2020

5 Ways You Can Leverage Sales Leadership to Close the Sales Gap

STAR Results

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.

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?

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Trending Sources

How to Pitch Using Questions

Cerebral Selling

What’s your favorite movie? Chances are when you read that question your mind became both focused and very busy as you searched your data banks for a suitable answer. You were instantly focused, trying to reconcile both factual (which movies have I seen?)

Pitch 156

Re-Thinking Your Customer Engagement Model with LAER

TSIA Sales

As the downturn of 2020 rages on, technology companies have to find a way to maintain and grow revenue without additional sales and marketing budgets. The only way to accomplish this cost-effectively is by growing your existing customers, while keeping the revenue you already have on the books

The State of XaaS Sales 2022

Technology as a service (XaaS), sold on a subscription basis, is becoming the industry’s dominant go-to-market model. Discover what impact this change has on sales, and gain insight into how to optimize your sales organization for selling XaaS.

How to sell more with the trust, align, grow framework

Membrain

Early in my selling career, I realized that there was a fundamental problem with the way most sellers approach the work of growing business within established accounts. I talked a little about this last week in my piece about outside-in account growth. Account Growth Planning & Execution

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More Trending

Sensory Marketing for Intangibles

Neuromarketing

Sensory marketing is possible for intangible products, services, and ideas. Here are examples from Friction by Roger Dooley. The post Sensory Marketing for Intangibles appeared first on Neuromarketing.

4 Types of Questions to Uncover Customers’ Most Pressing Needs

Miller Heiman Group

Now is the time when organizations need problem-solvers who can help them overcome unforeseen challenges, putting sellers in a position to engage with customers on a deeper level than ever before.

Companies Surprised by Unexpected Remote Selling Challenges

Understanding the Sales Force

Forget Consultative Selling, Value Selling and Sales Process - the things I talk about most often. The inability to sell that way is nothing - and I mean nothing compared with what I'm going to explain today!

Sell 116

If You’re Going to Do a SaaS Start-Up … You Have to Give it 24 Months

SaaStr

It took us 2 years just to figure out our ultimate business model. What you think you do on day 1 may look very different by day 365. link]. — Aaron Levie (@levie) September 11, 2020. It seems like everyone wants to be a SaaS founder these days.

Salesreps Choose Power Words

Score More Sales

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. Sales Tips Sales Productivity boost sales

Developing Master Sales Coaches

STAR Results

Developing Master Sales Coaches. Do you have a team of master sales coaches? Are your sales managers ready to crush it in 2020 or will it be another frustrating, mediocre 12-months?

Sales 194

The Only Thing That Matters When Cold Calling

A Sales Guy

Too many salespeople miss amazing opportunities to improve their cold calling success and conversions. They waste time trying to build engagement or be liked. The key is to establish credibility as someone who can help them as quickly as possible.

Convert Buyers by Unleashing their Hidden Enemies

Cerebral Selling

When it comes to high-impact messages that break through your customer’s armor and motivate them to purchase, the best ones are emotionally-charged. And as I’ve discussed in the past, few types of messages deliver the requisite dose of emotion like polarizing messages do.

Sell 131

Re-Thinking Your Customer Engagement Model with LAER

TSIA Sales

As the downturn of 2020 rages on, technology companies have to find a way to maintain and grow revenue without additional sales and marketing budgets. The only way to accomplish this cost-effectively is by growing your existing customers, while keeping the revenue you already have on the books

What is a sales pipeline and why should you care?

Membrain

Almost every sales professional uses the phrase “sales pipeline” at least several times a week. But if you ask a room full of professionals to define “sales pipeline,” you’re likely to get a roomful of different answers. Sales Pipeline Management

Honing Your Remote Selling Abilities

Engage Selling

Has your team started honing their remote selling abilities? That is, are you and your sales team prepared for the inevitable “virtualization” of sales that was already well underway prior to the pandemic?

