Trending Articles

If You’re “Telling” You’re Not “Selling”–You Need to Be Asking

Pipeliner

This week, I think the universe has been “telling” me to write this blog post. It must be a sign when I can look back at this week and recall 1 face-to-face meeting, 2 phone calls, and 9 (yes nine ) emails–every one of them aimed at directly getting me to buy or getting me to take action to buy. All messaging involved their stories, their product, their prestige, their accolades, their features or their next steps.

Front Row Seat To The Next Industry Collapse And Your Big Sales Opportunity

Fill the Funnel

You have a front row seat to the next industry collapse and rebirth and it is already underway. The industry – Television Broadcasting. This has been building for some time – traditional viewing habits have been dropping for over 25 quarters in a row. The data tells the story.

Trending Sources

3 Ways To Get You New Clients Fast!

Pipeliner

When I open my Facebook my feed is filled with posts about the top ways to gain more business through webinars, email, and Facebook ads (among other pay per click advertising).

What We Can Learn from the Latest Data on Sales Motivation

Understanding the Sales Force

Image Copyright iStock. Dave Kurlan sales motivation sales performance sales excellence altruistic motivation

Data 94

Sales Training Playbook by Lessonl

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

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12 Reasons They Didn't Like You Enough to Buy From You

Understanding the Sales Force

Image Copyright iStock. Everyone has had this happen.probably more than once. You worked hard and smart, thought you did a great job, expected to win the business, but didn't. Later, you learned that the prospect "Didn't really like your style.".

How Far Upstream Can I Go with Inside Sales?

Sales Benchmark Index

Article Corporate Strategy Sales Strategy account pyramid how far upstream? inside sales inside sales team isr stratification up stream upstream where should inside sales work

What to Do When You are Having a rough day?

Mukesh Gupta

Premise: Being an entrepreneur is not for the faint hearted. As entrepreneurs, we are constantly trying to juggle things, fighting fires, digging wells, selling ideas and influencing people.

In Enterprise Pursuits, Make Time your Teammate

Pipeliner

In pursuing complex enterprise accounts, a significant challenge that sales teams face is long, drawn out sales cycles. Working a major enterprise opportunity can take months or even years–and even then it may or may not be won.

The Art of Social Selling -- Summarized by getAbstract

Find and engage customers on Twitter, Facebook, LinkedIn, and other social networks.

Critical Thinking Skills, AI and the Next Generation Workplace

Babette Ten Haken

Critical thinking skills and ability to collaborate with AI (artificially intelligent) systems play big in developing the next generation workplace. In addition, incorporating competency in these skills impacts all career paths.

Sales Motivation Video: Call Your Favorite Customer

The Sales Hunter

Who is your favorite customer? I challenge you to start this week by calling that customer. It will boost your sales motivation and set you on a course for success. Starting your week right is all about setting the tone, and there’s no better way to start on a positive tone than a conversation with […]. Blog Professional Selling Skills Sales Motivation customer motivation sales motivation sales success

Video 83

We Drink Our Own Champagne: Cheers to Happy Selling!

Leads360

I have been in technology sales for more than 16 years—six of which have been at Velocify. In my sales career, I have used Goldmine, ACT, Microsoft Access, Siebel CRM, Right Now Technologies, Netsuite and also Salesforce at three previous companies.

Declaration of Independence – Here is to the Crazy One’s

Mukesh Gupta

Secrets to Successful Inside Sales Management

Learn a variety of best practices, techniques and ideas to both tactically and strategically increase the efficacy, success and impact of your inside sales organization.

Don’t Put Sales Prospects Into Fight-or-Flight Mode

Pipeliner

Depending on which sales course you took, you as a salesperson were probably taught to identify and set meetings with buying influences–known as economic buyers, technical buyers or recommenders.

The Lost Art of Closing

Your Sales Management Guru

The Lost Art of Closing. -a a book review-.

Engage the Prospect via Your Follow-Up

The Sales Hunter

How many times have you had a sales call that you walk away from feeling great then turn into the customer going silent on you? We’ve all had that issue, and the typical way salespeople handle this is by thinking if they just send a great follow-up note immediately after the meeting, everything will be […]. Blog Closing a Sale Customer Service Prospecting customer follow-up prospect prospecting

How to Escape the VP of Sales Hamster Wheel

Sales Benchmark Index

Article Sales Strategy SBI for SMB hamster wheel head of sales revenue growth sales leader cadenence strategies tactics VP of Sales will I make the number

Successful Selling

Matt Heinz explains how to attract, manage, close and keep more business in a buyer-centric world.

