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Sales: 5 Essentials for a VERY Productive Day


Productivity is not governed by chance or random activity; rather it is influenced by the strategy you have for your day. No strategy and discipline = low productivity. These 5 strategic elements will ensure your productivity stays high and that you will stand-out from others.

How can new sales reps build their credibility?

Sales Training Connection

New Sales Reps. What would successful sales reps and sales managers tell a new salesperson on how to gain credibility? We posed that question to our customers and heard many great recommendations, like: Listen to the customer’s needs.

Will You Be a Casualty of the Sales Coaching or Business Coaching Stampede?

Increase Sales

Well, it seems like everyone is now a coach, be it sales coaching, business coaching or even executive coaching.

Sales Management Thought Leadership:  efficient effectiveness

Your Sales Management Guru

Sales Management Thought Leadership: efficient effectiveness. As an Eagle Scout I can discuss the topic of “Be Prepared” easily and based upon my upcoming vacation next week it could lend more credibility.

Sales Training Playbook by Lessonl

A step-by-step guide for building a comprehensive training playbook for your sales team.

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A New Sales Org Model That’s Turning Heads

Sales Benchmark Index

Article Corporate Strategy Sales Strategy flat organization org structure organization model pod concept pod structure sales leader sales org sales organization Sales Structure vice president of sales vp sales

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6 Things to Look For In a Sales Routing Tool

Fill the Funnel

The secret is out – sales routing apps are becoming the best tools for road warriors to save time and sell more. But with several out on the market, how do you know which one to choose?


Why Reps Hate Asking for Referrals Just as Much as Cold Calling

No More Cold Calling

Here’s how to cure your prospecting problem. Let’s set the record straight: Most everyone on your sales team has call reluctance—whether they’re cold calling or asking for referrals. Surprised? I was. What’s to fear about prospecting? After all, I only talk to people who want to talk to me.

Don’t Suffer! 10 Symptoms of a Failing Go-To-Market Strategy


Your company go-to-market strategy is the key driver of your business. For that reason it needs to be easily understood by both employees and target customers–hence it needs to be simple. It informs your positioning, messaging, marketing and how you sell.

The Art of Social Selling -- Summarized by getAbstract

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

The Sales Shortcut Mentality - Is that You?

Increase Sales

Have you ever viewed those headlines in emails or advertisements announcing this or that “shortcut” to improved results be it in sales, leadership, business operations, etc.? One of the results of all this messaging is it appears to be fostering a “sales shortcut” mentality. Most reasonably intelligent business people know down deep inside there are no shortcuts to success. Yet, people especially salespeople seem to still gravitate to that possibility.

To Fire or Not to Fire? What to Do About an Underperforming Rep

Sales Benchmark Index

Article Sales Strategy fire sales rep fire under performers people plan sales rep should I fire sales rep under performing sales rep


3 Reason to Establish and Mine The Gap – Part I

The Pipeline

By Tibor Shanto – . Sales people are always trying to create urgency, or figure out how they can accelerate a decision. The conventional approach has been to either focus on a “pain point” the buyer may want to solve with haste.

Quit Talking About You. Your Prospect Doesn’t Care.

The Sales Hunter

Yesterday I received 2 voicemails and at least 4 emails that were nothing but, “Hey look at me! I’m awesome and that’s the reason you need to buy from me!” ” Hmm, I didn’t care one bit about how good they were. I did the most expedient thing I could — I hit delete! Come to […]. Blog Prospecting customer needs prospect prospecting sales prospecting

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.

Have You Perfected a Flawlessly Amazing “Go-To” Closing Question?


You are deep into a sales conversation and you are crushing it. You love your customer and she loves you right back. A few objections, yes, each handled with silky smooth aplomb. And then it happens. The voice. You know the voice, right? The voice in your head? It is almost audible. Surely you’ve heard it. At just the right moment the voice in your head will say, “This is a good time to ask for the sale.”. We’ve all heard the voice. The question is, what are you going to do about it?

Where to Begin to Increase Sales, Your Next Step

Increase Sales

Most sales managers to salespeople want to increase sales. More sales equals more money and far less stress. Yet to consistently achieve this ongoing sales goal requires a commitment to a process. After taking that initial first step to assess, then this provides a foundation for the next step – Clarify. If you missed the first step, read this posting Where to Begin to Increase Sales. Unfortunately again many in sales jump into the third step of execution.

