Trending Articles

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.

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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.

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.

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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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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.

Which Hurts Salespeople More: A Lack of Confidence or Poor Selling Skills?

The Sales Hunter

Recently, I worked with a very capable salesperson who had a great sales plan and great leads; yet, she failed miserably in at hitting her number. She knew what to do and when to do it; she just could not bring herself to actually do it.

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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.

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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.

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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.

Monday Motivation Video: The Power of Passion in Sales

The Sales Hunter

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.

Sales Training Playbook by Lessonl

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

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.

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.

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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

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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?’

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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.

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.

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.

Do This to Develop the Attitude of Top Producers

Mr. Inside Sales

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.”.

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.

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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.

Playing Chess Instead of Checkers In Sales

Sales and Marketing Management

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.

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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

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.

SalesTech Video Review: ringDNA

Smart Selling Tools

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.

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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!

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.

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You’re Buying People’s Knowledge, Not Just a Training System

SalesforLife

I was recently on a call with a prospective customer working on a global project scope, and they asked me a question that made me stop and think. They asked me what makes us at Sales For Life bold and different? It was a unique question that quite frankly, I wasn’t used to answering.

Weekly Roundup: Essential Roles on a Modern Sales Team + More

The Center for Sales Strategy

- MOTIVATION -. ALL THINGS BEING EQUAL, PEOPLE WILL DO BUSINESS WITH, AND REFER BUSINESS TO, THOSE PEOPLE THEY KNOW, LIKE, AND TRUST.". BOB BURG. AROUND THE WEB -. > > Essential Roles on a Modern Sales Team — LinkedIn. Great teams are not defined by simply having the best players.

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 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.

How to Make Your Client Say That’s a Great Question

Anthony Iannarino

There isn’t much better than asking your dream client a question to which they answer, “That’s a great question.” You may have had clients say those very words to you, but you may not know what made it a good question—or how you might achieve that outcome in the future.

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The Complete Guide to Outbound Email: Get Started Now

Sales Hacker

So, you want to get started with outbound email? Great! But how do you go about it? Keep reading to find out how even a complete novice can find success with outbound email. We will go through those points: What do I mean by “outbound email”?

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.

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