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Sales Alignment with Company Strategy Part-1


Interview with Frank Cespedes, Part 1.

Why You Can’t Automate Relationship-Building in Account-Based Sales

No More Cold Calling

In this month’s guest post, Tim Hughes discusses social media offenses and how account-based selling teams can avoid them. You’re hosting a dinner party at your home.

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Phone Prospecting - the Key to Scheduling Meetings

Understanding the Sales Force

Cold calling is dead. Cold calling doesn't work. Untrue. Cold calling is a waste of time. True if you suck at it. False if you're good at it.

Learning New Tricks: Five Productive Practices Millennials Instinctively Grasp

The Productivity Pro

Millennials don’t just want to read the news anymore. They want to know what they can do about it. – Ian Somerhalder, American actor and entrepreneur.

The Playbook for Account-Based Marketing (ABM)

Account-Based Marketing is a Strategy, Not a Solution | Get this step-by-step playbook to implement an ABM strategy that fits your company’s objectives and resources.

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Sales Advice For Sales People

A Sales Guy

The next episode of The Real Deal of Sales is out and as usual, it’s a good one. In this episode, I ask sales people what advice they would give other sales people. I’m not disappointed when it comes to people helping others. Their advice was spot on.

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Top 10 Do’s and Don’ts for Selling to CIOs

DiscoverOrg Sales

When DiscoverOrg hosted a Meet-Up event, “Overcoming Roadblocks When Selling Enterprise IT,” we expected insights into how successful sales people identify and access key decision makers at targeted accounts. What we didn’t expect were all the insights on how NOT to sell to CIOs. If you are already working from DiscoverOrg’s powerful organizational charts and company profiles, you have the names and contact information of the CIOs and their direct reports.

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Speed Sells and the Art of the Follow-Up

The Sales Hunter

A few months back, I had a specific problem in my business and I needed help. I began searching on the Internet and talking to others I knew about who might be the right person to hire.

#SalesChats Ep. 27: High Performing Sales Process w/ Marylou Tyler


Highly successful trainer and consultant, Marylou Tyler who advises Fortune 1,000 companies on how to improve the sales process, specifically the assembly, activation, and optimization of the outreach sales channel joins #SalesChats to talk sales process.

Sales Training Playbook by Lessonl

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

Want to Achieve More Success? Unite Inspiration, Perspiration and Clarity

Increase Sales

How many people want to achieve more success and yet fall short? They seek inspiration from Ted Talks to attending seminars to reading books. Then some actually go out and start applying through perspiration what has inspired them. Yet with all their efforts they still are not where they want to be. Something is missing and that something is probably, most likely clarity.

[Part 2] The Difference Between a Chief Sales Officer and VP of Sales

Sales Benchmark Index

Article Corporate Strategy Sales Strategy Chief Sales Officer CSO CSO vs. VP of Sales difference difference between sales leader VP of Sales

Sales 40

Let’s Make A decision!

The Pipeline

By Tibor Shanto – . We’ve all been there, a real-life version of the popular game show. You’ve done your work, and have arrived at that final fateful stage of the sales. Three possibilities, three doors: A positive Decision. A negative Decision. No Decision.

Buyer 40

Executive Sales Leader Briefing: How to Motivate Others

The Sales Hunter

Whenever I’m asked this question, I love watching the shock on the person’s face when I tell them my answer. My answer is simple — nobody can motivate anybody! What did I just say? You read it right. Nobody can motivate anybody.

The Art of Social Selling -- Summarized by getAbstract

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

5 Tips to Crush Your Quota and Fuel Your Pipeline


As salespeople, we live and die by our pipelines – always trying to fill them with deals that have a high percentage chance of closing. And, we tend to look at our pipelines year by year with the goal of making or exceeding quota.

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Sales Commitment Attitude Starts with You

Increase Sales

Funny many salespeople believe they have a sales commitment attitude and consequently behavior. However if this was true why do so many in sales fail to achieve their sales numbers as well as dislike marketing or prospecting such as cold calling. Years ago I read something written by Zig Ziglar who stated “attitudes are habits of thought.” ” I agree with Zig and would add the following “enmeshed in a plethora of feelings.”

Is Your Sales Force Swimming Upstream in a Sea of Sameness?

