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Today’s Evolving Sales Professional Needs These 9 Top Skills


Like everything else in the modern age, sales changes at an incredible rate. The buyer of today has far more power than they did yesterday, armed with all the information the Internet has to offer. They keep to their own buying schedule, without the guidance they might have previously had from a salesperson. Because of changes in buyer behavior—as well as other changes brought about by the digital age—sales strategies have had to change, too. Some sales organization, though, have been reluctant to give up their tried and true methods. What is required in this ever-changing environment?

4 Steps to Create Client Advocates

Anthony Cole Training

A guest post by Walt Gerano, Sales Development Expert, Anthony Cole Training Group. exceeding customer expectations creating advocates solving sales issues

What Is Sales Truly About?

Increase Sales

The marketplace is filled to the brim with sales training, sales books to sales coaches.  Yet at the end of the day, what is sales truly about? Credit www. My father taught me sales was about buying.  You as the salesperson had to build a relationships between you and the prospective buyer or even center of influence to be successful. Share on Facebook.

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The Fastest and Easiest Way to Reach Sales Greatness

Understanding the Sales Force

One of the things I hear an awful lot is, "Dave, how do you write so many articles?". 1,600 articles in 10 years equates to an average of about 3 articles each of the 48 weeks that I work. The secret behind that kind of prolific writing can actually help you too - to find and close more business , sell more consultatively , qualify more thoroughly , and earn more money. I'll share it below.

5 Secrets of the Most Productive Salespeople

Never satisfied with last year's results, salespeople always push for more -- which means they're also constantly seeking ways to boost productivity.

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Why is It So #%&@ Hard to Solve the Sales Growth Problem? – The 5 Constraints to Growing Sales – Part I

Anthony Cole Training

I’ve written on this subject, talked about it at workshops/keynotes and presented it to our clients in our Sales Managed Environment ® Certification program for over 20 years. But, here I go again and for good reason – it’s still a problem. It’s still in the news. It’s still something that we get asked about when we present at the Community Bank CEO Network and other venues.

The Art of Storytelling For Business

Mukesh Gupta

It is well known that all of us make most of our decisions based on our emotions rather than pure logic or intellect or rationality. So, if we are to influence people and their decisions, we need to learn about moving them emotionally enough to get them to make a decision in our favour. If you are in the business of influencing anyone, I strongly urge you to take the 55 mins and watch this talk.

Top 30 Social Sales Influencers

Score More Sales

Almost three years ago, I was named to a list of Top Social Sales Influencers – I came in at #12 on the list which had been researched by an influencer marketing agency for an up and coming sales tech tool company, KiteDesk. Sales Skills social selling B2B

How to Hack Lead Generation with this Simple Principle

No More Cold Calling

Don’t expect sales leads to pour in without it! stared at the download form, trying to decide if it was worth it. colleague had recommended I read this whitepaper, and the content certainly sounded interesting. But as usual, the free download came at a cost: my contact information. took the bait, and sure enough, the calls and emails started that day. Of course, he’s probably accustomed to that.

Are Your Sellers Ready to Sell?

A quick read on how video technology can help your sales team realize its full potential.

Are We Confusing Value Creation with Value Connection?

Increase Sales

Value creation is still a popular term even though concepts like sales enablement or account based selling seem to be front and center these days.  In working with a new client, I once again realized how value creation doesn’t really exist because what is really happening is value connection. Credit People buy to satisfy a want or need.  People buy on value unique to them. 

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Website Warning -Your Website Is About To Become Invisible

Fill the Funnel

Your visitors are receiving a website warning. Your website is about to become invisible. Google and others have been talking about this move for over a year and as of January 2017 it is being implemented. This is all related to something called SSL (Secure Socket Layer) certificates. Every website that collects personal information, emails, […]. Web Tools WordPress SSL

7 Steps to a Quota-Busting Sales Force

Sales Benchmark Index

Article Sales Strategy allocate territories incentive plan lead nurturing maximize selling time quota busting sales quota talent development

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Building a Culture of Innovation by Creating A Structure for Unstructured Innovation

Mukesh Gupta

The need for innovation has never been more acute for businesses than it is today. Every CEO of any sizable business is worrying about which startup from which garage is going to change the rules of their game and disrupt them. Innovations can be incremental, sustainable and disruptive in nature. These innovations, in my experience happen at the fringes of the business. Incremental innovations.

The Art of Social Selling -- Summarized by getAbstract

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

Trade: A Time for War…or Peace?


Why is trade so important, and why has a company that produces a CRM solution gone to the time and trouble to create an ebook about trade? Let’s take a look at some recent expert comments about trade: Free trade has become even harder to sell to a public perceiving a competitive threat from developing countries. Trump denounced the Trans-Pacific Partnership pact between the US and 11 Pacific Rim countries, and the North American Free Trade agreement with Canada and Mexico…. Financial Times Weekend , 12/12/2016 Life & Arts Page 1. Wall Street Journal , 12/22/2016 Page 1.

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The Reality of Selling Has Always Been This

Increase Sales

So what is the reality of selling?  If you listen to many of the sales trainers, sales consultants to sales authors, the reality is 100% focused on the salesperson.  Ask this question, make this comment, etc. However, the reality of selling hasn’t changed since man began exchanging something for something else. Zig Ziglar said “Sales is the transference of feelings.”  ”  Each of those exchanges between seller and buyer resulted in the transference of some feelings. Doesn’t it make sense to redirect sales training to the buyer instead of the seller?

