Top 3 Sales Strategy Priorities of CEOs

Sales Benchmark Index

Our guest today is Rob Hornish, the President of Americas Sales for Polycom. Rob has 20 years of sales leadership experience in the high-tech industry sector, with a proven record of building, scaling and developing high performing teams.

Leverage Your Channel Sales Partners to Grow Revenue, with Jay McBain, Episode #115


For the first time ever on the #SellingWithSocial podcast, my guest and I address how sales organizations can identify and build relationships with channel sales partners to drive sales. Learn how to work with channel partners to multiply #sales.

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The Fatal Sales Leadership Presumption within LinkedIn

Increase Sales

LinkedIn is one of the best channels for discovering leaders especially if your decision makers are in sales leadership roles. ” There does continue to be this fatal sales leadership presumption by many LinkedIn Members.

5 Tips to Prevent Channel Conflict


Even for the most channel-centric companies, partner conflict is inevitable. Conflict can occur for various reasons such as pricing, poor communication, or even deals poached by the direct sales team. The channel manager’s decisions during partner conflicts can have dire consequences.

Sales Leadership Talent of Self Direction

Increase Sales

For those in sales leadership role, they too must be accurate in their actions while striving always to be better. More importantly, this sales leadership talent showcases the “passion” of the salesperson’s endeavors.

Sales Leadership, Bag Phone or Smart Phone?

Increase Sales

Funny thing about sales leadership is some past sales leaders sometimes fail to continue to be forward thinking as new ideas or technologies evolve. Now younger sales professionals may not remember the first mobile phones that were literally in a bag. Today we have all those smart phones and other smart devices that allow those in sales leadership to reach out and touch someone instantaneously.

The 33 Best Sales Training Video Channels on YouTube

Hubspot Sales

in 2013 on hiring sales training companies, one of the top five outsourced training expenditures, according to Training Industry. Clearly, if your team needs sales training, there's a lot of options out there. Best Sales Videos. Sales Videos by Well-Known Selling Experts.

The Ultimate List of YouTube Channels for Sales Professionals


With just the click of a mouse and a quick Google search, today’s sales reps have a whole host of resources right at their fingertips—resources that help them streamline and simplify activities like prospect research, sales outreach, and professional development. 2. Sales Hacker.

Succeeding as a Woman of Color in Sales Leadership with Mandy Bynum McLaughlin, New Relic

Igniting Sales Transformation

In this interview, I talked with Mandy Bynum McLaughlin, Director of Sales Development – Enterprise and Commercial at New Relic. Other questions we tackled: Being a woman of color in sales – have there been specific challenges that you’ve faced? You are a sales manager, Mandy.

Sales Leadership: Gaining Insight & Accountability

Your Sales Management Guru

Sales Leadership: Gaining Insight and Accountability. Most sales leaders have a lot of confidence-which is good, but many have never experienced what many CEO’s have, that is an insights and help from other CEO’s. We like to recommend too many of our clients that creating a Client Advisory Board and a Sales Management Advisory Board will begin to improve the business operations and provide a source for insight and accountability. Sales Management Board of Advisors.

Sales Leadership: Finding Fresh Air

Your Sales Management Guru

Sales Leadership: The Need for Fresh Air. This is not an unusual practice for me as our client base can be in multiple time zones around the world; the issue was I had 2 from a sales manager from the Eastern Time Zone that had come in after 9pm. With the day to day stress levels that sales leaders face, it is critical you focus on your personal self as well as the health of your team and company. Ken’s latest book is “Leading High Performance Sales Teams”.

3 Big Takeaways from SiriusDecisions Sales Leadership Exchange

The ROI Guy

I had the pleasure of attending SiriusDecisions Sales Leadership Exchange last week, an exclusive gathering of some 120 sales executives and sales enablement leaders.

Sales Leadership: Bringing a Sharp Focus to Your Sales Meetings

Your Sales Management Guru

Sales Leadership: Bringing a Sharp Focus to Your. Sales Meetings. more on that later), in both environments I have begun to revert to a similar sales management technique to achieve the desired results. If you are attempting to bring an increase focus on weekly sales and activity and exceeding your monthly sales goals, this idea will help you. Write each entry underneath your sales goal.

Sales Leadership: Has your team watched Pawn Stars?

Your Sales Management Guru

Sales Leaders: Has Your Team Watched Pawn Stars? 3) Your sales team has not been trained to effectively sell the value of your firm or the value of the impact of your products/services on your prospects business! HINT: this needs to be done early and continually through the sales process. You need to build the mental toughness of your sales team. They then need to discuss at the next sales meeting what they observed.

