INDUSTRY INSIGHTS YOUR PEERS ARE READING
Engage Immediately with a Metaphor. “A A question for this moment. If the Earth’s lungs were on fire and the doctor refused to treat it, would there be cause for a third party intervention?” What do you think? Got your attention? MORE
As budgeting season is in full swing, lofty ambitions for next year’s growth meet the stress of closing the current year on a high note. One of the most significant challenges that a sales leader faces this time of year. MORE
Author: Paul Nolan In a recent episode of his HBO show “Last Week Tonight,” comedian John Oliver ranted about media companies that bring us weather news. MORE
It’s 1:00pm. You have scheduled a meeting to review your annual objective of driving greater sales efficiency. The goal is simple: improve revenue per sales head. Your solution is to increase available rep selling time by eliminating wasted activity. MORE
A few years back,Kenny MacKenzie, Predictable Revenue’s Chief Product Officer had bootstrapped his company, Vandrico, to six figure revenue and a team of 13 people. MORE
Every sales team has a culture. Good ones are rare, and they take much work to establish and maintain. And we know how valuable a sales team can be to a company. We also know that having a good sales team can do wonders for the performance and culture of a business. MORE
The Problem With CRM Forecasting: If you work in sales, you know that an ideal sales-cycle starts with a massive amount of pipeline, from which you and your team need to whittle down into opportunities you’ll actually pursue. MORE
ringDNA Expands its Suite of Sales Engagement Solutions with the Addition of AI-Powered Sales Coaching. Groundbreaking conversation intelligence solution, now released to general availability on desktop and mobile, transforms sales management through AI-powered performance insight. MORE
About the REIT Industry A REIT, or real estate investment trust, is a company that owns, and usually operates income-producing real estate. These real estate assets can be nearly any type of property, including regular […]. MORE
So, here’s what happened last week: I bought a new car and called a local window tinting franchise to get it tinted. MORE
Do you have Rainbow flatware? Biomagnetic ear stickers? A diamond-shaped ice cube tray? Baby feather wings? Yah, these things exist here. You don't? Me neither. Dave Kurlan prospecting lead generation email prospecting AI MORE
Transforming Sales: With Data, Sales Process, Engagement, Playbooks & Continuous Innovation. In this series, we ask Sales Tech Executives to describe how their solution can transform sales in a significant way. This week I interview Vlad Voskresensky, CEO & Co-Founder, Invisible.io. MORE
I’m sure the majority of people have heard the Chinese proverb “Give a man a fish, and you feed him for a day. Teach a man to fish, and you feed him for a lifetime.”. MORE
Swamped by emotions, sellers can make costly mistakes like these: critical thinking skills The Importance of Critical Thinking MORE
Author: TIM HOULIHAN I have a friend who started work at a new company recently. A week later, her daughter started her first post-college job. MORE
I recently completed a number of studies regarding sales leaders and their salespeople. And one element that keeps resurfacing is that their salespeople are reporting that they want their leaders to be more solutions-oriented. MORE
It is the time of year we traditionally think of a way of thanking a customer or referral partner, and we toy with whether to send a prospect some sort of a gift. holiday gifts for clients profession of sales MORE
When we think about our daily interactions with technology, “searching” becomes synonymous with “surfing.” Searching has become ubiquitous with the internet—nearly any “connected” action we can perform begins with some kind of a search. MORE
By Tibor Shanto. I don’t think many salespeople are pleased that there are more people than ever involved in any given B2B buying decision. What’s the last count, 6.8 people ? OK, it’s a b h, but it has been a b h for a few years now, time to move on. MORE
The principal factor in your success will be what goes on within the six-inches between your ears. The way in which you frame obstacles and opportunities will far greater impact your success than either the team you’re on or the territory that you sell in MORE
In my last post I was talking about how you can greatly increase your prospecting odds by leveraging people you know for an introduction. In this post I am going to talk about how to greatly increase your prospecting odds without an introduction. MORE
