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Overcoming Sales Objections For Better Results

You might think that all salespeople dislike having to overcome sales objections. But experienced salespeople welcome objections. Most objections are fairly predictable and can turned into opportunities to increase your prospect's engagement. If you encounter surprising or really tough objections, you can still use them as a way to improve your relationship with your prospect. Stop fearing sales objections, and learn to use them to your advantage.

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Must-Have Traits For Hiring Successful Salespeople

Few experienced sales managers will say that hiring and retaining successful salespeople is easy. Statistics back this up. For instance, Harvard Business Review estimated that most organizations suffer an average yearly turnover rate of salespeople that falls between 25 to 30 percent. In fact, many companies spend more to recruit and hire sales talent than they spend on hiring for any other departments. High turnover hurts budgets because of lost productivity and replacement costs.

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Ditch The Cold Calling Scripts: Having Conversations That Actually Sell

If you’re still using cold calling scripts on your sales calls you’re behind the times. Selling is not about sticking to a script and making repetitive claims. It’s about relationship building and having meaningful conversations with prospects. In this blog post, I’ll discuss what makes a sales conversation a good sales conversation.

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Worst Business Jargon You Could Possibly Use: Phrases to Avoid in Sales

Every profession has its own lingo, and you may naturally use and hear certain jargon during your typical work day. Some of these words and phrases can set off unconscious (or conscious) red flags in the minds of your prospects. 

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Qualities of a Successful Sales Representative

Savvy sales representation is often the difference in a company flourishing and failing. Your reps don't have to be perfect to succeed. With the right attitude and tools, nearly everyone seeking a career in sales can succeed. There are certain qualities that a sales rep needs to develop to become truly great. Some are developed over time, and others are already there as part of the person's makeup.

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Five Ways a Sales VP or Chief Revenue Officer Can Get Fired

As most VPs of Sales and Chief Revenue Officers know, the mortality rate of those who take on ownership of meeting an organization’s top line revenue is quite high. The job security of a VP of Sales is often determined by whether they made the number for the last quarter.

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Is This the End of Relationship Selling?

Such notable companies as Uber, Amazon, and Salesforce have all invested heavily in artificial intelligence that can be used to automate sales and marketing. This includes digital assistance, language processing interfaces, and in particular, predictive analysis. Certainly, computers can take orders and even suggest products and provide customer service. It appears as if many large enterprises intend to have their customers mostly interface with machines.

Just last year, Amazon opened up a new kind of grocery store that lets customers make purchases without interfacing with any humans at all.

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Our Favorite B2B Sales Blog Posts of 2015

It's that time of year for review articles. The best of type stories. 2015 has been a really exciting time for the sales productivity world thanks in a large part to the major CRM players. The Salesforce appExchange has helped launch many excellent sales tools to enhance and expand the capabilities of Salesforce. So in the spirit of giving, enjoy these blog posts and have a Happy Holiday Season and Prosperous New Year!

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Blog | HG Data and ConnectLeader Partner to Improve Higher Quality Conversations for B2B Sales Representatives

HG Data installed technology intelligence feeds critical data for new ConnectLeader Adaptilytics™ data intelligence platform.

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B2B Sales Executives: Are you a coach or a manager?

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About the ConnectLeader B2B Sales Blog

The ConnectLeader B2B Sales blog is written to share productivity tips, tools, news, and other information relevant to managers and senior executives interested in B2B sales productivity, demand gen, inside sales, sales operations, and business development issues.

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