August, 2020

article thumbnail

Leadership in Times of Change

Anthony Cole Training

As a leader, have you ever wondered why your salespeople don't adapt to and follow the new guidelines you have established? Often, managers focus their energy on defining procedures and identifying expectations during times of change. However, they fail to understand the impact and personal needs of the employees that are responsible for following these new requirements.

article thumbnail

The Art of Good Sales Questions

A Sales Guy

Can you see the difference between the two questions in this video? Can you see how they will elicit entirely different responses from the buyer? Can you see how based on the questions, and the answers, how one question sets the salesperson up for success and the other keeps them in the same place? Most of you know how important I believe the discovery process is.

Sales 205
Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

article thumbnail

How to sell when you're not a salesperson

Membrain

One of my relatives is a lawyer. He recently joined a new firm and had an interesting story to tell. He’s a compliance expert, and not too long ago, a potential client called asking for help with a tax issue.

Sell 171
article thumbnail

Micromanaging Your Sales Metrics

Engage Selling

Make no mistake about it. Right now, you must be micromanaging your metrics. Micromanaging has been given a bad rap.

Quota 169
article thumbnail

Smart Tools & Strong Teams: A People-First Approach to AI in Sales

Speaker: Matt Sunshine, CEO at The Center for Sales Strategy

AI isn’t replacing salespeople—it’s empowering them. The most forward-thinking sales organizations are using AI to enhance human performance rather than eliminate it. From coaching and messaging to prospecting and pipeline accountability, artificial intelligence is giving managers and SDRs the new tools they need to work smarter, sell better, and close more.

article thumbnail

Reinventing Selling!

Partners in Excellence

The pandemic, social change, and economic crises impact all of us, personally, organizationally, and how we engage our customers. It has forced each of us to rethink, reset, and change. We all know that selling is changing profoundly. As much as some might wish that things get back to normal, we know that normal has changed forever–as it should.

Sell 167
article thumbnail

15 Things Salespeople Must Do to Make up for a Lackluster 2nd Quarter

Understanding the Sales Force

Last week we moved our son into his dorm to begin his freshman year of college. The college President's opening remarks were virtual, so we joined the Zoom stream from our hotel room and listened in. He had some really useful things to share with the new freshmen and while his thoughts were targeted to the students, they apply quite equally to salespeople.

Consult 154

More Trending

article thumbnail

The Best Online Sales Training Ever

A Sales Guy

It’s here, We just dropped Gap Selling Online Sales Training and it’s going to blow your mind. It’s 5 – 8 hours of engaging, customized, choose your own journey experience. We are extremely excited about this training. It’s like nothing you’ve ever experienced. Each participants journey is there own as the training adjusts and offers different experiences based on each salespersons own experiences and engagement.

article thumbnail

How to make complex sales as simple as possible but no simpler

Membrain

In science, according to a quote attributed to Albert Einstein, “everything should be made as simple as possible, but no simpler.”. This same principle applies to the sales profession. An overly complex sales system wastes time and money. But an overly simple sales system, ironically, does the same.

Sales 171
article thumbnail

Selling in Tomorrow’s Landscape

Engage Selling

The world has changed and sales has changed. Throughout the past several months, since the dawn of the pandemic, I’ve shared countless resources, ideas, and tips on succeeding in this new landscape.

Sell 166
article thumbnail

On Measuring Sales Performance

Partners in Excellence

It’s becoming increasingly complicated to measure sales performance–particularly in complex B2B sales. We are used to setting quotas and measuring our progress against those quotas. But our measurement systems are getting increasingly complex. First, as we look at leveraging teams to sell complex deals, I hear increasing concerns with, “Who do we credit?

Pipeline 161
article thumbnail

How to Coach Reps on Overcoming Sales Objections with Confidence

Speaker: Brendan Sweeney, VP of Global Sales and David Phelan, Account Executive

In a world where buyers are more informed and objections are more nuanced, confidence isn't optional—it’s a competitive advantage. In high-stakes conversations, knowing how to handle pushback can make or break the deal. Join industry experts Brendan Sweeney and David Phelan for a behind-the-scenes look at how teams are transforming sales coaching with real-time feedback, objection-handling role plays, and pre-call preparation that actually sticks.

article thumbnail

How to Equip Managers to Drive Lasting Results from a Sales Initiative

Force Management

First-line managers, more often than not, are the linchpin to whether a sales enablement initiative sticks or falls by the wayside. If your managers see how invested you are in the change initiative’s success, they’ll see the importance of driving long-term reinforcement and adoption. To get managers to put in the work required to drive results, 30, 60, 90 days after the launch of your initiative, you’ve got to put in the work 30, 60, 90 days before the launch of your initiative.

