INDUSTRY INSIGHTS YOUR PEERS ARE READING
After an interesting talent feedback call, I had spoken with a sales manager who was dealing with a challenge that most managers deal with at some point in their career. Can you identify with the following situation – and can you learn from this story? MORE
The best sales organizations align their interests with those of their sales reps and in the manner in which customers want to buy – may sounds simple, but few organizations “run through the tape” to fully align and address. MORE
In 2008, I posted two blogs covering 14 of the 21 core competencies identified by the Objective Management Group Sales Person Assessment. MORE
Joining us on the SBI Podcast is Stephen Thomas, SVP of Global Sales for Armor Cloud Security. Armor is a hybrid cloud security service that integrates advanced analytics, global threat intelligence, and continuous response capabilities into a single platform that bolsters. MORE
You can’t close a sale until you open and nurture a relationship with a buyer. You have to demonstrate value that is personal, meaningful, and relevant to the buyer. Sales does the work to open, nurture, and communicate value. Without this work, it’s hard to create a great customer buying experience. MORE
What's your business' competitive edge? A value proposition helps businesses identify what sets it apart from competitors. But how can you tell if your business activities are creating the most value for customers and a great profit margin? MORE
The holidays are officially upon us. Judging by the ads, store displays, and TV listings, Christmas now apparently starts on November 1.) MORE
The Ideal Customer Profile (ICP) is used to identify, source, and prioritize your best prospects – but how do you create an accurate ICP in the first place? First, let’s level-set on why you should go through this exercise in the first place. Two words: finite resources. MORE
From our 5 Keys to Coaching series: sales advice sales skill sales growth and inspiration effective sales coaching MORE
Author: Anand Srinivasan The typical B2B sales process goes through four distinct stages. It begins with Discovery, and then moves into Diagnosis and Design before it ends with Delivery. Among these four steps, Diagnosis and Design is where a lot of organizations falter. MORE
What is your company’s Brand Image? If we asked everyone in marketing would we get the same answer? What kind of answers would we get from the sales team? Most importantly, what answer would we get from your customer? These. MORE
I'm heading to a sales training session about 12 years ago. It's a client in downtown Cincinnati and I've been working with them for two years. They know me as a high energy, enthusiastic and entertaining sales trainer. MORE
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 Lauren Mead , CMO of Timetrade. MORE
In our sales training classes, we spend a great deal of time on the appropriate "attitude" required to be successful in selling. With the right attitude, you can count on consistently executing the required conduct and sales techniques to be successful. MORE
We had a call from a company recently, trying to sell us business insurance. They had cold-called our support team and wanted to know if we already had business insurance for various aspects of our company. MORE
Reps always ask me whether or not they should even leave voicemails anymore since they almost never get a callback. My response is yes – as long as they are good ones. If you’re leaving ‘touching base’ and ‘checking in’ voicemails then I would not to waste the prospect’s time. MORE
Have you ever made a sale that you felt slimy about? I’m talking about something that went above your need to hit a monthly sales quota. Have you ever sold a product you didn’t believe in or didn’t believe could adequately meet your customer’s needs? MORE
Author: Matthew Sunshine If you’re a sales manager, you know this to be true: Having that tough conversation with a salesperson who isn’t meeting goals is never fun. Telling people they’re not meeting expectations and inspiring them to turn things around isn’t easy. MORE
Many leaders take advantage of the holidays in November, December, and January to read the latest books about sales and leadership. I wholeheartedly agree with this practice; it’s a fantastic way for any leader to stay sharp and informed. . But which titles from 2018 are really worth your precious time? Here are my top recommendations. Best Books to Read Over the Holidays. MORE
Lays Potato Chips. Movie Theater Popcorn. Toll House Chocolate Chip Cookies. BBQ Ribs. Fudge Brownies. Rolos (a personal favorite from years ago). All junk food which, after having the first one, you just can't stop there. You must have more. MORE
If you think referrals don’t scale, you’re just doing it wrong. Sales leaders often tell me that referral leads are their most qualified, most convertible leads. Then in the next breath, they tell me referral business doesn’t scale. MORE
Artesian Interviews Andrew Jenkins BESMA 2018 Sales Professional of the Year. A popular interpretation of the Pareto principle states that 80% of your revenue comes from 20% of your sales people. MORE
As we increasingly understand the “Chaotic Buying Journey,” as illustrated by the great work done by my friends at Gartner; marketing and sales people are struggling with, “How do we respond?” MORE
