Trending Articles

Taking a Page from the Marketing Playbook: How Sales Teams Can Stand Out by Using Data. @chrisrothstein

Smart Selling Tools

Until recently, a sales person’s toolkit included email, phone, maybe even some type of screen share technology.


More Fake News in Sales Organizations Than on TV Networks!

Understanding the Sales Force

Most of your salespeople are just like fake news and I will prove it. I'm not talking about the elite top 5% or the next group of 15% who are very strong. I am referring to the bottom 46% of the sales population who, if I am to be completely honest, totally suck.

Trending Sources

The Perfect Day for a Salesperson - 10 Ways to be More Efficient and Effective in 2018

Understanding the Sales Force

Dave Kurlan Consultative Selling sales process crm sales best practices membrain time management connectandsell

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It’s Time to Cut the Excuses as to Why You Don’t Like to Prospect

The Sales Hunter

Every time I hear one of the below excuses, I cringe. It’s a shame, because there’s no reason at to feel so negative toward prospecting. The leads we get are not worth anything! Nobody wants to be bugged, so there’s no reason to prospect. I’ll wait for them to call me. I can’t believe they […]. Professional Selling Skills prospect prospecting sales

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12 Must-Ask Questions for Sales Managers

If you want to improve your sales team's results, you need to start by asking the right questions.

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7 Key Ways To Become Excellent At Prospecting

MTD Sales Training

How do you feel when your manager asks you to do more prospecting? Do you jump with glee at the thought of making several hundred more cold calls? Or do you close your eyes, utter a deep sigh and think ‘why did I choose this profession?’. It’s probably something in between those two extremes, but it’s not difficult to see how you can become excellent at prospecting, especially when sales are dipping or you’re experiencing a sales dip.

How Not to Buy Leads


Last week a prospect told me that he needed higher quality leads than were currently being provided by two third-party outsourced solution providers. His definition of a lead was the loosest that I have ever heard. An employee of a targeted company needed only to download some content to be qualified as a lead. It did not matter if they were ready to buy – or even qualified to buy. As long as they worked for XYZ Company and downloaded the content they were a lead.

Sales Motivation Video: Year-End Push and Next Year’s Sales Goals

The Sales Hunter

Don’t take your foot off the gas pedal now. You have a few weeks left in the year, so you need to keep your momentum going with meeting with prospects and closing sales. AND you need to think of next year’s goals. Check out the video to see what I mean: A coach can […]. Blog Professional Selling Skills Sales Motivation closing goals sales motivation

Sales Hacker’s Top Sales Trends & Predictions You MUST Be Aware Of In 2018

Sales Hacker

It’s that time of year again.

30 Ways to Get Inside the Mind of Your Target Buyer

Trust, support, and transparency: that's what your target buyer really wants. These 30 findings show the path from respect, to relationship, to business win.

The 12 Days of Increase Sales Leadership Questions - Day 4

Increase Sales

A small change can make a big difference especially when looking to increase sales leadership. Today’s question is a simple, but not necessarily easy one: If you could change just one (1) aspect of what you are currently doing, what would that one aspect be? This question requires both reflection and internal honesty. Now is not the time to fudge the truth or ignore something you do not want to face.

Are Extroverts or Introverts Better Salespeople?

Hubspot Sales

Hiring salespeople is a high-stakes game. The cost of a bad sales hire can average from $25,000 to $50,000, not to mention the less quantifiable damage to team morale and culture.


Settling For Non-Performance

Partners in Excellence

How often do we settle for non performance? Recently, I was speaking with a colleague. We were talking about a client of his. The CEO was struggling to grow the company.

Stop Buying Digital Snake Oil for Your Account Based Sales Team

No More Cold Calling

Has digital communication killed traditional sales techniques? A sales VP was frustrated with her account based sales team, as they relied almost exclusively on technology for generating sales leads. Their outreach took too long.


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.

The Ins & Outs of Variable Pay Compensation Structure for Sales Teams

Sales Hacker

With increasing focus on grit and many claims of meritocracies in organizations across the country, why does variable pay compensation even exist? On top of that, why are sales people some of the few employees subject to variable compensation structures?

14 Sales Topics That Readers Cared About Most in 2017

Understanding the Sales Force

As 2017 comes to a close and we prepare for 2018, there are two things I do each year that have been very popular. The first is to list the most popular articles of the year which I'll share below.


36 Apps Every Sales Rep Needs on Their Phone in 2018

Hubspot Sales

The Best Mobile Sales Apps for Salespeople. Slack. LinkedIn. Twitter. 30/30. Profit Story. HubSpot Sales. CamCard. Keynote. Close the Sale. Mobile CRM app. Doc Scan. Dropbox. eSignature app. Evernote. Dragon. Wunderlist. QuickVoice. Mind Tools. Skill-Pill. Feedly. Pocket. SmartUp. Pulse Auto Dealer.

