Fri.Mar 05, 2021

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How Managing Is Done Now

Engage Selling

Too many leaders today are still stuck in a “behind the desk” mindset. They fixate on managing data rather than on managing their relationships with people. That must change because now—more than ever—the quality of your outcomes in sales are … Read More » The post How Managing Is Done Now first appeared on The Sales Leader.

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What We’re Missing While Our Prospect is Talking

Sandler Training

Just as it doesn’t matter what we say, it matters what our prospect hears, how we listen to our prospect while determine whether we succeed in getting paid on the information we gather instead of going into knowing mode and presuming a sale when none may exist. The post What We’re Missing While Our Prospect is Talking appeared first on Sandler Training.

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Beating the ‘I have no budget’ objection: 8 sales experts share their best strategies

Nutshell

No salesperson should ever be afraid of objections. Savvy salespeople know that a large chunk of their prospects won’t ever become paid customers. That’s just the ‘biz. But by the time a prospect says “I have no budget,” top salespeople know what to do. Having completed hundreds of successful sales calls, they have learned not to take the objection literally, and focus on the real cause behind the objection —i.e., lack of trust, lack of perceived value, or simply that the prospect is

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The Gift of Desperation

Sandler Training

In the world of Sandler selling, “Pain” is a compelling emotional reason to do something different. The post The Gift of Desperation appeared first on Sandler Training.

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2024, The Year of the Customer

2023's struggles fueled a shift: companies are ditching wasteful strategies in favor of data and AI-powered growth. Enter 2024, the year GTC takes center stage. Discover 5 ways a customer-centric approach unlocks new revenue and delivers lasting success.

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Six Ways to Encourage Your Customer to Keep Talking

Sales Readiness Group

Early in the sales process, typically during discovery, it’s critical to learn as much about your customer’s issues, concerns, problems, and desires as possible. The better you understand your customer, the more effectively you’ll be able to position your solution as a way of addressing their needs. But often, during a discovery call, customers are reluctant to share information, or they give incomplete answers to your questions.

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Consider the Context Before Using a Technique from Training

Sandler Training

George Carlin did a bit once about words that included the phrase, “it’s the context that makes them good or bad.” The bit *hasn’t* aged well, but his words are prescient when it comes to techniques learned in training. The post Consider the Context Before Using a Technique from Training appeared first on Sandler Training.

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How to Succeed at Fund Development for Non-Profits [PODCAST]

Sandler Training

Mike Montague interviews Luanne Whitmarsh, Executive Director of the Association for the Rehabilitation of the Brain Injured, on How to Succeed at Fund Development for Non-profits. The post How to Succeed at Fund Development for Non-Profits [PODCAST] appeared first on Sandler Training.

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3 Common Leadership Fears and How to Challenge Them

Thoughtful Leader

Leadership fears - we all have them. In fact, we'll probably continue to have them throughout our leadership careers. Fear is a natural part of leadership, because we're putting ourselves out there, forging a path and trying to get others to follow. Leadership fears stay with us, because many leaders naturally want to progress and [.]. The post 3 Common Leadership Fears and How to Challenge Them appeared first on Thoughtful Leader.

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Leveraging Video to Make the Sale

Sandler Training

Video conference calls are now an integral part of many sales processes. That’s one legacy of the pandemic era that seems likely to be with us for a while. With that shift in mind, here are five videoconferencing best practices we see market leaders using to move the sales cycle forward. The post Leveraging Video to Make the Sale appeared first on Sandler Training.

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How to Really Engage Your Non-Profit Board of Directors

OnStrategyHQ

We’ve been working with the Sierra Arts Foundation (SAF) to define their 10-year vision and build a 5-year strategic plan. It’s been a really rewarding experience working with such a talented group of mission-minded individuals. As we moved from building their strategic objectives into goals and action plans, something really special unfolded.

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How to Stay Competitive in the Evolving State of Martech

Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr

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The Best Sales Enablement Definition on the Internet

Showpad

Sales enablement is in the spotlight. More companies are embracing sales enablement strategies as a way to modernize, drive business or sales transformation and keep current with the customers and markets they serve. Sales enablement can be rocket fuel for revenue creation and skills development. Yet as new businesses first dip their toes into sales enablement, it’s important to understand this wide-ranging concept and the pillars to successful sales enablement.

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50 Questions Every Customer Success Manager Should Ask Their Customers

SmartKarrot

Customer success managers start knowing their customers only when they ask them customer questions. They need to drill down each and every detail from the customer to get the right information. This information helps you in serving your clients much better. Do not assume anything about your client. Get the information right from your customer. Nobody can provide you better information than they themselves.

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Weekly Roundup: Employee Appreciation Day, Remote Work Obstacles + More

The Center for Sales Strategy

- MOTIVATION -. "Earn your leadership every day.". -Michael Jordan. - AROUND THE WEB -. > 15 Excellent Ways to Celebrate Employee Appreciation Day (+ BONUS Remote-Friendly Ideas) – Bonusly. Employee Appreciation Day (March 5, 2021)—it's the best day of the year! ?? ?? ??. Most work weeks are focused on business objectives, decisions from management, or customer issues.

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Mar 05 – Customer Success Jobs

SmartKarrot

Role: Director, Customer Success (Remote Eligible) Location: Remote, Boston, MA Organization: Okta, Inc. As a Director of Customer Success, you will lead Okta’s team of Customer Success Managers who field requests from Customers, Sales, and Support to assist customers. Identify, conceptualize, pilot, operationalize, and deploy new processes, tools, communications, training and methodologies to ensure the CSM Team’s success across groups and departments throughout the company.

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1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.