DiscoverOrg Sales

APRIL 11, 2019

So order the margarita, stroll down to the beach, and grab a book for a little beach reading. We assume you have an old copy of How to Win Friends and Influence People in your bookcase, and certainly Dale Carnegie’s book is a must-read for anyone in customer-facing roles. The Sales Acceleration Formula – by Mark Roberge.

Hiring 210

Hiring Outbound Top of Funnel Cold Calling 210

MEDDIC

JUNE 7, 2020

The book is out. I’m excited to announce the arrival of my new book. Of course it’s about sales qualification. You are welcome to call it MEDDIC-The-Book. First Ever Book Written About The MEDDIC Sales Methodology. The book is out. The post MEDDIC The Book, Coming Soon!

Sales Methodology 98

Sales Methodology Enterprise Enterprise Course 98

Alice Heiman

OCTOBER 11, 2021

I do read many sales books, and I recommend most of them, but the books that aren’t directly about sales are the ones that end up making me think about sales from a different perspective. . Sales revenue is on the mind of every CEO I know. I read/listen to at least one business book per month. .

Revenue 111

Revenue Call-back Competition Up-Sell 111

Understanding the Sales Force

SEPTEMBER 20, 2023

I’ve written more than 2,000 articles on my Understanding the Sales Force Blog and there are hundreds of other sales blogs. Some are written by sales experts. I am concerned about the subjects being curated for sales and sales leadership professionals. One or two are sales enablement topics.

Sales Leadership 203

Sales Leadership Hiring How To Account Based Marketing 203

Smooth Sale

DECEMBER 23, 2021

Note: Nicole Garrison, provides today’s guest Blog, ‘Will you improve with these sales books?’. Nicole Garrison is an expert writer of articles, case studies, and marketing, sales, and business development research. Will You Improve with These Sales Books? Dubin launched a video as a sales pitch.

Hiring 78

Hiring Social Media Follow-up Research 78

Mr. Inside Sales

OCTOBER 7, 2019

Still looking for the most dynamic speaker to make your 2020 sales conference a huge success? By booking Mike Brooks, Mr. Inside Sales, you will ensure that your inside sales team returns to their offices not only pumped up, but also equipped with proven sales skills they can use to instantly perform better!

Face-to-face 121

Face-to-face B2C Inside Sales Gatekeeper 121

MEDDIC

JUNE 9, 2022

At MEDDIC Academy , we’re obsessed with sales productivity, and time management is a key part of it. So far, we have dealt with the most complex and most challenging part of sales productivity by leveraging the importance of QUALIFICATION. Through the course “Effective Time Management Strategies,” you’ll learn.

Course 52

Course Strategy Sales Qualified Lead LinkedIn 52

Vengreso

JANUARY 13, 2023

I’m not a book reader in general and prefer consuming content in short, small bites. In fact, I find books a little overwhelming at times. Even so, my sales book collection is mounting, thanks to the privilege of hosting Vengreso’s Modern Selling Podcast. I’ll be the first to admit it!

Paid Content 81

Paid Content Conversion Top of Funnel Hiring 81

The Pipeline

DECEMBER 12, 2016

In her latest book, More Sales, Less Time: Surprisingly Simple Strategies for Today’s Crazy-Busy Sellers , continues what one describe as her journey through sales. In “Agile Selling” sellers then get a vision of how agility can help them improve sales. By Tibor Shanto – tibor.shanto@sellbetter.ca .

Face-to-face 120

Face-to-face Call-back Research Exact 120

Steven Rosen

SEPTEMBER 26, 2021

this is an important one because sometimes we get frustrated as sales managers and tip #27 says to manage your own motivation. You can read a leadership book or take a leadership course. The post Sales Management Tip of The Week Tip #27: Manage Your Own Motivation appeared first on Steven Rosen. Welcome to management.

Motivation 392

Motivation Sales Management Exercises Energy 392

Salesmate

JULY 28, 2020

Books help in expanding knowledge. The more you learn, the better you can perform when it comes to nurturing and converting sales deals. In sales, you need to keep learning to excel and surpass competitors. So, take the help of various sales books to enhance your knowledge and brush up your skills.

Lead Rank 103

Lead Rank Buyer Outbound Influencer 103

Marc Wayshak

DECEMBER 2, 2020

Whenever I had a book report assigned in class as a kid, I remember there was always the temptation to use Cliff Notes —you know, the “cheat-sheet” version of the story that would tell you all the key essential ideas in a fraction of the time it took to read the actual book. That’s when good things start to happen in sales.

Course 62

Course Training Lead Gen Follow-up 62

Close.io

DECEMBER 3, 2019

Most successful sales reps have a wealth of experience with cold calling. They are used to consistent action: qualifying prospects , sending cold emails , booking meetings, maybe following up a couple of times, and finally closing the deal. We’ve already introduced you to amazing sales books. Let’s get started.

