" But why do you want to join a sales boot camp? You hate calling! ". I have always hated talking on the telephone. Even as a reluctant child, writing thank-you letters after the holidays was a preferable chore to a simple call. Looking back, it still makes me shudder. MORE
By Kasia Kowalska, Growbots – Sales Platform. For sales representatives, success and failure can often be measured with one metric: the sales quota. MORE
Welcome to the Revenue Growth Fast Frame of the Week. Gary Schwake, Vice President Business Development at ACTIVE Network provides insight into evaluating a potential M&A target — What are the top criteria to review when evaluating the revenue growth capabilities. Corporate Strategy Video acquisition criteria fast frame M&A selection criteria MORE
I mined Objective Management Group (OMG) data and compared salespeople who have been with their company for 10 years or more, with salespeople who have been with their company for five years or less. Theoretically, the veteran salespeople should be better and stronger in every way. But are they? MORE
Core performers make up approximately 70 percent of the sales team. Since they’re the majority, your core performers are responsible for the bulk of sales productivity. Even a small boost to their skills will translate into big differences in performance. In fact, some reports suggest improving core performers’ skills by a mere five percent pays off with a 60-percent boost to performance. Sales Training MORE
Using Highspot, sales teams can quickly find the best-performing content, and customize it for each opportunity. That means they can engage in more relevant, impactful buyer conversations that result in more won deals. Visit Highspot. Video Reviews MORE
Give it up for our 2018 Top Sales Tools of the Year recipients! It’s an exciting time to be sure. With more than 500 sales technologies on our most recent 2018 SalesTech Landscape , there’s no question but that that the impact of digital technologies will be far reaching. MORE
The Tour of Duty Framework. There are so many young people out there with innate talent and tremendous potential… but zero sales experience. hiring salespeople sales management Talent training sales training MORE
What prompted this article was a post from Jeff Ferraris, a program manager for CUSO Financial Services in Austin,Texas. MORE
We spend a great deal of time with our clients teaching and coaching them about how to drive sales growth. The process for them is rarely easy. The reason(s) being: Sales Growth coaching salespeople MORE
Cirrus Insight puts Salesforce inside your email client so salespeople can spend more time selling and less time entering data into CRM. They can log calls, create or update opportunities, convert leads to contacts, anything they would do in Salesforce they can do without leaving their email. MORE
By Tibor Shanto. Usually, with a teaser title like this, I would build the argument then the conclusion. Let me start by giving the question first, probably lose half of you, but I hope to hear from the rest of you and have a dialogue about how you may apply it. Here we go: With one exception, for many rare, there is only one question you have to answer as a seller. There is a second, but it doesn’t matter if you can’t get past the first. Will I Get Fired? Will I save? MORE
In my seminars and workshops, one of the most frequent complaints I hear from salespeople is that regular sales meetings are a waste of their time. MORE
It’s time to get serious about business referrals. In spite of numerous misconceptions and poor implementation, referrals in business are where the power is. But the first step to harnessing this power is understanding just what referral selling is and how it feeds your sales machine. MORE
I was on the “ Sell or Die ” podcast with Jeffrey Gitomer a couple of weeks ago, and he asked me a good question. He said this question would cause me to think a bit and then he asked, “Mike, how many objections are there?”. That did cause me to think. MORE
As a sales leader, onboarding new hires quickly should be a top priority. When your sales ramp rate is poor, it’s a huge drain on resources that can prevent you from hitting annual targets. It costs your company time and money that it could put toward new hires and increased sales. MORE
What are you allowing to get in the way of what you can accomplish? I suspect you are distracted and going in too many directions. Embrace instead the power of one. The power of you connecting with one person at a time can be revolutionary to your sales motivation. MORE
In the first blog of this series, we discussed why your deals tend to go sideways. Most often, you can pin it down to a wonky discovery meeting structure. While rapport building is an important part of your first meeting, it’s relied on almost too heavily. MORE