Author: Paul Nolan Casey Stengel said “Never make predictions, especially about the future.” What’s the fun in that? The country, nay, the world, is anxious to see what happens on Nov. 3, 2020. But plenty will occur before and after an expected record number of U.S. voters head to the polls. MORE
The following is very much based on a true story – a sad but true story from early 2019. In a company’s first meeting, their CMO announced that they were building a big brand – just like Theranos. Just from. MORE
This week we’ve pleased to have Amy Volas , CEO of Avenue Talent Partners on the podcast. Amy is experienced in the world of sales but has found her true calling in helping sales people and sales teams get recruitment right. MORE
How to maximize a sales training budget is a question that comes up quite often when we talk to clients. In most cases, they're looking at either a new sales training initiative or an annual budget. When you think about training budgets, here are a few key considerations. Sales Training MORE
- MOTIVATION -. Leadership belongs to those who take it.". Sheryl Sandberg. AROUND THE WEB -. > > 10 Reasons Why You Don't Need a CRM – HubSpot. MORE
Author: Beau Wysong RFPs are a pain. There’s really no way around it. Responding to proposal requests is a slow process that adds time to the sales cycle. For many businesses, the RFP process has changed very little over the years. MORE
Stop confusing your buyers. I was so frustrated. I was trying to contact a prospect and couldn’t find the company phone number on their website. Maybe it’s old-fashioned, but the phone works. MORE
I didn’t plan on doing it and am not recommending you try it. I have worked 400 days straight without a single day off. The Back Story. During the past two decades I have written 7 books and worked as a consultant with 300+ of the world’s greatest companies including Google, PayPal, and IBM. MORE
Sales 2.0
NOVEMBER 14, 2019
In my last post I was talking about how you can greatly increase your prospecting odds by leveraging people you know for an introduction. In this post I am going to talk about how to greatly increase your prospecting odds without an introduction.
Anthony Cole Training
NOVEMBER 15, 2019
I’m sure the majority of people have heard the Chinese proverb “Give a man a fish, and you feed him for a day. Teach a man to fish, and you feed him for a lifetime.”.
Score More Sales
NOVEMBER 15, 2019
It is the time of year we traditionally think of a way of thanking a customer or referral partner, and we toy with whether to send a prospect some sort of a gift. holiday gifts for clients profession of sales
Sales Benchmark Index
NOVEMBER 15, 2019
It’s 1:00pm. You have scheduled a meeting to review your annual objective of driving greater sales efficiency. The goal is simple: improve revenue per sales head. Your solution is to increase available rep selling time by eliminating wasted activity.
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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.
Connect2Sell
NOVEMBER 13, 2019
Swamped by emotions, sellers can make costly mistakes like these: critical thinking skills The Importance of Critical Thinking
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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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John Barrows
NOVEMBER 11, 2019
This week we’ve pleased to have Amy Volas , CEO of Avenue Talent Partners on the podcast. Amy is experienced in the world of sales but has found her true calling in helping sales people and sales teams get recruitment right.
Mr. Inside Sales
NOVEMBER 14, 2019
So, here’s what happened last week: I bought a new car and called a local window tinting franchise to get it tinted.
Sales Benchmark Index
NOVEMBER 12, 2019
As budgeting season is in full swing, lofty ambitions for next year’s growth meet the stress of closing the current year on a high note. One of the most significant challenges that a sales leader faces this time of year.
No More Cold Calling
NOVEMBER 14, 2019
Stop confusing your buyers. I was so frustrated. I was trying to contact a prospect and couldn’t find the company phone number on their website. Maybe it’s old-fashioned, but the phone works.
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A step-by-step guide for building a comprehensive training playbook for your sales team.
Understanding the Sales Force
NOVEMBER 13, 2019
Do you have Rainbow flatware? Biomagnetic ear stickers? A diamond-shaped ice cube tray? Baby feather wings? Yah, these things exist here. You don't? Me neither. Dave Kurlan prospecting lead generation email prospecting AI
Sales and Marketing Management
NOVEMBER 12, 2019
Author: Beau Wysong RFPs are a pain. There’s really no way around it. Responding to proposal requests is a slow process that adds time to the sales cycle. For many businesses, the RFP process has changed very little over the years.
