Trending Articles

Do You Care About the Wrong Thing?

The Sales Heretic

You have an amazing product or service. It’s awesome. It’s the best on the market. It’s unique. It has the most features and benefits. It has the longest and most comprehensive warranty. And it’s the best value. Naturally, you love your product or service. You’re proud to sell it.

From KPIs to Marketing Accountability: How Marketing Directors Use Analytics

Sales and Marketing Management

Author: Frank Moreno, vice president worldwide marketing, Datawatch Marketing budgets have never been higher, but neither has marketing team turnover.

Salespeople With This Weakness Score 47% Worse at Reaching Decision Makers

Understanding the Sales Force

A lot of the salespeople I coach have a weakness in their Sales DNA - their need to be liked. Approximately 58% of all salespeople have this weakness and on average, salespeople score 76% in that competency.

Where Politics & Business Collide: Political Donations of B2B Decision Makers

DiscoverOrg Sales

As the 2018 midterm election cycle heats up, demographic research and new insights about American voters has never been more in demand.

See the PureCloud call center in action

All cloud contact centers are not created equal. Register now for an upcoming live demo covering supervisor, admin, and agent experience in PureCloud!

ATTENTION: The New Sales Currency

MTD Sales Training

Years ago, when the first bartering started (thought to be in the Middle East), metals were used as symbols to represent value stored in the form of commodities. Currency became recognised as stores of value, and traded between market traders and, eventually, nations.

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Let’s Keep Talking

John Barrows

The feedback from the recent “We Need to Talk” webinar was so positive that we wanted to summarize some of the key points we discussed, share the resources we’ve compiled and keep the conversation by introducing the Slack community we’re building called Sales Done Right.

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More Trending

Why You Need to Make Time for Asking for Referrals

No More Cold Calling

Getting referrals business should be top. priority in your sales prospecting techniques. Message to sales leaders: Your job is to get the rocks off the road so your team can close deals, exceed quota, and blow past revenue goals. That’s not happening with cold calling.

Why Your Sales Talent Program is Failing

Sales Benchmark Index

The Art of Asking Great Questions

Anthony Cole Training

Watch Sales Guy Unplugged: Are Your Sales Questions Courageous Enough? create & convert leads sales leads how to improve sales things to do for sales success

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When Our Customers tell Overstated Stories and We believe Them

Babette Ten Haken

Current and potential customers can tell us overstated stories. To attract our attention, negotiate business with us. And lead us on and on and on. So, why do we continue to believe them? Until we don’t, anymore? First of all, we are flattered that these customers contacted us.

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.

Have You Asked Yourself That?

The Pipeline

By Tibor Shanto. Questions, specifically in sales, are like burgers, some are surprisingly satisfying, exceeding expectations, others leave underwhelmed, asking yourself why you bothered, again? In both, it’s down to how much strategy, planning, preparation, we do in advance; then the quality of execution, followed by review, and then over again.

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Design Thinking, Empathy, and the Ideal Customer Experience Design

Sales Benchmark Index

Your Design Thinking Needs Analysis and Abstract Reasoning to Align with the Customer.

15 Phrases You Should Always Avoid Communicating with Clients

Sales and Marketing Management

Author: Olivia Ryan Business communication rarely goes beyond the borders of formal speech and writing, particularly in the B2B niche. Sometimes it’s reasonable to add a slight touch of humor as an icebreaker, but most of the time you should stick to the regular business language.

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Help me! (Really)

Sales 2.0

We sales people have evolved. We don’t always pitch our product or service, sometimes we’re helpful enough to send over a white paper or blog post that may be of interest. But as it goes with good ideas, content is getting overused.

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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.

Retaining Customers requires All Hands on Deck

Babette Ten Haken

Why do initiatives on retaining customers still feel like a bunch of isolated actions? Provided by people in separate departments. With different functions. All throwing their professional efforts at the customer. Instead of in partnership with the customer.