Launch 147
article thumbnail

7 Things Companies Do to Thrive Anywhere, Anytime

Anthony Cole Training

Regardless of the current state of business, it is easy to get caught up in managing day-to-day tasks. It's also easy to lose focus on the end goal and continue to take the necessary steps to move your business forward.

Growth 254
article thumbnail

B2B Reads: Page One, Predictability, and Polarity Maps

Heinz Marketing

In addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the Web each week. We’ll miss a ton of great stuff, so if you found something you think is worth sharing please add it to the comments below. Seven Factors That Separate Winners From Losers In An Economic Downturn.

B2B 145
article thumbnail

How to choose your CRM for B2B Sales Effectiveness

Membrain

Choosing a CRM is a major decision that will impact every aspect of your sales performance. Choose the right CRM, and your team will be enabled to perform more efficiently and more effectively. Choose the wrong CRM, and not only will you sink a lot of investment into an inappropriate tool, you may actually make it harder for your team to do their jobs.

CRM 169
article thumbnail

Welcome to the Future of Hospitality: Smart Rooms Start Here

Speaker: Jady West, VP of Hospitality & Chris Bennett, Head of Sales & Engineering

The modern hotel room is no longer just a place to stay—it’s an experience to remember. Today’s guests expect seamless 5G connectivity, personalized comfort, and high-tech convenience. From AI-powered smart room controls to in-room entertainment and app-based services, technology is redefining hospitality from the inside out. In this new session featuring industry pros Jady West and Chris Bennett, we’ll explore how high-speed, high-bandwidth connectivity powers the innovations that are enabling

article thumbnail

Use Operational Value To Your Advantage

Engage Selling

The best sellers and organizations know how to effectively use operational value to their advantage. What is operational value?

Sell 163
article thumbnail

The Future Of Selling, It’s About People, Connecting In A Disconnected World

Partners in Excellence

I wrote, The Future Of Selling Isn’t What You Think It Is. Basically, it was a retort to those who think the future of selling is about the technology and tools we leverage. Whether it’s Zoom, social networking, CRM, messaging apps, AI/ML, or any of the 1000’s of technology solutions sales people leverage. Technology is part of our future, but it misses the core of what selling is really about.

Sell 160
article thumbnail

How to Set Up an Effective Adoption Plan Around Your Sales Kickoff

Force Management

This blog contains content from our Ultimate Sales Kickoff Resource Guide. Check out all our great virtual sales kickoff resources and tools here. No doubt this year has you rethinking your sales kickoff “event”. We’re working with many sales leaders right now who are considering shifting their SKOs and instead, launching broader sales transformations aimed at improving sales performance.

article thumbnail

2 Keys for Improved Sales Performance: Perception and Consistency

Anthony Cole Training

Perfect practice prevents poor performance! To improve your overall sales effectiveness, you must become masterful at the skills required to be successful. In today's blog post, you will learn why perception and consistency are critical factors when it comes to upgrading your selling results.

Sales 207
article thumbnail

Breaking The Commerce Bottleneck: Your SAP Exit Plan Starts Now

Speaker: Jason Cottrell and Gireesh Sahukar

Retailers know the clock is ticking–legacy SAP Commerce support ends in 2026. Legacy platforms are becoming a liability burdened by complexity, rigidity, and mounting operational costs. But modernization isn’t just about swapping out systems, it’s about preparing for a future shaped by real-time interactions, AI powered buying assistants, and flexible commerce architecture.

article thumbnail

Yes, Your VP of Sales Also Has to Be a Great Salesperson Herself

SaaStr

A mistake many founders make is hiring a VP of Sales who has many strengths — but not at sales per se. A VP of Sales who is smart, polished, and worked at the right place, in a management-level position. That can talk about quota attainment and sales operations and scaling and number. But actually isn’t great at … sales itself. I can tell you empirically the best VP of Sales I know were strong salespeople in the early career.

Quota 145
article thumbnail

Never let a good crisis go to waste

Membrain

As Winston Churchill was working to establish the United Nations after World War Two, he observed that leaders should “never let a good crisis go to waste”.

Sales 163
article thumbnail

How to Keep Your Sales Team Engaged

Engage Selling

With uncertainty and disruption being the theme of 2020, you need to know how to keep your sales team engaged. Let’s face it, some industries are doing exceptionally well, but many have struggled since the start of the pandemic.

Sales 160
article thumbnail

Sales As A Profession – Is It Worth It?

The 5% Institute

Is sales as a profession worth it? Will it give you fulfilment, job security, or the income that you’re wanting or need? The answer to that question, is that it very much depends. Ultimately, it comes down to intent. Why do you want to pursue sales as a profession? Is it for the money? Maybe it’s to meet new people, or because you believe in your cause and what you’re selling.