Cold Calling 116

Cold Calling Negotiation Sales Qualified Lead Top of Funnel 116

Hubspot Sales

NOVEMBER 2, 2017

If you’re in sales, and this is your first year on the job, you should make it a priority to read the following 12 books. That's a book a month -- meaning you'll be fully ramped and selling like a pro by your one-year anniversary. Best Books for New Sales Reps. The 25 Sales Habits of Highly Successful People.

Handbook 106

Handbook Hiring Scale Up-Sell 106

Jeff Shore

DECEMBER 27, 2018

Here are ten books to help you on that journey. ?1. The smartest sales thinker around today with his third book in three years, and arguably his best. Mark Hunter’s excellent book will show you the road map to outbound sales success. Sales Manifesto by Jeffrey Gitomer. Sales Differentiation by Lee Salz.

Outbound 105

Outbound Energy Objections Course 105

Sales 2.0

MARCH 6, 2024

According to recent research from SalesLoft best-performing senior salespeople (like Account Exectuives) need to self-source around 48% of their pipeline–rather than having leads come from a sales development rep (BDR, SDR etc.) Time management : Managing your time in sales is the critical foundation for everything else.

Lead Rank 195

Lead Rank Lead Scoring Leads Marketing Qualified Lead 195

Jeffrey Gitomer

APRIL 17, 2013

And of course, you’re reading this thinking, “too bad for THEM,” because you’re CERTAIN that you will. The post An Excerpt From Jeffrey’s New Book, WIN NOW! appeared first on Jeffrey Gitomer’s Sales Blog. appeared first on Jeffrey Gitomer’s Sales Blog. You also need to act on the goal. Get Win Now Here ».

Guarantee 177

Guarantee ACT Positioning Course 177

Steven Rosen

MARCH 2, 2023

5 Ways to Stay Inspired Paul Smith is the Sales Director of a leading technology company. He has been in the industry for the last ten years and has been a star in various sales and marketing roles. Having just gone through a sales force downsizing, Paul has adopted an inspirational leadership style.

Hiring 227

Hiring Face-to-face SAP Energy 227

MTD Sales Training

FEBRUARY 17, 2012

Be honest; have you ever walked into a sales interaction or had a prospect come in the door and immediately say to yourself, “OMG! I thought I’d just give you an example of the dangers in doing this in the form of a short, light-hearted, yet very significant sales story. Judging that book by the cover cost a ton of money.

Top of Funnel 295

Top of Funnel System Referrals Funnel 295

Hubspot Sales

FEBRUARY 23, 2018

The Best Free Online Courses For Current & Future Entrepreneurs. The Complete Product Management Course. The Complete Product Management Course. Other lessons, such as managing the books and leading your team, can be taught just as effectively in the classroom. Take this course. Startup School by Y Combinator.

Course 143

Course Training Analysis Exercises 143

Anthony Iannarino

MAY 24, 2019

Your client hands you a giant stack of your competitor’s sales collateral, their proposals, and the pricing. Get my 2nd book: The Lost Art of Closing. "In The post Of Course Selling Is About Relationships appeared first on The Sales Blog. Are they recommending you because they don’t care about you? Essential Reading!

Course 95

Course Collateral Proposal Lead Rank 95

Go for No!

AUGUST 13, 2018

Question: Who is the course for? They want to increase their sales. Question: What is the purpose of this course? The purpose of the course is to give people a deep level of training and development in the ‘go for no’ mindset and strategies and to provide ongoing coaching/support to keep the concepts alive.

Course 48

Course Coaching Groups Facebook 48

Gong.io

JANUARY 25, 2022

The Gong Revenue Intelligence platform captures millions of customer data points (anonymized, of course) from phone calls to web conference meetings to emails. The goal: Moving a deal through the sales funnel — cold call to booked meeting and meeting to negotiation and proposal & pricing conversation to a new logo.

Cold Calling 118

Cold Calling Meeting How To Call-back 118

Hubspot Sales

JUNE 9, 2020

While that’s a positive thing for the industry and course creators, it will inevitably make the space more competitive. If you’re a course creator already established in your space, that means the coming years will bring more competition. Either way you’ll want to focus on improving your conversion rate to maximize sales.

Webinar Metrics 80

Webinar Metrics Course Top of Funnel Funnel 80

Keith Rosen

JANUARY 8, 2021

Get the Book At Amazon – 34% Off! Download Keith’s New Book free! The 60 Second Sales Coach. I’m humbled and deeply appreciative that my book, Sales Leadership, was just named one of the 100 Best Sales Books of All Time! Read Reviews from the Worlds Top Thought Leaders and Companies.