At the end of each business day, our clients do not care about our job titles. And neither should we. First, our clients do not know what our job titles “mean.” How many times have we sat in a meeting or conference with colleagues who also carry the same job title that we do? MORE
Many salespeople have nightmares when trying to present solutions to their prospects because they perceive their competitors are stronger than them in certain areas, or their prices are higher and they are convinced the buyers will always go for the cheaper option. MORE
Over the past week, I’ve been involved in several conversations that have the same underlying theme. It’s basically around the concept of Productive Conflict. I believe this is a critical concept–both in how we engage our customers and in driving change internally. MORE
Why do sales managers spend so much time reviewing and analyzing sales forecasts yet sales people typically do not? Because the best way to get sales people to take forecast accuracy seriously is to train and coach them on best practices and why it is important to them. MORE
94% of sales managers are optimistic about their salespeople. That's a very surprising statistic for a couple of reasons: 50% or more of their salespeople won't hit their quotas this year and haven't since at least 2008. MORE
By Tibor Shanto. One of the most stressful moments for most salespeople comes at the point when they have to decide whether or not to go around someone they have been dealing with to that point, be they client or prospect. MORE
Sales Benchmark Index
NOVEMBER 17, 2018
Joining us on the SBI Podcast is Stephen Thomas, SVP of Global Sales for Armor Cloud Security. Armor is a hybrid cloud security service that integrates advanced analytics, global threat intelligence, and continuous response capabilities into a single platform that bolsters.
The Sales Heretic
NOVEMBER 13, 2018
The holidays are officially upon us. Judging by the ads, store displays, and TV listings, Christmas now apparently starts on November 1.)
The Pipeline
NOVEMBER 13, 2018
By Tibor Shanto. One of the most stressful moments for most salespeople comes at the point when they have to decide whether or not to go around someone they have been dealing with to that point, be they client or prospect.
John Barrows
NOVEMBER 14, 2018
Reps always ask me whether or not they should even leave voicemails anymore since they almost never get a callback. My response is yes – as long as they are good ones. If you’re leaving ‘touching base’ and ‘checking in’ voicemails then I would not to waste the prospect’s time.
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A blueprint for turning average performers into top reps.
Understanding the Sales Force
NOVEMBER 13, 2018
94% of sales managers are optimistic about their salespeople. That's a very surprising statistic for a couple of reasons: 50% or more of their salespeople won't hit their quotas this year and haven't since at least 2008.
DiscoverOrg Sales
NOVEMBER 14, 2018
The Ideal Customer Profile (ICP) is used to identify, source, and prioritize your best prospects – but how do you create an accurate ICP in the first place? First, let’s level-set on why you should go through this exercise in the first place. Two words: finite resources.
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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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Connect2Sell
NOVEMBER 14, 2018
You can’t close a sale until you open and nurture a relationship with a buyer. You have to demonstrate value that is personal, meaningful, and relevant to the buyer. Sales does the work to open, nurture, and communicate value. Without this work, it’s hard to create a great customer buying experience.
Understanding the Sales Force
NOVEMBER 15, 2018
Lays Potato Chips. Movie Theater Popcorn. Toll House Chocolate Chip Cookies. BBQ Ribs. Fudge Brownies. Rolos (a personal favorite from years ago). All junk food which, after having the first one, you just can't stop there. You must have more.
Sales and Marketing Management
NOVEMBER 15, 2018
Author: Matthew Sunshine If you’re a sales manager, you know this to be true: Having that tough conversation with a salesperson who isn’t meeting goals is never fun. Telling people they’re not meeting expectations and inspiring them to turn things around isn’t easy.
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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.
MTD Sales Training
NOVEMBER 15, 2018
We had a call from a company recently, trying to sell us business insurance. They had cold-called our support team and wanted to know if we already had business insurance for various aspects of our company.
Anthony Cole Training
NOVEMBER 12, 2018
In our sales training classes, we spend a great deal of time on the appropriate "attitude" required to be successful in selling. With the right attitude, you can count on consistently executing the required conduct and sales techniques to be successful.
Partners in Excellence
NOVEMBER 11, 2018
As we increasingly understand the “Chaotic Buying Journey,” as illustrated by the great work done by my friends at Gartner; marketing and sales people are struggling with, “How do we respond?”
