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“Sales Management vs. Sales Coaching”—and Other Falsehoods


I recently heard a sales podcast that put forth a concept I was very surprised to hear: that sales coaching is more important than sales management. asked myself: Did I really hear that? Then I recalled that in the last year or so I’ve been seeing this same kind of message said in different […]. Sales Management sales coaching sales management sales managers


PBTO38: Office Humour and lessons in Management with Sarah Cooper

Mukesh Gupta

Whom are we hosting in this episode: In this episode, we host Sarah Cooper, host of The Cooper Review. Why are we hosting her. The Cooper Review is the satirical blog of Sarah Cooper. It features weekly original articles, videos and cartoons on corporate humor, news, and other stuff. She describes herself as demotivational speaker and the Chief Evangelist of Evangelism.

Video 63

Gamification in Sales Forces: Do We Really Need This?


I have noticed a recent trend in sales that, while on the surface appears beneficial and perhaps even fun, I actually think is destructive. That is the practice of “gamification” in sales forces—making games for salespeople and pitting them against each other, in which trophies and such are awarded. In my opinion, gamification is something […]. appeared first on Pipeliner CRM Blog.

Trends 145

Customer Fade-away and Lost Sales Opportunities

Babette Ten Haken

Customer Fade-away happens. Customers you really didn’t pay much attention to gradually ride off into the sales sunset. You didn’t even know you lost them. Until you and I decided to take a look at that customer base of yours. There’s been quite a bit of attrition over the years, eh? Customer fade-away represents not only lost initial sales opportunities. Let’s see. Here are some common excuses.

The Art of Social Selling -- Summarized by getAbstract

Find and engage customers on Twitter, Facebook, LinkedIn, and other social networks.

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Are You Up to the Challenge of Change?

Jonathan Farrington

Becoming a strategic and consultative Sales Superstar requires significant changes in your “world view” – how you think about yourself, and how you think about your relationships with key stakeholders: These new ways of thinking probably directly challenge what you have been taught and believe. When faced with significant innovations in thinking, we tend initially to find […].

Sales 45
Sales 45

10 Things to Remember When Ending a Prospecting Call

The Sales Hunter

As difficult as it can be to get someone on the telephone, knowing what to do after the call can be just as difficult. Below are things to remember when you’re ending the initial prospecting telephone call. In my new book coming out soon, I discuss this issue and every other critical issue, with the goal to […]. Blog Professional Selling Skills Prospecting high-profit prospecting prospect prospecting sales prospecting

Sustainable Sales Success - Tip 09 Gratitude

Increase Sales

Sales success demands being busy.  However none of us are too busy not to say thank you, not to show our gratitude. If people buy from people they know and trust, the demonstration of genuine gratitude will help to build that needed trust from sales leads to centers of influence to colleagues. Two weeks ago I received a book from a colleague, Mark Hunter, entitled High Profit Prospecting.

Dissecting the #1 Sales Best Practice

Understanding the Sales Force

One company is attempting to create a compilation of best sales practices by sending out a weekly survey to sales leaders and asking them to choose from multiple choice questions what they most often do and teach. The topic changes each week. Here is an example of what they asked this week: Dave Kurlan Consultative Selling asking questions sales best practices active listening

Winning Consensus-Based Sales

Learn how progressive companies refine their commercial strategy to overcome buyer dysfunction and guide customers to consensus.

What Does It Mean To “Really Add” Customer Value?


The experts are telling us that in today’s economic environment if you want to keep and build your customer base then you need to learn to add value. Value is your differentiator, value is what will make you standout from your competition. So what does that mean to “really” add value? Isn’t it enough that […]. The post What Does It Mean To “Really Add” Customer Value? appeared first on Pipeliner CRM Blog. Entrepreneurs customers

Field Marketing: Close More Leads with Higher Satisfaction

Sales Benchmark Index

Marketing Strategy Podcast

Sales Management When "Life Happens" - Failure is NOT an Option

Anthony Cole Training

A year ago tomorrow, I was released from University Hospital here in Cincinnati. Doctors Augsburger and Correa had performed radioactive plaque surgery on my right eye. The plaque stayed attached to my right eye for 5 days with a lead eye patch covering it. I was confined to a lead lined room. sales management radioactive plaque surgery life happens cancer

Got Sales Courage?

Increase Sales

Remember the ad campaign “Got milk?” ” Maybe for those business, we should embrace “Got sales courage?” ” Monday is the first day of the work week and the weekly routine starts again. Make phone calls to sales leads, leave voice mails and send emails.  Do not receive returned calls, do not receive new calls and do not receive returned emails. Share on Facebook.

B2C 53

Secrets to Successful Inside Sales Management

Learn a variety of best practices, techniques and ideas to both tactically and strategically increase the efficacy, success and impact of your inside sales organization.

Sales Motivation Video: Fail Fast! Learn Even Faster!

The Sales Hunter

If you’re not failing, you probably aren’t learning all you need to learn. That’s right!  I say, “Fail fast and learn even faster.” ”  In sales and in life, we are all going to fail from time to time. Key is to take those experiences, learn from them, and move forward toward success. Check out this […]. Blog Professional Selling Skills Sales Motivation sales motivation

Video 52

How to Merge Accounts in Pipeliner CRM


In our last blog post we explained how you can merge contacts in Pipeliner CRM. In this post we will show you how to merge duplicate accounts. The merging feature of Pipeliner CRM Collection allows you to merge 2 accounts into a single account. The post How to Merge Accounts in Pipeliner CRM appeared first on Pipeliner CRM Blog. Tips and Tricks pipeliner crm

We Lead with Sales Leadership

Score More Sales

The year 2002 seems like such a long time ago, yet with memories etched in my brain forever it seems like yesterday. In 2001 we were all rocked by 9/11 – a horrific time in Boston that I’ll never forget. month and a half later, I left my corporate job as Director of Education for a SaaS company and did contract work until launching Score More Sales in early 2002. B2B sales leadership

STAR Results (Solutions That Achieve Results Inc.) Releases Global 2016 STAR Sales Manager Report

Steven Rosen

TORONTO, CANADA — Star Solutions That Achieve Results, Inc. announces the release of its   2016 STAR Sales Manager Report which captures the opinions and perceptions from sales executives and leaders around the world on key skills and development priorities for sales managers. Companies continue to struggle to meet their sales objectives. Report: Click HERE to get the rull report.