Sales Benchmark Index

Joining us for today’s show is Loren Brockhouse, a Senior Vice President of Global Sales who knows how to Make the Number. Today’s topic is about winning more deals, winning bigger deals, and winning them faster. To follow along, download. Corporate Strategy Video sales and marketing sales leader

Communication Dysfunction derails IIoT Sales and Engineering Collaboration

Babette Ten Haken

In my IoT Playbook, communication dysfunction remains the primary factor that derails sales and engineering collaboration. Especially in dynamic and complex industrial Internet of Things (IIoT) manufacturing and industrial environments.

Secrets to Successful Inside Sales Management

Learn a variety of best practices, techniques and ideas to both tactically and strategically increase the efficacy, success and impact of your inside sales organization.

Deadlines Drive Deals

The Pipeline

By Tibor Shanto – . People generally have one of two relationships with deadlines, they either love them, and use them to be more productive. Or they hate them, ignore them, avoid them, or are terrified by them. The former is usually the more productive group.

Freedom, Liberty and Sales Teams


Continuing our series on the comparison between the American War of Independence and today’s world of sales and commerce, in this post we’re going to have a look at what was probably at the heart of the American Revolution: freedom and liberty. Freedom” in the Colonies.

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Are You Missing this "A" in Social Media Marketing?

Increase Sales

Social media marketing has truly been a blessing for 97.7% of all U.S. businesses with under 20 employees. These SMBs with limited resources (people, time and dollars) can now take advantage of grabbing the attention of their sales leads and beginning to build a relationship. Content marketing further allows these sales hungry professionals to further educate and differentiate their businesses from their competitors.

How Success Traps Great Sales Leaders

Sales Benchmark Index

Article Sales Strategy great sales leaders sales leader success trap SVP Sales trap

Successful Selling

Matt Heinz explains how to attract, manage, close and keep more business in a buyer-centric world.

Executing the Basics with Jim Ninnavaggi, Brainshark

Igniting Sales Transformation

Successful selling is all about the basics, but how well do sales teams execute on the basics these days? Jim Ninnavaggi, SVP of Business Development at Brainshark shares his views on why the basics in selling matter more today than ever.

Social Selling Success Defined

Social Media and Sales Strategy

A big thanks to the Microsoft Small Business Academy for sponsoring today’s post on social selling. Check out their upcoming social sales webinar with Matt Heinz, Susan Detmar and Carol Ruth. . Do you really have to do this social selling thing?!?

6 Deadly Sins of CRM


From CRM Coming Back from the Dead: CRM in the Digital Revolution by Nikolaus Kimla. There is an issue that is becoming ever more problematic when it comes to the sheer volume of solutions out there. There are many thousands of applications a company can avail itself of.

The Continuing Sales Leads Dilemma - Quantity or Quality

Increase Sales

Sales leads are the life blood for any person selling. For without those potential buyers, there would be no one to sell one’s solutions. And we all know without sales we remain pocket poor. With the recent emphasis on social selling , there appears to be a presumption that quantity is now more important than quality. This belief is put enough sales leads into your sales funnel and eventually gravity will pull at least a few of them through.

Back Office Secrets to Free Your Sales Force

Sales Benchmark Index

Joining us for today’s show is Biju Baby, a sales operations leader who knows how to support phenomenal revenue growth. His company has seen an outstanding 54 quarters of sequential revenue growth and Biju has been an instrumental part of the.

What IoT Capital Equipment Clients Need to Know vs Want to Hear

Babette Ten Haken

What IoT capital equipment clients Need to Know and what they Want to Hea r often are two different things. At the very least, the conversation makes people uncomfortable. Here’s why.

What Should the Sales Close Rate Be?


I’ve read and heard (from a well-known industry analyst firm) that best-in-class companies close 30% of sales qualified leads while average companies close 20%. Those results factor in lead leakage of between 52% to 86% of the marketing qualified leads put into the top of the funnel.

5 Things Women Need Most when Purchasing


Recently my yoga teacher, Erika, purchased a new car from Toyota. It was an excruciating purchasing experience. At the first Toyota dealership, she had the pleasure of “Frank” the salesman with 25 years experience.

"I've Been In Sales My Entire Career"

Increase Sales

So how long have you been in sales? Is your tenure a few years or decades? This statement was recently made in an email to me: “I’ve been in sales my entire career.” ” For many this statement is very true because everyone is in sales if we believe Zig Ziglar’s definition of sales to be the “transference of feelings.” ” As to actual time as a salesperson, this individual’s selling career spanned a total of seven (7) years.