Trending Articles

Trending Sources

To Engage or Not to Engage, that Is the LinkedIn Quandary

Increase Sales

LinkedIn for B2B professionals does matter.  For the last few years I have been conducting my own private research and learned, at least for me, the top 5 reasons why people ask to be connected. #1 Engagement. The super majority of people (nearly 60%) send me invitations because I have engaged with them or with one of their connections.  Since LinkedIn changed its groups policies, these engagements are overwhelmingly from update posts.  Prior to this change, the invitation outreach was through groups. Additionally within this reason for connection, I have included those profiles I have visited. 

How Do You Perfect the Art of Sales Conversation?


What are the mechanics of delivering an effective sales pitch? It’s the wrong question; no one should aspire to be great at delivering a pitch. pitch is one-sided. pitch is about the salesperson and what they have to sell. The benefits of the pitch are asymmetric and favor the salesperson. The appropriate question is “How do you perfect the art of sales conversation?” PERIOD.

Plagiarism Goes Beyond Intellectual Dishonesty

Increase Sales

Yesterday a colleague, Mark Hunter , came across one of his articles being plagiarized by a fairly well connected LinkedIn member.  He notified a group of other sales coaches, sales consultants and colleagues about this plagiarism.  When I notified the CEO, he called and said he was unaware, apologized and the copy was removed. The CEO blamed the web designer. loss in shareholders’ value.

Intentional Sales Coaching – You Can’t Coach "Tall"

Anthony Cole Training

YOUR BIGGEST UNDETECTED CHALLENGE. improve sales sales performance coaching development of sales sales recruiitment

What Salespeople Can Learn from Classic Songs

More Trending

The Perfect Sales Presentation with Victor Antonio

Igniting Sales Transformation

I talked with Victor Antonio about sales presentations and how you can perfect a pitch that leads deals forward. Victor shared his perspective on why your sales presentation matters so much, the elements of a great presentation, and the best way to engage buyers in a way that leads them to say yes to meeting with you. Enjoy the interview! About Victor Antonio. Connect with Victor on LinkedIn.

What’s The Difference Between A Cold Call and Warm Call?

The Pipeline

By  Tibor Shanto  –  . The simple answer is that one is scheduled, and the other is not. Some may add that in a warm call the recipient may be aware of the person calling and the reason for the call, usually in the form of a referral. But the reality is that the difference is in your head. Download your copy of the Objection Handling Handbook.

Lessons from My Attempt to Re-Claim My Weekends

Mukesh Gupta

Lessons from My Attempts to Reclaim my weekends by Mukesh Gupta. Situation. One of the constant complains that my family has with me is that I am obsessive about my gadgets. Even when I am on a holiday or during the weekend, I obsessively go for the gadgets and if it is not checking my emails, it is to check my twitter feed or my Facebook feed or my LinkedIn or my blog stats or my podcast stats or WhatsApp groups or something else. But they complain that I keep reaching for my phone or my iPad for something or the other. I am sure this is a common phenomenon in most of our lives. Conclusion: .

Is it Time to Rethink your Sales Force?


In today’s world in which a buyer can totally bypass the traditional buyer/seller relationship, sourcing product or service information directly online, the requirement to restructure your sales force to match up with these buying patterns has become even more crucial. In their excellent book Rethinking the Sales Force , Neil Rackham and John De Vincentis explore this topic in detail.

The Art of Social Selling -- Summarized by getAbstract

Always Remember Customer Service Is SALES!

Increase Sales

How many times do those in B2B or even B2C industries fail to understand customer service is sales.  A new report just released by Astound Commerce through secret shoppers recognized seven retailers who excel in customer service through: Must have website. Visibility. Overall customer service. Speed of delivery. Efficiency of checkout. One of the top seven performers was The Home Depot. Selling.

11 Tips for Starting a New Sales Role

Modern B2B Sales

Author: Chris Gillespie So you have a new sales job. The desk is clean, the laptop screen has shiny protective film, and your strategy is a blank slate. You feel giddy with excitement at what the future holds, and you can hear the cowbell clanging as other account executives ring in their deals. Quietly, you resolve to outsell them all. Leverage Your Mentor. Learn the Tribal Stories. Mentoring.

