Motivating Employees: Money Isn’t the Solution


Many employers believe that money is the most effective motivator. The problem is that this method gets expensive and doesn’t work as well as positive, non‑monetary motivators.

My Third Year of Sales


My third year of sales, I once again had a new job. This one was more exciting than the previous two as I was finally working for a credible company. I was ready to try my hand at selling to Fortune 500 and 100 companies.

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30 Things I Learned Making 3,000 Cold Calls in 30 Days


When it comes to building a business, there is a huge difference between being an expert and being an entrepreneur. Experts come up with great ideas, products, and solutions, and that’s fantastic, but entrepreneur know how to make a sale, and without sales, you have no business.

3 Deadly Sales Training Mistakes (and How to Fix Them)


PRODUCT AND SALES TRAINING ARE ONE. In interviewing buyers, one of the biggest complaints we hear about is the “walking product brochure.” Reps that aren’t customer issues oriented and are hyper focused on product are dead in their tracks. Customers can gain product knowledge in a myriad of ways.

Account-Based Marketing: A Practical Guide

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

Five Tools Every Sales Manager Should Have


During a recent podcast interview I was asked what I thought were the top five “systems or tools” that a Sales Manager needs to be successful. After thinking about all the possibilities and responsibilities that any sales leader faces I answered the question with the list below.

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How Do You Respond to “Sell Me This Pen”?


It’s a pair of classic scenes from The Wolf of Wall Street. Former stockbroker Jordan Belfort, played exceedingly well by Leonardo DiCaprio, challenges top sales executives to sell him the pen he has just extracted from his pocket.

Why Doesn’t Your Sales Training Work?


Last week, I left yet another meeting in which the executive wanted to schedule a training class as a solution to a development problem. This short sightedness occurs so frequently that it really frustrates me, and I know I’m not alone.

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.

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.

Why Is My Sales Team Losing Momentum?


Your sales team is performing well, you are reaching out to new prospects, turning them into new customers and revenue figures are looking healthy. Suddenly, however, things start to change. Your team is finding it harder to close deals and the percentage of staff achieving quota is falling.

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.

Sales Manager Micromanaging You? Here Are 3 Reasons Why


Salespeople very often say, “I don’t like to be micromanaged.” You can’t blame them–nobody likes it when someone is constantly checking or double-checking their activities.

8 Components of a World-Class New Sales Hire Onboarding Program


Been thinking that revenue targets would be easier to crush if your new hires would ramp up to speed more quickly? You’re spot-on, my friend. Best-in-class onboarding (or new hire training) programs go well beyond the standard “Welcome to the company” orientation and dive into actual job training.

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How to Make the Sales Experience More Personal


I’m a client success manager at TechnologyAdvice , where we help connect buyers and sellers of business technology. In addition to serving consumers, we also work with vendors to grow their customer base through our unique demand generation programs.

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Sales Training Playbook by Lessonl

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

4 questions to help you engage with a prospect


My definition: a prospect is an individual who has (according to a predefined set of criteria) exhibited the potential to benefit from a product or service offered by an organization. The challenge is to turn the potential to deliver an economic benefit to the organization into a reality.

7 Things Salespeople Do to Stand Out


It’s not about being number one in sales, it’s about what they do consistently day-in and day-out did to achieve the leadership position. Standout salespeople are judged by their means to the end not merely by the end itself. This is their profile. They are consummate team players.

The Stupidest Sales Call Ever… Kill the Monster While It’s Small


Editor’s note: This blog post is part of our ongoing series of True Sales Tales. This post is an excerpt from the new book of sales worst practices: Sales Insanity: 20 True Stories of Epic Sales Blunders. Some Context. For salespeople, encountering objections is a part of life.

Stop Chasing the C-Suite


A client and I were chatting over steamy hot chocolate and scones (yes, I have the best meetings) when suddenly this Director of Demand Generation turned very serious. I could see her body tense as she asked, “So, how can we get to the C-suite?

The Art of Social Selling -- Summarized by getAbstract

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

How to Hire the Right Lead Generation Representative


If you are a Lead Generation, Market Development, or Sales Development hiring manager, you know that a bad hire can cost you. Not only do you lose time, money, and potential customers — the wrong person is likely to reduce productivity and decrease morale.

Ten Tips for Effective Listening


You’ll listen better and be listened to if you practice these TIPS from Tony : Let others tell their own stories first. By letting them speak first, you save time.

Sales Success to “Copy”


Even legendary technology can use a little help to take its rightful place in history. I began my sales career at Xerox in a collaborative environment driven by a pervasive selling culture and a truly energized client focus. It was a great place to be and an even better place to start.

Start with Why: The Key to a Successful Presentation


Have you ever sat through a presentation and thought, “Why am I here?” Presentations that do not answer the question “Why?” are confusing, try your patience, and usually lead nowhere.

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.

High Trust Selling


No doubt, you have seen this quantum shift and its consequences in your industry: your competitors have increased in number and become more aggressive. Your products or services are more difficult to sell than in the past.

In Enterprise Sales Opportunities, Do What You Say


In the pursuit of enterprise opportunities, sales cycles can certainly be lengthy. It can take months or even years before an enterprise sale comes to fruition–and along the way risk, uncertainty and doubt can increase.

What happens when salespeople under-promise?


The sales under-promise and over-deliver tactic is dishonest. And yet you constantly hear it as a sales tactic.

Think Globally, Act (Business-wise) Locally AND Think Again


Not all Austrians yodel! Just a few months ago I traveled to my hometown of Vienna, to accompany my 90-year old mother back home, to see friends and to eat (amazing, authentic Italian) Gelato and drink Viennese coffee.

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Successful Selling

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

Terrible Training to Terrific Training? How to Transform your Sales Training


The verdict is out – the training session you just attended was, in a word, TERRIBLE.

How to build a bloody amazing sales training program


Do you train salespeople just to sell better? If you answer yes, you are taking a very shortsighted view of the role of sales. Yes, sales should be proficient at practicing the detailed “movements” of the sales function, but it must be done with purpose.

How a sales leader can develop a remarkable team


How well an organization performs is not governed by the quality of talent at the extremes of the bell curve. Individual superstars will always make a noticeable contribution; ineffective employees will always drag results down.

10 Proven Methods for Sales to Have Quota Success


Achieving quota is stressful for every salesperson but there are some actions you can take to not only mitigate the anxiety, but also to be successful year after year. Understand the strategy of the organization intimately.

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Off the Cuff: 1 Great Rule for Cold Calling Executives


Mari Anne Vanella. Off the Cuff Interview Question: “Give us 1 great rule (out of your 42) for cold calling executives.” ” One of my favorite rules is rule # 17 “Use a Script, But Don’t Be Scripted”.

12 Things to do Every Day to be a Sales Success


Excelling and standing out in anything requires a game plan and relentless execution. In sales, I learned that these simple actions taken EVERY DAY boosted my sales performance and yielded amazing results. #1: 1: Check your performance dashboard to see where you are year-to-date.

Need a Job? 4 Steps to Finding New Business Opportunities


You might discover that instead of on LinkedIn, the business opportunity you are seeking might be right next door. My friend Sarah that told me she obtained a job as marketing head for a new startup company.

How Do You Become a Paid Motivational Speaker?


5 Steps to Creating a Moneymaking Message. Becoming a motivational speaker, for me, was quite a step up.

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Sales Success: The One Decision You Must Make to Get There


There are many factors that contribute to sales success. But it all begins with one single decision: to become masterful , not average , in sales. There may be professions in which it serves to be average–but sales is really and truly not one of them.