Trending Articles

The Art of Negotiation: How to Deal with Complex Clients


Negotiation has existed since the beginning of times, as it’s a fundamental part of our existence. We first negotiate with our minds, and then with the exterior world. In the present times, negotiation has become a whole different concept.

Grammar - Why Commas Provide Sales Success Where Periods Fail

Understanding the Sales Force

Image Copyright Eerik. You've heard it all before - but not quite this way. The one thing you need in order to have a successful sales force is CRM. The one thing you need in order to have a successful sales force is a powerful Inbound initiative.

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Sales: never give up if you want a mammoth deal


The sales pitch is made. The value proposition is articulated in impressive fashion. The client’s objections are addressed. The story is compelling – savings are available with amazing value being offered. The client has given many positive signals that they are interested in the deal.

What the Top 1% of Sales Reps Do Differently

Fill the Funnel

For top-performing reps, it isn’t the resources they’re given that determines their success — it’s their resourcefulness. But who would choose a Hyundai over a Ferrari? We don’t love to admit it, but powerful sales tools can increase our chances success.

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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How Do You Measure Sales Enablement?

Sales Benchmark Index

Article Sales Strategy effectiveness efficiency how to measure measure measure sales enablement sales enablement

Practice Relentless Curiosity to Develop Yourself Professionally

Babette Ten Haken

Relentless curiosity seems to be completely innate behavior that is hardwired into how certain employees think, act and perform. Yet relentless curiosity is completely missing in how other employees behave in the workplace. Why is that? First, let’s define what I call “relentless curiosity.”.

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.

How to use influencer marketing to improve your sales


Are you using social media influencers to help improve your sales? As one of the biggest buzzwords in marketing of the past couple of years, influencer marketing is booming right now. Marketers are using it to reach larger audiences, to improve brand awareness, get more traffic and to boost sales.

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.

#1 Way to Stop Discounting Your Price

The Sales Hunter

Last week I wrote about the issue of discounting, and needless to say it generated a major amount of conversation all over social media and in emails and phone calls to me. A few people pushed back on my thinking. I’m fine with that, as I know what I say won’t always resonate with everyone. […]. Blog pricing Professional Selling Skills discount discounting price sales

Why Top Sales Candidates Bail From Your Hiring Process

Sales Benchmark Index

Article Corporate Strategy Sales Strategy bail candidate mystery shop candidate point of view hiring sales hiring profile sales reps top candidates

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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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Focus and the Role of Reflective Thinking

The Productivity Pro

When doing productive work and making effective decisions, total focus is crucial.

Sales Training Playbook by Lessonl

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

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.

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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Sellers: Win By Getting to "No"

Score More Sales

In selling, we've been trained that getting potential customers and clients to say "yes" is the most important part of negotiation. It's time to rethink that strategy. B2B sales strategy

How to Connect Your Product Road Map to Your Sales Plan

Sales Benchmark Index

Article Product Strategy Sales Strategy interlock product road map sales and product interlock sales leader sales strategy

The Art of Social Selling -- Summarized by getAbstract

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

The Buying Process, It Only Happens 1 Time!

Partners in Excellence

Customers struggle with buying. There’s a huge amount of data indicating the majority of customer buying processes end in no decision made. There a number of reasons this occurs, shift is priorities, lack or urgency/attention, fear of change, costs, and so on.

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).

Your Brand | Your Career | Your Journey with Lindsay Zwart

Igniting Sales Transformation

I love this topic because it is a reminder that we are the owners of our plan for work and life! My guest in this segment was Lindsay Zwart, Microsoft General Manager of the US SM&SP National Sales Organization (NSO). Lindsay is an advocate for women in leadership roles.

Stop Leading The Witness

The Pipeline

By Tibor Shanto – . One of my favourite genres is court or trial based stories, could be a movie, play, TV program, but especially novels, where the author has room to fully explore elements and take one to unexpected places.

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.

Will You Win in Head to Head Competition?

Sales Benchmark Index

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

What Is The Role Of Sales Enablement?

Partners in Excellence

I always hate to start a post with a disclaimer or an apology. This post may seem like I’m bashing the sales enablement function and sales enablement professionals. Taken in its most broad context, it’s a critical function. Sales enablement professionals have a tough and important job.

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.

What could Tiffany’s Do?

Mukesh Gupta

Premise: Last week the Wall St. Journal featured a story on Tiffany & Co’ s “midlife crisis.” The piece highlighted the jewellery brand’s struggle to regain its “cool” and improve recently tepid sales and profits. A few days later they announced the hiring of a new CEO.

Successful Selling

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

Tone Deaf Executive Leadership Ignores What Customers Value

Increase Sales

Once again corporate executive leadership demonstrates how truly tone deaf it really is. The recent Tweet war between Delta Airlines and Ann Coulter reveals that Delta leadership does not know what their customers value. Hint for those in leadership roles – It is not the money. When customer pay for something, they expect what they pay for. Pretty simple. In the case of Ms.

Should Customer Success Managers Carry a Quota?

Sales Benchmark Index

Article Corporate Strategy Marketing Strategy Product Strategy Sales Strategy build a customer success team csm customer success customer success manager Customer Success Manager hiring profile hiring profile Marketing marketing strategy

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5 Lessons Sales Can Learn from Dating

Modern B2B Sales

If we have said it once, we have said it a thousand times…business is all about the relationships you build. We are all familiar with the traditional ways of selling, the old-school push to sell sales tactics and of course, the ABC message—Always Be Closing. However, this outdated message fails to address how buyers buy today. Relationships between brands and customers have changed.

Why Many Salespeople Fail as Sales Managers


A common complaint in company leadership is that when a salesperson is promoted to sales manager, they aren’t the major success that management expected they would be. They seem to have lost a fantastic sales rep and gained a mediocre manager.