The Spray and Pray Tsunami of Social Selling

Increase Sales

Social selling appears to have taken the spray and pray sales approach to tsunami proportions. Clueless or lazy salespeople now drown people with emails to postings with sales pitches. These salespeople and probably some are marketing people spray these sales pitches all over the place through social selling and then pray something will eventually stick. The idea of actually knowing your ideal customer , your target market to the sales leads never enters the minds of these individuals.

Off the Cuff: Top 3 Rules for Social Selling

Pipeliner

Eve Mayer. Off the Cuff Interview Question: “What would you say are the top 3 rules for social selling today?”. The Top 3 Rules for Social Selling Today Are: 1) Pick the right platform to prospect on! It is essential you hunt where the game is. For example, if you are B2B, use LinkedIn.

The Secret To Building a Successful Business

Mukesh Gupta

Premise: Manish Singhal is a founding Partner of pi Ventures. He is a veteran of 24 years in building hardware and software IP-oriented product companies, early stage investing, valuations, deal structuring and strategy advisory across different sectors.

Overcoming the Fear of Prospecting

The Sales Hunter

To think you’re the only one who has a fear of prospecting would be a lie. They say the two most dreaded things are public speaking and taxes. I say there’s a third — having to prospect. It’s OK if you feel that way. I too felt that way at one time. You’re probably thinking, […]. Blog Professional Selling Skills Prospecting high-profit prospecting prospect prospecting sales prospecting

Do You Have a Great Sales Culture?

Sales Benchmark Index

Article Sales Strategy b2b sales culture great sales culture Sales culture sales leader

Sales 41

Leverage Your Mindset to Increase Sales

Increase Sales

If you want to increase sales, right now momentarily forget about your sales training, all the books you read on sales, your CRM, your To Do List, your sales funnel, your outstanding proposals, your appointments today, your sales leads, the calls you must make to whatever else is cluttering your brain. Now think about your mindset, how are you going to approach all those tasks? Far too often we allow all the clutter to keep us from seeing what is actually keeping us from our desires, our goals.

Who Is In Charge of My Success?

Pipeliner

“To know oneself is to study oneself in action with another person” – Bruce Lee.

What’s Killing our Creativity?

Mukesh Gupta

Scene 1: I was visiting a hospital today to visit someone who is admitted there to get through a minor surgery. He was supposed to check into the hospital at noon on a given date and check out at about 4:00PM the next day. This means that he had to spend about 28 hours in the hospital. Even for these 28 hours when he was in the hospital, when he was officially on medical leave, he was still working. He was checking his email, responding to his call.

Radiation Oncology, AI and Machine Learning in Research

Babette Ten Haken

Radiation oncology appears to be a provocative sandbox for incorporating artificially intelligent computer systems as a tool for cancer prognosis and treatment. The field is characterized by its wide variety and veracity of data types and consequential decision-making process on patients’ outcomes.

Inaction Risk

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . Risk is a big factor in sales, and there are many ways to manage, mitigate and manoeuvre risk. One can argue the biggest risk for both buyers and sellers is unforeseen risk, by any involved in the journey.

Why Are So Many Salespeople Hungry for the One Size Fits All Solution?

Increase Sales

Right now I cannot count the number of articles, books to sales training workshops that promise to deliver what I call the one size fits all sales solutions. From the top five closing questions to a proven sales process, each of these sales solutions fail to recognize these three critical buying axioms and one selling axiom. #1 1 – People Buy From People They Know and Trust.

Easy Steps to Landing a Top Line Account

Pipeliner

Top Line Tips. TOP Line Accounts™ will transform your business – it’s that simple. Top Line Accounts are your biggest and best prospects and/or customers. They are typically valued at a minimum of 5x your average contract size. They are or will become your banner accounts.

There Is a Revolution Brewing Inside of Everyone of Us. Its Time to Own It & Lead It.

Mukesh Gupta

In this irreverent talk, creator, teacher and artist par excellence – James Victore shares his thoughts on Revolution. He believes that revolution is not something out there – Its Us. Its in us. There is a revolution waiting to happen inside each of us.

Exact 43

Your 3-Step Plan For Moving from VP of Sales to CEO

Sales Benchmark Index

Article Sales Strategy ceo chief executive officer promoted sale leader succession plan