Executive Sales Leader Briefing: Should Sales Leaders be Passionate or Rational?

The Sales Hunter

Do these two things — passionate and rational — even fit in the same sentence? I’ve had people say to be a leader of any type you can’t be passionate, because you’ll get your emotions tied into your decision-making process. The argument is you have to remain rational in how you think. The argument […]. Blog leadership executive sales leader briefing leader sales leadership

Empathy and Sympathy

Mukesh Gupta

Empathy & Sympathy by Mukesh Gupta. One of the most difficult things for me when it comes to building strong bonds with people I constantly interact with, is the ability to empathise. always was capable of intellectually understanding what the other person was going through but always found it extremely difficult to feel what they were feeling. never quite understood why that was the case. After watching this video from Brene Brown , I think I now know why I always found it difficult. This is scary and painful. It is meant to be scary and painful. myself support James Victore as a patron.

Winning Consensus-Based Sales

The Salesperson Mindset: The Quality of Freedom


For sales today, a mindset is at least as important as a skillset, and I refer to this mindset as social intelligence. In our ongoing series on this vital topic, we have already discussed the qualities of self-responsibility , individuality and security. Now let’s take up a very important quality: freedom. Salespeople and Freedom. Many salespeople become salespeople because they seek freedom.

What Makes for a Great Sales Attitude?

Increase Sales

Noted sales expert Zig Ziglar said an “attitude is a habit of thought.” ”   If we apply his definition to what makes a great sales attitude, the response will be various habits of thought. Top sales performers have more than one habit of thought, more than one attitude when it comes to selling. When these talents are combined, they turn into sales skills. Would you increase sales?

Veteran's Great Quote Makes News and Has Terrific Lessons for the Sales Profession

Understanding the Sales Force

On my way to the office, I was listening to FOX News when they cut to a diner in Jacksonville, Florida to interview some of the patrons there. One of the people interviewed was Stanley, a Veteran who said he had two messages he wanted to share. He said, "To the media, don't make in-depth assumptions from shallow observations. And to the obstructionist democrats, we have a saying in the military.

Media 35

Listening – the forgotten twin of sales success

Sales Training Connection

Listening in sales calls. While most salespeople have come to agree that asking questions is a key skill, many still underestimate the contribution of good listening to achieving top 
performance. It is the forgotten twin in the proposition – ask, listen and then talk. For them, the first step is awareness. The second step is actually becoming more skilled. Listen actively. Think back.

Secrets to Successful Inside Sales Management

How to Get Better at Working Remotely #FutureOfWork

Mukesh Gupta

How to Get Better At working REmotely by Mukesh Gupta. We are entering an era where more and more of our work is going to be done not in office but elsewhere, either because commuting to office is getting worse due to traffic or because a lot of the people who work are not full-time employees but individual service providers or because of ubiquitous availability of connectivity. My work involves a lot of travel for me and which in turn means that I am working out of cabs or airports, Starbuck’s or hotel rooms. must say that I found it tough to work remotely. Stay hydrated. Click To Tweet.

Kurt Shaver “The New LinkedIn and Gaining Competitive Advantage”


Kurt Shaver spoke at our Power Breakfast in Santa Monica about how Microsoft’s $26.2B acquisition of LinkedIn is clear evidence that social networks will play an increasingly important role in business. Just as the deal closed, LinkedIn started rolling out the biggest design change in its 14-year history. These changes create the opportunity for “first-movers” to gain a competitive advantage in their markets. Learn the LinkedIn actions you should be taking now to fully leverage the new LinkedIn. For Sales Pros Sales Management Salespreneur

EP91. Amanda Goldman-Petri: Market Like A Nerd!

Tony Durso

Amanda Goldman-Petri declares war on the term “hustle.” She is the go-to international “work smarter, not harder” marketing coach for online entrepreneurs who want to create a sustainable business. Working smarter, not harder gives you more money and more freedom.–Amanda –Amanda tells us how to market like a nerd! Working smarter, not harder gives you more money and more freedom.–Amanda

Customers Should Care About Your Profitability!

