Trending Articles

Latest Data - Strong Salespeople Score 375% Better Than Weak Salespeople

Understanding the Sales Force

Some of you might have seen Bryce Harper's incredible last-minute barrage of home runs in the 2018 All-Star game. It's one of the highlights of summer! Today I give you a barrage of my own with three killer videos and a powerful data-packed article.

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Stop Doing What You’re “Supposed To Do”

John Barrows

Too many of us get stuck going through the motions in life/business/sales and just do what we think we’re supposed to do. I have two examples, one personally and one professionally, that made me stop and think otherwise. First the personal story.

Cold calling math

Sales 2.0

Today’s post is going to include a few numbers. I’ve actually gone a step further than I’ve gone before in this post and boiled everything down to time, which is the “ultimate currency” for us humans.

3 Things To Spice Up Summer Sales

The Pipeline

By Tibor Shanto. On the run this week, so I thought I would share a quick but important thing you should incorporate into your prospecting, followed by a couple of things you need to know about and act on. It’s Later Than They Think.

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

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Eliminating Prospects Who DON'T Fit Your Business

Anthony Cole Training

You may recall hearing in one of our videos or reading in one of our blogs the importance of identifying your zebra to build your business.

Why Productivity Tools Make You Less Productive … and Less Creative

No More Cold Calling

Even in the age of artificial intelligence, common sense still matters. Technology addiction is running rampant. We spend more time looking at screens than talking to the people who matter.

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6 Reasons Why Duplicates in Your CRM/Marketing Automation Platform May Cost You a Fortune

Sales and Marketing

Author: Warren Fowler The logic behind an online business is relatively simple – you are trying to acquire as many leads as possible and then convert them into real customers. However, this process is everything but easy.

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The Era of Modern Learning Has Arrived

Smart Selling Tools

At the 2018 Nathan’s Famous Hot Dog Eating Contest, competitive eater Joey Chestnut set a new world record by downing 74 hot dogs in just 10 minutes. Okay,” you say. But what does Joey Chestnut have to do with sales learning?”. Simple.

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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.

Now Is the Time to Transform Your Product Marketing Team into a Solution Marketing Team

Sales Benchmark Index

B2B customers care little about your product. What customers care about isn’t you, your company, or the product content you produce. In the age where customer experience is paramount, an “outward-in” approach is imperative to developing compelling content that fuels.

Qualifying? 3 Bad Questions to ask customers when selling a product

Connect2Sell

Your time is valuable. Every precious minute you spend with a prospect who will never be a viable buyer is a minute you’ve wasted. You need to qualify prospects to be sure they’re serious and capable, not just price shopping or browsing. The problem is that empowered prospects are impatient with your qualifying questions. sales questions

How to Drive Success During Your First 90 Days as a Sales Enablement Leader

Selling Power

Today’s post is by Roderick Jefferson, CEO of Roderick Jefferson & Associates, LLC. You’ve been hired as (or promoted to be) a sales enablement leader. Now what do you do? Where do you focus? How do you evaluate your team – or build a new one?

8 Marketing Lessons Big Brands Can Teach Startups

Sales and Marketing

Author: Charles Ebert Startups need guidance and advice from people who have been in their shoes in the past and managed to make it in their respective industries.

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.

Sales Tech Game Changers: @InsideView – How to Identify New Market Opportunities

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 Joe Andrews, VP of Product & Solution Marketing for InsideView. Connect with him on LinkedIn or Twitter.

New Technology to Help You Effectively Scale Your Sales Team

Sales Benchmark Index

There is a large, diverse ecosystem of technologies available aimed at improving sales performance. For those interested in profitably scaling your sales team, three focus areas, within new tech, standout: Artificial Intelligence applied to lead generation & qualification.

After the show is over, how do I follow-up?

