Sat.Mar 04, 2017 - Fri.Mar 10, 2017

Trending Sources

7 Things Salespeople Do to Stand Out


It’s not about being number one in sales, it’s about what they do consistently day-in and day-out did to achieve the leadership position. Standout salespeople are judged by their means to the end not merely by the end itself. This is their profile. They are consummate team players. They help their fellow salespeople and the favor is regularly returned. They don’t cold call.

Why the Deal Went Dark

Sales Benchmark Index

Article Marketing Strategy Sales Strategy SBI on Demand buyer personas buyer process maps deal went dark sales sales opportunity

Buyer 90

Call Reluctance is Just as Popular as Ever!

Understanding the Sales Force

Image Copyright Christian Chan. Last week I wrote an Article for LinkedIn Pulse that explored some of the statistics related to Call Reluctance. Many might think that Call Reluctance is a malady that occurred back when salespeople did their own dialing and had to book their own appointments. Those with Call Reluctance might even be heard saying, "Sure, put me through to voicemail" or "He's busy?

Managing UP: Four Things Never to Do

The Productivity Pro

“ One who controls others is masterful, but one who has mastered himself is mightier still.” ” – Lao-Tzu, Ancient Chinese philosopher. I’m a firm believer in managing up, the process of striving to learn and meet your manager’s needs without he or she even having to ask. Remember the TV show M.A.S.H. ? The result was an unusually smooth-running hospital. 2016).

Study 80

The Art of Social Selling -- Summarized by getAbstract

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

More Trending

Your Social Marketing Reflects Your Leadership

Increase Sales

Have you ever considered how your social marketing may be a reflection of your leadership? For example, do you add people to your email list without asking permission? By taking this action what does it truly say about your leadership as well as your business ethics? Each day I must unsubscribe or mark as spam dozens of emails. Many of these come from so called “experts” on sales, marketing, leadership and even business ethics. I guess they believe it is okay to add my name to their email lists. I belong to several communities where we share similar solutions. Share on Facebook.

It Ain’t Over Until It’s Over


As a New Englander, I have a confession to make. I bailed on the Super Bowl at half time. I was at a great Super Bowl party, hitting going there before heading home after a solid week of business travel. The food was great, the company was even better. But the Patriots in the first two quarters? Well, you saw it. It looked and felt like they didn’t even show up to the game. I watch the Super Bowl.

Sales Motivation Video: Are You Focused on Revenue Producing Activities?

The Sales Hunter

Where do you spend your time? Let’s face it — too much of our time is spent doing things that do not produce revenue. The role of sales is to meet customers and generate incremental business; it’s not to update stupid reports. Yes, I’m calling out the stupidity of how too much time is spent […]. Blog Sales Motivation motivation sales sales motivation

Recognizing Women in Sales

Score More Sales

On International Women’s Day #IWD2017 we wanted to help recognize some great women past and present who have served as mentors, role models, and women we simply want to give a shout out to in the field of professional selling. We are sharing two resources today. B2B women in sales

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.

How to Overcome Barriers to Innovation In Your Organisation

Mukesh Gupta

Premise: Every organisation wants to innovate and they all have people with enough ideas to fuel their innovation efforts, but somewhere these ideas get stifled and innovation ends up remaining an intent only. So, what is it that stops organisations to innovate and is there a way to systematically remove these barriers? Leverage the Power of Story. Empower Line Managers. Learn fast and Learn Often.

How to Sell to Your Niche Audience on Facebook


Internet marketing is a very wide term which can be used to encompass a variety of marketing techniques which are used online. Banner advertisements, website promotion, search engine optimization, email marketing and affiliate marketing all fall under the umbrella of the term Internet marketing but there is even more to Internet marketing than those concepts. Look them over and choose one.

Of Course Sales Is About Relationships!

Partners in Excellence

I am fuming at one of the most amazingly naive posts about “the Death Of Sales.” ” Ironically it’s written by a sales leader at one of the leading Marketing and Sales Automation company. Even more ironically, the call to action at the end of his post is to recruit partners to sell his company’s products. WTF!!!! Business is about relationships! They shift and evolve.

Social Selling: Influencing Buyers and Changemakers with Tim Hughes

Igniting Sales Transformation

I talked with Tim Hughes about social selling and why integrating the use of social channels into your selling mix is a must. You’ll hear from Tim how he defines social selling. Why using social as part of your sales strategy is important in today’s business landscape. About Tim: Tim is a transformational leader, best-selling author and top 10 Social Media influencer. link].

Successful Selling

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

The Role of Imagination in Creating The Next Set of Breakthrough Innovations

Mukesh Gupta

I stumbled across the article that Vannevar Bush wrote in 1945 for the Atlantic. You can read the entire post here. The reason I am interested in the post is because this post is a living proof about the role that imagination can play in the innovation process. He was able to predict in part what would the world look and feel like much ahead of his own time. And his trails do not fade.

Film 43

Sales Managers: Don’t Be Shot by Both Sides


It’s quite common on today’s business world that everyone perceives themselves to be busier than ever, under heavier demand, and to have less control than ever over the pace at which everything operates. For any enterprise with a sales team (that’s nearly all companies), these feelings are particularly felt by the sales manager. Let’s have a look at the reality of that role. Find out more.

Are You Really Different?

Partners in Excellence

We know the importance of differentiating ourselves in attempting to win business. We try to do this at our web sites, often posting comparisons and charts showing how we have more features and functions than the alternatives. Too often, we think differentiation is about checking more feature boxes, having a richer product, than the competition. What specifically are they trying to achieve and why?

