INDUSTRY INSIGHTS YOUR PEERS ARE READING
Too often, I’m in reviews with sales people whining, “The customer is irrational!”. Sales Coaching Sales Management MORE
SalesTech Video Review: ringDNA. ringDNA is a complete sales engagement platform with lead engagement, sales coaching, conversation intelligence, and SDR and AE performance improvement into one smooth-running machine. MORE
Feeling like your sales career is stuck in place? That you’re trying to climb the ranks within your team, but it just doesn’t feel like you’re truly levelling up? Let’s be honest, you have some lofty goals for your life as a sales pro (as you should!). MORE
This week we have Mary Grothe , CEO of Sales BQ on the podcast. Mary is a sales trainer and keynote speaker who has an incredible drive to succeed in sales. In this podcast Mary talks about how she got into sales and used her own drive to blow her quota up and climb the career ladder. MORE
It’s Time for Annual Territory and Quota Planning – What Are You Going to Do Differently This Year? As a sales leader this time of year, you have a lot on your plate. As you approach Q4, it is the time. MORE
Author: Charles Brennan One of the fastest-growing sports in America is pickleball. However, many people are not familiar with the sport. Pickleball is a paddle sport that combines elements of tennis, badminton and table tennis. It is a game resembling tennis in which two or four players use paddles to hit a perforated plastic ball, similar to a whiffle ball over a net. It is a lot of fun and very competitive. MORE
Is all of your hard work, team offsite meetings, and weeks of collaboration leaving you with a rigid annual plan that looks too much the one from last year? No CEO wants to shape a plan that is too stiff to. MORE
You're famished and someone suggests that you go on a 2-day fast! You're late, it's a two-hour ride by car to your destination and someone suggests that you walk! You're exhausted and ready for a nap and someone suggests you should clean our your basement! MORE
Legendary basketball player and coach John Wooden said something years ago that I have adopted as a life philosophy: “Do not let what you cannot do interfere with what you can do.”. MORE
The answer to this question is a resounding, no! A few weeks ago, I received a prospecting email that contained over 15 different links. Rather than an email, it was a syllabus for a graduate course. I was floored at the email. MORE
One of the biggest decisions you can make when setting up your sales team is whether to focus primarily on inside or outside sales. MORE
As we creep closer to the end of the year, it’s natural for sales leaders to reflect on what worked, what didn’t, and to map out their priorities for the year ahead. But what are the matters that are most important to them? MORE
Here is another excerpt from a really good book on sales I’ve been reading—and quoting from—this summer: “The Salesman’s Book of Wisdom” by Chriswell Freeman. The Presentation”. “In In 1914, Thomas J. Watson, was named president of the company that would come to be known as IBM. MORE
Working Through Objections. Let’s take a quick trip down memory lane… when you were very young you learned what to do if your clothes caught on fire… Say it with me…Stop, Drop and Roll…. MORE
Author: Lewis Robinson It is not a hidden fact that there are trust issues being developed each day in the business markets. MORE
First off, don’t over complicate it. Your objective is first to generate interest and then get them to return your call. That’s it! Don’t think that your goal is to answer every objective or to even motivate them to immediately buy. You’re not going to do that by leaving one voicemail. MORE
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. MORE
The Pipeline Guest Post – Mell Harding. These famous words from Shakespeare’s Merchant of Venice equally apply to our sales pipeline. MORE
Prospecting for salespeople is often a struggle due to varying factors including their ability to stay committed to the process and overcome rejection. sales prospecting contacting prospects reaching prospects prospect outreach creating new sales opportunities MORE
Buyers are bombarded with information. It’s crippling. I’ve seen the worse cases of “Analysis Paralysis” with buyers who are looking at content from competitors and are trying to understand it. They look at websites, articles, pricing sheets, videos, and sites that do comparisons. MORE
Author: Parth Mukherjee Chorus.ai is a champion for having more women in sales positions. As a Conversation Intelligence platform, Chorus stores and analyzes millions of sales calls every year. With all of that data at our fingertips, people like to ask, "Are male or female sales reps better? MORE
