Trending Articles

Focus on the Critical Few KPIs and Avoid the Trivial Many

Sales Benchmark Index

Creation of a “Revenue Operations” Function.

The Hottest Trends in Inside Sales

Sales and Marketing Management

Author: Giuseppe D’Angelo Inside sales have never been hotter, and the sales field is experiencing considerable change. Much of this is due to the technology that is beginning to drive the sales process much the way it has driven marketing for the past several years.

Trends 179

How to Calculate Sales Headcount to Secure Reps and Make the Number

Sales Benchmark Index

Many sales leaders like you are deep into annual planning right now. As budgets are determined, can you confidently defend the sales rep headcount you have now? Or perhaps more importantly, can you make a strong case for additional people.

Travel 238

So, Where’s The Revenue?

The Pipeline

By Tibor Shanto. When you look at a football team, you would figure that if a team is in possession more time, running more yards than before, you would see more touchdowns and wins.

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.

Exclusive Sales Management Group

Steven Rosen

Are you a sales manager? Congratulations! You are the key to unlocking the potential of your team. You are the #1 factor that drives your team’s performance. One of my favorite quotes is from Peter Drucker which nicely sums up your role.

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More Trending

Podcast 116: Sales Lessons From Coaching The Yankees With Coach Dana Cavalea

John Barrows

This week it’s an honor to have Coach Dana Cavalea on the podcast. He’s spent years working with the Yankees on their strength and conditioning, working with elite athletes every day. We’re talking about people who win every day.

Have We Lost The Art Of Decision Making?

The Pipeline

By Tibor Shanto. There is a lot written about what has changed in sales, no doubt a lot has, but when you look at results, not much evidence. Given all the noise about better ways to sell, one would expect better outcomes, but they are not.

Buyer 177

Practice Schedules: A Perfect Sales Productivity Tool

Anthony Cole Training

I started this series of articles by relating my experience coaching football to selling. It is my goal now each week to focus in on one of the 9 football related tools that can be applied to selling.

Tools 164

Monday Motivation Video: Success Without Sacrifice and Sweat is Luck

The Sales Hunter

How do you look at success? What tools do you use to measure success? How do you define success? When you actually live and breath sweating and sacrificing making it a constant action, you achieve real success. Do you want to be successful?

Sales Training Playbook by Lessonl

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

Last Year’s Data Isn’t Enough—Adopt 2020 Revenue Planning Best Practices Now

Sales Benchmark Index

It’s September. You and the rest of the executive team are beginning to think about next year’s revenue plan. If you are like most companies, you are probably looking at 2019 performance as your baseline. This sounds good in theory.

How to Develop Critical Thinking Skills & Avoid Mistakes in Selling

Connect2Sell

As a sales coach, I spend a fair amount of time in the field observing sellers. As a researcher, I interview buyers and get their perspective on what sellers do during sales calls.

How To 212

Football & 9 Sales Productivity Tools That Will Change Your Results

Anthony Cole Training

We often find there is a direct connection between sales and competitive sports.

Tools 160

How Do I Build a Prospecting Plan That Will Work?

The Sales Hunter

Whether you’re building a prospecting plan from scratch or reviewing your existing plan, ask yourself these 8 questions. I have said this before, but I will say it again- the biggest improvements you can make to your prospecting are to the little things. That will make the biggest difference.

Fulfilling Today's (Changing) eLearning Needs

Speaker: Bryan Marriott, President, P1 Learning

eLearning cannot be a “one size fits all” proposition. It’s not enough to post 1,000+ courses and leave training up to chance. Join Bryan Marriott, President of P1 Learning, as he walks through the process of identifying learner needs, and then delivering training that specifically addresses those needs – in a short, effective, and entertaining manner.

Guest Podcast: Why Referral Lead Generation Is So Powerful

No More Cold Calling

I challenged seasoned pro, Mario Martinez, Jr., on how he asks for referrals. I never pass up the chance to chat about referrals. So, I was thrilled when Mario Martinez, Jr.—CEO CEO of Vengreso and a top expert on social selling for lead generation—invited me to be on his “ Selling with Social ” podcast. This was his 126th episode. I waited until he got it right to be his guest.). Contrarian that I am, I didn’t make it easy for him.

Lead Management – Enabling Your Sales Team with Technology

Sales Benchmark Index

Traditional CRMs are excellent at optimizing opportunity management, but their lead management functionality is often lacking due to the ad hoc nature of lead management. This results in BRD teams tracking their prospecting activity outside of the system in a.

