Trending Articles

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


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!


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

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Accelerate Your Sales Performance

While most business is digital, and business-to-business and business-to-consumer transactions - and the work that supports them -- are almost entirely digitized, most organizations still rely on paper for the “last foot” of the process - the sign-off.

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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.

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.

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

Are you using content properly in your digital sales process? Hint: Most Aren’t!


Social media is now a recognized additive to almost every forward thinking organization’s sales force. In the B2B space the top 3 networks used during the sales process are LinkedIn, Twitter and Facebook.

The Playbook for Account-Based Marketing (ABM)

Account-Based Marketing is a Strategy, Not a Solution | Get this step-by-step playbook to implement an ABM strategy that fits your company’s objectives and resources.

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

3 Kinds of Complexities That Every Entrepreneur Should Be Ready For And How to Deal with them

Mukesh Gupta

Bad Customer Service Should Not Be a Sales Objection

Increase Sales

Selling in today’s world has many challenges. Bad customer service should not be one of them. Top sales performers know how to overcome a sales objection. Yet when that sales objection is something beyond their control such as customer service, delivery by another vendor to invoicing, earning the sale becomes even more difficult. Real Time Bad Customer Service. Recent events on social media have shown the impact of real time customer experience.

The Lost Art of Closing

Your Sales Management Guru

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

Sales Training Playbook by Lessonl

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

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


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.

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

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

Mukesh Gupta

How Digital Dependence Derails Account Based Selling Teams

No More Cold Calling

Twenty years ago, I would have told you referrals couldn’t possibly be more important for account based sales development. I was wrong. Today, they’re even more important—and more powerful—than they were back then. Too many account based selling teams over-rely on technology to reach their prospects.

The Art of Social Selling -- Summarized by getAbstract

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

That Data Scientist Colleague is a Business Asset. 5 Tips.

Babette Ten Haken

Think about that data scientist colleague you work with. Does she drive you crazy or is she your greatest business asset? In today’s digitally-connected business and manufacturing ecosystem, chances are you work with a data scientist or two.

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Off the Cuff: The Real Sustainable Sales Result


Adrian Davis. Off the Cuff Interview Question: “What does a real sustainable sales result (outcome) look like?”. Sales has changed in the last 10 years and promises to undergo even greater change in the coming decade.

Executive Sales Leader Briefing: The Impact of the Culture You Create

The Sales Hunter

People say to me, “If culture is so important, then why can’t it be measured?” ” My response is you can measure culture. Culture is measured in both your top-line sales and your bottom-line profit. Check out this 29-second video as I share thoughts on this issue: Not only does culture matter to you and […]. Blog leadership Professional Selling Skills culture executive sales leader briefing leader sales

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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.

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.

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

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.

In Enterprise Pursuits, Make Time your Teammate


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 Missing Link In Sales Performance

Partners in Excellence

Every sales executive is constantly struggling to improve the performance of their organizations. The data on percent of sales people achieving their goals, percent of companies making plan, and so forth is appalling.

Successful Selling

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

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

Will You Win in Head to Head Competition?

Sales Benchmark Index

Article Corporate Strategy b2b sales competition head to head competition strategic alignment

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

Easy Steps to Landing a Top Line Account


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.