies and the reason WHY for each. After writing 17 books and delivering over 3,000 professional speeches around the world, Jim Cathcart collaborated with Jeffrey Gitomer and Dr. Tony Alessandra in 2015 on the award winning sales skills assessment, Sales IQ Plus.
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Connect2Sell
DECEMBER 26, 2018
Every minute matters. When you’re in sales, your productivity can swing up or down based on how you manage the minutes.
Bernadette McClelland
DECEMBER 27, 2018
Hello there! With the New Year about to kick off again we may do one, or both, of two things. We may reflect on the year just gone or project on the year ahead. Some of us may reflect and cringe at embarrassing moments we’ve had, hold regrets of what was done or not done, or try to suppress those fears that caused us to self-sabotage. Others, meanwhile, will pat themselves on the back, high-five and with hearts filled with ‘yeah, I did THAT!
Speaker: Jesse Hunter and Brynn Chadwick
Today’s buyers expect more than generic outreach–they want relevant, personalized interactions that address their specific needs. For sales teams managing hundreds or thousands of prospects, however, delivering this level of personalization without automation is nearly impossible. The key is integrating AI in a way that enhances customer engagement rather than making it feel robotic.
The Sales Heretic
DECEMBER 25, 2018
I enjoy giving gifts. And I enjoy receiving gifts. It’s not my primary Love Language (that would be Physical Touch), but I definitely feel cared about when I receive a gift from someone. Over the course of my life, I’ve been blessed to receive a lot of gifts from a lot of people. One present [.].
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
No More Cold Calling
DECEMBER 28, 2018
We’re not obsolete … yet. There’s a saying in B2B sales that people buy with emotion and justify with fact. It’s more than a saying; it’s a fact. Trust is a predominant factor in any buying decision. Two things being equal—and they never are—people buy from those they know, like, and trust. Unless a buyer likes and trusts you, you won’t get the deal.
Sales and Marketing Management
DECEMBER 26, 2018
Author: Staff Some additional thoughts…. In my work with sales executives from corporations large and small, I repeatedly see that team rewards are easily overlooked in favor of individual incentives. And while individual incentives are critical to the success of any sales organization, most companies are not fully invested in supporting the team environment.
Score More Sales
DECEMBER 28, 2018
It is hard to believe that the new year is about to look right at us. Some in sales roles are pleased they hit quota this year and others (more than 57%) presumably did NOT make quota this year. No matter which camp you are in, January 1 brings a new quarter for all and a new year for most.
SBI Growth
DECEMBER 25, 2018
Managing partners can feel like Dark Magic; juggling partners at different levels of performance. Dark Magic, that is, because it is not always obvious who are the good and who are the bad partners. One partner could be crushing their.
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Are you struggling with slow quoting cycles, complex product configurations, and disconnected data in your manufacturing/distribution business? This article will help. Learn how industrial companies are revolutionizing sales processes with an integrated platform that includes quoting, inventory, and service, providing real-time data and offline access for field teams.
The Sales Hunter
DECEMBER 26, 2018
I can’t say thank you enough. I am grateful for the opportunity to share my insights on sales, business and life. I count it an honor and I take it very seriously, because I know how important your time is. My hope is that what I share has and will continue to help you grow professionally and personally. Looking ahead, my biggest goal is to be more insightful in my blog posts and articles.
Hubspot Sales
DECEMBER 26, 2018
Whether you want to free yourself from the personal and financial restrictions of employment, or you just want to supplement your salary with some extra spending money, working for yourself or starting and growing a business has never been easier -- and there's never been a greater choice of roles to choose from. Below are 22 incredible freelance and small business opportunities in a variety of different industries you can start working on today.
Grant Cardone
DECEMBER 26, 2018
“ Grant, you’re wearing me out.” I hear that often. Many people think they can’t keep up with my activity levels. They wonder how I can go from one appointment to the next without breaks. They can’t fathom why somebody with hundreds of millions of dollars is pitching a $10 E-book on a Tuesday night at 9pm over Facebook live. Besides the fact that I believe I’m helping people, I want to sell more because it’s better to have and NOT need than to ever have a shortage.
SBI Growth
DECEMBER 27, 2018
Why You Should be Focusing on EX Global Director of Talent Development discusses the employee experience and how it impacts top line in under 3 minutes. How to Mobilize High-Potential Employees and Activate Revenue Growth Ensuring your high-potential employees are engaged and working.
Advertiser: ZoomInfo
Modern go-to-market teams know it takes more than one email to break through the noise. Multiple touchpoints means more ways to get your pitch right — and, potentially, more ways to be wrong. The good news? Once you know how to write compelling, one-off emails to entice prospective customers, you can easily do the same across a short sequence of emails.
BrainShark
DECEMBER 28, 2018
As the sales enablement function grows and evolves, more people are talking and writing about the profession on a regular basis.
