INDUSTRY INSIGHTS YOUR PEERS ARE READING
Xactly Unleashed 2020 – the ultimate sales performance management (SPM) summit is coming up June 16-18, 2020 in Las Vegas, NV. Register and save your spot today! Culture Sales Performance Management MORE
I’m going to be honest with you: No matter how great a salesperson you are, you can benefit from some new ideas every now and then. Your prospects are flooded with emails every day , which means you constantly need to be looking for ways to get noticed. MORE
You’ve heard this before but how much do you “walk the talk” when it comes to knowing your prospects? Information is power in sales. The more you know about your prospect and their situation, the more likely you are to make a sale. MORE
You’re on a sales call that just feels…off. . Maybe your prospect doesn’t believe what you’re saying. Maybe they’re hesitant to take the next step. . You can feel the tension on the line. . Any kind of pushback can be intimidating. MORE
If you’re in sales—and that’s nearly everyone in the company—you need to make presentations. Whether it’s a one-on-one to a prospective client, or a keynote speech at a conference, delivering a great presentation is vital to your success. Here are 14 tips for presenting more effectively. MORE
There’s nothing like an in-person meeting to close deals. Sales leaders say they don’t need for account executives to travel. Worse yet, salespeople tell me they don’t even need to talk to anyone. Ridiculous, right? MORE
What is worse than someone reading PowerPoint slides to an audience? Someone who also never looks at the audience. If you are giving a PowerPoint presentation, it is very easy to become glued to your slides–and to stay looking at your slides even when what you are saying is not there! MORE
At Gong’s #celebrate conference, sales leaders tackled three pillars: people success, deal success, and strategy success. I’ve been revealing key takeaways from their talks. MORE
Smart Selling Tools Announces Top Sales Tools of 2019. Smart Selling Tools, Inc. the leading provider of information on sales software technologies (SalesTech), today announced the release of its Top Sales Tools of 2019 Guide: Final Cut. MORE
In this blog post, we discuss the idea of using older (yet effective) techniques to find success in the chaos of today's selling landscape. Let's face it; with the influx of social media, apps, and online distractions, it is actually harder to reach a prospect than ever before. MORE
For some time now here at SBI, we’ve been describing the measurable benefits of taking a more holistic approach to customer experience. MORE
Corporate culture has arguably always been important, but in recent years it’s become a popular point of discussion. To some, it’s become a buzzword, with an overabundance of content and discussions surrounding it. MORE
When was the last time you read the classic book: “A Christmas Carol,” by Charles Dickens? If it’s been a while, I highly recommend it. Dickens is a superb storyteller, and there is a reason this is a “classic.”. MORE
Author: Rachel Downey Modern marketers are no stranger to showing a return on investment for their campaigns. As demand for ROI continues, many are retooling their content strategies to prove a return. A completely new form of content isn’t what is needed. MORE
Salespeople are often fooled that the opportunities in their pipeline are more qualified or closer to closing than reality suggests. effective sales coaching Sales Coaching increase sales sales performance management consultative selling sales productivity tools sales effectiveness training consultative sales coaching train the trainer MORE
Repeat After Me: I Will Not Cold Call. MORE
Does your partner technology stack have your back? Partner channel success is pretty much impossible if it doesn’t. A top-notch tech stack puts you on the fast track to sales success. So how is yours stacking up? MORE
This week we’re pleased to have Dave Crow from Seismic Software on the podcast. Dave and John met through their good friend Todd Caponi , who we recently had on the podcast too. Dave gave us a great view into how you can continuously evolve in sales and he helps his team find the sweet spot in their sales careers. He uses a candid conversation he had with an Intern of his as reference to how you can do this and do what you love, not just doing things for the title or pay. MORE
How Rackspace Uses Integration & Gamification to Reimagine Enablement with Seismic. Free UPCOMING WEBINAR. WHEN: THURSDAY, Jan 9th at 11AM PT. MORE
Sales managers in every market say the same thing — finding great salespeople is hard. We empathize, but of course, it is! Salespeople are often really good at selling themselves, and when you do hire, it takes six months to a year to know whether you made the right decision. MORE
Conference season is here, and I'm excited about traveling to different cities and meeting others who are committed, as I am, about succeeding in sales. MORE
One of the biggest challenges among Marketing Leaders is being able to reach an audience who wants to be engaged successfully. Additionally, trying to remain or gain new customers is a costly investment. Eric Quanstrom, CMO at Cience, joins us in. MORE
The last few years it seems that each time it snows, even a little, they cancel school. Are school officials convinced that parents and bus drivers will put kids' safety in jeopardy because snow is falling? MORE
Developing storytelling confidence moves you one millimeter forward, beyond remaining professionally comfortable. Embracing not only the risk, but also the opportunity, of connecting your stories to other people’s stories. MORE
By Tibor Shanto. Given that we are about to enter a new decade, you get a rush of prophecies from the chattering class. As with anything in life, one’s view is shaped by their experience. In sales, this is further influenced by when you started selling. MORE
The Importance of Internal Market Intelligence Distribution and Utilization in Gtm Strategy. MORE
Author: Marie Rosecrans With social and mobile tech now at our fingertips, people today are ultra-connected. And with artificial intelligence integrated into our daily experiences, consumers are also more intelligent than ever. MORE
Recently I was on Interstate 90, the MassPike, driving home from the airport in a wind-driven rainstorm. It was so bad I couldn't see the white lines that divide the three lanes nor could I see the Jersey barriers dividing the eastbound from the westbound traffic. Sales Process MORE
The Pipeline
DECEMBER 10, 2019
By Tibor Shanto. Given that we are about to enter a new decade, you get a rush of prophecies from the chattering class. As with anything in life, one’s view is shaped by their experience. In sales, this is further influenced by when you started selling.
