Trending Articles

3 Key Steps To Getting the Most Out of Your Resources

Sales Benchmark Index

SBI has been studying how top performing organizations allocate resources to achieve near and longer-term results. Given no organization has enough resources to do everything, tradeoffs are required to manage resources and expectations across marketing, sales and customer success.

Think GDPR Is a Joke? $8.8 Billion in Lawsuits on Day 1

Fill the Funnel

It took less than one day for this to happen: Facebook and Google hit with $8.8 billion in lawsuits on day one of GDPR You are probably tired of hearing, reading and thinking about GDPR.

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The Sales-Driven CEO, an Emerging Breed

Sales Benchmark Index

Our guest today is Ryan Tognazzini, Chief Executive Officer for iGrafx. Ryan represents one of the new breed of Sales-driven Chief Executive Officers who have come through the ranks of sales. Ryan is here to share his incredible journey from.

5 Secrets to a Successful Sales Hiring Interview – Guest Post by Alan Fendrich

Inside Sales Training

Most companies interview salespeople to find out if they are persuasive. And they come away from the interview saying, “They really handled themselves well in the interview.” In other words, the candidate was persuasive in the interview. The interviewer felt persuaded.

An Inside Look Into Sales Development Practices in 2018

A peek into the experience and learning of a sales development representative for a first-hand understanding. An organization can benefit from these insights and improvise the working of the sales team accordingly for the new market.

More Trending

How to Prevent People From Stealing Your eBooks and Content

Fill the Funnel

If you have been creating and sharing content online for any length of time, you have probably experienced the gut-twisting feeling when you discover your eBook or slide deck is being shared freely around the web. I’m not talking about a blog post or LinkedIn post.

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Looking For Your First Job? Consider A Job In Sales

John Barrows

Lately I’ve seen lots of graduates on LinkedIn and I’d like to say “Congratulations” to everyone moving on to the next chapter of your life journey. The good news is you’ve made it. The bad news is these upcoming chapters are what actually matter. What job will you land?

How To Approach A New Referral

MTD Sales Training

So you’ve achieved that great goal of getting a referral from a customer. This is the holy grail in sales; getting a warm lead without having to do the marketing to achieve it. How should you approach this referral? Here are some ideas: Basically, you need to know what links the two companies or people. What is the business relationship between your customer and the person they are referring you to?

Productize Your Service and Make Your Number

Sales Benchmark Index

Many organizations offer great services to their customers. Yet many of these organizations struggle with making their number. Longer sales cycles, and the customization required for most service offerings present challenges. Sales leaders try to overcome these by increasing leads.

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.

SalesTech Video Review: @CallidusCloud CPQ

Smart Selling Tools

CallidusCloud CPQ offers AI powered guided selling that enhances cross-sell and up-sell recommendations, can create a quote with ten’s of thousands of lines in just a few minutes, gives you quick access to margin health and can help reps generate beautiful proposals in minutes.

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GDPR – Why Ignoring This Might Be The Worst Decision In Your Business This Year

Fill the Funnel

Ignoring This Might Be The Worst Decision In Your Business This Year Now that I’ve Got Your Attention, it’s Time to Talk About the Problem… EVERY WEBSITE, INCLUDING YOURS, NEEDS TO BE GDPR COMPLIANT ?ON ON OR BEFORE MAY 25TH, 2018! GDPR (General Data Protection Regulation) is a law passed by the EU (European Union) that mandates every website to follow certain […].

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5 Amateurish Behaviors That Kill Salespeople’s Credibility

Hubspot Sales

Define Amateurish. Amateurish behavior is when you display no skill or tact in a particular area. It means you're clumsy and inept. As a salesperson, you never want to be considered amateurish by your colleagues or prospects.

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The Top 5 Phrases That Will Close The Deal With Your Prospect

MTD Sales Training

We had an enquiry last month from a sales manager who asked us to work with his sales team for half-a-day on closing techniques. He said his team was good at relationship-building but when it came to the close, they needed help. They simply didn’t know what to say to get the order without it appearing to put pressure on the prospect. One of my training consultants said to him that the problem couldn’t be solved in just half-a-day with some closing tricks, tips and techniques.

The 7 Things You Need to Know for Effective Sales Forecasting

Find out why waiting for perfection is costing you money.

How to Know if You Have the Right Talent to Accelerate Growth

Sales Benchmark Index

EXcuse me, is this seat taken? The largest asset any organization must manage is its people. Employee Experience (EX) should be the cornerstone and fundamental value that drives your organization to success. In consideration of determining if you have the.

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Don’t Get Distracted by the Latest Sales Prospecting Techniques

No More Cold Calling

That bright, shiny object might be rustier than you think. If you’re researching the latest and greatest sales trends, you just might fall victim to the bright-shiny-object syndrome. Trends mean nothing unless you include your buyer in your research. Just because certain sales prospecting techniques are all the rage, doesn’t mean they’re right for you or for your buyer. Sales productivity tools are everywhere, but do they really enhance productivity?

