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Friday Five – Ways to Shorten Your Sales Cycle

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We know of eleven factors that historically have shortened sales cycles, based on research done by Objective Management Group. Here are a few to think about: sales process sales strategy complex sales

Friday Five – When Prospective Buyers Disappear

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You know what happens – great conversation with a future customer of yours, and then the conversation goes silent. Radio Silent. They don’t return your calls or emails – even if you had multiple interactions. What to do? Sales Tips sales strategy sales coaching

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Friday Five - Professional Development

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Resource #1. Modern Sales Pros virtual Google group and in-person meetings. They are totally focused on peer knowledge sharing and whether virtual or in-person, you’ll learn from them. Professional Development

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Friday Five - Better Time Management for Sellers

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We all have the same number of hours in a week – 168, yet some of us get more done than others. Here is a quick look at how to be more productive – share your ideas with us on LinkedIn or Twitter. Sales Productivity profession of sales time management

Why Conversational AI Is Key to Customer Service in the Customer Experience Era

In today’s hyper-competitive market, every business must become a customer experience-first business. Customer satisfaction has become more important than price or any individual feature. Read the new Tractica white paper to learn how important conversational AI is to your CX strategy.

Friday Five – Women in History Month

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The B2B sales world lacks women in sales and sales leadership. Men and women in sales leadership and company leadership can help move the needle to solve this long term issue. 1) Resource: Gartner’s Why Sales Must Hire More Women. sales leadership Innovation & Inspiration

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Friday Five - Desire and Commitment - Week 2

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Here are 3 tips, 1 quote, and 1 resource to end your week. Hiring tip #1: Does your sales rep / BDR / SDR candidate have the DESIRE & the COMMITMENT necessary to succeed? Hiring tip #2 : Is your sales rep / BDR / SDR candidate TRAINABLE & COACHABLE - they are not the same!

2019 Workforce Disruption Prediction - Hiring Non-tech Roles in Tech

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A couple weeks ago, Glassdoor published their 5 Workforce Disruptions to Watch for in 2019 and Beyond.

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Friday Five - Hiring for Sales Roles

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Here are 3 tips, 1 quote, and 1 resource to end your week. Hiring tip #1: If you are looking to hire more women on your sales team, hold an event at your offices quarterly (or twice a year) and get the Women Sales Pros guide on how to do it to widen your recruitment pipeline.

The Power of Resilience and Persistence in Selling

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I never thought I’d see Tiger Woods win another Masters tournament. That just happened. Sales Skills sales goals Professional Development

How to Level Up Your Marketing Strategy with Video

Building brand awareness and acquiring customers is never easy, but how can you improve your marketing strategy with limited resources? Vidyard has you covered with their 3-in-1 guide on how to use video across your marketing efforts without breaking the bank.

The Future of Your Sales Role Questionnaire

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There is a lot of talk about artificial intelligence taking over many sales positions soon. Do you feel like your job might be one of them? Here is a quick questionnaire to help you know if it is or not: sales strategy profession of sales

If the Whole Company Supported Revenue Generation

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If the whole, entire company supported revenue generation, how strong would your customer care or customer service team be? Would nothing ever slip through the cracks? If everyone supported revenue generation, how easily could we detect a disgruntled customer about to leave us?

Friday Five - End the Quarter in a Big Way

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It may be too late for many with longer sales cycles, but if you do have business to bring to closure before the end of the quarter, these ideas might help. Sales Skills grow revenue sales coaching

Friday Five – Ready for 2019? - Week 4

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It is hard to believe that the new year is about to look right at us. Some in sales roles are pleased they hit quota this year and others (more than 57%) presumably did NOT make quota this year. No matter which camp you are in, January 1 brings a new quarter for all and a new year for most.

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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.

Friday Five – Sales Resources You Can Use - Week 5

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RESOURCE #1. Max Altshuler and Sales Hacker’s Ten Most Important Sales Trends that Will Define 2019 (and Predictions). RESOURCE #2. Sales Development Resources: The updated Tenbound blog , with webinars, nearly 100 podcasts, and more. Get an overview of all the resources in a video by David Dulany.

What to Call Women in the Business Workplace

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I have spent an entire career in sales since my early 20’s being called a guy. Filling out forms that said “Salesman Number”. Being invited to sales incentive and award events at cigar bars. sales leadership B2B

Friday Five - Sales Managers - Week 3

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sales coaching company success sales leadership

Friday Five - Attitude for Success

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Positive and negative information is handled in different parts of our brains. Anything with a negative emotion tends to involve more thinking and this information is processed more heavily in our brain than positives. boost sales accountability

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

World Series MVP Has Lessons for Sales

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Years ago, our company name was intentionally changed to Score More Sales because of the great analogies between professional, collegiate, Olympic sports and professional selling. sales leadership profession of sales

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Three Ways to Build Your Brand as a Leader

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Next week I’m hosting a conference in Boston called Rev it Up – Sales Leader Summit. Our opening keynote will be best-selling author Dorie Clark speaking about building your brand as a sales leader.