Anthony Cole Training
DECEMBER 9, 2019
In this blog post, we discuss the idea of using older (yet effective) techniques to find success in the chaos of today's selling landscape. Let's face it; with the influx of social media, apps, and online distractions, it is actually harder to reach a prospect than ever before.
Sales 2.0
DECEMBER 6, 2019
You’ve heard this before but how much do you “walk the talk” when it comes to knowing your prospects? Information is power in sales. The more you know about your prospect and their situation, the more likely you are to make a sale.
Sales Benchmark Index
DECEMBER 9, 2019
For some time now here at SBI, we’ve been describing the measurable benefits of taking a more holistic approach to customer experience.
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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.
Connect2Sell
DECEMBER 4, 2019
ATD’s sales competency model builds on four foundational competencies: collaboration, solution, insight, and effectiveness. critical thinking in sales critical thinking skills Developing Critical Thinking Skills
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Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
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The Sales Heretic
DECEMBER 10, 2019
If you’re in sales—and that’s nearly everyone in the company—you need to make presentations. Whether it’s a one-on-one to a prospective client, or a keynote speech at a conference, delivering a great presentation is vital to your success. Here are 14 tips for presenting more effectively.
No More Cold Calling
DECEMBER 10, 2019
There’s nothing like an in-person meeting to close deals. Sales leaders say they don’t need for account executives to travel. Worse yet, salespeople tell me they don’t even need to talk to anyone. Ridiculous, right?
Sales Benchmark Index
DECEMBER 7, 2019
One of the biggest challenges among Marketing Leaders is being able to reach an audience who wants to be engaged successfully. Additionally, trying to remain or gain new customers is a costly investment. Eric Quanstrom, CMO at Cience, joins us in.
Understanding the Sales Force
DECEMBER 9, 2019
The last few years it seems that each time it snows, even a little, they cancel school. Are school officials convinced that parents and bus drivers will put kids' safety in jeopardy because snow is falling?
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A step-by-step guide for building a comprehensive training playbook for your sales team.
Anthony Cole Training
DECEMBER 5, 2019
Salespeople are often fooled that the opportunities in their pipeline are more qualified or closer to closing than reality suggests. effective sales coaching Sales Coaching increase sales sales performance management consultative selling sales productivity tools sales effectiveness training consultative sales coaching train the trainer
Sales and Marketing Management
DECEMBER 8, 2019
Author: Marie Rosecrans With social and mobile tech now at our fingertips, people today are ultra-connected. And with artificial intelligence integrated into our daily experiences, consumers are also more intelligent than ever.
No More Cold Calling
DECEMBER 6, 2019
Repeat After Me: I Will Not Cold Call.
Sales Benchmark Index
DECEMBER 4, 2019
The Importance of Internal Market Intelligence Distribution and Utilization in Gtm Strategy.
Speaker: Bryan Marriott, President, P1 Learning
eLearning cannot be a “one size fits all” proposition. It’s not enough to post 1,000+ courses and leave training up to chance. Join Bryan Marriott, President of P1 Learning, as he walks through the process of identifying learner needs, and then delivering training that specifically addresses those needs – in a short, effective, and entertaining manner.
