Mon.Dec 19, 2016

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Next-Level Sales Training: It’s Time to Coach the Coach

Sales and Marketing Management

Issue Date: 2016-12-19. Author: Mike Kunkle, senior director of sales enablement, Brainshark, Inc. Teaser: Many companies trying to improve sales productivity are going about it the wrong way. Rep training is only part of the picture. To get the best results, it’s critical to train, sustain, transfer and coach at every level, and that's not being done.

Coaching 242
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A Rep’s Scream For Help

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . While not daily, on a regular basis over the last 12 years I have been called by VP’s of Sales who were extremely disappointed in the training delivered to their team by another provider. (It is entirely possible that some of my former clients have had similar discussions about me; possible, but nah).

Margin 222
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Sales Motivation Video: Are Your 2017 Goals Your Benchmark to Fly Past?

The Sales Hunter

It’s that time of year when top-performing salespeople are thinking of their goals for 2017. I want you to set goals and put a plan behind them — then motivate yourself to fly past those goals. Let your goals be your benchmark to surpass. Check out the video to see what I mean: Copyright 2016, […].

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Do You Need a Different Type of Sales Rep to Compete?

SBI Growth

Today’s topic is understanding how to determine which markets to compete in and which markets to avoid. To follow along, download our 10th annual workbook, How to Make Your Number in 2017.

Workbooks 120
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Brick & Mortar Retail Relevance: How to Stay Ahead of the Curve

Speaker: Jay Black, Senior Account Executive

Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an

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5 Book Recommendations to Have a Great 2017

Mr. Inside Sales

As you run around doing your final Christmas shopping this week, have you remembered your favorite person? (You!). I know you do a lot for others in your life – your family and extended family, your co-workers or employees, those people who serve you in your favorite restaurants, cleaners, mail delivery people, etc. – but what about yourself? As we stare down New Year’s Eve and a whole new year of dreams and goals, why not give yourself a couple of books (or audiobooks) that can motivate and sup

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3 Social Selling Techniques that You’re Getting Wrong

Vengreso

According to Mario Martinez Jr. , CEO of Vengreso and one of the leading experts in Social Selling, “The modern buyer has changed, but sales tactics and leaders have not. Buyers are now digitally enabled, mobile attached, and socially engaged. They explore, evaluate, and are willing to engage in an entirely new way.” This is the basis of the current struggles faced by B2B salespeople today.

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5 Proven Acting Tips for More Confident Presentations

Julie Hanson

“Show confidence!”. This was one of the least helpful pieces of advice I received before delivering my first sales presentation. Not only did it lack practical tactics or steps, I didn’t want to just appear confident. I wanted to feel confident. Confidence is vital in sales. Prospects want to feel like they are making the best possible decision and placing their business and trust with a credible partner.

ACT 94
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If You’ve Ever Been Fired, I’ll Never Hire You!

Partners in Excellence

There’s an article that’s getting a lot of attention, If You’ve Ever Been Fired, I’ll Never Hire You! It’s a commentary on a “manager’s” perspective that being “fired” is a black spot on anyone’s career and that manager taking the position that anyone who has been fired should never be considered for a job.

Hiring 58
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Sales Motivation Monday: Staying Focused in a Holiday-Obsessed Office

SalesLoft

Holiday parties, Secret Santa gift exchanges, toasts to new beginnings and Happy New Years’ wishes… it’s officially the holiday season! But while wintertime is generally considered “the most wonderful time of the year,” it’s no surprise that it also comes with a ton of stress, especially for those in the fast-paced, high-pressure sales industry. Despite the fun and excitement the holidays bring, the distractions that come along with end of the year quotas, Q1 planning, and prospects becoming nea

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ABM Evolution: How Top Marketers Are Using Account-Based Strategies

In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.

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TSE 467: Should I Prospect In December?

Sales Evangelist

Is December a horrible time to prospect? You can’t find people during this time of year so you might as well not do anything. Well, this kind of mindset is actually wrong. Today, I’m sharing with you some insights into prospecting in December and whether it’s worth it or not. Although industries may differ, there […] The post TSE 467: Should I Prospect In December?

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How To Be A Better Coach With People.ai

People.ai

I joined People.ai earlier this year because I experienced first hand in my former job the many challenges People.ai is solving for sales management. I have a strong passion for coaching salespeople and using data to make informed decisions, and I wanted to explain how we’re bringing that to life here at People.ai. It’s truly special when you can build a company and scale for exponential growth.

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Lead generation strategies that work great for B2B companies!

The SalesPro Leader

The article, Lead generation strategies that work great for B2B companies! originally appeared first on SalesPro Leads - Connecting You with Tomorrow's Buyers.

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The Self Driving Sales Rep

Bigtincan

This article originally appeared on MarTech Advisor. Are we there yet? David Keane, CEO and co-founder of Bigtincan talks about how self-driving sales teams will move sales enablement forward by decades in a single swoop On August 31, 2016, Elon Musk, CEO and founder of Tesla, announced in a tweet the upcoming release of v8 […].

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1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.