By Tibor Shanto. Data-driven models in sales can be a double-edged sword. While they do help create focus, especially across large swaths of data and opportunities, they also have limitations. MORE
Talent assessments are an excellent tool for understanding the way your candidates and current salespeople are wired. The difference in approach with each group is key to productive new hires and successful coaching. coaching recruitment sales talent assessment MORE
By Tibor Shanto. Our reaction to rejection is hardwired on a primal level. This means it is about managing yourself and your reactions, and less about managing the objection. You are better off learning to control your emotion, and think through the issue, and rely on your process. MORE
Your customers are exactly like your employees. And both of them are exactly like the people in your life you love most. In one critically important way: They have the exact same emotional needs. They all want to feel valued and valuable. That means they want to feel: 1. Understood 2. Appreciated 3. MORE
For almost 20 years, one CRM platform has been in use by more sales organizations than any other. You know the one. CRM CEO Advice MORE
We often find there is a direct connection between sales and competitive sports. MORE
Who are you going to show passion and focus towards today? Be passionate about helping somebody today. Help someone achieve success and you’ll achieve success. If you take your focus off yourself and focus on someone else’s needs, you’ll change your week for the better. MORE
Sales Benchmark Index
SEPTEMBER 15, 2019
It’s Time for Annual Territory and Quota Planning – What Are You Going to Do Differently This Year? As a sales leader this time of year, you have a lot on your plate. As you approach Q4, it is the time.
Understanding the Sales Force
SEPTEMBER 16, 2019
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.
The Pipeline
SEPTEMBER 12, 2019
By Tibor Shanto. Our reaction to rejection is hardwired on a primal level. This means it is about managing yourself and your reactions, and less about managing the objection. You are better off learning to control your emotion, and think through the issue, and rely on your process.
The Sales Hunter
SEPTEMBER 13, 2019
The answer to this question is a resounding, no! A few weeks ago, I received a prospecting email that contained over 15 different links. Rather than an email, it was a syllabus for a graduate course. I was floored at the email.
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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 and Marketing Management
SEPTEMBER 13, 2019
Author: Parth Mukherjee Chorus.ai is a champion for having more women in sales positions. As a Conversation Intelligence platform, Chorus stores and analyzes millions of sales calls every year. With all of that data at our fingertips, people like to ask, "Are male or female sales reps better?
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Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
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Sales Benchmark Index
SEPTEMBER 11, 2019
Is all of your hard work, team offsite meetings, and weeks of collaboration leaving you with a rigid annual plan that looks too much the one from last year? No CEO wants to shape a plan that is too stiff to.
The Sales Hunter
SEPTEMBER 15, 2019
Who are you going to show passion and focus towards today? Be passionate about helping somebody today. Help someone achieve success and you’ll achieve success. If you take your focus off yourself and focus on someone else’s needs, you’ll change your week for the better.
John Barrows
SEPTEMBER 9, 2019
This week we have Mary Grothe , CEO of Sales BQ on the podcast. Mary is a sales trainer and keynote speaker who has an incredible drive to succeed in sales. In this podcast Mary talks about how she got into sales and used her own drive to blow her quota up and climb the career ladder.
Anthony Cole Training
SEPTEMBER 16, 2019
We often find there is a direct connection between sales and competitive sports.
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A step-by-step guide for building a comprehensive training playbook for your sales team.
The Pipeline
SEPTEMBER 9, 2019
The Pipeline Guest Post – Mell Harding. These famous words from Shakespeare’s Merchant of Venice equally apply to our sales pipeline.
Connect2Sell
SEPTEMBER 11, 2019
Has this ever happened to you? critical thinking critical thinking in sales Critical Thinking and Problem Solving
The Sales Hunter
SEPTEMBER 10, 2019
First off, don’t over complicate it. Your objective is first to generate interest and then get them to return your call. That’s it! Don’t think that your goal is to answer every objective or to even motivate them to immediately buy. You’re not going to do that by leaving one voicemail.