Sales Leadership 48

Sales Leadership Coaching Sales Coaching Course 48

The Pipeline

JUNE 23, 2020

There are a lot of prospecting and cold calling books out there, most trying to cash in on trends and fears. Done right, as Art outlines in the book, cold calling, sorry Smart Calling, is still one of the most direct and cost-effective ways to directly engage with your prospects. When I pick a sales book, I want actionable insights.

Cold Calling 250

Cold Calling Call-back Face-to-face Top of Funnel 250

Gong.io

MAY 27, 2020

We analyze sales interactions from our product users (anonymized of course). We wanted to see what elicited a positive outcome , meaning a meeting booked in the next 10 days. Now that we’ve set the table, let’s eat (aka book some meetings). (PS: You should stop using the Interest CTA the moment you enter the sales cycle.

Meeting 112

Meeting Decision Maker Buyer Resources 112

Understanding the Sales Force

JANUARY 28, 2021

In 2005 I took my passion for sales development and my passion for baseball and married them together to write the best-selling book, Baseline Selling - How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. Today, fifteen years later, that book is still #15 on Amazon.

Strategy 343

Strategy Twitter Video Course 343

Vengreso

DECEMBER 19, 2018

I’m not a book reader in general and prefer consuming content in short, small bites. In fact, I find books a little overwhelming at times. Even so, my book collection is mounting, thanks to the privilege of hosting Vengreso’s Selling With Social Podcast. That’s how I created The Best Sales Books list of 2019.

Conversion 112

Conversion Paid Content Hiring Pivotal 112

SalesProInsider

DECEMBER 18, 2019

Join Sales Pro Insider CEO and Top Sales Book Author, Nancy Bleeke for a brand new workshop. The post A Crash Course for Creating Client Criteria appeared first on Sales Pro Insider. Register Now.

Ideal Customer Profile 71

Ideal Customer Profile Course Buyer Benefit 71

No More Cold Calling

JANUARY 9, 2020

million per sales manager. I wrote that 15 years ago in my first book, NO MORE COLD CALLING: The Breakthrough System That Will Leave Your Competition in the Dust. But I don’t think any sales manager listened, because more than half of reps are still missing quota. I blame the sales manager for having the wrong priorities.

Sales Management 390

Sales Management Hiring Cold Calling Quota 390

Adaptive Business Services

AUGUST 8, 2018

Powerful Sales Results. The author of this book, Weldon Long, had me at his dedication page …. This book is dedicated to the passionate and hard-working men and women who eat what they kill in the sales profession. It starts with your prosperity mindset (the foundation of many of his books) which Weldon calls F.E.A.R.

Lead Rank 89

Lead Rank Guarantee Lead Scoring Buyer 89

Mr. Inside Sales

DECEMBER 9, 2023

Do you remember Dicken’s book, A Christmas Carol ? One guy—mid 40’s, tall and lanky—started walking towards the Starbucks, and when he entered the store, I recognized him from many years before when we were both struggling inside sales reps trying to sell investments over the phone. My sales and income soared. Yes” I said.

Face-to-face 220

Face-to-face Inside Sales Gatekeeper Decision Maker 220

BrainShark

JANUARY 31, 2024

Recent corporate belt tightening has put sales-adjacent departments like sales enablement and marketing in the hot seat. Because even though they contribute to and quite literally enable sales, their activities aren’t always as easy to tie to the deal as it is for reps who get phone and face time with buyers.

Pipeline 62

Pipeline CRM Training ROI 62

Zoominfo

OCTOBER 15, 2019

And yet, sales reps still look for ways to improve their sales email strategy. It’s not hard to see why — after all, only 24% of sales emails are opened ( source ). Ready to start a conversation with any sales prospect in your database or CRM? For one, we were filming a cold email course. Keep reading!

Top of Funnel 230

Top of Funnel Scale Film Lead Generation 230

Mr. Inside Sales

SEPTEMBER 10, 2021

In my book, Power Phone Scripts , I talk about the secret of sales. Yes, there is an actual secret to successful sales, and by following it you not only will overcome failure and frustration, but you’ll make more money, so much more easily, that sales will actually become fun. ON DEMAND SALES TRAINING THAT GETS RESULTS!

Face-to-face 240

Face-to-face Objections Gatekeeper Decision Maker 240

Gong.io

MAY 17, 2021

We know these targets are ambitious when the representation of women and people of color in tech and sales is low. We’ve continued to conduct employee workshops, and we recently delivered courses on ‘Expanding your talent pipeline’ and ‘Inclusive interviewing’. Every step forward helps.

Hiring 62

Hiring Journal Demographics Survey 62