Traditionally few would contest who owns the pipeline in any organization. It’s referred to as the sales pipeline and it’s owned by sales people, right? But is this still true? With the advent of new marketing automation capabilities, AI apps and other technology, marketing is inserting itself deeper in the pipeline at almost every level. I recently talked to Dan McDade with PointClear as part of a series on SLMA Radio that I’m hosting that deals with the issue of pipeline ownership. MORE
In sales, there is something better than the freebies you get at every event: Warm introductions. If you ask any C-level executive or above, they are 10 times more likely to respond to your email or phone call if you have been referred by a person they like, trust, or respect. MORE
I learned a great deal working for Xerox. They certainly taught me how to sell, but the two greatest programs I was involved in had little to do with selling. These two programs taught me the answer to a question that has puzzled many. MORE
Sales Leaders need to have their finger on the pulse at all times. They must know whether the team is on track, or not, to hit the yearly goal. Top performing Sales Leaders are always on top of this. MORE
On this episode of the Sales Hacker Podcast, we talk with Steve Denton , President and Chief Revenue Officer of Collective[i]. What You’ll Learn. How to adapt in a sales world that is constantly changing. How to avoid wasting your existing opportunities and close the deals in front of you. Why you have to be the most prepared person in the room. The three biggest decisions you can make in your career. Subscribe to the Sales Hacker Podcast. We’re on iTunes. And on Stitcher. MORE
When we ask buyers what makes them purchase from particular suppliers, the answers can range from great prices to great value to great people and many others. But some reasons always seem to float to the top of the list, and when you see them they appear common sense. Unfortunately, the sense needed for this isn’t that common. So, here I list just three ways that would make you indispensable to your clients, meaning they really value your services and wouldn’t want to work without you. MORE
It’s one thing to get meetings. It’s another to generate sales wins. Too many sellers rely too heavily on inbound leads, referrals, and repeat business. However, there often isn’t enough of these to go around to allow you to reach your overall sales target. MORE
Up-Front Contract Example. Appreciation and Time) [Prospect name], thanks for agreeing to meet today. Can I take three minutes …. Agenda) … to give you some recommendations on [improving X] at [prospect’s company]? And then, iIf you have no further interest …. Outcomes). MORE
By John Holland, Chief Content Officer, CustomerCentric Selling®. Henry Ford is credited with creating production lines allowing cars to be built consistently regardless of the staff that assembled them. MORE
There’s a lot to think about when developing an annual sales plan to support your organization’s strategy and objectives: new customer acquisition, customer retention, increasing share of wallet, resource budgeting … just to name a few. But don’t forget about your sales territory plan. MORE
The number one reason a sales rep fails is an empty pipeline. The root cause of an empty pipeline is failure to prospect. Having a Prospecting Plan fills your pipeline and identifies the right prospects to engage. So how do. MORE
Ask any sales rep what the hardest part of their job is, and I’ll bet they’ll say “closing.” After all, signing new customers and upselling existing accounts is how a rep makes quota. If they’re not getting prospects to sign contracts, they’re not going to hit their number. MORE
Big announcement out of the Sales Hacker camp today. I’d dropped a note about a very exciting launch from Sales Hacker on our yearly recap and roadmap post last quarter. I’m thrilled to announce that the Sales Hacker Podcast is now live! MORE
Inside Sales Training
APRIL 22, 2018
I was on the “ Sell or Die ” podcast with Jeffrey Gitomer a couple of weeks ago, and he asked me a good question. He said this question would cause me to think a bit and then he asked, “Mike, how many objections are there?”. That did cause me to think.
Smart Selling Tools
APRIL 22, 2018
Using Highspot, sales teams can quickly find the best-performing content, and customize it for each opportunity. That means they can engage in more relevant, impactful buyer conversations that result in more won deals. Visit Highspot. Video Reviews
Smart Selling Tools
APRIL 16, 2018
Give it up for our 2018 Top Sales Tools of the Year recipients! It’s an exciting time to be sure. With more than 500 sales technologies on our most recent 2018 SalesTech Landscape , there’s no question but that that the impact of digital technologies will be far reaching.
Sales Benchmark Index
APRIL 19, 2018
The number one reason a sales rep fails is an empty pipeline. The root cause of an empty pipeline is failure to prospect. Having a Prospecting Plan fills your pipeline and identifies the right prospects to engage. So how do.
