Trending Articles

Why the Science of Our Decision Making Is Not Always Black and White

Bernadette McClelland

It was a very simple decision between two very simple choices – Do I choose the carrot cake or the friand? I chose neither, and it had nothing to do with calorie counting. In fact, I don’t actually know what it was that made me so uncertain.

10 Ways To Combat Nerves Before A Sales Interaction

MTD Sales Training

It’s a common subject brought up on our training programmes, and it can affect even the most experienced of salespeople. How do we overcome the feeling of nervousness before having a sales interaction? First, let’s highlight why nerves may show themselves.

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Relationships rule(s)

Sales 2.0

Over the years I’ve developed a framework for making prospecting calls more effective. I call this framework “social calling”. The three elements of the framework are: (1) having clean contact data, (2) leveraging trigger events and (3) using relationships.

Elite Salespeople are 26 Times More Effective at This Competency Than Weak Salespeople

Understanding the Sales Force

Dave Kurlan sales core competencies objective management closing deals OMG Assessment delayed closings

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

More Trending

Are You Treating Your Salespeople Too Well?

The Sales Heretic

If you saw that title and clicked over here to see if you might be treating your salespeople too well, I can guarantee you—you aren’t. In fact, you probably don’t treat your salespeople well enough. Your salespeople are among the most important employees in your company.

The High Cost of Replacing Unsuccessful Salespeople

Anthony Cole Training

Before the Salk Vaccine: OMG assessment assessing sales talent #1 sales assessment

Top Grading Your Sales Talent Should Be a Quarterly Exercise

Sales Benchmark Index

How Often Should Sales Talent Be Assessed? The Answer: Quarterly. Talent should be assessed every quarter to ensure A-players are developed and C-players are removed quickly. Nothing is more toxic to revenue growth than a complacent sales team. To keep sales.

Creating Value in Sales When Selling to the C-Suite


As a sales coach and guest on sales podcasts, I get asked a lot of questions about selling to the folks in the C-Suite. Here are some of the questions I hear most frequently.

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.

Why Sales Needs Fewer Leads


Most sales and marketing teams are looking for ways to generate more leads. It's likely a daily discussion for most of us, but have you ever considered that your sales reps need fewer leads—or more accurately, fewer raw, unfiltered, unqualified leads.

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Why Procrastination Works

John Barrows

I’ve been somewhat of a procrastinator all my life albeit I’m getting much better with age. I used to wait until the last minute to study for a test or to get a paper in on time but somehow I was able to complete and excel at whatever the task was even with my procrastination.

3 Ways To Handle Clients That Won’t Stop Negotiating Discounts

MTD Sales Training

There are many times when a client tries to intimidate or get the better of salespeople.

Best Practices in Marketing Revenue Attribution

Sales Benchmark Index

Joining us on the SBI Podcast is Sarah Kennedy Ellis, the Chief Marketing Officer for Marketo. In today’s show, Sarah details how to apply the discipline of revenue attribution to marketing. Why this topic? CEOs, CMOs and CROs need to understand.

Togetherness: Achieving Sales and Marketing Alignment

Speaker: Jeff Davis, Founder, jd2 Consulting Group

Jeff Davis is here to help you think differently about how Sales and Marketing should interact. With increased scrutiny for marketing to prove ROI on their activities and it becoming increasingly hard for B2B salespeople to even get in front of customers, the old way of doing business is no longer an option. This webinar will use evidence-based research and empirical knowledge to propose real-world strategies that work.

Seeking New Sales Techniques? Look Beyond Digital

No More Cold Calling

The best prospecting strategies require a human touch. Buyers know everything about our companies, products, and solutions before they ever speak to a salesperson. Believe that? Far too many sales reps do. They think that digital rules.

From Chaos to Kickass -  Three steps to optimize sales and marketing results.


Organizations that optimize sales and marketing achieve kickass results by doing just three things well. Agree on their market, media and message. Measure what matters. Deliver fewer, but better, leads to sales. Agree. Sounds simple, yes, but most B2B companies are doing just the opposite.

What Does a Good Sales Email Actually Look Like?

Sales and Marketing Management

Author: Patrick Foster Emails are an incredibly effective selling tool. They’re affordable, scalable, and personalizable – they form the backbone of every good marketing strategy.

How Sales Enablement Can Streamline Sales Training

Anthony Cole Training

In the fast-paced, ever-changing field of sales, it’s no wonder why systematic, repeatable training is important to keep sales reps up-to-date. Since sales reps often need to learn and adapt to the latest sales process, methodology, and messaging, offering timely training is a must.

