Trending Articles

How to Do a Sales Presentation That Builds Buyer Desire

Connect2Sell

Ho-hum demos, capabilities presentations, proposals and dog-and-pony shows don’t make the sale. sales presentation buyer alignment

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Are You Being Too Accommodating to Your Customers?

The Sales Heretic

You’d be hard-pressed to find a bigger advocate of good customer service than yours truly. I have long argued that sales is service and service is sales.

Two Killer Questions to Open & Close a Sale

Inside Sales Training

I was having breakfast with a client in Denver before a training program I was giving, and we were talking about the importance of asking questions and listening.

How to Write a Compelling Media Kit That Sells

Sales and Marketing Management

Author: Josh Carlyle Since you’re representing a brand, you need to market yourself to your audience and potential clients. This is not an easy task, but if successful, it can lead to a profitable, long-term collaboration with the best partners.

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Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

Speed Limits, the Flow of Traffic, and Sales Pipelines

Understanding the Sales Force

I don't get stressed anymore when I'm driving. All it took was for me to not exceed the speed limit.

Creating Interlock Between Sales and Marketing

Sales Benchmark Index

Joining us on the SBI Podcast is Stephen Thomas, SVP of Global Sales for Armor Cloud Security. Armor is a hybrid cloud security service that integrates advanced analytics, global threat intelligence, and continuous response capabilities into a single platform that bolsters.

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How To Guarantee An Increase In Value

MTD Sales Training

How do you define the word ‘value’? One definition could be ‘the regard that something is held to deserve; the importance, worth, or usefulness of something, one’s judgement of what is important’.

Show, Don’t Tell: 5 Effective Ways to Coach Your Sales Team

Sales and Marketing Management

Author: Matthew Sunshine If you’re a sales manager, you know this to be true: Having that tough conversation with a salesperson who isn’t meeting goals is never fun. Telling people they’re not meeting expectations and inspiring them to turn things around isn’t easy.

What is the Most Powerful Management Question Ever?

Anthony Cole Training

While driving into work earlier this year, I heard an incredibly powerful performance question while listening to the Dan LeBetard with Stugatz ESPN radio show. An ardent Michigan State Football beat writer asked this question during the Big 10 media day.

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Sales Operations Is the Missing Link in Creating a World-Class Coverage Plan

Sales Benchmark Index

Sales operation needs to be in lock-step with your sales leader on your coverage plan exercise? Many sales operations leaders are stuck in tactical and daily activities. How can you elevate your sales operations team to think strategically? Sales operations.

In the Race to Win More Customers, Sales Needs Digital Transformation

Salesforce users were surveyed about the forces shaping today's workplace. Discover the results and why investments in digital transformation and automation are pushing sales teams ahead.

Data Shows That Only 14% are Qualified for the Easiest Selling Roles

Understanding the Sales Force

Lays Potato Chips. Movie Theater Popcorn. Toll House Chocolate Chip Cookies. BBQ Ribs. Fudge Brownies. Rolos (a personal favorite from years ago). All junk food which, after having the first one, you just can't stop there. You must have more.

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What To Do To Make Yourself OUTSTANDING!

MTD Sales Training

We had a call from a company recently, trying to sell us business insurance. They had cold-called our support team and wanted to know if we already had business insurance for various aspects of our company.

It’s Time We Change the Way We Sell

A Sales Guy

It’s time we change the way we sell. The old, tired, product-centric, sales techniques and methods have had their time. Ask any buyer. They are fed up with the countless, lame, intrusive, valueless emails, cold calls and LinkedIn requests for 15-minutes of their time. They are tired of salespeople not understanding their business and pitching irrelevant solutions. They are tired of long, cookie cutter demos that don’t address their needs as a company.

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What Makes a Sales 'Hall of Famer'?

Anthony Cole Training

Assuming for a second that when you think about hiring for a position in your organization, you are thinking about hiring the best, especially in the early rounds of looking for talent. No one reasonably goes about writing a job description like this: building sales team sales stories things to do for sales success sales growth and inspiration solving sales issues

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 Most Market Analyses for Due Diligence Are Insufficient

Sales Benchmark Index

There is no doubt that the Private Equity landscape has evolved. Lower cost money and more LPs are leading to historical levels of dry powder. Further, the availability of less acquisition targets with immediate EBDITDA upside is leading to more.