MTD Sales Training
DECEMBER 27, 2018
There are many forecasts of how the future will affect our businesses and each one of these reports has a slightly different perspective on the effects it will have, depending on your industry. What we need is a rule of thumb, or generic guidance, on what will affect us, regardless of our products or services we offer. Here, we discuss just four of these needs that customers will have both now and in the future.
DiscoverOrg Sales
DECEMBER 26, 2018
2018, you’ve been good to us. In spite of GDPR, in the face of market turmoil, and despite an increasingly complicated tech stack, this year has shown us that high tides really do lift all boats. As we try to fill in the blanks for our customers and prospects, and offer up our own hard-won lessons learned to our community – a few gems stood out.
SBI Growth
DECEMBER 27, 2018
What Is the Connection Between Setting a Product Vision and Revenue Growth? Every new product starts with a vision. But that vision can only be fulfilled if it is shared and understood by all key stakeholders. What are the keys to.
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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.
Women Sales Pros
DECEMBER 28, 2018
WOMEN Sales Pros is on the lookout for more great videos like the one I’m sharing below which makes the case for more women in sales and sales leadership at companies around North America. This one is from Carbon Black, a Boston-area cybersecurity solutions company. In this video, Senior Sales Director Susan An talks about her seven years at Carbon Black and addresses things like having a culture in the company around discussions around maternity leave and support for work-life balance – without
Alice Heiman
DECEMBER 26, 2018
The sales industry is incredibly progressive. There are always new tools to implement and new strategies to try. It is difficult to stay on top of it all. So, we decided to ask a group of sales experts this one question: What is the biggest trend you expect to see in the sales industry in 2019? . Sales Trends of 2019 . Personalization . AI for Sales .
Vengreso
DECEMBER 27, 2018
#DontDoNormal. If you’ve consumed Vengreso content before, you’ve no doubt heard Mario repeat those words time and again. He’s pretty adamant about it, and as it happens, it’s for a good reason. Throughout Mario’s 21 years in the sales industry, he’s witnessed dramatic changes to the way salespeople engage with prospects. Technology and consumer habits have shifted significantly, and companies such as Toys “R” Us, Borders and Blockbuster are no longer in business because their leadership
SBI Growth
DECEMBER 27, 2018
Benchmarking Marketing Performance for Your Portfolio Companies From generating awareness to brand advocacy, high-performing marketing teams drive revenue and customer acquisition throughout the customer lifecycle. But how do you measure the success of those investments? Leading Indicators of Sales Performance You.
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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 Hacker
DECEMBER 28, 2018
Here’s a recap of the best sales articles from 2018 from Sales Hacker! With 2019 is right on the horizon, I’m taking this as an opportunity to look back at the kickass year we had at Sales Hacker. As usual, we were lucky enough to play host to many brilliant people contributing amazing content. Thanks to ALL our contributors and readers (now over 106k!
SalesLatitude
DECEMBER 27, 2018
The first-line sales manager is one of the most rewarding, yet overworked positions in the sales chain. Client and team meetings, account and territory planning, financial and administrative work, management requests, and sales rep coaching are just a few of the sales manager’s responsibilities. With so many diverse yet intertwined activities to deal with throughout the day, sales managers often find themselves in a perpetual juggling act.
Jeff Shore
DECEMBER 27, 2018
By Jeff Shore. ?Mark Twain once said, “Those who do not read are no better off than those who cannot read.”. Have you been thinking that reading is a habit you should develop? Here are ten books to help you on that journey. ?1. Eat Their Lunch! by Anthony Iannarino. The smartest sales thinker around today with his third book in three years, and arguably his best.
SBI Growth
DECEMBER 27, 2018
6 Ways to Align BDR’s Maximize the effectiveness of your pre-sales team through 6 steps. Aligning them to your sales teams with these techniques to increase conversion rates, shorten sales cycles and increase deal sizes. The CX vs.
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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.
Partners in Excellence
DECEMBER 27, 2018
Someone called seeking coaching on a specific deal. He had fallen into traps which blinded him in moving forward with a winning strategy. He started the conversation with, “The key decisionmaker is really a jerk! He’s power hungry, his people want to do something with us, they’ve presented compelling arguments, but he doesn’t want to go forward…… They are losing so much opportunity, if they only they would implement our system……” A few moment
Hubspot Sales
DECEMBER 28, 2018
Back in 1789, Benjamin Franklin wrote in a letter that nothing in the world is certain -- "except death and taxes.". We think that's a bit of a grim outlook on the world, but the founding father isn't wrong. If you work for or operate a business in the United States in order to make money, at the end of the year, you have to start filling out and filing tax forms to pay your taxes.
Nutshell
DECEMBER 28, 2018
A 1:1 sales meeting provides sales managers and sales reps time for reflection and goal setting, as well as an opportunity for both sides to raise their concerns. As a manager, you shouldn’t look at your weekly individual meetings as simply a time to go over sales numbers. Your responsibility is to foster professional development for your reps, and arm them with everything they need to be successful in your organization.
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