Overcoming Limiting Beliefs in Sales

Integrity Solutions

Limiting beliefs in sales can become a huge barrier to reaching higher levels of success. There’s nothing quite like the feeling of accomplishment that comes off of a great year in sales. But then you realize that your sales manager is going to expect an even more spectacular year from you next year. In fact, more than technical knowledge or skills, limiting beliefs can become a huge barrier to reaching higher levels of sales success.

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Our 10 (OK, 11) Favorite Sales Influencers of 2020

Integrity Solutions

Many sales influencers are doing great things, but we wanted to shine a spotlight on a few of our favorites, those whose viewpoints align well with ours and can help motivate you and your teams to perform better in 2020. . One of our goals at Integrity Solutions is to help our clients think differently and expand their knowledge about the sales profession, sales performance improvement and leadership, customer service and delivering exceptional client experiences.

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Adapting to the Realities of Remote Sales

Integrity Solutions

And that means, when it comes to remote sales, your team needs to keep raising its game. Remote sales is the reality for most companies now, and likely will be for the foreseeable future. Some sales teams adapted fairly quickly to this new world of virtual selling.

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The Link Between Coaching Skills For Sales Leaders and Sales Coaching Maturity

Integrity Solutions

Effective sales coaching yields results, and sales leaders intuitively seem to understand this. In the world of sales, coaching is seen as critical for driving growth and developing excellence within sales teams. The Sales Coaching Paradox.

B2B Pocket Playbook: End-to-End Guide to Sales Enablement

Sales enablement is the strategic process of providing sales teams with the content, guidance, and mentorship needed to engage targeted buyers. It’s all about equipping sales professionals with the tools they need to put their best-selling foot forward. And if sales teams want to continuously sell better -- and faster -- their sales enablement process must have a game-winning strategy. It's time for you to start selling smarter - and hitting your sales number - with the best B2B database in the market. Get started today.

5 Skills Needed to Excel In Healthcare Sales Today

Integrity Solutions

The important skills that contribute to sales success are constant, regardless of disruptive external events, but they’ll need to be sharpened and tailored to the changing healthcare environment. Sales managers are key to that. Coaching Healthcare Sales Reps to Excel.


Sales Enablement vs. Sales Operations


Sales operations and sales enablement are both functions that aim to improve your sales performance. Sales operations ensures that your sales infrastructure — like the CRM system, compensation and incentive plans, KPI reporting, and proposal and contract management — run seamlessly. Alternatively, sales enablement means providing sales teams with the tools, training, support and feedback they need to effectively sell. sales enablement

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The Right Sales Training Not Only Educates But Motivates Sales Teams

Integrity Solutions

Do they have some special sales skills that others don’t? If your sales force is somewhat normal, just 20% are high performers. As companies stare down some nerve-wracking business trends — widening revenue gaps, economic uncertainty, changes in buying patterns combined with the new dynamics of remote work — the sales organization is feeling the pressure. After all, you have all these loyal, honest, conscientious, good people on your sales team.

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3 Common Challenges in SaaS Sales

Integrity Solutions

The three most common SaaS sales challenges can be overcome and lead to breakthrough levels of success. Anyone who’s been in sales will tell you: The job comes with some unique challenges. And any number of those challenges has likely contributed to the findings by The Sales Management Association that only 51% of salespeople across all industries made quota in 2017. A good rule of thumb is to analyze where the deal is in the sales process.

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Why Your Sales Enablement Strategy Isn’t Working

Integrity Solutions

How do your sales reps take sales enablement tools and translate them into conversations a customer would care about? As you think about your sales enablement strategy for the coming year, here are four essential areas to focus on. In all too many sales organization, this is exactly where the sales enablement strategy starts to fall apart. What Are the Elements of a Sales Enablement Strategy? But it’s been over ten months now and sales haven’t moved.

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The Best Sales Forecasting Models for Weathering Your Goals

Every sales forecasting model has a different strength and predictability method. It’s recommended to test out which one is best for your team. This way, you’ll be able to further enhance – and optimize – your newly-developed pipeline. Your future sales forecast? Sunny skies (and success) are just ahead!


The Sales Tools Our Sales Tools Use


Having the right tech stack is key to empowering your sales team to be confident and effective. An optimized roster of sales solutions can help reps reach the right prospects at the right time, have better conversations with those prospects, and move deals along faster. There are a number of solutions that help good sales teams become great sales teams, and it can be overwhelming to choose the right software for your team. sales enablement

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Sales Success and the Importance of Tapping Into Purpose

Integrity Solutions

Sales organizations that are not only meeting but surpassing their annual goals are relentlessly focused on two core principles: purpose and values. Every sales leader is looking for that magic formula for sales success — the one that will lead to higher conversion rates, increased revenues and stronger customer loyalty. Sales teams now have more technology than ever to support their efforts. Sales Success is Built on Purpose.

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Developing Sales Mindset Is The Secret To Uncovering Opportunity and Selling Success

Integrity Solutions

It’s within their reach, you think, if only they’d increase their sales activity. And until you get to the root of the issue- their sales mindset- both of you will continue to be frustrated. This isn’t a new problem in sales, but it’s becoming increasingly prevalent in today’s business environment. At the same time, complex sales cycles and heightened competition are putting both new and experienced salespeople to the test. Why People Struggle to Adopt a Sales Mindset.