A Surprising Coffee Shop Coaching Moment

Keith Rosen

If you seek out coaching moments, you’ll certainly find them. However, recognizing them when presented to you in the unlikeliest of places is the greatest opportunity to make a surprisingly unexpected impact.

7 Ways to Build Rapport in Sales and Connect with People

RAIN Group

Consider this: a CBS News / New York Times poll asked, "What percent of people in general are trustworthy?" The answer: 30%. We're all pretty skeptical, right? Not necessarily. At the same time, the CBS News / New York Times poll asked a similar group the same question, but with a slight difference.

Sales Ethics: Knowing When it’s Necessary to Stop a Sale

Smart Selling Tools

Have you ever made a sale that you felt slimy about? I’m talking about something that went above your need to hit a monthly sales quota. Have you ever sold a product you didn’t believe in or didn’t believe could adequately meet your customer’s needs?

How to Successfully Coach Your Sales Team to Drive Efficiency

Speaker: Steve Benson, Founder and CEO, Badger Maps

A great sales team starts with a manager who’s a great coach. To stay competitive in today’s market, you need to implement a formal coaching approach that is aligned with your buyer’s journey and internal processes to drive results. Fortunately, Steve Benson is here to help you become that great coach.

5 Ways Startups Can Drive Massive Organic Growth

Hubspot Sales

It can feel like a David and Goliath scenario. As a startup, you may be tempted to look at the established giants in your niche and believe you have no chance of beating them. They have the reputation, reach, and budget to acquire and retain customers.

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How To Survive The Great January Sales Talent Exodus

Sales Benchmark Index

Top 10 Non-Financial Rewards to Motivate Employees

Xactly

Non-financial rewards can be just as, or even more motivating for employees than those involving traditional financial rewards. It is no secret that happy companies are influenced by the company culture.

The Great of Grateful

SalesProInsider

We’ve officially entered the “season” of holidays for the year…closely bundled together in the US anyway, we have Thanksgiving, Christmas, Hanukkah, Kwanza, and New Years. I’m grateful it starts with Thanksgiving.

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.

This Thanksgiving I’m Thankful For….

Smart Selling Tools

It’s been enjoyable reading all the posts on what people are most thankful for. What am I thankful for most of all? I’m thankful that I’ve been lucky. Now, I’m not discounting hard work and perseverance.

The Proven Process for Developing a Go-to-Market Strategy

Hubspot Sales

Steps for developing a GTM strategy. Identify the buying center and personas. Map a value matrix and messaging strategy to each persona. Understand your buyer’s journey. Pick a sales strategy. Generate interest. Create content. Optimize.

How to Attract and Recruit Talent

Sales Benchmark Index

The 20 Best Sales Podcasts to Listen to Right Now

BrainShark

The sales world has been no exception to the recent explos

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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 and how to add it throughout the sales process!

Create a Toxic Customer Exit Strategy and save Your Sanity

Babette Ten Haken

I recommend creating a toxic customer exit strategy. Over time, having this strategy in your back pocket saves your sanity, as well as professional integrity. Otherwise, toxic customers walk all over you, your colleagues and your organization. No matter how well you honor your commitments to them.

Productive Conflict

Partners in Excellence

Over the past week, I’ve been involved in several conversations that have the same underlying theme. It’s basically around the concept of Productive Conflict. I believe this is a critical concept–both in how we engage our customers and in driving change internally.

How to Transform From a Reactive Manager to a Proactive Leader

The Center for Sales Strategy

Tethered to a mobile device, laptop, or desktop responding to emails and phone calls. Putting out fires like some help desk ninja. Drowning in reactive mode. Everything is important. Everything is urgent. Everything needs attention right now. Pronto! Is this the role of a leader? I think not.

What Every HR Leader Needs to Know About Sourcing Top Talent

Sales Benchmark Index

7 Must-Have Automated Documents for Sales Success

Companies are increasingly implementing technology to bring efficiency to their workforce. Data accessibility aside, teams continuously struggle with manual processes for document generation. Learn why automating your documents is key to sales success.