Trending Articles

Taking a Page from the Marketing Playbook: How Sales Teams Can Stand Out by Using Data. @chrisrothstein

Smart Selling Tools

Until recently, a sales person’s toolkit included email, phone, maybe even some type of screen share technology.

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More Fake News in Sales Organizations Than on TV Networks!

Understanding the Sales Force

Most of your salespeople are just like fake news and I will prove it. I'm not talking about the elite top 5% or the next group of 15% who are very strong. I am referring to the bottom 46% of the sales population who, if I am to be completely honest, totally suck.

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It’s Time to Cut the Excuses as to Why You Don’t Like to Prospect

The Sales Hunter

Every time I hear one of the below excuses, I cringe. It’s a shame, because there’s no reason at to feel so negative toward prospecting. The leads we get are not worth anything! Nobody wants to be bugged, so there’s no reason to prospect. I’ll wait for them to call me. I can’t believe they […]. Professional Selling Skills prospect prospecting sales

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Congratulations to PointClear’s Kimmy Netterville: Named Most Inspiring by SLMA


Our own Kimmy Netterville made the Sales Lead Management Association’s “Most Inspiring” list of 40 outstanding individuals in our industry, announced today. Kimmy was recognized in the category People in Lead Generation Companies for her many contributions in the last decade-plus helping PointClear clients as Program Director.


12 Must-Ask Questions for Sales Managers

If you want to improve your sales team's results, you need to start by asking the right questions.

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Sales Motivation Video: Year-End Push and Next Year’s Sales Goals

The Sales Hunter

Don’t take your foot off the gas pedal now. You have a few weeks left in the year, so you need to keep your momentum going with meeting with prospects and closing sales. AND you need to think of next year’s goals. Check out the video to see what I mean: A coach can […]. Blog Professional Selling Skills Sales Motivation closing goals sales motivation

How Not to Buy Leads


Last week a prospect told me that he needed higher quality leads than were currently being provided by two third-party outsourced solution providers. His definition of a lead was the loosest that I have ever heard. An employee of a targeted company needed only to download some content to be qualified as a lead. It did not matter if they were ready to buy – or even qualified to buy. As long as they worked for XYZ Company and downloaded the content they were a lead.

Are Extroverts or Introverts Better Salespeople?

Hubspot Sales

Hiring salespeople is a high-stakes game. The cost of a bad sales hire can average from $25,000 to $50,000, not to mention the less quantifiable damage to team morale and culture.

The 12 Days of Increase Sales Leadership Questions - Day 4

Increase Sales

A small change can make a big difference especially when looking to increase sales leadership. Today’s question is a simple, but not necessarily easy one: If you could change just one (1) aspect of what you are currently doing, what would that one aspect be? This question requires both reflection and internal honesty. Now is not the time to fudge the truth or ignore something you do not want to face.

30 Ways to Get Inside the Mind of Your Target Buyer

Trust, support, and transparency: that's what your target buyer really wants. These 30 findings show the path from respect, to relationship, to business win.

If People Buy From People, Why Are We Racing In The Opposite Direction?

Partners in Excellence

In complex B2B buying, I believe the old maxim, “People buy from people,” is still highly relevant. There’s probably a lot of data that supports this, but, anecdotally, let’s reflect: Complex B2B buying decisions are most often consensus decisions.

14 Sales Topics That Readers Cared About Most in 2017

Understanding the Sales Force

As 2017 comes to a close and we prepare for 2018, there are two things I do each year that have been very popular. The first is to list the most popular articles of the year which I'll share below.

Stop Buying Digital Snake Oil for Your Account Based Sales Team

No More Cold Calling

Has digital communication killed traditional sales techniques? A sales VP was frustrated with her account based sales team, as they relied almost exclusively on technology for generating sales leads. Their outreach took too long.

Sales vs. Business Development: What's the Difference? [FAQ]

Hubspot Sales

Sales and business development. Just two different ways to refer to the same activity -- getting your company’s product into customers' hands. Right?

Successful Social Selling Best Practices Guide

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.

Why Some Organizations Continue to Prosper

Your Sales Management Guru

Why Some Organizations Continue to Prosper. The most critical component in creating a high performance sales team is attracting and selecting the right level of talent, however, hiring correctly is still the number ONE problem in most organizations.

On Harassment

Partners in Excellence

The Ins & Outs of Variable Pay Compensation Structure for Sales Teams

Sales Hacker

With increasing focus on grit and many claims of meritocracies in organizations across the country, why does variable pay compensation even exist? On top of that, why are sales people some of the few employees subject to variable compensation structures?