Sales 143
article thumbnail

Automation, Evolved: Your New Playbook for Smarter Knowledge Work

Speaker: Frank Taliano

Documents are the backbone of enterprise operations, but they are also a common source of inefficiency. From buried insights to manual handoffs, document-based workflows can quietly stall decision-making and drain resources. For large, complex organizations, legacy systems and siloed processes create friction that AI is uniquely positioned to resolve.

article thumbnail

8 Rules for a Killer Visual Strategy

Heinz Marketing

By Payal Parikh , Director of Client Engagement at Heinz Marketing. Have you redefined your visual strategy post pandemic? Now that most of us are working from home, we need even better communication tools and strategies to help us get our message across to both colleagues and clients. The importance of visual communication is emphasized even in the pre-COVID era, and with the current new normal, it has become extremely important to get your message across efficiently and effectively.

article thumbnail

Our Customers Don’t Know What They Don’t Know

Partners in Excellence

Recently, I was in a discussion with a group of outstanding sales people. They were talking about how to align their selling process with the customer buying process. One of the sales people asked, “How do we learn their buying process?” Some readers may think, “Isn’t this obvious?” After all, classically, we know we have to do discovery, what are their needs and requirements, who’s involved, what is their decision-making process, what alternatives are the con

Customers 138
article thumbnail

2021 Planning and Global Economic Collapse

SaaStr

OK so this I think the first negative or at least “bummer” post I think I’ve ever written on SaaStr in 8 years. We’ve been through ups-and-downs in SaaS since 2012 (the start of SaaStr), flash crashes, multiple contractions, as well as the crazy bull run of 2020. And almost entirely, I’ve tried to stay out of Debbie Downerisms.

article thumbnail

Seven factors that separate winners from losers in an economic downturn

Membrain

No one has missed the global crisis we are in right now. A crisis that caused countries to completely close their borders, caused the worst stock market crash in modern history and where large parts of the economy are completely shut down. This is happening for real. But it is also a fact that there are factors that separate winners from losers in a situation like this.

Closing 161
article thumbnail

Get Higher-Quality B2B Leads That Convert!

B2B marketers face a number of challenges, including: continuously generating great leads converting leads to active sales prospects finding vendors that deliver real results Aggregage has proven content syndication, webinar, online advertising and intent signal marketing programs that deliver higher-quality leads. More than 700 companies have already benefited from our programs.

article thumbnail

5 Sales Trends COVID-19 Has Accelerated: And Why They’re Here to Stay

Sales Hacker

When COVID-19 first hit the United States in March, many sales organizations thought the adjustments they had to make would be temporary. But as the crisis continues, it’s becoming increasingly clear that many of the changes brought on by the pandemic will be permanent. Mary Shea, Principal Analyst at Forrester, addressed this in a recent Sales Hacker webinar. “ Many, if not most of these trends were already in play before COVID hit … I thought these trends were going to play out over the next 2

article thumbnail

FDR and Sir Isaac Newton on Why Salespeople Fail

Understanding the Sales Force

There we were, in the dark, in the middle of a hotel parking lot, at 3:45 AM. Why? The hotel fire alarm went off and we didn't want to ignore the warning that was so loud my wife and I couldn't hear each other speak. Why was every other guest in the hotel parking lot with us? Well, what if the hotel was on fire? What if our lives were truly in danger?

Consult 137
article thumbnail

From B2B Customers to Brand Enthusiasts

Heinz Marketing

By Lauren Dichter , Marketing Consultant at Heinz Marketing. How cool is it that the most effective way to market your B2B company is also the most cost-efficient way to market it? If this sounds too good to be true, let me explain. Word-of-mouth marketing is the single most compelling marketing tactic to date , and it always has been. As a consumer, don’t you feel great about making a purchase when your close friend has told you all about the product?

B2B 142
article thumbnail

Putting a Stop to Delayed Deals Is Your Job

Engage Selling

We all know that sellers must close more deals in less time to achieve professional success. However, these days, too many skilled salespeople are struggling with deals that are stuck in what seems like perpetual limbo.

Closing 135
article thumbnail

New Research-Backed Strategies to Empower Managers as Culture & Engagement Leaders

Speaker: Beth Sunshine, SVP, Up Your Culture

When culture isn’t consistently lived out across the organization, engagement suffers—and it often starts with a disconnect at the top. In this session, Beth Sunshine, SVP of Up Your Culture at The Center for Sales Strategy, will reveal how HR and executive leaders can close the gap between vision and execution by equipping frontline and mid-level managers to become culture carriers.