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10 Ways to Tame the Pre-Sales Call Nervousness and Stress

The Sales Hunter

You’ve got the big call and you know you need it, which alone is stress, but making it worse is your boss told you how important the call is to both the company and your career. This is a common occurrence. The stress getting ready for a call can be immense, and in the end, […].

Five Ways to Maintain Your Most Important Asset: YOU!

The Productivity Pro

“I have come to believe that caring for myself is not self-indulgent. Caring for myself is an act of survival.”— ”— Audre Lorde, American writer and civil rights advocate. In your rush to adopt the latest tools to maximize your productivity, you may have forgotten to take care of your greatest asset—the one you got free at the beginning of your career. The Big Five.

The Important Role Patience Plays in Selling


Most everyone has heard the expression that patience is a virtue. Through the years when someone asks me to describe the major difference between A Players (superior) and B/C Players (average) salespeople in one word, my response: Patience. Mistakes sellers make stem from their impatience Once goals or problems are shared, many sellers immediately try to rescue […].

Sales alert: millennials are here

Sales Training Connection

Millennials and Sales. Millennials, born between 1982 and 1993, are 80 million strong. In 2015 Millennials passed Generation X to make up the largest share of the workforce.  In 2020 they will be nearly half of the workforce. Some important facts about Millennials as reported by the Council of Economic Advisors are: Millennials are now the largest most diverse generation in the U.S. population.

The Art of Social Selling -- Summarized by getAbstract

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

Just Return Calls to Increase Sales

Increase Sales

Again, the person on the other end expressed surprised when I returned his phone call. After several decades in selling, I learned one of the easiest ways to increase sales is to return all phone calls and answer the phone when possible. Credit Sales Coaching Tip:  Caller ID may reduce wasted time, but is potentially harmful to increase sales. That may be true.

How Women in Sales Boost the Bottom Line

No More Cold Calling

Wake up call for sales leaders: If you don’t have enough saleswomen on your team, you’re at a disadvantage. Women are just plain naturals at selling. Saleswomen have the skills and grit it takes to be top-tier performers because success in sales is about building and nurturing relationships. Women get that. All things being equal (and they never are), we hire people who look and sound like us.

What Percentage of New Salespeople Reach Decision Makers?

Understanding the Sales Force

It isn't as good as the Father's Day gifts I received from my wife and son, but I love it just the same. My team at Objective Management Group (OMG) built a great new tool and this one does not help us to more effectively evaluate sales forces and assess sales candidates. We're already pretty darn good at that. While this is very cool for me, I think this could be even more awesome for you!

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CRM is Key Finding in LinkedIn State of Sales Report 2016


LinkedIn recently released its State of Sales in 2016 report—which found that Salespeople rely on a variety of sales technologies, but spend the most time using CRM solutions and social selling tools, and believe both deliver the highest value. Through our blogs, ebooks and even through our recent product releases, we at Pipeliner have been, for […].

Laura in the Media

The Productivity Pro

Forbes :  3 Productivity Secrets From Small Business Leaders. The Times of India : Work so you can leave the office earlier every day. SelfThrive : 9 Productivity Experts to Follow on Facebook. The Business Journals : How to maximize efficiency and productivity. General

Want to Increase Sales? Put on Your Sherlock Hat

Increase Sales

To increase sales requires every salesperson to be somewhat like Sherlock Holmes.  Time and effort must be directed to researching potential sales opportunities as well as lost ones. For example in real estate, my sense is there are many lost opportunities to increase sales because realtors do not investigate further why someone chose not to buy a home.  Want to schedule a time to talk with Leanne?

Sales Motivation Video: Celebrate the First Half of the Year!

The Sales Hunter

We are half way through the year! Look back over the past several months and find reasons to celebrate. When you can pinpoint what went well this first half, you will build good momentum heading into the second half. You want to finish strong, so I say celebrate now! Check out the video to see […].

Video 48

Winning Consensus-Based Sales

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

Those Who Follow Sales Best Practices Don't Necessarily Become Top Performers

Understanding the Sales Force

You'll regularly find me writing about the science - the data - that differentiates top sales performers from the bottom. But today, I'll move into the world from which everyone else in this space operates - anecdotal evidence and opinions. Dave Kurlan omg the challenger sale top producer sales assessments objective management group top performing salespeople


I am Because I Think!