Mr. Inside Sales
DECEMBER 4, 2019
When was the last time you read the classic book: “A Christmas Carol,” by Charles Dickens? If it’s been a while, I highly recommend it. Dickens is a superb storyteller, and there is a reason this is a “classic.”.
Allbound
DECEMBER 10, 2019
Does your partner technology stack have your back? Partner channel success is pretty much impossible if it doesn’t. A top-notch tech stack puts you on the fast track to sales success. So how is yours stacking up?
Sales and Marketing Management
DECEMBER 6, 2019
Author: Rachel Downey Modern marketers are no stranger to showing a return on investment for their campaigns. As demand for ROI continues, many are retooling their content strategies to prove a return. A completely new form of content isn’t what is needed.
Gong.io
DECEMBER 10, 2019
At Gong’s #celebrate conference, sales leaders tackled three pillars: people success, deal success, and strategy success. I’ve been revealing key takeaways from their talks.
Advertiser: Interactions LLC
The quality of a customer care strategy can make or break a company, but simply resolving a customer service issue or complaint is no longer enough. Learn the 4 steps that address the major points you need to consider when building a customer care roadmap.
The Center for Sales Strategy
DECEMBER 10, 2019
Sales managers in every market say the same thing — finding great salespeople is hard. We empathize, but of course, it is! Salespeople are often really good at selling themselves, and when you do hire, it takes six months to a year to know whether you made the right decision.
Anne Miller
DECEMBER 10, 2019
What is worse than someone reading PowerPoint slides to an audience? Someone who also never looks at the audience. If you are giving a PowerPoint presentation, it is very easy to become glued to your slides–and to stay looking at your slides even when what you are saying is not there!
Close.io
DECEMBER 10, 2019
Conference season is here, and I'm excited about traveling to different cities and meeting others who are committed, as I am, about succeeding in sales.
Smart Selling Tools
DECEMBER 9, 2019
Smart Selling Tools Announces Top Sales Tools of 2019. Smart Selling Tools, Inc. the leading provider of information on sales software technologies (SalesTech), today announced the release of its Top Sales Tools of 2019 Guide: Final Cut.
Speaker: Mike Kunkle, VP Sales Enablement Services, SPASIGMA
Most sales ILT (instructor-led training) has historically not been very effective, if we consider “effective” to mean “changes behavior, improves results, or produces a ROI.” In this webinar, sales enablement expert Mike Kunkle will break down how modern technology removes the need for ILT in sales training - and will also explain how to effectively integrate ILT into your modern training, if you want to continue using it!
Gong.io
DECEMBER 10, 2019
You’re on a sales call that just feels…off. . Maybe your prospect doesn’t believe what you’re saying. Maybe they’re hesitant to take the next step. . You can feel the tension on the line. . Any kind of pushback can be intimidating.
The Center for Sales Strategy
DECEMBER 9, 2019
Corporate culture has arguably always been important, but in recent years it’s become a popular point of discussion. To some, it’s become a buzzword, with an overabundance of content and discussions surrounding it.
Babette Ten Haken
DECEMBER 9, 2019
Developing storytelling confidence moves you one millimeter forward, beyond remaining professionally comfortable. Embracing not only the risk, but also the opportunity, of connecting your stories to other people’s stories.
Close.io
DECEMBER 9, 2019
I’m going to be honest with you: No matter how great a salesperson you are, you can benefit from some new ideas every now and then. Your prospects are flooded with emails every day , which means you constantly need to be looking for ways to get noticed.
Speaker: Steve Benson, Founder and CEO, Badger Maps
A great sales team starts with a manager who’s a great coach. To stay competitive in today’s market, you need to implement a formal coaching approach that is aligned with your buyer’s journey and internal processes to drive results. Fortunately, Steve Benson is here to help you become that great coach.
Smart Selling Tools
DECEMBER 8, 2019
How Rackspace Uses Integration & Gamification to Reimagine Enablement with Seismic. Free UPCOMING WEBINAR. WHEN: THURSDAY, Jan 9th at 11AM PT.
Membrain
DECEMBER 8, 2019
Recently I was on Interstate 90, the MassPike, driving home from the airport in a wind-driven rainstorm. It was so bad I couldn't see the white lines that divide the three lanes nor could I see the Jersey barriers dividing the eastbound from the westbound traffic. Sales Process
Xactly
DECEMBER 11, 2019
Xactly Unleashed 2020 – the ultimate sales performance management (SPM) summit is coming up June 16-18, 2020 in Las Vegas, NV. Register and save your spot today! Culture Sales Performance Management
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