Successful Selling

Matt Heinz explains how to attract, manage, close and keep more business in a buyer-centric world.

Time to Stop with the Cheap Sales Behaviors - Part 2

Increase Sales

Credit: Continuing with the cheap sales behaviors, here are another four (4) that may resonate with you. Professional Development. How much time do you devote to your own professional development? Are you in the sales behavior of self-directed learning?  Sales continues to change even though in many instances it still remains the same.  Common Courtesy. Returned Phone Calls.

ACT 49

Executive Sales Leader Briefing: Setting the Prospecting Tempo

The Sales Hunter

What are the signals you’re sending to your team with regard to developing prospects? I see far too many sales managers focused solely on the number of contacts, whether it be phone calls, emails or in-person visits, to determine how prospecting is going. Your job as a sales leader is to set the prospecting tempo […]. Blog leadership Prospecting prospect prospecting sales leadership sales prospecting

Priorities vs. Objectives

The Pipeline

By  Tibor Shanto  –  . If you read this blog regularly (and why wouldn’t you), you know that I put a lot of emphasis on understanding and selling to a prospect’s Objectives, a much better area of focus than pains or needs.  One of the positive elements of Objectives is that they are generally long term, and they continuously evolve.  Well maybe. Join Now!

How to Consistently Accelerate Buying Decisions

Jill Konrath's Fresh Sales Strategies Blog

How many "stuck" opportunities are you struggling with right now? If you're like most sellers, these prospects drive you nuts. They don't reply to your emails. They fail to return your calls. You even begin to wonder if you misjudged their interest

Sales Communication When Selling to the High D and High C

Increase Sales

Many people in sales have either heard or have taken the DISC Index profile. This is one of the best tools to understand and apply sales communication behaviors. The assessments reveals how you communicate; how others perceive your communication and how you can leverage that knowledge to increase sales. I am a high D (at the top) as well as a higher C (above the norm). Share on Facebook.

Creating an Always-On Customer Experience Strategy

Babette Ten Haken

An always-on customer experience strategy keeps your organization on its toes. Your focus? Opportunities to impact customer success through innovation. Think about it. Customer service is not the sole component of an always-on customer experience strategy. Far too many companies focus on creating positive experiences for resolving negative issues involving product performance failures.

How to Grow Sales: The Never Ending Question Just Found ANSWERS!

Anthony Cole Training

Growing sales depends on the ability to know the answers to the right questions. Often companies make a decision to invest in their people in order to improve performance. Sometimes the investment pays off: other times, not so much. sales evaluation OMG managing sales teams evaluating sales teams

It’s Here: Not Taught Audio Version

A Sales Guy

[link]. It’s here folks. And yes. narrated it. Take a listen: Let me know what you think. It’s available at hope you like. Not Taught


Are Sales People Inherently Lazy?

Partners in Excellence

Often, I read and hear, “Sales people are inherently lazy… ”  Perhaps, I’m looking at the world through rose-colored glasses, but I believe most sales people want to do the right things.  The problem is, too often, they just don’t know what the right things are. Sales people face more “no’s” than “yes’s” everyday.  No related posts.

Before You Make That Request for a Guest Sales Blog Post

Increase Sales

Today I received another request for a guest sales blog post.  This individual was from Chicago and said he was a salesperson.  He also indicated he would send me some samples of his writing. Several times a week I receive unsolicited requests from complete strangers to post an article in this sales blog.  Making a request is in all actuality making a sales pitch.  This is called marketing.

Hiring Holism engages a Workforce of Collaborative Employees

Babette Ten Haken

Hiring holism, or hiring strategy in general, probably is the last thing on your mind as a business leader of worth. However, when leadership makes hiring holism a priority, engaged and collaborative employees gain a sense of purpose and commitment to their organization. That translates into value creation. However, your organization is not defined by statistics, is it? Recalibrate how you hire.

Maximizing Your Results

The Productivity Pro

[TRANSCRIPT]  Why should you care about being productive? Why do you want to be efficient, organized, use your email correctly, manage your time, set boundaries, say no, and focus on value? It all comes down to achieving maximum results in the minimum amount of time. That is what it is all about. It’s not about saving time so you can cram more in. Leadership & Teamwork productivity results

#heykeenan Take 26: Conviction vs Selling Skills and Making the Quarter

A Sales Guy

#heykeenan Take 26 is out. This is our first one since Max, my business development rep moved to Florida.  He’s still working for ASG, but he’s no longer behind the camera. We miss him. In this take, I talk about conviction and the importance of selling skills as well as making your quarter as it comes to an end. Enjoy peeps. What’s your question? heykeenan

The 3 Sales Questions I Should Have Asked

Jill Konrath's Fresh Sales Strategies Blog

A few years ago, shortly after launching my new website, I absentmindedly answered the phone when it rang. When the caller announced that he was from Southwest Airlines, I quickly snapped to attention. Winning Deals