SaaS Sales Reps Are Bad At Explaining

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When you are in professional, B2B sales and go to a lot of business conferences you see a lot of trade show booths and marketing tables. These tables and booths typically have large monitors or big screen displays with whatever SaaS sales tool that booth is promoting. Sales Skills B2B

2 Big Reasons for Abandoned Sales Opportunities

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We walk away from sales opportunities every day - abandoned sales opportunities. You do it, I do it, and a few of us have the discipline to identify why our deal didn’t come to closure. Sales Tips B2B boost sales

In the Race to Win More Customers, Sales Needs Digital Transformation

Salesforce users were surveyed about the forces shaping today's workplace. Discover the results and why investments in digital transformation and automation are pushing sales teams ahead.

Review of The Only Sales Guide You’ll Ever Need by Anthony Iannarino

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Anthony Iannarino is a very disciplined guy. For five years he woke up at 5AM every day (maybe 7AM on weekends) and wrote, which is why he has such a large body of work on his blog, The Sales Blog. I am quick to recommend it to sales reps and leaders who want to learn and grow.

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Can You Fix Your Sales Hiring Mistakes?

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Sales leaders tell us they have a good percentage of reps who are not pulling their weight. Not only are some of their reps not making quota, but they are not working hard. It seems in many cases that they have unmotivated (or de-motivated) reps

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3 Things I Did at Dreamforce 16

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Dreamforce 16 was my 10th – yes 10th -including the first one way back in 2003. Dreamforce is the top Cloud-Computing Conference, a giant hug-fest for all Salesforce.com and the place to meet up with as many people as possible all rolled up into one crazy week. B2B sales strategy

Alone We Are One Drop Together We Are An Ocean

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There is no doubt I have been blessed with great friends and colleagues in the world of B2B professional sales and sales leadership. Recently 41 of what some would say are my “competitors” and I got together in Boston for three amazing sales events. B2B sales strategy

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.

Support Your Sales Success by What You Say to Yourself and Others

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It’s strange to think that the talk you have going on in your head can and will affect your success in any endeavor – but it’s true. accountability sales strategy

Wait 30 Minutes to Follow Up with Inbound Leads – and Other New Findings

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I love good data. Good data in professional sales means that there is a big enough sample group (thousands, not hundreds) and from diverse industries (not just SaaS which is much more tech savvy). I also love innovation and updating what used to work with what works better. Sales Skills grow revenue boost sales

The Story of Sales - the Admirable Profession of Sales

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Have you seen the new documentary called The Story of Sales? It is now viewable through the Salesforce website , who funded the project. There are also some upcoming viewings in cities around the country. I know firsthand how dedicated the interviewers, producer, director and everyone involved in the production were. Ask Lori profession of sales

10  Top of Funnel Fundamentals

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Whether you are new in your sales role or have been in sales for a while, it is easy to get wrapped in in the latest new sales tool that could help you, or that one magic bullet to specifically help YOU in your role. boost sales sales enablement onboarding

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Legendary Presentations: eLearning, Sales Collateral, and Defeating Death-by-PowerPoint

Speaker: Richard Goring, Director, BrightCarbon

Presentations have a well-earned reputation for being terrible snooze-fests full of boring bullets and Death by PowerPoint. What you (and your learners) want is dynamic, visual, interactive content that’s compelling and memorable. That’s the kind of content that engages learners, and develops lasting behavior change. In this session, you’ll see how you can do all of that using only PowerPoint - and once that’s finished, we’ll look at how you can take this engaging eLearning content and easily repurpose it to create sales collateral for your teams to use with clients.

When Will We NOT Need A Session About More Women in Sales

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Yesterday it was a proud time to present ideas about ways to diversity your sales team to gain ROI at the biggest technology conference in the world, Dreamforce.

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Competitive Sports are Like Professional Sales

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CLICK HERE to Play Video (or click on image above). When my company was re-branded, I wanted a name that represented my views and my life. At the time, my son had been a successful Division I college athlete and moved on as a professional hockey player. Not only had I raised one competitive athlete but we also provided a home-away-from-home in Seattle for players who played Major-Junior hockey in the Canadian Hockey League (CHL).

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Use Customer Success Skills to Grow Sales

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We have become a society lacking in basic customer service and customer connection skills. Don’t believe me? Just go to a handful of retail stores with intent to purchase something. Sales Skills profession of sales

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How to Turn Super Bowl Conversations into Leadership Opportunities

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Of course, the Super Bowl is “The Big Game” for football fans, but it could also be a big game for you. Just talking about the game could lead to big (or bigger) opportunities if you position yourself appropriately – not just as a fan, but as a leader. sales leadership

Customer-Centric Websites: Successful Strategies to Engage B2B Buyers

Speaker: Kellie de Leon, Vice President of Marketing & Strategy, The Mx Group

Chances are, you’re under the gun to convert more leads from your website. To increase conversion, your site needs high-quality content, user-friendly navigation paths, and calls to action that appeal to your target customers. But how do you go about this? And wouldn’t it be great to see some real-world examples from B2B companies that are doing it successfully? Kellie de Leon, VP of marketing and strategy at B2B agency The Mx Group, works with marketers every day to help them create and execute customer-centric strategies and content that increase web engagement and conversion. In this webinar, she'll discuss how to make your website more customer-centric.