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The 5 Ways to Improve Your Prospecting Email Subject Lines

Marc Wayshak

Most prospecting emails never even get opened. Set your emails apart by mastering the 5 ways to improve your prospecting email subject lines. Check it out now! The post The 5 Ways to Improve Your Prospecting Email Subject Lines appeared first on Sales Speaker Marc Wayshak.

Sales Experts Give Tips on Cold Calling Cell Phones


By: Ryan O’Hara and Isabel Roche. Over the past few months, we’ve had a lot customers come in and buy LeadIQ just for our phone data. It wasn’t always like this.

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.

23 Follow-Up Sales Email Templates to Send Instead of "Just Checking In"

Hubspot Sales

Salespeople shouldn’t send “just checking in emails for one very simple reason: They don’t work. Buyers feel like the rep is virtually poking them, making them reluctant to answer. Not only do “checking in messages rarely garner responses, they can even turn prospects against their senders.

Top 3 Customer Retention Metrics

Sales Benchmark Index

“Our customer retention is excellent. We only lose 5% of customers per year, so our retention is 95%.”. Does this sound familiar? If so, you have probably also been caught off guard when your board double clicks on this number.

Get 3X B2B Marketing ROI by Nurturing Leads


Lead nurture can triple the return on most marketing campaigns. By nurturing leads until they’re ready to turn over to sales, an organization can eliminate wasted marketing spend and increase sales results. Successful lead generation—inbound and outbound—requires nurturing. But it’s often the most underutilized marketing activity at a marketer’s disposal.

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Research Reveals Best Practices for Sales Territory Design


By adopting advanced territory planning software, Xactly’s sales operations team shortened the time spent designing territories from a month to a week – shaving hundreds of hours off the process.

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.

Get Peace of Mind: A Final Look at Your GDPR Compliance Checklist (24 Steps)

Sales Hacker

In this 24 step GDPR compliance checklist, we’re spoon feeding you everything you should know to become compliant by the May 25th deadline! Disclaimer: Keep in mind we are NOT lawyers and you should definitely not view this guide as legal advice.

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How to use UX to design high-converting cold emails, calls, and product demos

As salespeople, we can be naturally selfish. When we write emails or make cold calls, we’re only concerned with what we want: a response, a demo, a sale. But we don’t think about what our prospect is experiencing. And this is a huge missed opportunity.

Building Your Channel Program Through the Lens of the Partner

Sales Benchmark Index

Market coverage, growth, speed, revenue, retention, and customer success are factors for all companies. With the rate of venture funding being poured into companies increasing yearly, companies are popping up everywhere and competition is more prevalent than ever. So, a.

The Art of Conversation: How Sales Teams Can Build World-Class Buying Experiences With Chat


People are tired of being sold to. They’re immune to emails, turned off by the hard sell, and can spot a sales pitch a thousand miles away. These days, buyers have more information and power than ever before, and they’re not just using that power to buy products — they’re using it to buy experiences.

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.

How to Build a Strong Business Development Rep Commission Plan


There’s one role in sales that seems to face all of the sales compensation issues that keep the compensation plan design team awake at night–the business development rep (BDR).

The “1, 2, 3, Not It!” of Digital Transformation

Accent Technologies

Everybody wants a piece of the digital transformation pie, but nobody wants to start baking. Learn why it matters and how sales enablement fits in. Digital transformation was a huge topic at the SiriusDecisions 2018 Summit earlier this month.

Accelerators in the Sales Process


Bottlenecks & Accelerators in the Sales Process. Judy Frank talks sales bottlenecks and accelerators in the sales process with John Golden.

Stop Suffering from Mismatched Talent and Corporate Strategy

Sales Benchmark Index

Our guest today is Dave Loeser, Sr. Vice President of Worldwide Human Resources for Unisys. Dave has built executive teams at Pepsico, Quaker State, Mitel, and now Unisys, and is here to share his expertise on how to match executive.

From Sales Enablement to Sales Performance: Moving the Needle on the Metrics That Matter

Speaker: Mike Kunkle, Vice President, Sales Transformation Services, Fast Lane Digital

More than 8 analyst firms, the Association for Talent Development, and the Sales Enablement Society have all defined “sales enablement” – each slightly differently. In hundreds of organizations, the sales enablement function is run differently, with a different focus, responsibilities, and initiatives. To make matters worse, according to a 2017 study by CSO Insights, “Sales enablement is a growing trend, but sales performance is not improving. Clearly, something is missing.” What’s missing is a clear focus on driving measurable improvement in sales performance and the expertise required to truly move the needle on the metrics that matter. Want to step up, separate yourself from the pack, and maximize your company’s investment in Sales Enablement? Then join sales transformation expert Mike Kunkle for this webinar (where your questions are welcomed and expected!)