Trending Articles

Google thyself!

Sales 2.0

When you send a prospect an email or leave them a voicemail what do many of them do? They Google you (as well as your company.). As you know, buyers are seriously concerned about burning their time these days.

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19 Ways to Follow Up Without Being a Pest

The Sales Heretic

You already know that effective follow up is crucial to closing sales. But how can you follow up with prospects without annoying them to the point where they scream, “Leave me alone!” The key is to deliver value in your follow up efforts.

What Do You Mean No?

The Pipeline

By Tibor Shanto. For such a small word, ‘NO’ seem to cause a lot of havoc. Tidal waves of fear leading salespeople to imagine they will spiral endlessly to failure just at the sound of NO.

The Product Leader’s Secret Weapon: The Win-Loss Call

Sales Benchmark Index

Jeff Bezos is famous for his “customers come first” philosophy. In a world where choices are ample, and the customer rules, Bezos has done amazingly well putting the customer first. He has developed a systematic way to understand and anticipate.

What Is Sales Enablement and Why Should I Care?

Sales enablement is not really a new concept; it has been around for over 10 years. However, understanding the full application of sales enablement is a very different thing.

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Cold Calling – Insights from Chris Orlob at Gong

John Barrows

Episode 57 of the Make It Happen Mondays podcast featured Chris Orlob of Gong.io and it was filled with so much value, we decided to try something new and transcribe it as a blog post. If you enjoy this format, please let me know in the comments or by hitting me up on social.

Establishing a Competitive Advantage through Brand

Sales Benchmark Index

Consistently outperforming the competition is a real feat. In this episode, Stephanie Ciccarelli, Co-Founder and Chief Brand Officer for Voices.com, shares how she used the power of re-branding to do just that. In the interview with Matt Sharrers, CEO of SBI, Stephanie demonstrates.

Five Tips for Being a Better B2B Sales Manager

Sales and Marketing

Author: Kevin McGirl Sales managers have a tough job. Leading a team of salespeople in a world of ever-changing purchasing trends, a proliferation of new engagement channels, and highly educated customers, is stressful. It requires patience, agility, and a lot of motivational guidance. A good sales manager needs to stay on top of their game at all times, and ensure that their team is focused, efficient and most importantly, profitable.

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Sales Tech Game Changers: How to Guide Reps to Their Destination – The Close

Smart Selling Tools

In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. This week I interview Larry Warnock , CEO and President of Olono.

The 7 Things You Need to Know for Effective Sales Forecasting

Find out why waiting for perfection is costing you money.

The Latest Data Shows That Sales Managers Are Even Worse Than I Thought

Understanding the Sales Force

When you watch the news these days, it seems like all you hear is Russia, Immigration, North Korea, FBI, DOJ, liars and leakers, and the latest celebrities to be disgraced by their behavior. You would think there wasn't anything else going on! You might be having a similar experience with my recent articles as I have been sharing lots of data about salespeople - to the degree where you might think that nothing else matters.

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What is Leadership Coaching?

Steven Rosen

What is Leadership Coaching? Leadership coaching is the fastest growing phenomenon today! Leadership coaching is a detailed process designed to help facilitate leadership development and personal growth resulting in improved performance of executives. Leadership coaches lead their clients towards the fulfillment of specific professional goals. Today’s executives are experiencing unprecedented change.

Using a Product Roadmap to Win Deals and Differentiate in the Marketplace

Sales Benchmark Index

A product road map generates some of the most contentious debates in the product life cycle. While this is reality today, it can not only be avoided, but can be a strength. You hear “I can’t share it because Sales.

Letting Others Shine Can Get You Sky-High Referral Rates

Sales and Marketing

Author: John Ruhlin Decades ago, sales professionals hit upon a mantra to understand how to woo prospects: “What’s in it for me?” But too many salespeople today forget that this question comes from the customer’s point of view, not their own. Want proof of this attitude reversal? Look no further than a recent DiscoverOrg study on buyer personas.

Your Next Sales Coach is a Machine

Speaker: Matt McDarby & Dan Smaida, Managing Directors, Specialized Sales Systems

World-class sales managers have long used creative means to solve for time and distance. In this webinar, you’ll learn how modern sales managers are using new technology plus old-school sales management to develop their people without burning out.

Will “Demo Automation” Work for Your B2B Sales Organization?

Smart Selling Tools

As a Senior Director of Sales Consulting at Oracle, Tod and his team of Sales Engineers and Solution Consultants support the sales team in their division and are responsible for onsite and remote demos. Like a lot of presales leaders, he was in a resource crunch, being asked to more with less.

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Now You Can Learn How to Close More Business with Referrals!

No More Cold Calling

Check out my NEW online sales training course on LinkedIn Learning. It was time. Time to make my introductory referral program accessible to as many sales organizations as possible. I couldn’t decide on the best platform.

Sales Benchmarks: The 30/50 rule for cold emailing & cold calling

Close.io

One of the hardest things about being a sales rep is knowing if you’re doing a good enough job. But what is “good enough?” You might feel like you’re crushing it with your cold email campaigns only to find out your competition is getting double your response rate. In sales, knowledge is power.