Partners in Excellence

Too often, we succumb to price pressure–even worse, we lead with price, making pricing the center of focus of our sales efforts, then being forced to discount to “win” the business. What if we started shifting our conversations from discussions of discounting to educating them about the importance, to them, of maintaining our pricing and our profitability? Walking Away.

Successful Selling

Sell Like a Human

The Sales Blog

We don’t like people who are inauthentic. We don’t like phonies, frauds, or fakes. We like people who are real, honest, and congruent. We also don’t like to do business with people who are only telling us what we want to hear so they can make a sale. We don’t appreciate someone using what they know about us to manipulate us, persuade us, or coerce us into taking action—especially for their gain.

Innovations Result from Solving Interesting Problems with Unique Insights

Mukesh Gupta

Innovations Result from Solving Interesting Problems by Mukesh Gupta. read a blog post from Seth Godin titled – “ Interesting Problems “ You can read it here. have always held the opinion that the ability to ask Interesting Questions is key when it comes to staying in control of your innovation process. After reading the post by Seth, I think, solving interesting problems is a great path that can lead to asking interesting questions, which in turn leads us to interesting insights and eventually interesting innovations. It’s not always going to work. The stakes are high.

What If Prospecting Were Cancer?

The Pipeline

By  Tibor Shanto  –  . Not to be overly dramatic, but most people who find out they have caner or any terminal disease, will immediately seek a cure, take steps to change their lifestyle or habits to alter their fate. Rarely or ever would they ignore it or make changes to unrelated things as a means of healing the illness. Or just not wanting to do it at all. Join Now!

The WHAT, WHY, & HOW of Personal Brand Building


The pervasive nature of the web and social media has changed the game for every company’s sales, marketing, and PR efforts. Every person on your staff – INCLUDING YOU – can be searched and researched. Have you ever googled yourself? Do you know what Google says about you? Do you surface on the first page (if not, you may have a real problem!). In the modern world, you are who Google says you are. Every member of your sales team, no matter how junior or senior, needs to understand the importance of their own personal brand and why it matters. For Sales Pros Sales Management

Prescription Without Diagnosis Is Malpractice

Increase Sales

One of my colleagues, George Richardson , shared this quote by a Dr. Nancy Synderman “Prescription without diagnosis is malpractice”  with me nearly 20 years ago. These words are so true especially for those in any professional role including salespeople, executive coaches, consultants, leadership and management. How many times do those in any of these roles of sales, executive coaching, leadership training or even management prescribe a solution without a formal or even informal diagnosis? Yes an effective diagnosis is an investment of time, money and energy.  What would you do? 

Customer Retention Team Mindset is about What’s Next

Babette Ten Haken

Customer retention team mindset not only results from discipline and process. Customer retention team mindset also trains everyone’s brain to become proactive and anticipatory of “What’s Next? ”. “What’s Next?” ” includes pondering implications for you, your team, your organization, your clients and your industry. Consider that “What’s Next?” It’s a big idea.

Why Do We Sell?

Partners in Excellence

Some may be wondering about the “existential” nature of this title.  Some may be thinking, “Well, that’s stupid Dave, it’s our job.”  ”  Others might say, “I’m money motivated and it’s a way I can make a lot of money!” ” We choose to become sales people for a variety of reasons.  They do it one customer and one deal at a time.

Attention Sales Managers:  Prospects Are In The Produce Section of Your Local Grocery Store!

Anthony Cole Training

"IN THE END, WE'RE ALL JUST FRUIT". Pipeline management sales prospecting closing sales

Sales Motivation Video: Are You Strategically Thinking or Tactically Responding?

The Sales Hunter

How do you spend your day? Strategically thinking or tactically responding? Top-performing salespeople and, for that matter, any successful person knows the value of being able to set their agenda when it comes to how they will spend their time. watch too many average salespeople spend all day doing nothing but reacting tactically to […]. Blog Professional Selling Skills Sales Motivation sales motivation strategy

Video 38