It’s Not How Well You Sell, It’s How Well You Can Get Your People To Sell!

Partners in Excellence

I’m constantly amazed by the mistaken view too many sales managers have about their role. A reader called my attention to a discussion on LinkedIn. A sales manager was bragging about how he could “Sell Circles Around Anyone.” ” Clearly, he didn’t understand his job and with that attitude would fail his people, his company, and his ability to reach his goals. The “Superman/woman Seller” syndrome is all too common in sales managers.

Account-Based Marketing: A Practical Guide

Your step-by-step manual on all aspects of ABM.

17 Sales Tips On How To Progress To Close The Sale

MTD Sales Training

When getting to the closing of a sale, salespeople often start to feel nervous because they feel they may get a rejection or they are putting the buyer under some pressure. So they hold back in asking for the order, or project a nervous attitude so the buyer wonders if they are really making the right decision. Here are some tips that will help you when you get to this important point in the sale. 1) Don’t think of the close as a close !

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Why Some Organizations Continue to Prosper

Your Sales Management Guru

Why Some Organizations Continue to Prosper. The most critical component in creating a high performance sales team is attracting and selecting the right level of talent, however, hiring correctly is still the number ONE problem in most organizations.


Putting Your Best Foot Forward: Using Data Analytics to Inform the RFP Process Before it Even Begins

Sales and Marketing

Author: Jeffrey Weil, General Manager, Upland Qvidian The value of data to proposal and sales teams isn’t a secret – but many of them aren’t using the data provided by proposal automation software to its fullest extent. Teams of all shapes and sizes use data to look back at how a particular request for proposal (RFP) process went; according to a Qvidian-conducted survey of proposal and sales professionals from large U.S.

Sales vs. Business Development: What's the Difference? [FAQ]

Hubspot Sales

Sales and business development. Just two different ways to refer to the same activity -- getting your company’s product into customers' hands. Right?

Why Marketing, Sales, and Business Owners Love Marketing Automation

Learn what Marketers, Sales and Business Owners each have to say about what Marketing Automation has done for their business.

On Harassment

Partners in Excellence

Five ways to make your reps more productive


As a sales leader, you’re only as good as your team, and it starts by managing a team effectively. It’s important to create a process to systematize the way your reps generate, manage and close opportunities.

Put your CRM at the heart of your GDPR compliance action plan


Beginning on May 25, 2018, the General Data Protection Regulation (GDPR) will come into force. GDPR, which was passed by the European Parliament back in 2016, harmonizes data privacy laws across Europe to protect EU residents’ data privacy.

What Tech Spending Trends in 2017 Predict for 2018

DiscoverOrg Sales

While we don’t have a crystal ball to see what changes the new year will bring, we have something just as good: Data. And lots of it. By analyzing the biggest IT initiatives, spending trends, and pain points of IT buyers in 2016 and 2017, DiscoverOrg can make some solid predictions for the coming year. And with this foreknowledge in hand, sales professionals, marketers, and recruiters can start 2018 by helping buyers solve real, self-identified problems.

Sales Training Playbook by Lessonl

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

The Hardest Part of a Salesperson’s Day (and How to Move Past It)

Hubspot Sales

What's the Hardest Part of Sales? Juggling multiple high-priority tasks. Having a weak pipeline. Time management. Fielding false information from competitors. Recovering from bad calls. Sticking to timelines. The hardest part of working in sales? So much of it’s in your head.

If People Buy From People, Why Are We Racing In The Opposite Direction?

Partners in Excellence

In complex B2B buying, I believe the old maxim, “People buy from people,” is still highly relevant. There’s probably a lot of data that supports this, but, anecdotally, let’s reflect: Complex B2B buying decisions are most often consensus decisions.

Are You on the Leading Edge of Sales Operations?

Sales Benchmark Index

Leading Sales Operations is an extremely challenging role. It requires a blend of strategic thinking, process improvement, data analytics and sales acumen. Consider the rapid evolution of Sales Operations, barely a recognized discipline 25 years ago. What was cutting edge five. Article Sales Strategy head of sales operations sales operations sales operations strategy sales ops

7 No B t Questions to Ask When Hiring a Sales Consultant

Sales Hacker

In our last article, we did a tactical tear down of when to hire sales trainer or sales consultant. In this post, we’ll explain how to find and hire the right sales consultant or sales trainer for your business.

The Art of Social Selling -- Summarized by getAbstract

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