New Data Shows That Top Salespeople are 2800% Better at Disrupting the Flow

Understanding the Sales Force

Fish, rafts, kayaks, canoes, sailboats and swimmers all find much more success when they are moving with the wind or the current rather than going against it. sales competencies Dave Kurlan Consultative Selling selling tips objective management group

Data 199

When Leads Don’t Convert, the Blame Game Begins

Sales and Marketing Management

Author: Paul Nolan Jessica Magoch’s phone rings when businesses are struggling to close sales. When they call me that first time, they say they need help generating leads and help closing,” says Magoch, founder of JPM Sales Partners. With a laugh, she adds, “I want to say, ‘Oh, just those two things?’

Leads 179

4 Steps to Developing Your Customer Care Strategy

The quality of a customer care strategy can make or break a company, but simply resolving a customer service issue or complaint is no longer enough. Learn the 4 steps that address the major points you need to consider when building a customer care roadmap.

16 Sales Enablement Experts You Should Follow on Social Media

BrainShark

Where do you turn for the latest sales enablement insights? For many, the answer is social media

9 Things Terribly Wrong With Sales Today: The Sales Tools

A Sales Guy

Sales is suffering from 9 brutal ills: Number 5 in this 9 part series. The Bro Culture , . Lack of Coaching. Too Product-Centric and Not Problem Centric. Not enough salespeople understand the game/rules of sales. Too much reliance on selling tools. Upcoming: Not enough training in the industry/space.

Tools 87

How ABM Can Help You Drive Revenue in 2020

Sales Benchmark Index

It’s coming up on the end of the third quarter and demand generation at the top of the funnel has been cooling off. As the leader of a marketing organization, you are getting pressure from the top to make changes.

Using the Most Powerful Sales Tool to Get What You Want

Understanding the Sales Force

My wife and I have been binge watching a TV series called Blacklist which rivals 24 for its drama and intensity. James Spader stars as international bad-guy Ray Reddington.

Tools 202

Sales Training That Gets Results – With or Without Classroom ILT

Speaker: Mike Kunkle, VP Sales Enablement Services, SPASIGMA

Most sales ILT (instructor-led training) has historically not been very effective, if we consider “effective” to mean “changes behavior, improves results, or produces a ROI.” In this webinar, sales enablement expert Mike Kunkle will break down how modern technology removes the need for ILT in sales training - and will also explain how to effectively integrate ILT into your modern training, if you want to continue using it!

SalesTech Video Review: Cirrus Insight

Smart Selling Tools

SalesTech Video Review: Cirrus Insight. Cirrus Insight puts Salesforce inside your email, removing the hurdles to Salesforce adoption – namely that it’s inconvenient to use and takes too much time to log activities.

Video 90

Why avoiding Story Context derails Sales Decision Making

Babette Ten Haken

Story context is a critical element to creating compelling stories. Stories which convince people to buy whatever it is you sell – and buy more than once from you. And, stories which inspire people, like you, to move one millimeter beyond legacy mindset, habits and behaviors.

SME 96

How I Know What I Know About Selling

Anthony Iannarino

Recently, a salesperson asked me how I know the frameworks in my three books work, but particularly the ones in Eat Their Lunch and The Lost Art of Closing. I had a slide deck professionally designed.

Impactful CMOs Develop Customer Experience Charters Instead of Agonizing over Renewal Rates

Sales Benchmark Index

Quick—why do top sales reps make big bucks? It’s because they make it easy for their prospects to buy and to feel good about buying. They personally differentiate their company and solutions at the crucial moment someone prepares to take.

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 Answer To Building Strong Relationships In Relationship Selling With Steve Steinmeyer

InsideSales.com

JLL Senior Managing Director Steve Steinmeyer talks about the power of relationship selling and how you can start building relationships that help you sell more. Keep reading to find out more. RELATED: What Are Your Strengths and How to Sell Using Your Skills?

How AI is transforming B2B marketing and Sales

Predictable Revenue

No matter how you feel about AI, it’s evident it's had an impact on B2B sales and marketing. We look at 5 examples of how AI is changing the world of B2B sales. The post How AI is transforming B2B marketing and Sales appeared first on Predictable Revenue.

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Packing More Than You Can Deliver into Your Sales Story?

Babette Ten Haken

More Than You Can Deliver storytelling is easily dismissed as both incredible as well as un-credible. First, you promise to deliver products, solutions, services and programs exceeding your professional capabilities.

SME 86