Sales Benchmark Index
NOVEMBER 15, 2018
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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
NOVEMBER 12, 2018
Author: Anand Srinivasan The typical B2B sales process goes through four distinct stages. It begins with Discovery, and then moves into Diagnosis and Design before it ends with Delivery. Among these four steps, Diagnosis and Design is where a lot of organizations falter.
MTD Sales Training
NOVEMBER 12, 2018
Many salespeople have nightmares when trying to present solutions to their prospects because they perceive their competitors are stronger than them in certain areas, or their prices are higher and they are convinced the buyers will always go for the cheaper option.
Anthony Cole Training
NOVEMBER 12, 2018
From our 5 Keys to Coaching series: sales advice sales skill sales growth and inspiration effective sales coaching
Smart Selling Tools
NOVEMBER 13, 2018
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 Lauren Mead , CMO of Timetrade.
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.
Sales Benchmark Index
NOVEMBER 13, 2018
The best sales organizations align their interests with those of their sales reps and in the manner in which customers want to buy – may sounds simple, but few organizations “run through the tape” to fully align and address.
Alice Heiman
NOVEMBER 14, 2018
Many leaders take advantage of the holidays in November, December, and January to read the latest books about sales and leadership. I wholeheartedly agree with this practice; it’s a fantastic way for any leader to stay sharp and informed. . But which titles from 2018 are really worth your precious time? Here are my top recommendations. Best Books to Read Over the Holidays.
Partners in Excellence
NOVEMBER 16, 2018
Over the past week, I’ve been involved in several conversations that have the same underlying theme. It’s basically around the concept of Productive Conflict. I believe this is a critical concept–both in how we engage our customers and in driving change internally.
Anthony Cole Training
NOVEMBER 12, 2018
I'm heading to a sales training session about 12 years ago. It's a client in downtown Cincinnati and I've been working with them for two years. They know me as a high energy, enthusiastic and entertaining sales trainer.
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.
Smart Selling Tools
NOVEMBER 15, 2018
Have you ever made a sale that you felt slimy about? I’m talking about something that went above your need to hit a monthly sales quota. Have you ever sold a product you didn’t believe in or didn’t believe could adequately meet your customer’s needs?
Sales Benchmark Index
NOVEMBER 12, 2018
What is your company’s Brand Image? If we asked everyone in marketing would we get the same answer? What kind of answers would we get from the sales team? Most importantly, what answer would we get from your customer? These.
Babette Ten Haken
NOVEMBER 15, 2018
At the end of each business day, our clients do not care about our job titles. And neither should we. First, our clients do not know what our job titles “mean.” How many times have we sat in a meeting or conference with colleagues who also carry the same job title that we do?
Hubspot Sales
NOVEMBER 16, 2018
What's your business' competitive edge? A value proposition helps businesses identify what sets it apart from competitors. But how can you tell if your business activities are creating the most value for customers and a great profit margin?
Speaker: John Barrows, CEO, JBarrows Sales Training
As technology and AI advance, and as companies and reps continue to look for technical solutions to increase efficiency throughout the sales process, the human element of sales is being lost.The question we need to ask ourselves is – what can we do that a computer can’t? The answer lies in context; if we as sales professionals are not adding any context to our content, then we bring no additional value to what marketing and technology are already doing. Learn about the importance of context, and where and how to add it throughout the sales process!
Anthony Cole Training
NOVEMBER 12, 2018
In 2008, I posted two blogs covering 14 of the 21 core competencies identified by the Objective Management Group Sales Person Assessment.
SalesLatitude
NOVEMBER 15, 2018
Why do sales managers spend so much time reviewing and analyzing sales forecasts yet sales people typically do not? Because the best way to get sales people to take forecast accuracy seriously is to train and coach them on best practices and why it is important to them.
Artesian Solutions
NOVEMBER 14, 2018
Artesian Interviews Andrew Jenkins BESMA 2018 Sales Professional of the Year. A popular interpretation of the Pareto principle states that 80% of your revenue comes from 20% of your sales people.
The Center for Sales Strategy
NOVEMBER 15, 2018
After an interesting talent feedback call, I had spoken with a sales manager who was dealing with a challenge that most managers deal with at some point in their career. Can you identify with the following situation – and can you learn from this story?
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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.
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