Jeffrey Gitomer

After the show is over, how do I follow–up? There are companies who fax quotes, confirmations and copies of orders directly from their exhibit booth to the office of the prospect or customer. That's real fast. Networking

The Inconsistency of achieving Professional Performance Consistency

Babette Ten Haken

Achieving professional performance consistency is both a target for some professionals as well as a never-ending quest, for others. Why is that? Do you recognize yourself in any of these three professional performance scenarios?

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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?

13 Sales Techniques You Must Know Right Now

Marc Wayshak

Here are 13 sales techniques that research shows will improve your selling approach, no matter your industry. Check it out now! The post 13 Sales Techniques You Must Know Right Now appeared first on Sales Speaker Marc Wayshak. Blog sales techniques

PODCAST 16: From Idea to Scale — The Inside Story of Building Gong.io

Sales Hacker

On episode 16 of the Sales Hacker podcast, we speak with Amit Bendov , CEO and Co-Founder at Gong.io about how to scale a tech startup in 2018. He walks us through the inside story of how he developed the idea for Gong — the market testing and market feedback he used to design and refine the product.

What Are the Keys to Packaging Your Services to Win in a Competitive Market?

Sales Benchmark Index

If the above is true for you, you are not alone – but the trend is shifting. To skip to the juice, Download the Packaging Services for Revenue Growth Assessment Tool. When we hear “services revenue” we often think of professional.

34 Sales Email Subject Lines That Get Prospects to Open, Read, and Respond

Hubspot Sales

Email Subject Lines for Sales. Hoping to help". "We We have [insert fact] in common.". Idea for [topic the prospect cares about]". "10 10 mins -- [date]?". "Do Do not open this email". "3 3 weekend ideas for you". HBO Go password?".

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.

On Differentiation

Partners in Excellence

Differentiation is critical in helping customers select our solution over the alternatives. As important as it is, most sales people do a terrible job at differentiation. Ultimately, too many are unable to differentiate in meaningful ways, as a result they end up differentiating on price.

Surprised when Loyal Customers become Former Customers?

Babette Ten Haken

The transformation of loyal customers into former customers is a real conundrum. Especially in the age of big data meets customer satisfaction. After all, if you continuously keep your fingers on the pulse of your customers, all that data should tell you who is vulnerable. And who is not.

The 5 Key Barriers to Setting High-Value Appointments & How to Overcome Them

Sales Hacker

The post The 5 Key Barriers to Setting High-Value Appointments & How to Overcome Them appeared first on Sales Hacker. Choice Partner Sales Process TimeTrade Webinars

Almost Too Late, These CEOs Learned their Pricing Problem was Really a Packaging Problem

Sales Benchmark Index

Taking the above conclusion at face value, it forces a hard choice – drop the price and hurt margin, or maintain the price and sacrifice sales. Rock, meet Hard Place. That sort of choice can stymie decision-making, causing you to.

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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.

22 Eye-Opening Statistics About Sales Email Subject Lines That Affect Open Rates [Updated for 2018]

Hubspot Sales

Email is crucial to salespeople's success. You invest time in perfecting your email copy, hyperlinking the right words, and placing the right call-to-action. And if no one opens your emails, it could mean your job. That's where subject lines enter the picture.

How To Get The Best From Your Sales Team

MTD Sales Training

Managing Performance for many sales managers is the holy grail – how exactly do you get a disparate group of team members working effectively together to achieve common goals and still keep them motivated? One area we are always trying to improve is the way people perform on the job, and it is vital that we understand the elements that make up an individual’s performance so we can influence them and, ideally, set some parameters for them to work around.

What is Draw Against Commission in Sales?

Xactly

Commissions play a key role in your sales compensation plans, driving sales behaviors and motivating reps to hit their quota. Depending on your sales force structure and size, there are different sales commission structures that can be used in your incentive plan.

The Rule of 24 with Bob Riefstahl and Dan Conway, 2Win! Global

Igniting Sales Transformation

Inside Rule of 24, executives at 2Win! and authors Robert D. Riefstahl and Daniel J. Conway show you how to not only survive, but thrive and dominate selling software in the new digital landscape.

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.