Major New Advances in Applying Market Intelligence to Revenue Growth

Sales Benchmark Index

On this episode of SBI TV, Matt and Marc Osofsky, CEO of Aberdeen, demonstrate the importance of Market Intelligence. Why is this important for your company? Many companies are flying blind, and this is especially true with B2B companies. Company leaders.

Maximizing Sales Training ROI with eLearning

Speaker: Ray Makela, CEO Sales Readiness Group

Companies spend about $20 billion a year on various forms of sales training. Still, many sales leaders report low ROIs from their sales training initiatives. So how can you ensure that your investment in sales training is producing excellent results? Join us for this complimentary webinar as Ray Makela, CEO at the Sales Readiness Group, discusses five essential factors to achieve sustainable success from your sales training investment, and how to leverage eLearning to maximize results.

Data Proves Sales Coaching is Weak

Score More Sales

After reading a recent post from Dave Kurlan about The Latest Data Shows that Sales Managers Are Even Worse Than I Thought made me want to immediately publish a plea to company leaders and heads of sales to enable sales managers to do more and better coaching. Using research from 9,000 sales managers and their sales teams, the findings are grim. sales leadership sales coaching

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PODCAST 12: Navigating a Career from a Unicorn to a Public Company

Sales Hacker

Why have a career in sales ? Tune in to episode 12 of the Sales Hacker podcast with Jaimie Buss , VP of Sales, North America for Zendesk as she talks about startups careers and transitions! What You’ll Learn. Building your career in startups and managing different career transitions.

11 Easy Morning Motivation Rituals to Kickstart Your Day

Hubspot Sales

Morning Motivation. Get up early. Eat a good breakfast. Optimize your alarm. Work out. Start with "Why". Remind yourself of your wins. Do something that makes you happy. Remind yourself of your goals. Make your bed. Journal. Meditate. It takes grit to be in sales.

Your Emails Are Bad. Here’s 4 Reasons Why.

LeadIQ

By: Ryan O’Hara. Confession time?—?I I haven’t always been amazing at writing emails. But…but…but…Ryan, this can not be! You’re a humble genius. MX records look to you for direction”.

Found - The Best Sales Learning Methodologies

Speaker: Joe DiDonato, Chief of Staff, Baker Communcations, Inc

Finding the right learning approach for each topic you have to deliver to your learners can seem like a “problem of endless choices.” In this webinar, corporate learning expert, Joe DiDonato, shares how his teams solved these problems, as well as how new educational technology (EdTech) is changing the sales landscape for all of us. He will also tell you what he shared with the Venture Capitalist community on how to pick which EdTech technologies will likely succeed based on educational research. Joe is an engaging storyteller that uses easy-to-understand language, who promises to share what methods succeeded and which methods failed over his long career.

Your Data and Governance Processes Are Slow and Inefficient, What Now?

Sales Benchmark Index

As a chief executive, you need access to real-time, credible, actionable intelligence. Unfortunately for many organizations, data is spread across siloed legacy systems. In order to grow revenues faster than your industry and competitors, you need a culture-shifting strategy centered.

7 Ways To Coach & Mentor Your Sales Team

MTD Sales Training

When sales managers have opportunities to develop their sales team, it’s something they should throw their whole time and attention at, as they seldom have the chance to get out of the fire-fighting mode and spend time working on. So what are some ways to ensure success in this important part of the sales manager role? Here are some tips and ideas: 1) Set aside quality time. Don’t try and fit it in when time allows.

Do You Have The Right Sales Business Model?

Partners in Excellence

No sales business model is “forever.” ” As our markets change, as our customers change, as our own business strategies change, there is a necessity to reassess our sales business models and go to market strategies. Unfortunately, too many companies ignore these transitions.

Become Comfortable being Professionally Uncomfortable

Babette Ten Haken

Today, let’s you and I have a chat about why it’s important for some of you to become comfortable being professionally uncomfortable. Think about it. Are you comfortable being professionally uncomfortable, or not?

From Sales Enablement to Sales Performance: Moving the Needle on the Metrics That Matter

Speaker: Mike Kunkle, Vice President, Sales Transformation Services, Fast Lane Digital

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!)

Use This Tool to Calculate Lead to Revenue

Pointclear

Accurate lead/revenue projections are a powerful tool that all B2B organizations need to manage sales and marketing. Problem is, most lead to revenue calculators out there are overly simplistic. A useful lead to revenue calculator includes all critically important metrics—including the impact of lead qualification and lead nurturing—on bottom line results. A good one differentiates between prospects and SQLs—which have way different potentials to impact revenue.

How to Take Over a New Sales Territory

Sales Benchmark Index

Article Sales Strategy consultative farmer hunter roles sales sales reps SalesForce territory

The keys to maintaining a great culture within a remote sales team

Close.io

If you’re not restricting your potential employee pool to one location, you’re able to hire the best of the best no matter where they live.

Children Are Not Pawns!

Partners in Excellence

Children are not pawns to be used to achieve a political agenda! I am ashamed to see children held hostage in detention centers as means to force decisions on securing our nation’s boarders.

How Video Learning Is Transforming Skill Mastery in Sales

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.