Staying Relevant in Sales as AI and Technology Continue to Take Over

Speaker: John Barrows, CEO, JBarrows Sales Training

As technology and AI advance, and as companies and reps continue to look for technical solutions to increase efficiency throughout the sales process, the human element of sales is being lost.The question we need to ask ourselves is – what can we do that a computer can’t? The answer lies in context; if we as sales professionals are not adding any context to our content, then we bring no additional value to what marketing and technology are already doing. Learn about the importance of context, and where an how to add it throughout the sales process!

Your CRM Isn’t Cutting It; How to Prepare for the New Wave of Analytics.

Sales Benchmark Index

It’s Crunch Time – the Beginning of Q4. Are you going to hit your 2018 number? What’s your forecast for 2019? Do you have the heads, processes, and funding to ensure a successful 2019? Only a handful of Sales Ops leaders can.

Use These 3 Quick, Yet Effective, Tips When It Comes To Objections

MTD Sales Training

It’s one of the biggest challenges that salespeople face in today’s selling world, and one that most people ask about on our programmes; how do we deal with objections?

Reaping the Value of Long-term Leads


Your sales team likes nothing better than getting leads with a high probability of closing soon. So much so that many reps often ignore every lead they don’t consider hot. Long-term leads often prove to be more valuable than those slated for a short-term decision.

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5 Smart CRM Hacks That Lead to Faster Selling

Sales and Marketing Management

Author: Warren Fowler Traditional B2B organizations relied mostly on the raw talent of their sales agents, but it all changed with the emergence of CRM tools. It’s a powerful business analytics system that reveals valuable details about your clients and helps you to seal the deal with more customers.

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Using Connected Device Data to Improve Sales

Speaker: Charlie Isaacs, CTO for Customer Connection at Salesforce

Now that you've figured out how to connect your products and devices to the cloud, how do you prove that your investment will pay off? Discover the power of Smart CRM, and find out how companies are leveraging the best ideas from Software as a Service to provide Customer Experience as a Service.

The Sales Demand of I Want It Now!

Increase Sales

How often have salespeople heard this sales demand when discussing how quickly they can deliver their solution be it a product or a service: I want it now! The human desire for immediate delivery is because the customer really wants the solution. The rationale behind this desire varies from an actual pressing need (emergency) to the quick fix mentality of “Fix my problem so it will go away and make me look good. ” Delivery of your solution is the final buy by your customer.

Why Effective Quota Setting Is Different for a Services Company Than a Product Company

Sales Benchmark Index

Done well, quota-setting is an enabler to achieving your top-line revenue or bookings targets. How you as a Sales Operations leader determine quotas also has significant impact on managing sales expense. Poorly done quota-setting will have devastating effects on retaining.

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Too young? No customers? No product? Spin your so-called disadvantages into selling advantages

“I have [insert disadvantage]. How could I possibly succeed in B2B sales?”. I can’t tell you how many times sales reps have told me they can’t sell because something is getting in their way. I get it. Sales isn’t always easy.

How to Make the Perfect Follow-Up Sales Call in 2018

Hubspot Sales

If you’re in sales, you’ve likely seen the 2011 “ Lead Response Management Study. ”

Salesforce Formulas for the Everyday Admin

Speaker: Steve Molis, Salesforce MVP

Steve Molis has put together a collection of universal formula tips and tricks, along with several of his personal favorites, so that you can get the benefit of a wealth of information without having to trawl through everybody else’s Salesforce problems.

How to Efficiently Distribute and Measure the Deployment of Sales Ready Content @Mediafly

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 Carson Conant , Founder & CEO of Mediafly.

4 Sales Internship Tips from a Millennial


What internship tips does one walk away with after spending a summer in sales? Brainshark intern Anna Meusel shares her take

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Mid-Tenure Blues (And How to Turn Around a Slow Start)

Sales Benchmark Index

I had been warned this would come, it happens on almost every consulting project we are on. After a week of working with a new Client the CEO asked: “John, what do you think of Vick; is he the right.


Fill the Funnel

OVERVIEW Every company has a mission statement. Every company sets out each year with a plan, revenue goals and predictive changes they see as necessary to achieve their goals. But few companies outside of those with an emerging product or a disruptive service, exactly mirror the plan they establish.

The Best Learning Methodologies for Developing Elite Sales Leaders

Speaker: Steven Rosen MBA, Author, Executive Coach, Speaker and Top 50 Sales Influencer

It is well recognised that the frontline sales managers are the key to driving performance in sales organizations. If you had to choose between investing in sales manager training vs sales rep training what would you do?