7 Tips for Building Trust in Sales with Improved Communication

Connect2Sell

Misunderstandings in the workplace cause productivity losses, hurt feelings, and unnecessary conflict. Communicating with clarity can prevent misunderstandings and keep things running smoothly and peaceably.

SBI Hires Jacqueline Davis as Global Pricing Practice leader

Sales Benchmark Index

Dallas, TX – Oct 17, 2018 Sales Benchmark Index (SBI), a management consultancy specializing in revenue growth, today announced that Jacqueline (“Jacqui”) Davis has joined the firm as its global Pricing Practice leader. Jacqui has over 20 years of experience developing.

Headlines and Taglines Make Content Marketing More Effective

Sales and Marketing Management

Author: Lewis Robinson Great marketing involves catching the eyes of consumers. Once a viewer is hooked with an initial come on, he/she looks a little closer at what the seller is actually selling. Whether a buy is made or not remains to be seen.

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

See the Way to Win with Key Accounts

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 Mark Kopcha , Founder & CEO of Revegy.

Are You Solving the Wrong Sales Problem?

The Sales Leader

Could you be solving the wrong sales problem? In other words, is the culprit behind a lack of sales the real issue, or an easy “scapegoat” which is masking the real problem?

9 Insanely Successful Real Estate Marketing Ideas from Top Agents

Hubspot Sales

As a real estate professional, you want to grow your business, and marketing plays a large role in capturing the attention of potential clients. A 2018 study by the National Association of Realtors (NAR) found 87% of home buyers purchase their home through a real estate agent.

Customer Lifecycle Management – The Foundation for an Effective Customer Success Organization

Sales Benchmark Index

Customer Success has become one of the hottest trends and sources of growth in Revenue Management. In fact, if you are managing Customer Support, Renewals, and/or Upsell you are keenly aware how much impact a Customer Success Strategy can have.

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.

Sales Leadership Video – Don’t Take the “What If” Bait – Coach Them Instead

Keith Rosen

?. Do you and your coworkers communicate from a place of scarcity and fear or abundance, goals and pleasure? If you’ve ever gotten pushback around change, here are two questions to ask that will prevent you from falling into the abyss of, “What If’s.”

Transforming What We Do Is Not Optional!

Partners in Excellence

Last week, I was sitting in the Gartner Sales and Marketing Conference. If you’ve never attended, it’s one you need to put on your future agenda. Even if you aren’t a Challenger fan, it is probably one of the best learning experiences I can recommend.

15 Productivity Blogs & Podcasts to Help You Accomplish Anything

Accent Technologies

Discover blogs and podcasts from some of the most productive people on the planet. Follow your favorites to begin the journey toward a more productive you. Productivity. Everyone wants more of it, but few people have achieved it to the fullest.

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What You Do and What You Celebrate

Lessonly

Your influence boils down to two big things: What you do and what you celebrate. What You Do. If you want your team to behave a certain way, you have to behave that way yourself. It’s really that simple and it’s really that hard. Want people to show up to meetings on time?

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.

The Intersection of Big Data, Customer Experience (CX), and Digital Transformation

Sales Benchmark Index

Joining us on the is Mark Lister, he is the Chief Digital Officer for Ness, a digital engineering company that designs and builds digital platforms and software that helps organizations engage customers, differentiate their brands, and drive revenue growth.

Improve your cold email response rates with these social proof techniques

Close.io

When you send a sales email, you could have the most compelling subject line. The most enticing content. The most exciting CTA. But if I don’t know you and your company, I’m always going to be left with one question: Why should I trust you?

Five Key Skills for Sales Ops Career Success

InsightSquared

If you’ve ever thought about becoming a lawyer, the path is pretty clear: Get a Bachelor’s degree. Take the LSAT. Earn your JD. Pass the bar. The process may not be easy, but at least it’s laid out.

Your 4-Minute Guide to Calculating Operating Income

Hubspot Sales

Profitability is a key measure of a company's success, especially for startups. Investors want to know if a company's core activities can result in a profit, so they can get a return on their investment. Approximately 20% of small businesses fail in their first year of business.

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.