Jonathan Farrington

I have always maintained that my most favorite time of the day is what I call “my thinking time” It usually comes at the end of each day and it is not only a time of reflection – looking back over the day and confirming to myself that I achieved all of my key objectives […]. Motivation Self-Improvement

Marketing Strategy: Critical Success Factors for New CMOs

Sales Benchmark Index

Marketing Strategy Podcast

Being Real About the Re-Start Sales Mentality

Increase Sales

We all know the Einstein’s definition of insanity. Maybe that is why some SMB owners to  professional salespeople favor what I call the re-start sales mentality.  This is when bumps in the business road happen a new CRM, a new sales manager, whatever is brought in to overcome or really re-start sales to even marketing activities. Credit Example of Re-Start Sales Mentality.

Successful Selling

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

Are Your Sales Relationships Painful?

The Pipeline

By  Tibor Shanto  –  . People ask me why I focus so much on prospects’ objectives, after all if you can find a pain and play to it, you are bound to get a sale.  Well maybe.  I always find it amusing that when I ask people what do they want to know about a potential buyer, too many say “I want to know what their pain point is, their needs, the problem”.   Primer.

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We Ate Our Own Dog Food & Here's What Happened: A Website Redesign Story

Sales Result

As a sales consulting firm, SRi is all about understanding the prospect and using targeted messaging that provides value and motivates them to buy. We emphasize the importance of this to all of our clients, and work closely with them to develop buyer personas and value propositions, elevator pitches, stories, phone/email scripts and more.

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Design an At-Home Sales Office that Will Boost Your Productivity—and Dial Up Creativity at the Same Time


We tend to think of creativity and productivity as being at odds with one another. After all, one is rigid, metrics-based, and concrete, while the other is abstract, organic, unpredictable, and—with the wrong space—very elusive. However, the truth is, creativity and productivity are incredibly intertwined, and our exterior surroundings can do a lot to nudge […]. Sales Effectiveness

3 Tips to Determine Your Competitive Advantage

Sales Benchmark Index

Sustainable Sales Success - Tip 1

Increase Sales

Who doesn’t want sustainable sales success?  Of course many want it to be easy and that may be an mental obstacle. Ideal Customer. Today’s first tip is define your ideal customer.  When we do not know who are best customers are and especially why they bought from us, we as salespeople are at a competitive disadvantage. There is also a very good possibility we are wasting some of our precious resources including time, energy, money and emotions. From the puzzled looks in the audience, I realized many had never researched this critical aspect within their marketing efforts.

The Complete Salesperson?

The Pipeline

By  Tibor Shanto  –  . witnessed an interesting exchange the other day, two Sales VP’s were exchanging views on hiring, on=boarding and development of sales people. One offered up that he only wants to hire A players, “people who do not want to prospect all their career”. For context, this VP had a team of SDR’s and account managers. The Turn. Join Now!

Do You Have What it Takes to Win a Customer Champions Award?

The 1to1 Media Blog

It brings me great pleasure to announce the call for entries for our annual Customer Champions Awards is open. Every year for the past 12 years, 1to1 Media has honored individuals at companies who go above and beyond for customers and employees. Our There’s more… To read the rest of this blog posting click here or visit

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Establishing Yourself as a Trusted Advisor

The Sales Blog

To be a trusted advisor , you need trust, and you need advice. What Is Not Advice. Your product is not advice. Nor is your service. Nor are the solutions that you happen to sell. The features, benefits, and advantages of what you sell are not advice either. Your management team isn’t advice, and as impressive as your board members may be, they aren’t advice. ” What Is Advice.

The Avangate Awards – And the Winners Are…

Software Business Blog

Last week we announced the first edition of the Avangate Awards to celebrate excellence in innovation, enabling valuable digital offerings, global expansion and optimal use of the Avangate platform and services, across several categories, for both our clients and our affiliates. Congrats once again to all the nominees and to this year’s Avangate Awards WINNERS.

Sales Tips: "Trust but Verify" Opportunities

Customer Centric Selling

Sales Tips: "Trust but Verify" Opportunities. By John Holland, Chief Content Officer, CustomerCentric Selling®. Let’s lay the cards out on the table. Sellers that are underperforming aren’t much interested in accurately forecasting what will close in the next few months. There is an inherent conflict of agendas. Rightfully, a great deal has been made about hearing “the voice of the customer.”