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A peek into the experience and learning of a sales development representative for a first-hand understanding. An organization can benefit from these insights and improvise the working of the sales team accordingly for the new market.
Sales Benchmark Index
APRIL 17, 2018
Sales Leaders need to have their finger on the pulse at all times. They must know whether the team is on track, or not, to hit the yearly goal. Top performing Sales Leaders are always on top of this.
DiscoverOrg Sales
APRIL 19, 2018
There’s a lot to think about when developing an annual sales plan to support your organization’s strategy and objectives: new customer acquisition, customer retention, increasing share of wallet, resource budgeting … just to name a few. But don’t forget about your sales territory plan.
Understanding the Sales Force
APRIL 16, 2018
I mined Objective Management Group (OMG) data and compared salespeople who have been with their company for 10 years or more, with salespeople who have been with their company for five years or less. Theoretically, the veteran salespeople should be better and stronger in every way. But are they?
Anthony Cole Training
APRIL 18, 2018
What prompted this article was a post from Jeff Ferraris, a program manager for CUSO Financial Services in Austin,Texas.
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Find out why waiting for perfection is costing you money.
The Sales Hunter
APRIL 16, 2018
What are you allowing to get in the way of what you can accomplish? I suspect you are distracted and going in too many directions. Embrace instead the power of one. The power of you connecting with one person at a time can be revolutionary to your sales motivation.
Sales Benchmark Index
APRIL 18, 2018
Welcome to the Revenue Growth Fast Frame of the Week. Gary Schwake, Vice President Business Development at ACTIVE Network provides insight into evaluating a potential M&A target — What are the top criteria to review when evaluating the revenue growth capabilities. Corporate Strategy Video acquisition criteria fast frame M&A selection criteria
Hubspot Sales
APRIL 17, 2018
Up-Front Contract Example. Appreciation and Time) [Prospect name], thanks for agreeing to meet today. Can I take three minutes …. Agenda) … to give you some recommendations on [improving X] at [prospect’s company]? And then, iIf you have no further interest …. Outcomes).
Pointclear
APRIL 16, 2018
Traditionally few would contest who owns the pipeline in any organization. It’s referred to as the sales pipeline and it’s owned by sales people, right? But is this still true? With the advent of new marketing automation capabilities, AI apps and other technology, marketing is inserting itself deeper in the pipeline at almost every level. I recently talked to Dan McDade with PointClear as part of a series on SLMA Radio that I’m hosting that deals with the issue of pipeline ownership.
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This best practices guide focuses on helping you organize, harness and capitalize on the information, buying signals and qualified prospects identifying themselves to you online every single day.
Smart Selling Tools
APRIL 16, 2018
Cirrus Insight puts Salesforce inside your email client so salespeople can spend more time selling and less time entering data into CRM. They can log calls, create or update opportunities, convert leads to contacts, anything they would do in Salesforce they can do without leaving their email.
MTD Sales Training
APRIL 18, 2018
When we ask buyers what makes them purchase from particular suppliers, the answers can range from great prices to great value to great people and many others. But some reasons always seem to float to the top of the list, and when you see them they appear common sense. Unfortunately, the sense needed for this isn’t that common. So, here I list just three ways that would make you indispensable to your clients, meaning they really value your services and wouldn’t want to work without you.
The Center for Sales Strategy
APRIL 17, 2018
The Tour of Duty Framework. There are so many young people out there with innate talent and tremendous potential… but zero sales experience. hiring salespeople sales management Talent training sales training
Hubspot Sales
APRIL 17, 2018
Ask any sales rep what the hardest part of their job is, and I’ll bet they’ll say “closing.” After all, signing new customers and upselling existing accounts is how a rep makes quota. If they’re not getting prospects to sign contracts, they’re not going to hit their number.
Speaker: Mike Kunkle, Vice President, Sales Transformation Services, Digital Transformation, Inc.
