The Pipeline
SEPTEMBER 17, 2020
By Tibor Shanto. Can we agree that despite many claims to the contrary, there is no single proven method for continuous success in B2B sales? One that has proven itself in varied markets and real-world challenges. No matter what argument you may counter with, the fact you’re willing to discuss proves it doesn’t exist. That’s neither good nor bad, but an honest way to start looking at a real problem is sales today.
Sales 2.0
MAY 29, 2020
Stormy clouds covering the Serengeti while on game-drive on the way to Seronera. We are starting to reopen but it’s pretty clear things will be different. Things will be some kind of new but not the same as before. The good news is that some things will be better. than before. Sometimes it takes a big kick in the pants to change people and this crisis has certainly been that for many of us.
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Sales Pro Central Submitted Articles
OCTOBER 6, 2020
Being a quota crusher doesn’t stop at closing net new deals. Account managers, those who work with an existing book of business, are extremely valuable to organizations. Their role is critical for retention and revenue expansion.
Steven Rosen
JUNE 3, 2020
Unleash the 10X Factor to Close the Sales Gap. Do you want to close the sales gap? Doing nothing is not an option! Businesses are starting to open, which hopefully is a good thing. You are still responsible for generating your company’s revenue, and your colleagues are counting on your efforts and that of your entire team. Now is the time to get sales on track.
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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.
Mr. Inside Sales
AUGUST 7, 2020
I listen to a lot of calls each week that my clients send me. This week, I listened to a closing call from one of their reps, and here is how the prospect opened the call: Prospect: “Let me just tell you upfront that we’re looking at a lot of different options right now of which yours is just one…”. Then: “And also, I’m not the decision maker on this, I’m just an influencer.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Sales Pro Central Submitted Articles
SEPTEMBER 15, 2020
Most sellers will tell you that creating conversations with prospects is critical to greater success in sales, but the dynamics of how to do it can be baffling. Unfortunately, when sellers seek to understand it better, they often find conflicting advice.
Sell Integrity
OCTOBER 14, 2020
The Behavioral Styles ® model is an easy-to-use tool for assessing the behavioral characteristics that fall within four distinct customer communication styles: Talker, Doer, Controller and Supporter. Does communication style matter when it comes to sales? More than you might expect. Studies show that over 80% of customer dissatisfaction is rooted in emotional issues rather than intellectual ones.
Nutshell
NOVEMBER 26, 2020
“If the only prayer you said in your life was ‘Thank you,’ that would suffice.” —Meister Eckhart (1260-1328). 2020 has been weird. For nearly a year, the pandemic has kept people mostly sheltered in their homes. Companies have gone out of business while Amazon’s value climbed to 1.5 trillion dollars, and mobile apps have become substitutes for trips to grocery stores and restaurants.
Sales Pro Central Submitted Articles
OCTOBER 13, 2020
Lee Baker, one of the Sr SDRs at demandDrive, put together this email recently. With the current state of the world I don’t think it could have come at a more appropriate time.
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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.
No More Cold Calling
DECEMBER 29, 2020
Your referral network is your net worth in sales. “How do I ask for a referral from customers I haven’t spoken with in two years?” That’s what a client recently asked me, and I was baffled by his revelation. How can smart, experienced sales reps let their customer relationships wither? I have plenty of advice about asking for referrals , but most of it assumes that salespeople nurture their client relationships.
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.
SBI Growth
OCTOBER 22, 2020
At this point in 2020, all your competitors have undergone some variation of a “digital transformation” to supplement an end-to-end data-driven, Customer Experience (CX) focused digital sales strategy. A recent study conducted by KPMG found that over 90% of companies.
Understanding the Sales Force
APRIL 27, 2020
We are in week 6 of lockdown, week 8 of voluntary work-from-home, while adapting, guiding and directing companies who still need to sell their products and services to generate revenue. At this point sales is about so much more than generating revenue for profit or to keep employees working. For most companies, sales is now about generating revenue to survive, as we stare down a whole new way of doing business.
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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.
The Sales Heretic
APRIL 7, 2020
The current “Social Distancing” and “Shelter at Home” requirements have resulted in millions of people conducting virtual presentations for the first time. And it shows. Which is understandable. Our first attempts at most things leave a lot to be desired. And virtual presentations have a lot more challenges and elements to be managed than typical [.].
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.
Sales 2.0
MAY 20, 2020
Urban crowds of people from above. This is entirely 3D generated image. If you didn’t believe that we humans are connected before COVID-19, you should now. As you know, the virus has been transmitting itself exponentially through populations around the world. The only thing that has slowed its progress has been implementing some form of social distancing.
Connect2Sell
FEBRUARY 5, 2020
In last week’s CONNECT2Sell blog post, we got an overview of why communication skills are so crucial to sales success. In fact, out of all the soft skills required for selling, communication skills may be the most important of all. The surprising takeaway is that there are a minimum of 20 specific skills under that broad umbrella of communication.
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.
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?
Score More Sales
OCTOBER 6, 2020
The words you choose as a seller have power - don't miss any apportunity gain a competitive edge. Choosing what you say or write can help close a deal, or lose one.
Steven Rosen
APRIL 6, 2020
Sales Leadership Roundtable Discussion. I really enjoyed a round table discussion that I facilitated a couple of weeks ago. I had 8 senior sales executives join me for an open discussion. In part 1 of this two-part series, they shared how they have kept their salespeople productive and motivated over the last couple of weeks. We all realized that we are all in unchartered waters.
No More Cold Calling
APRIL 16, 2020
Why do you trust some people and not others? Trust is a word we use indiscriminately, but we do not trust indiscriminately. How do we define trust? How do we get our arms around such an emotional word? That’s a tough question to answer, because it depends on the person, and sometimes it depends on the times. Right now, in the midst of a global health emergency and a global financial crisis , we’re all asking ourselves who to trust.
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!
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.
SBI Growth
MAY 21, 2020
Whether you are about to go on a first date or preparing for a discovery call with a prospect – first impressions matter. Regardless if it is from their initial website visit to their first discovery call, the prospects’ experience.
Understanding the Sales Force
OCTOBER 20, 2020
You're probably going to hate this article! I'm going to show you that much of what is transpiring with the Pandemic could be having a greater impact than you realize relative to the future state of your business and you might not like what I have to say. As always, if you can hang in through some of the preliminary analysis, I'll make the pivot to sales and business.
The Sales Heretic
AUGUST 12, 2020
My friend Joel Comm is a brilliant author, speaker, and entrepreneur. He’s also the co-host of The Bad Crypto Podcast. In this capacity, he frequently receives requests from people who want to be a guest on his show. Recently, his inbox was graced with this request (that he kindly shared with me): Hey guys, I [.].
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 and Marketing Management
APRIL 13, 2020
Author: Andres Lares, Shapiro Negotiations Institute There is a small truism about connecting with people that anyone in sales can tell you, and they learned it early in their careers. When speaking to somebody on the phone, they can hear the difference when you smile. It’s true. And it demonstrates a tried and true concept that is more critical now than ever before: It’s not just what you say, but how you say it. .
Sales 2.0
APRIL 23, 2020
It’s a really tough time for most companies to sell their products and services. Much buying is “paused.” Buyers are wondering what the future holds for their companies–and themselves–and are having a tough time committing to purchases. Deals are stuck in the pipeline and new opportunities are in short supply. 1. A time to plan. Conversely, this slow time is a great time to plan for the future.
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