Sell 132

How the Cootie Effect Can Reduce Virus Transmission

Neuromarketing

Reminding people of imaginary cooties can keep them from catching the real, life-threatening ones. The post How the Cootie Effect Can Reduce Virus Transmission appeared first on Neuromarketing. Neuromarketing contagion cootie effect cooties coronavirus

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17 Common Virtual Selling Mistakes to Avoid

RAIN Group

There are many mistakes to avoid when it comes to virtual selling. Although we all make—and learn from—our mistakes, they're often magnified in a virtual environment, which makes awareness and preparation paramount to success.

Sell 114

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.

What Order Should You Hire Your Management Team In?

SaaStr

IME, rough order to make hires in: VPM: $0.2m ARR VPS: $1-$1.5m ARR VPCS: $2m ARR VPP: $3m-$4m ARR VPE: $5m-$6m ARR CFO: $10m ARR COO: $20m ARR. More here: [link]. — Jason BeKind Lemkin (@jasonlk) July 21, 2019. The other day I was meeting with a great CEO who had raised a modest seed round.

What Is Warm Calling & How To Do It Right

The 5% Institute

Warm calling is an effective prospecting activity when done correctly; so, what is warm calling, and how can you do it effectively? In this article, you’ll learn what is warm calling, as well as how to make your cold calls into warm calls. What Is Warm Calling? So, what is warm calling exactly?

How to Work in Crazy Times

Jill Konrath

Virtually everyone I talk to these days is feeling overwhelmed. We're all struggling to find a way to work--and have a good life--in this crazy world we're in now

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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.

Sell More by Losing Faster

Cerebral Selling

In my last two VP of Sales roles, I found a surprising trend. There was a high degree of correlation between my team’s win rates and the amount of time spent in the discovery phase of the sales cycle.

Sell 130

TSIA STAR Award Winners for Revenue Transformation and Optimization

TSIA Sales

For nearly a decade, TSIA has been helping our member companies optimize their go-to-market strategy and engagement models for growing recurring revenue.

The eight prospecting paradoxes that cause selling schizophrenia

Membrain

As sales teams rapidly reinvent themselves, their skills, activities and the way they sell, the real transformation needed to achieve your goals starts with not just changing, but expanding your thinking. There’s always more than one perception. Sales Psychology

Staying Focused During These Times

Engage Selling

What are you doing to stay focused during these times? Right now, it can be easy to give into the negativity of everything going on.

How One Simple Strategy Changed the Candy Industry

Neuromarketing

A century ago, Edward Noble sold billions of Life Savers in a few years with a different approach to marketing mints. The post How One Simple Strategy Changed the Candy Industry appeared first on Neuromarketing. Neuromarketing candy convenience customer experience cx edward noble friction

What the Best Sales Negotiators Do Differently

RAIN Group

Sales negotiation is a critical part of the sales process. It moves the deal to a close, and it's where both parties come to agree on the terms of the initiative, including the price. However, many sellers and organizations struggle with negotiating successfully.

Sales Hacker Recommends: 97 Best Sales Books for Peak Performance (2020 Update)

Sales Hacker

As a lifelong learner, I turn to books whenever I want to expand my thinking or improve my performance. And for leveling up your sales skills, nothing beats a good sales book. So what are the best sales books for helping you reach peak performance?

Big Companies Don’t Churn. They Quit You.

SaaStr

“Churn” is a term we all use in SaaS as a core metric, but its roots, as near as I remember and can tell, come from our B2C colleagues. Folks churn out of their Verizon plan, their Netflix subscription, etc. In a low-end subscription model for a tool, not a solution (e.g.,

B2C 113

How To Be Successful At Sales

The 5% Institute

In this article, we’ll detail exactly how to be successful at sales, by following an eight step sales process. Learning, implementing and following a sales process is one of the most important things you can learn in sales.

19 best sales influencers you must follow in 2020

Salesmate

Back in the days, students and knowledge-seekers used to choose a guru. One man that can teach everything from skills to the meaning of life. Now the time has changed, and one guru is not enough! You have to suck every drop of knowledge from industry leaders to be in the legend league.