4 Ways to Hack Your Growth With AI

Sales and Marketing

Author: Matt Amundson The world of business to business (B2B) selling is like a gridiron. In an environment where the needs, goals and plans of your prospects and competitors are constantly changing, it’s hard to know whether to punt or go for the touchdown. Like deploying a gadget play or the play-action pass, innovations in strategy and technology are often decisive in winning the game.

Account-Based Marketing: A Practical Guide

Your step-by-step manual on all aspects of ABM.

The Hardest Part of a Salesperson’s Day (and How to Move Past It)

Hubspot Sales

What's the Hardest Part of Sales? Juggling multiple high-priority tasks. Having a weak pipeline. Time management. Fielding false information from competitors. Recovering from bad calls. Sticking to timelines. The hardest part of working in sales? So much of it’s in your head.

17 Sales Tips On How To Progress To Close The Sale

MTD Sales Training

When getting to the closing of a sale, salespeople often start to feel nervous because they feel they may get a rejection or they are putting the buyer under some pressure. So they hold back in asking for the order, or project a nervous attitude so the buyer wonders if they are really making the right decision. Here are some tips that will help you when you get to this important point in the sale. 1) Don’t think of the close as a close !

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Settling For Non-Performance

Partners in Excellence

How often do we settle for non performance? Recently, I was speaking with a colleague. We were talking about a client of his. The CEO was struggling to grow the company.

What Tech Spending Trends in 2017 Predict for 2018

DiscoverOrg Sales

While we don’t have a crystal ball to see what changes the new year will bring, we have something just as good: Data. And lots of it. By analyzing the biggest IT initiatives, spending trends, and pain points of IT buyers in 2016 and 2017, DiscoverOrg can make some solid predictions for the coming year. And with this foreknowledge in hand, sales professionals, marketers, and recruiters can start 2018 by helping buyers solve real, self-identified problems.

Why Marketing, Sales, and Business Owners Love Marketing Automation

Learn what Marketers, Sales and Business Owners each have to say about what Marketing Automation has done for their business.

Are You on the Leading Edge of Sales Operations?

Sales Benchmark Index

Leading Sales Operations is an extremely challenging role. It requires a blend of strategic thinking, process improvement, data analytics and sales acumen. Consider the rapid evolution of Sales Operations, barely a recognized discipline 25 years ago. What was cutting edge five. Article Sales Strategy head of sales operations sales operations sales operations strategy sales ops

Five ways to make your reps more productive


As a sales leader, you’re only as good as your team, and it starts by managing a team effectively. It’s important to create a process to systematize the way your reps generate, manage and close opportunities.

Only 1 in 7 Sellers Do This Crucial Skill

Jill Konrath

I never wanted to be in sales. I only entered the profession because I had an idea for a business. When I shared it with a consultant , he said it was a good plan and timely. Selling Tools Success Mindset

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We Don’t Drive Performance By “Grading On The Curve”

Partners in Excellence

Recently, I wrote, “Behind Ever C Player, There’s A…… ” One of my most astute readers made the comment, “If you rank on a curve, you have to have C players, who may also be great.” ” Mike is absolutely right, kind of…… With his permission, I’m going to tweak his comment a little beyond what he intended, but I think it’s an important discussion and distinction. Too often, we “grade on the curve.”

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Sales Training Playbook by Lessonl

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

7 No B t Questions to Ask When Hiring a Sales Consultant

Sales Hacker

In our last article, we did a tactical tear down of when to hire sales trainer or sales consultant. In this post, we’ll explain how to find and hire the right sales consultant or sales trainer for your business.

Put your CRM at the heart of your GDPR compliance action plan


Beginning on May 25, 2018, the General Data Protection Regulation (GDPR) will come into force. GDPR, which was passed by the European Parliament back in 2016, harmonizes data privacy laws across Europe to protect EU residents’ data privacy.

Back To Basics: What Social Selling Is and Isn't


Unless you’ve been living under a rock for the past five years, you’ve certainly heard about social selling by now. Although social selling has become table stakes for some companies, I find that there is still a lot of confusion about the term and what it is. Social Selling

7 Ways to Get More Women in the Sales Profession (and Keep Them)

DiscoverOrg Sales

Gender diversity is making headlines these days, as the spotlight shines on the treatment and representation of women in one industry after another. While the issue may seem complicated, the outcome is simple: (1) Companies who recognize the importance of diversity and promote it actively are the inevitable winners in this equation. (2) 2) Those who are unwilling to take an active stance on gender equality will suffer economic consequences.

The Art of Social Selling -- Summarized by getAbstract

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