More than 8 analyst firms, the Association for Talent Development, and the Sales Enablement Society have all defined “sales enablement” – each slightly differently. In hundreds of organizations, the sales enablement function is run differently, with a different focus, responsibilities, and initiatives. To make matters worse, according to a 2017 study by CSO Insights, “Sales enablement is a growing trend, but sales performance is not improving. Clearly, something is missing.” What’s missing is a clear focus on driving measurable improvement in sales performance and the expertise required to truly move the needle on the metrics that matter. Want to step up, separate yourself from the pack, and maximize your company’s investment in Sales Enablement? Then join sales transformation expert Mike Kunkle for this webinar (where your questions are welcomed and expected!)
The Sales Heretic
APRIL 19, 2018
In my seminars and workshops, one of the most frequent complaints I hear from salespeople is that regular sales meetings are a waste of their time.
Sales Hacker
APRIL 18, 2018
In the first blog of this series, we discussed why your deals tend to go sideways. Most often, you can pin it down to a wonky discovery meeting structure. While rapport building is an important part of your first meeting, it’s relied on almost too heavily.
SalesforLife
APRIL 16, 2018
Core performers make up approximately 70 percent of the sales team. Since they’re the majority, your core performers are responsible for the bulk of sales productivity. Even a small boost to their skills will translate into big differences in performance. In fact, some reports suggest improving core performers’ skills by a mere five percent pays off with a 60-percent boost to performance. Sales Training
Customer Centric Selling
APRIL 16, 2018
By John Holland, Chief Content Officer, CustomerCentric Selling®. Henry Ford is credited with creating production lines allowing cars to be built consistently regardless of the staff that assembled them.
Speaker: Pat D'Amico, Founder and CEO, About-Face Development
Video learning is not new, but the marriage of video learning and today’s technology is transforming our ability to achieve skill mastery in sales. Join us as we delve into how technology advancements in learning are changing the game and why it’s critical to sales success.
Hubspot Sales
APRIL 19, 2018
" But why do you want to join a sales boot camp? You hate calling! ". I have always hated talking on the telephone. Even as a reluctant child, writing thank-you letters after the holidays was a preferable chore to a simple call. Looking back, it still makes me shudder.
Pipeliner
APRIL 22, 2018
I learned a great deal working for Xerox. They certainly taught me how to sell, but the two greatest programs I was involved in had little to do with selling. These two programs taught me the answer to a question that has puzzled many.
Sales Hacker
APRIL 17, 2018
Big announcement out of the Sales Hacker camp today. I’d dropped a note about a very exciting launch from Sales Hacker on our yearly recap and roadmap post last quarter. I’m thrilled to announce that the Sales Hacker Podcast is now live!
Openview
APRIL 20, 2018
It’s one thing to get meetings. It’s another to generate sales wins. Too many sellers rely too heavily on inbound leads, referrals, and repeat business. However, there often isn’t enough of these to go around to allow you to reach your overall sales target.
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A step-by-step guide for building a comprehensive training playbook for your sales team.
Customer Centric Selling
APRIL 16, 2018
By Kasia Kowalska, Growbots – Sales Platform. For sales representatives, success and failure can often be measured with one metric: the sales quota.
Hubspot Sales
APRIL 20, 2018
In sales, there is something better than the freebies you get at every event: Warm introductions. If you ask any C-level executive or above, they are 10 times more likely to respond to your email or phone call if you have been referred by a person they like, trust, or respect.
The Pipeline
APRIL 17, 2018
By Tibor Shanto. Usually, with a teaser title like this, I would build the argument then the conclusion. Let me start by giving the question first, probably lose half of you, but I hope to hear from the rest of you and have a dialogue about how you may apply it. Here we go: With one exception, for many rare, there is only one question you have to answer as a seller. There is a second, but it doesn’t matter if you can’t get past the first. Will I Get Fired? Will I save?
Sales Hacker
APRIL 16, 2018
On this episode of the Sales Hacker Podcast, we talk with Steve Denton , President and Chief Revenue Officer of Collective[i]. What You’ll Learn. How to adapt in a sales world that is constantly changing. How to avoid wasting your existing opportunities and close the deals in front of you. Why you have to be the most prepared person in the room. The three biggest decisions you can make in your career. Subscribe to the Sales Hacker Podcast. We’re on iTunes. And on Stitcher.
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