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3 Reasons Your Voice Mails Fail

The Pipeline

By  Tibor Shanto  –  . Voice mail is not going away, mostly because people will have to answer their phones rather than being able to screen calls and preserve their time and sanity for things other than bad prospecting calls. Leaving you to make one of two choices: Not to telephone prospect, thereby avoiding the dreaded voicemail. Intent. Be Counter Intuitive.

Sowing the Seeds of IIoT Customer Discontent?

Babette Ten Haken

Customer discontent is created by many factors, mostly under your control if you remain alert. Easier said than done, hmm? The pace of industrial Internet of Things environments creates a lot of moving parts to keep track of. We tend to regard IIoT environments as messy and complex. Warning signs of IIoT customer discontent are best caught early and often. Let’s explore. Because, let’s face it.

Winning Consensus-Based Sales

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

Tools and Tips for Outbound Sales Prospecting

Modern B2B Sales

Author: Ernesto Castillo In my last blog , I explained why account-based marketing is important in outbound prospecting and how it should be used for account profiling and prioritization. In In this blog, I’d like to take it to the next level and touch on the importance of adding outbound prospecting into your sales development structure and processes. We do everything with that in mind. Sales b2

Executing with Excellence with Steven Rosen

Igniting Sales Transformation

I talked with Steven Rosen at STAR Results about executing with excellence. Steven shares his perspective on what it will take to be successful in 2017. We also discussed the biggest challenge companies face in terms of Strategy and execution, what the research says about business execution, why companies struggle and what companies can do to improve execution against their goals.

Buying Mistrust Is the Intersection of Expectations and Inconsistencies

Increase Sales

Yesterday, I personally experienced how just one word creates buying distrust.  I also experienced how a seller recognized and overcame that buying distrust. Let me quickly explain. Credit Buying Mistrust a Short Story. Two weeks ago I made an appointment at my health care clinic. The intake person said I would be seeing Mindy. Yesterday was the appointment. voiced this concern.

[Update] Geolocating Accounts and Contacts in Pipeliner CRM


We are thrilled to announce the update of the  Pipeliner CRM Geolocating Feature  that gives you full integrated mapping in your CRM. With the  Pipeliner CRM Geolocating feature you can view your accounts and contacts on the map, according to the physical address entered within an account or contact itself. With this release we have improved the interactions you can do within the map.

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.

Text Messaging for Prospecting?

The Sales Hunter

The last few weeks I’ve had several requests from salespeople asking for my advice on text messaging and whether or not it should be used. Some people say you shouldn’t use it, while others say to use it. Here’s my response: I have nothing to lose and a customer to gain by texting someone. Boom! […]. Blog Phone Sales Tips Professional Selling Skills Prospecting phone skills prospect prospecting sales prospecting text texting

IIoT PreSale Customer Experience sets Post Sale Expectations

Babette Ten Haken

PreSale customer experience sets the bar for post sale customer expectations. Especially in the magic industrial Internet of Things (IIoT) kingdom. Do you pay enough attention to the quality of presale customer experiences your teams create? Typically, the post sale process receives all the attention, in terms of measuring customer experience. No wonder they are skeptical and hesitant, presale. .

Loyalty Programs and Building Loyalty

Mukesh Gupta

One of the biggest challenges that brands face today is to find and cultivate loyal customers. Most brands have some sort of loyalty programs to reward loyalty from their customers. Most of these loyalty programs that I am a part of, totally miss the point of loyalty itself. HERE ARE MY 2 CENTS FOR MAKING YOUR LOYALTY PROGRAM MORE EFFECTIVE. 1. Loyalty Programs should be for Loyal Customers.

CREATE Powerful Sales Conversations

Increase Sales

Building upon selling or sales being the transference of feelings, the question then becomes how to ensure those feelings are transferred? In working on some sales training for a new client, I discovered this acronym to do just that – CREATE powerful sales conversations. First, create means to come into existence where nothing else existed before.  Respect goes beyond normal common manners.

Successful Selling

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

The Top Ten Changes In Sales Over The Past Ten Years

Bernadette McClelland

On a recent trip to Pennsylvania, PA, I ticked off a bucket list item and stayed on an Amish dairy farm.The learnings were incredible. How a community still maintains ‘the old ways of doing things’, yet adapts enough to be part of the greater community, especially from an economical perspective, was such an eye opener. Very much like the sales profession. Contact was relatively simple.

3 Sales Management Blunders You Must Eliminate to Hit Quota Consistently

Sales and Marketing

Issue Date: 2017-01-16. Author: Mike Scher. Teaser: Getting reps to consistently reach, or better yet, exceed quota requires sales managers to own the shortcomings of their teams and help them improve. Here are 3 behaviors sales managers must abolish in order to lead a successful team. Here are 3 behaviors sales managers must abolish in order to lead a successful team. read more

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The Infectious Nature of a Smile with Intent


If you have two reps doing exactly the same things, high activity, strong energy hunting in their patch; the big differentiators of output and results are emotional intent and positive attitude. Positive intent and a smile are infectious. Sales is an extremely repetitive job so the only way to save your day is true selflessness and curiosity. Get enthusiastic about actually helping prospects and colleagues. Imagine if your technology really could transform their business and that the way you work makes all the difference. If it’s not able to do that, then switch companies. Chuckle, smile.

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Is Sticking with Geographic Sales Territories A Mistake?

Sales Benchmark Index

Article Sales Strategy