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Five Things CEOs Want Their Sales Leaders To Know

Integrity Solutions

When it comes to the sales leader’s performance, the best CEOs are holding them accountable for more than just the number; they expect them to grow their people, too. As the revenue producers, it’s not surprising that the sales function is always on the mind of the CEO. But it’s not just because the sales organization is out there closing deals. CEOs on the whole are frustrated by the inconsistent and unpredictable results they’re getting out of the sales organization.

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The 2019 Technographic Data Report for B2B Sales Organizations

In this report, ZoomInfo substantiates the assertion that technographic data is a vital resource for sales teams. In fact, the majority of respondents agree—with 72.3% reporting that technographic data is either somewhat important or very important to their organization. The reason for this is simple—sales teams value technographic data because it makes essential selling activities easier and more efficient.

3 Factors To Increase Healthcare Sales With Virtual Selling

Integrity Solutions

There are three factors that play a pivotal role in healthcare sales reps’ ability to adjust to this virtual selling environment and deliver value that results in more appointments and more closed deals. In all likelihood, the future of healthcare sales will be a blend.

Are your sales pitches working?


And where would sales be without stellar sales pitches? When it comes to improving sales, understanding the effectiveness of sales pitches is paramount. Tethr helps businesses to surface trends in conversion rates, show averages and potential sales volume by team or agent and to quickly see the results of A/B tested pitches. Sales teams can obtain structured insights regarding the key call activities that take place during the sales calls.

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Adjusting Your Sales Approach- Questions Your Clients Have Right Now

Integrity Solutions

In the midst of a global crisis, adjusting your sales approach is key to not just surviving but thriving. That was the sales approach then… but this is now. But opportunities do exist for those who are prepared to adapt, particularly when it comes to your sales approach. Likewise, in all aspects of their client interactions companies seem to believe that if they just do more—more marketing, more prospecting, more sales activity—everything will be OK.

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Ethical Selling: How to Embrace Transparency and Win More Sales

Integrity Solutions

As they weigh purchase options and evaluate vendors, B2B buyers expect sales teams and their companies to behave in ethical ways. . Transparency Is Key to Creating an Ethical Sales Culture . Ethical Selling and Transparency Starts with Your Sales Leaders . Sales managers also need to be able to coach their salespeople to have those customer conversations effectively. Your sales team’s ability to meet the customer’s perception of sales ethics will depend on .

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The Impact of Direct Dials on Sales Productivity

Leveraging the latest industry research, this eBook highlights the impact of direct dial phone numbers on sales productivity with the goal of empowering reps to have more conversations with prospects, and consequently, schedule more meetings, increase opportunities, and close more business - fast.

97 Super-Effective Sales Tips From Top Sales Gurus


Especially when you’re working in sales. To help you stay on the front of the race we’ve compiled a list of 97 super-effective sales tips that will help you take your sales skill to the next level. These are sales tips used by top sales gurus who know all the tricks. Sales Tips from Top Sales Gurus. To help you easier crunch through the sales tips list we’ve divided it into 10 different sections. Sales Tips #1-10.

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Are your sales training efforts keeping up with customer expectations?

Integrity Solutions

Sales leaders need to reevaluate what an effective approach to sales onboarding really looks like. Whether a salesperson is new to the company or a seasoned high performer, the pressure is on in today’s world: Up your game, add more value, strengthen customer relationships and meet aggressive sales targets—fast. The question is, are sales training efforts keeping up? Sales Training and the “Soft Stuff”.

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14 Best Sales Tools to Build the Ultimate Sales Toolkit


Sales tools are a necessary investment. To succeed in sales, you've ought to work smarter over harder. Having a team of proficient sales reps is a big advantage. After all, there is no dearth of sales tools out there. What are Sales Tools? Sales Intelligence Tools

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5 Common Sales Challenges and How to Overcome Them

Integrity Solutions

No matter how rapidly and dramatically external events may change, the top sales challenges seem to stay the same, year after year. Why aren’t salespeople and sales organizations able to make much headway in overcoming these common struggles? Training is regularly implemented, new sales techniques are tried out, and the latest and greatest technology is implemented as the surefire antidote to a complex, competitive marketplace. But the sales challenges persist.

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Forrester Research Report: How Sales and Marketing Intelligence Drive Improved Business Outcomes

In 2019, DiscoverOrg commissioned Forrester Consulting to evaluate sales and marketing intelligence practices in the B2B space. The primary takeaway? Forrester found only 1.2% of companies achieved a score indicating maturity in data management practices. However, organizations are fighting back - and winning.

Adapting Your Sales Enablement Strategy to 2020 Realities

Integrity Solutions

With leaner sales organizations, your sales enablement strategy has to step up and be a valuable contributor to the organization. By Donna Horrigan As sales leaders navigate our current situation—a global pandemic that’s wreaking havoc on the economy while social distancing measures keep workforces remote and isolated— the role of sales enablement is coming under increased scrutiny. Here’s where sales enablement has the opportunity to shine.