Professional Defining Moments catalyze Your Professional Success

Babette Ten Haken

Consider the untapped value of professional defining moments. The majority of us define ourselves by current job title, professional certifications or level of education. Those attributes are What We Do. At least for the time being. Until our next career move.

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The Clock Is Working Against You

The Sales Blog

Sales is one of the few endeavors in business where you are literally working against the clock. Your operations team is not judged or compensated on how they did in the last quarter. They may have KPIs , but they don’t have a quota.

Successful Selling

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

Is Your Sales Enablement Making a Difference?

Sales Benchmark Index

Article Sales Strategy coaching sales reps sales coaching sales coaching scorecard sales enablement sales manager sales process

First Rule of Social Selling


In this video based on his book Social Upheaval: How to Win @ Social Selling , John Golden brings us 10 essential rules for social selling. Trust us–without them you’re not going to succeed in this still new and changing selling environment.


Sales Numbers Matter, But Never More than People

Increase Sales

Today there is incredible emphasis on sales numbers. CRMs churn millions of bits of data each day for sales managers to pour over with the hope to discover what is missing in their goal to increase sales. A past article published by Harvard Business Review entitled “Know Your Customers Jobs to be Done,” examined the gap between data gathering and improved business results. What created this gap was this two-fold simple question: Why did the customer buy from you or your organization?

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3 Reason to Establish and Mine The Gap – Part II

The Pipeline

By Tibor Shanto – . Monday, we looked and the need to establish a “Gap” , and gave an example that you can use to start the process with in your sales.

If It’S Hit the Fan, Managers Aren’t Coaching but Are Losing Sales

Keith Rosen

Every manager has resolved a problem or closed a deal for someone, just to save the day. While they love you for doing this, it also comes at a great cost.

For Your Next Lead Generation Campaign, Give Them an Offer They Can’t Refuse.

Sales Benchmark Index

Article Marketing Strategy b2b marketing campaign offer campaign planning godfather offer marketing campaign offer offer design offer development

Upcoming #SalesChats › 9am, 3rd May 2017


Today, it can be hard work to even get the opportunity to make a sales presentation. When you actually get to that point, you need to bring your best game–every time. That presentation needs to be killer.

Where to Begin to Increase Sales.

Increase Sales

Finding the beginning to increase sales is viewed as easy, but not really. Many SMB owners, sales managers and even salespeople skip the most essential and critical first step. Assess. By assessing where the SMB is through a thorough and well researched strategic plan should have already taken place. Yet from my experience, the vast, super majority of SMBs do not have a strategic plan.

Change The Candidate – Not The Rules!

The Pipeline

By Tibor Shanto – . I am not big on politics, but it’s hard to avoid, seems to be everywhere one looks and steps, believe it or not, I have even witnessed it in corporate boardrooms where apparently, business was supposedly being conducted.

Are You Participating in Your Own Success?

Sell More and Work Less

I rarely do this anymore, but it was a treat spend two full days leading a (somewhat public) workshop for an exceptional group of sellers. I say “somewhat public” because it was a workshop offered to a group of my … Read More » Observations from the real World

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Build a Championship Customer Success Team

Sales Benchmark Index

Article Corporate Strategy Marketing Strategy Product Strategy Sales Strategy build a customer success team csm customer success customer success manager Customer Success Manager hiring profile hiring profile Marketing marketing strategy

Melissa Whitaker “Successful Selling in Today’s Landscape”


Melissa Whitaker joined us at the Power Breakfast in Chicago to talk about how sellers must adapt to the changing buyer landscape. A dynamic and passionate leader, Melissa has helped hundreds of companies run more effective Sales Departments by increasing sales revenue, gross profit and company morale. Watch and listen to her offer practical advice on how to be successful in today’s environment.

Going Beyond Sales Obstacles to Increase Sales

Increase Sales

Most of us who have attended any sales training or read any sales book have experienced this term: Sales Obstacles. However I believe now is the time to rethink this term and replace it with this one: Sales Limitations. The reason for this possibly heretical change is one of truth. Limitations are far more restrictive than obstacles if the goal is to increase sales. Obstacles are viewed in many instances as something far more tangible than a limitation. They are top of mind.


Professional Complacency has a Domino Effect on Customer Retention

Babette Ten Haken

Professional complacency comes in many shapes, sizes and scenarios. Any way you look at the situation, professional complacency initially results in ho-hum business and technical outcomes. Complacency is not professional development, at all.