John Ellis
NOVEMBER 12, 2019
The principal factor in your success will be what goes on within the six-inches between your ears. The way in which you frame obstacles and opportunities will far greater impact your success than either the team you’re on or the territory that you sell in
Sales Benchmark Index
NOVEMBER 11, 2019
The following is very much based on a true story – a sad but true story from early 2019. In a company’s first meeting, their CMO announced that they were building a big brand – just like Theranos. Just from.
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.
HeavyHitter Sales
NOVEMBER 9, 2019
I didn’t plan on doing it and am not recommending you try it. I have worked 400 days straight without a single day off. The Back Story. During the past two decades I have written 7 books and worked as a consultant with 300+ of the world’s greatest companies including Google, PayPal, and IBM.
The Center for Sales Strategy
NOVEMBER 15, 2019
- MOTIVATION -. Leadership belongs to those who take it.". Sheryl Sandberg. AROUND THE WEB -. > > 10 Reasons Why You Don't Need a CRM – HubSpot.
Sales and Marketing Management
NOVEMBER 11, 2019
Author: Paul Nolan In a recent episode of his HBO show “Last Week Tonight,” comedian John Oliver ranted about media companies that bring us weather news.
Close.io
NOVEMBER 15, 2019
Every sales team has a culture. Good ones are rare, and they take much work to establish and maintain. And we know how valuable a sales team can be to a company. We also know that having a good sales team can do wonders for the performance and culture of a business.
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.
Sales Readiness Group
NOVEMBER 15, 2019
How to maximize a sales training budget is a question that comes up quite often when we talk to clients. In most cases, they're looking at either a new sales training initiative or an annual budget. When you think about training budgets, here are a few key considerations. Sales Training
RingDNA
NOVEMBER 15, 2019
About the REIT Industry A REIT, or real estate investment trust, is a company that owns, and usually operates income-producing real estate. These real estate assets can be nearly any type of property, including regular […].
Aviso
NOVEMBER 15, 2019
The Problem With CRM Forecasting: If you work in sales, you know that an ideal sales-cycle starts with a massive amount of pipeline, from which you and your team need to whittle down into opportunities you’ll actually pursue.
Sales and Marketing Management
NOVEMBER 11, 2019
Author: TIM HOULIHAN I have a friend who started work at a new company recently. A week later, her daughter started her first post-college job.
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!
Engage Selling
NOVEMBER 15, 2019
I recently completed a number of studies regarding sales leaders and their salespeople. And one element that keeps resurfacing is that their salespeople are reporting that they want their leaders to be more solutions-oriented.
Smart Selling Tools
NOVEMBER 14, 2019
Transforming Sales: With Data, Sales Process, Engagement, Playbooks & Continuous Innovation. In this series, we ask Sales Tech Executives to describe how their solution can transform sales in a significant way. This week I interview Vlad Voskresensky, CEO & Co-Founder, Invisible.io.
Anne Miller
NOVEMBER 14, 2019
Engage Immediately with a Metaphor. “A A question for this moment. If the Earth’s lungs were on fire and the doctor refused to treat it, would there be cause for a third party intervention?” What do you think? Got your attention?
Predictable Revenue
NOVEMBER 14, 2019
A few years back,Kenny MacKenzie, Predictable Revenue’s Chief Product Officer had bootstrapped his company, Vandrico, to six figure revenue and a team of 13 people.
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 and Marketing Management
NOVEMBER 11, 2019
Author: Paul Nolan Casey Stengel said “Never make predictions, especially about the future.” What’s the fun in that? The country, nay, the world, is anxious to see what happens on Nov. 3, 2020. But plenty will occur before and after an expected record number of U.S. voters head to the polls.
Guru
NOVEMBER 14, 2019
When we think about our daily interactions with technology, “searching” becomes synonymous with “surfing.” Searching has become ubiquitous with the internet—nearly any “connected” action we can perform begins with some kind of a search.
Smart Selling Tools
NOVEMBER 13, 2019
ringDNA Expands its Suite of Sales Engagement Solutions with the Addition of AI-Powered Sales Coaching. Groundbreaking conversation intelligence solution, now released to general availability on desktop and mobile, transforms sales management through AI-powered performance insight.
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