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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

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!

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.

Humans and Bots: How to blend human skills and AI to build customer intimacy and drive growth

Join Genesys for this webinar to learn how leading companies are using blended AI to drive customer intimacy and revenue growth.

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.

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 - Sales Managers - Week 3

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sales coaching company success sales leadership

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

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

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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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?

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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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.

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

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

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.

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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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

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

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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How to Successfully Coach Your Sales Team to Drive Efficiency

Speaker: Steve Benson, Founder and CEO, Badger Maps

A great sales team starts with a manager who’s a great coach. To stay competitive in today’s market, you need to implement a formal coaching approach that is aligned with your buyer’s journey and internal processes to drive results. Fortunately, Steve Benson is here to help you become that great coach.

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

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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Book Review - Eat Their Lunch

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The subtitle says only part of what this new book is about: “Winning Customers Away from your Competition”. For me as someone who reads nearly every new book on professional, B2B selling I felt Anthony under-promoted the huge issue of KEEPING 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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Togetherness: Achieving Sales and Marketing Alignment

Speaker: Jeff Davis, Founder, jd2 Consulting Group

Jeff Davis is here to help you think differently about how Sales and Marketing should interact. With increased scrutiny for marketing to prove ROI on their activities and it becoming increasingly hard for B2B salespeople to even get in front of customers, the old way of doing business is no longer an option. This webinar will use evidence-based research and empirical knowledge to propose real-world strategies that work.

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

Why Companies Need More Women in Sales

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As a champion for more women in sales and sales leadership, I could not have been more pleased to see this article written by Microsoft Inside Sales Chief of Staff and Microsoft Women Board Co-Chair Rahki Voria aptly titled Why We Need More Women in Sales. women in sales sales leadership

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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Data Proves Sales Coaching is Weak

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After reading a recent post from Dave Kurlan about The Latest Data Shows that Sales Managers Are Even Worse Than I Thought made me want to immediately publish a plea to company leaders and heads of sales to enable sales managers to do more and better coaching. Using research from 9,000 sales managers and their sales teams, the findings are grim. sales leadership sales coaching

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Staying Relevant in Sales as AI and Technology Continue to Take Over

Speaker: John Barrows, CEO, JBarrows Sales Training

As technology and AI advance, and as companies and reps continue to look for technical solutions to increase efficiency throughout the sales process, the human element of sales is being lost.The question we need to ask ourselves is – what can we do that a computer can’t? The answer lies in context; if we as sales professionals are not adding any context to our content, then we bring no additional value to what marketing and technology are already doing. Learn about the importance of context, and where and how to add it throughout the sales process!

How to Commit to Your Sales Success

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Our colleague Dave Kurlan over at Objective Management Group, a sales candidate assessment and evaluation company made news some years ago with a survey (based on evaluations of over 1 million salespeople over the last 25 years) showing that three out of four sales reps aren’t effective in their jobs. Sales Skills accountability sales strategy

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Work in Chunks of Time to Build Sales Opportunities

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This time of year it is easy to get distracted from your goals in sales of working to create new sales opportunities and then moving them forward to closure. B2B Sales Productivity sales strategy

Sales Empathy and Emotional Intelligence in Selling

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It was time to visit a newer client of ours and this meeting would be at least two hours to go over our findings about their sales leadership, sales reps, sales process, and pipeline. Because we leave plenty of time as a buffer so that we are never late to clients, we ended up with thirty minutes to spare. emotional intelligence sales empathy

Make Your Sales Team Reflect Your Buyers and Grow Revenues

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The #SalesSummit at Dreamforce #DF16 Tuesday Sept 4th 1:30PM at the Marriott Marquis Yerba Buena Salon 9 Pre-register here. B2B women in sales sales strategy

7 Must-Have Automated Documents for Sales Success

Companies are increasingly implementing technology to bring efficiency to their workforce. Data accessibility aside, teams continuously struggle with manual processes for document generation. Learn why automating your documents is key to sales success.