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Sales Success and the Importance of Tapping Into Purpose

Integrity Solutions

Sales organizations that are not only meeting but surpassing their annual goals are relentlessly focused on two core principles: purpose and values. Every sales leader is looking for that magic formula for sales success — the one that will lead to higher conversion rates, increased revenues and stronger customer loyalty. Sales teams now have more technology than ever to support their efforts. Sales Success is Built on Purpose.

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Remote Sales Tips| 19 Hacks for Remote Sales Success


Start with your remote sales teams, first. In this blog, we will share some hacks and tips sales teams can follow, as they work from home. We spoke to a few leaders and experts from across industries to understand what remote sales practices, and hacks they are using. Based on this, we have put together a round-up of some remote sales tips, tricks, and hacks coming straight from experienced leaders, sales professionals, and sales managers. Sales Targets

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Top Sales Trends for 2021 You Need to Know


Although you might not be able to time travel into the future, you can certainly heart the top sales trends and leverage out of it in the times to come. The thing about sales trends is that they can be both your friend and foe at the same time. CRM couple with Sales – a great duo .

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The Time-Saving Power of Intent Data for Sales

By using the power of intent data, capturing buyer interest has become more feasible for sales. Not only that, but using it will save immense time during your workflow; a win-win on all fronts.

Are You Using This Powerful Sales Technique?

Beyond Philosophy

A powerful sales technique exists that can help. The best sales organizations use it well; the worst, not so much. It describes how they give customers or prospects something with the hopes that their generosity will be returned in higher sales or customer loyalty. Return labels example aside, using the principles of reciprocity in your sales strategy is a fantastic way to sell more to your customers. No one wants to be tricked or cajoled into the sale.

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Are Data and Technology Actually Hindering Inside Sales Teams?

Integrity Solutions

A customer-needs-focused philosophy is just as important for inside sales teams as it is for the external salespeople—in some ways, even more so. What’s on the minds of inside sales leaders as we head into mid-year? We had a unique vantage point at the AA-ISP Leadership Summit last month, a great event where we were able to get the pulse of attendees at the world’s largest gathering of inside sales leaders. How skilled are your sales reps at asking good questions ?

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Guest Post: 5 Strategies for Mastering Customer Experience at the Point of Sale


He shares tactics to help ensure a point-of-sale system will enhance the customer experience. POS (point of sale) or POP (point of purchase) – a place where customer orders and payments are processed, makes one of the most significant parts of the customer experience. Keeping that in mind, this blog highlights the best strategies you can implement to master customer experience at the point of sale. Why Point of Sale Matters So Much?

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Guest Blog: Using Sales Contests to Lift Customer Experience


This week we feature an article by Natasha Postolovski who shares the idea of using sales contests to help motivate a higher level of customer experience at your organization. – Shep Hyken. The aim to provide perfect customer experiences must be present not just at the organizational level, but at the level of every sales associate. I believe that fun and friendly contests are one of the fastest and most effective ways to motivate high performance among sales associates.

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How to Overcome the Pain Points of Your CRM

When used effectively, a CRM can be the life blood of your sales team – keeping everyone organized, efficient, and at peak productivity. However, as a company, sales stack, and database grow, it becomes difficult to uphold structure and governance to keep a CRM up-to-date. The result? Less organization, more confusion, and fewer deals closed. Leveraging leading industry research from industry analysts, this eBook explores how your sales team can gain back valuable time.

How to Improve Sales Effectiveness


What is Sales Effectiveness? Sales effectiveness is how well your teams use the tools available to achieve sales goals along the entire buyer journey continuum. The processes built around your sales effectiveness strategy will drive revenue. Having this expertise right at their fingertips allows your reps to add value to every sales cycle, which is one of the best ways a rep can increase their win ratio and improve their sales effectiveness.

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Elevate Your Sales With An Outbound Call Center

Quality Contact Solutions

Do you want to capture more market share? Do you need to save costs? When it comes to increasing sales, think about an outbound call center like a Swiss Army Knife. Quality Contact Solutions provides end-to-end sales for various organizations, large and small.

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Sales Associate Job Description


Want to get an essence of what a sales associate job description looks like? Primarily, a sales associate is responsible for selling products or services. A sales associate is the personality representing the company in front of the customers. So, without playing around much with the industry jargon, let’s look at the role and responsibilities of a sales associate. Who is a Sales Associate? . A sales associate is at the forefront of dealing with customers.

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4-Week Sales Training Program Timeline | Build a Killer Sales Team


Sales training is not a simple 1-2 days’ process. It takes days and weeks of training to equip sales representatives with the right set of skills. Planning a sales training program timeline is a step towards creating an effective team of sales professionals. I have framed a week-wise sales training program timeline, that you can adopt for training your team of sales representatives. Remember, sales is a competitive field.

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Five Essential Pieces of a Prospecting Solution

As organizations chase new revenue targets, B2B sales leaders must examine cutting edge prospecting solutions that proactively help reps identify, connect with, and close qualified buyers faster. This eBook aims to help B2B sales leaders better understand the five essential features your prospecting solution must include.