Make Better Decisions About Where You Spend Time

The Sales Blog

00A decision to do something is really a decision not to do everything else. Once you commit to spending your time and energy doing something, those same resources cannot be used to do anything else at that same time. That makes the decision as to what you do the most important decision you make, and you make it countless times throughout the day. Not to nurture your dream clients. Now you will.

Questions To Ponder about Before Bringing Artificial Intelligence to Work

Mukesh Gupta

Premise: We are entering an era where there is a good likelihood that we will be working along with some form or kind of artificial intelligence in our career. If you Agree. If we agree on this premise, then we need to start thinking about some of the following questions: Why do we think that this is likely? What would that look and feel like? How will the AI – Human interaction evolve?

The Key to Sales Prosperity: Clarity


Selling is a very dynamic process , probably the most dynamic in any organization. It has so many moving parts, so many variables that it often becomes frenetic, chaotic, and reactionary. In this ebook John Golden argues that it doesn’t have to be that way. As he points out, the key to success (in pretty much any endeavor) is being able to clearly identify the goal, define the steps needed to achieve that goal and then cutting out any extraneous noise or distractions so that you can focus exclusively on execution and reaching the goal. Sales Management For Sales Pros

eBook 61

5 Sales Mistakes to Avoid in the New Digital Environment

Sales and Marketing

Issue Date: 2017-03-06. Author: Grant Leboff. Teaser: B2B customers are taking their purchase journey online, where the influence of salespeople matters less and less. The good news is there’s still a way to sell online. It takes a new approach and great tact. Make sure you avoid these five online selling mistakes. The good news is there’s still a way to sell online. read more

The Missing Piece to Sales Enablement Success

Sales Benchmark Index

Article Sales Strategy sales enablement sales enablement content

The One Question That Gets Referrals

Sell More and Work Less

Is your sales team actively seeking out referrals from your current client base? According to recent studies, 78% of happy clients want to give out referrals. Yet only 8% of salespeople actually ask for them. Can you see the disconnect? It doesn’t … Read More » Observations from the real World

Pipeliner - Untitled Article


Sales motivation of your team is dependent on many things and it can vary greatly in time. What most sales managers do when they want to increase sales incentives is sending bulk or group emails with no personalization whatsoever. Leigh Ashton talks about how you can differentiate people by using two simple categories: People motivated “Towards” something. Gain oriented people.

Walk’a Proud!

The Pipeline

By Tibor Shanto – . Those of you who have participated in my events or webinars, know that early on I encourage people who prospect for a living, to take pride in what they do rather than apologize for it. I encourage them to answer with pride next time some asks what they do for a living, by saying “I am a Professional Interrupter! Please! Join Now!

Your 2025 Revenue Plan: 7 Predictions

Sales Benchmark Index

SBI peeked into the future to ask, “What will our 2025 revenue strategy look like?” Here’s what we found: 1. Siloed sales strategies will be obsolete.

Why the ‘will to win’ isn’t enough…

Inside Sales Training Blog

“It’s not the will to win that matters – everyone has that. It’s the will to prepare to win that matters.” –Paul “Bear” Bryant, football coach. It took a long time for me, as a struggling sales rep, to understand the difference in attitude and action this quote speaks to. But once I did, my sales results (and my life) changed. The company had the top 20% reps doing 80% of the sales.

The Hustler’s Playbook: How to Buy Your Success

The Sales Blog

The down payment that success requires of you is personal growth. If you aren’t developing yourself, learning new things, stretching yourself outside of your comfort zone, and becoming the biggest, best version of yourself, you aren’t putting enough down. Success takes payment in sweat. It demands that you do the work. You can’t buy success when you are comfortable. The Hustler's Playbook

Time – To Let Go

The Pipeline

By Tibor Shanto – . Let’s be clear, no white flags here, just a reminder that the most crucial thing to control in a winning sales career is time. As I have stated here in the past, “leads are recyclable, time is not”, if what you are doing now is not moving the opportunity or sale forward, you need to ask if it is time to move on to something that will. Join Now!

It’s Time We Start Hacking Ourselves

A Sales Guy

The hard work mantra, I think we all get it. At least we’ve all heard it. Hustle and grind, seem to be the key theme of today’s social memes. And it’s true, you have to work unreasonably hard to make it, and to achieve the success you want. Because of that, most of us are hustling on the wrong things. Another way to put it is, the hustle needs to be applied internally.

When the IIoT Elephant in the Room is YOU, now what to do?

Babette Ten Haken

The IIoT Elephant in the Room was the first person to show up for our workshop. I waited to see what she would do next, from my vantage point at the back of the room. In the context of this blog post, the “Elephant in the Room” is a business expression used to describe a situation, subject or person that everyone perceives as being difficult. Team dysfunction happens. Not only that.

Are You Commoditizing Your Customers?

Partners in Excellence

Everyone understands the challenges of selling commoditized products. They are perceived as undifferentiated. In the customers’ and markets’ eyes, there is no difference between these products, regardless the supplier. To win with commoditized products, we have to find some way to differentiate ourselves. Too often, we differentiate through pricing. Or the incessant product pitches.

Things Clients Notice that You Don’t | Sales Tips

Sell More and Work Less

A couple of weeks ago, we talked about traits of top performers and I mentioned that curiosity, creativity, persistence, and discipline were some of the key traits. The other things that I noticed about top performers is that they have confidence … Read More » Sales Tips buyers Client Communication Client Success clients Colleen Francis Engage Selling Solutions prospects sales success sales training sales traits