The Sales Heretic
SEPTEMBER 11, 2019
Your customers are exactly like your employees. And both of them are exactly like the people in your life you love most. In one critically important way: They have the exact same emotional needs. They all want to feel valued and valuable. That means they want to feel: 1. Understood 2. Appreciated 3.
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.
Sales and Marketing Management
SEPTEMBER 9, 2019
Author: Lewis Robinson It is not a hidden fact that there are trust issues being developed each day in the business markets.
Mr. Inside Sales
SEPTEMBER 15, 2019
Legendary basketball player and coach John Wooden said something years ago that I have adopted as a life philosophy: “Do not let what you cannot do interfere with what you can do.”.
Anthony Cole Training
SEPTEMBER 10, 2019
Prospecting for salespeople is often a struggle due to varying factors including their ability to stay committed to the process and overcome rejection. sales prospecting contacting prospects reaching prospects prospect outreach creating new sales opportunities
Understanding the Sales Force
SEPTEMBER 9, 2019
You're famished and someone suggests that you go on a 2-day fast! You're late, it's a two-hour ride by car to your destination and someone suggests that you walk! You're exhausted and ready for a nap and someone suggests you should clean our your basement!
Advertiser: Interactions LLC
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.
Membrain
SEPTEMBER 11, 2019
For almost 20 years, one CRM platform has been in use by more sales organizations than any other. You know the one. CRM CEO Advice
Sales and Marketing Management
SEPTEMBER 15, 2019
Author: Charles Brennan One of the fastest-growing sports in America is pickleball. However, many people are not familiar with the sport. Pickleball is a paddle sport that combines elements of tennis, badminton and table tennis. It is a game resembling tennis in which two or four players use paddles to hit a perforated plastic ball, similar to a whiffle ball over a net. It is a lot of fun and very competitive.
Mr. Inside Sales
SEPTEMBER 9, 2019
Here is another excerpt from a really good book on sales I’ve been reading—and quoting from—this summer: “The Salesman’s Book of Wisdom” by Chriswell Freeman. The Presentation”. “In In 1914, Thomas J. Watson, was named president of the company that would come to be known as IBM.
Smart Selling Tools
SEPTEMBER 15, 2019
SalesTech Video Review: ringDNA. ringDNA is a complete sales engagement platform with lead engagement, sales coaching, conversation intelligence, and SDR and AE performance improvement into one smooth-running machine.
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!
The Center for Sales Strategy
SEPTEMBER 16, 2019
Talent assessments are an excellent tool for understanding the way your candidates and current salespeople are wired. The difference in approach with each group is key to productive new hires and successful coaching. coaching recruitment sales talent assessment
Membrain
SEPTEMBER 15, 2019
Too often, I’m in reviews with sales people whining, “The customer is irrational!”. Sales Coaching Sales Management
Close.io
SEPTEMBER 9, 2019
Feeling like your sales career is stuck in place? That you’re trying to climb the ranks within your team, but it just doesn’t feel like you’re truly levelling up? Let’s be honest, you have some lofty goals for your life as a sales pro (as you should!).
Sales Hacker
SEPTEMBER 16, 2019
One of the biggest decisions you can make when setting up your sales team is whether to focus primarily on inside or outside sales.
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.
SalesProInsider
SEPTEMBER 11, 2019
Working Through Objections. Let’s take a quick trip down memory lane… when you were very young you learned what to do if your clothes caught on fire… Say it with me…Stop, Drop and Roll….
Hubspot Sales
SEPTEMBER 12, 2019
As we creep closer to the end of the year, it’s natural for sales leaders to reflect on what worked, what didn’t, and to map out their priorities for the year ahead. But what are the matters that are most important to them?
Alice Heiman
SEPTEMBER 11, 2019
Buyers are bombarded with information. It’s crippling. I’ve seen the worse cases of “Analysis Paralysis” with buyers who are looking at content from competitors and are trying to understand it. They look at websites, articles, pricing sheets, videos, and sites that do comparisons.
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