Executive Sales Leader Briefing: Do You Have a Scarcity Mentality or Abundance Outlook?

The Sales Hunter

Welcome to the Executive Sales Leader Briefing, a new blog series I am doing every Friday. If you want to receive the Executive Sales Leader Briefing in text form in an email early Friday morning before it is published on the website, go to this page to sign up or complete the below information: Do […].


Breaking Out of Your Customer Experience Comfort Zone

The 1to1 Media Blog

Last week was the 8th grade formal for my daughter Caroline's class. Leading up to the dance, her friends informed her that a certain boy was planning to invite her. You know how these types of things can play out in Middle School. He accepted and they and their friends had a wonderful time. This includes trying out new approaches that could improve the customer experience. .

What You Control, and What You Do Not

The Sales Blog

Most things are outside of your control. Many of these things are also outside of your sphere of influence. You have no control over your government and, unless you have a lot of money and political clout, you have very little influence. This is also true of world affairs. The overall economy, despite the way things are reported in the news, is far beyond anyone’s control. Sales 3.0

S.A.S.S (Stupid Ass Selling Systems)

Sell More and Work Less

A long time client of mine had their sales targets set by the board of directors in isolation of a market assessment or a discussion with the sales leaders. They announced the targets to the street before any discussion. Sales Coaching motivating employees optimizing sales Pipeline Management sales quota sales success selling The Sales Leader

Mastering the Art and Science of the Deal with Win-Loss Analysis

Jill Konrath's Fresh Sales Strategies Blog

Ever lost an important deal that you were sure was going to close? Conversely, have you ever been surprised when you emerged as the winner? Success Mindset

New Way To Generate Leads From Content

Fill the Funnel

We all know that “content is king”, right? In In fact – a recent survey discovered that content influences 2 of every 3 purchase decisions. The The only problem is creating content is time-consuming, costly, and hard! And And it’s also very competitive. After all, there’s already so much content out there, with more and more flooding the web every day. Get Access Now!

11 Timeless Truths About Sales Hiring

Dave Stein's Blog

Sales mis-hiring continues to remain at epidemic levels, even as knowledge about, and tools for, effective hiring continue to grow. Depending on whose research you read, annual attrition rates among B2B salespeople range from 25 to well over 40%. Those numbers include those leaving their sales positions voluntarily as well as involuntarily. That’s based on a $500k cost of a bad hire. Hiring

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The Source of Your Motivation Is Why

The Sales Blog

I regularly get asked questions by people who read my blog, and often the queries have similar inspirations. Recently I received one asking “How do I motivate myself?”. The source of all motivation is finding the answer to the question “Why?”. You need a “why?” When you identify the reason “why” you will immediately reclaim the 27 minutes you spend sleeping each morning. – Mark Twain.

Listening Biases: how we restrict opportunity

Sharon Drew Morgan

I got to the gym yesterday only to find that my regular treadmill had been replaced by a new-fangled computer machine thing. asked the young woman next to me how to start the damn thing as it wasn’t obvious. Here was the conversation: SDM: Where’s the start button on this thing? Woman: Over there. You’ll want to start on 2.3 miles and…. SDM: Thanks for showing me. I’m good now. Thanks. SDM: No.

3 Marketing Secrets to Adapt for Better Sales Game

Sales and Marketing

Issue Date: 2016-06-20. Author: Joel Felcher. Teaser: The marketing industry was transformed by technology well ahead of sales. Here are three key tactics that cutting-edge sales teams have gleaned from marketers to gain a leg up on the competition: The marketing industry was transformed by technology well ahead of sales.

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Reinventing Sales Wheels or Just Spinning Them?

Babette Ten Haken

You can reinvent sales wheels or continue to spin your sales wheels. You can choose to do nothing. However, you know as well as I do, choosing to do nothing is the same choice as continuing to keep those wheels spinning in business mud. Your business is good and stuck in the proverbial status quo of legacy habits, internal processes and company focus. Those factors are not entirely awful.

Operationalizing Data and Insights

Sales Benchmark Index

Chris Lonnett, vice president of Americas market development and operations at Motorola, recently spoke with SBI to discuss how he carries out his data plan inside an enterprise organization. Often, sales ops teams struggle to derive meaningful insights from data. Article Sales Strategy