Sales Leadership: Be a Postive Force

Your Sales Management Guru

Sales Leadership: Be a Positive Force . Last week I wrote about the summer blahs and sales leadership’s responsibility, it included an idea to “pump up your mental power”. My keynote program stresses the need for everyone to consider their personal philosophy and in the times we live in and as sales leaders we must remain a positive force within our organizations. You can also learn more on my YouTube Channel.

Technology Can Wait … What About You?

No More Cold Calling

Conversations have become less frequent, email spam has skyrocketed, and social media is the new breeding ground for sales pitches. Invite Joanne to lead a discussion about “ How to Boost Your Sales in a Volatile Economy ” at your next virtual or in-person sales meeting.

Bust the Myth You Can’t Read Prospects’ Minds

No More Cold Calling

Then, learn about referral selling in my new Sales Expert Channel presentation, “ How to Recession Proof Your Sales in 9 Killer Steps.”. Invite Joanne to lead a discussion about “ How to Boost Your Sales in a Volatile Economy ” at your next virtual or in-person sales meeting.

Why You Need to Take Time Off for Big Picture Thinking

Alice Heiman

If you’re like most of the CEOs and sales leaders I work with, you probably handle lots of the day to day mechanics of selling, operations, product development, management—and everything else. Behaviors All Successful Sales Leaders and CEOs Practice. Join Me at the Sales 3.0

The Omnimedia Solution for Growth

Engage Selling

He talked to me about how his internal team was no longer breaking sales records or getting results the way they used to. The customer at the other end of the phone was out of ideas.

Meet The ‘A Listers’? Who Are Ruining Their Selling Careers

Bernadette McClelland

And for a couple of reasons: 1. Because they were from sales leaders and. Don’t follow a proven sales process. As someone who works with business owners, sales leaders and salespeople alike, I have heard all of these and even a few more, and herein lies the problem.

Sales Trends to Expect in 2019 from the Experts

Alice Heiman

The sales industry is incredibly progressive. So, we decided to ask a group of sales experts this one question: What is the biggest trend you expect to see in the sales industry in 2019? . Sales Trends of 2019 . AI for Sales . Sales Effectiveness vs. Noise.

Trends 118

If Done Right, Your Referral System Won’t Actually Cost a Thing

No More Cold Calling

It’s also the ultimate sales advantage. Sales has always gotten a bad rap, but it’s gotten much worse as sales channels have evolved. The problem is with typical sales metrics. Referral makers don’t want your money. They want to know you’re trustworthy.

‘Let’s talk about CEX, baby’

Bernadette McClelland

I was fortunate to be a part of a TLQ (Total Leadership Quality) Program at Xerox where the work of Edward Deming was incorporated into our culture and when ‘Customer Delight’ became a focal point in the company’s rebirth.

Why You Need to Take Time Off for Big Picture Thinking

Alice Heiman

If you’re like most of the CEOs and sales leaders I work with, you probably handle lots of the day to day mechanics of selling, operations, product development, management—and everything else. Behaviors All Successful Sales Leaders and CEOs Practice. Join Me at the Sales 3.0

The Science of Strategy – What Steve Jobs and I Have in Common

Bernadette McClelland

Forces such as new technology, new players in the market, fluctuating prices, opportunity for new channels and unreliable suppliers that can impact your direction. It’s what strong leadership entails. Book your Conference or Sales Kick Off Meeting today!

Voice Mail Week – Part I – Context – Sales eXchange 206 (#video)

The Pipeline

The Discovery channel has their annual tradition of Shark Week, and now we introduce Voice Mail Week. Below is the first of three installments (2 video) looking at voice mail and how to use it to your advantage and sales success. Sales Process Tibor Shanto Voice Mail Technique

Video 281

Selling to the Enterprise: Why You Need Salespeople

Sales Readiness Group

Imagine achieving phenomenal sales growth with no salespeople. Its sales then rocketed to $1.46 Dropbox has historically relied on viral growth, together with a referral marketing model, with more than 90% of its revenue generated from self-serve channels.

Are You Derailing Your Prospecting Success?

No More Cold Calling

she shares the story of Alex, a sales rep who kept repeating this common sales mistake. How does that affect your distribution channel? How else is the lack of up-to-date info on your sales portal impacting your ability to drive revenue growth?

Walking the Tightrope: How to Be a Good Sales Manager AND Sales Leader


As a sales manager, you know where you should spend your time. You are also told that you should be more than a sales manager; you should also be a leader. But is this right for everyone going into sales management? The Sales Manager.

3 Things Sales Leaders Must do to Stay in Sync with Their Sales Team

A Sales Guy

You have a sales process in place, but the sales manager and sales people are using separate spread sheets with additional stages, because the current sales process doesn’t meet their needs. Hold yourself accountable TO the sales team: .

A Day in the Life of a Sales Development Representative (SDR)

Sales development representatives (SDRs) have one of the most important sales roles because they channel customers to pitchers who close deals. RELATED: 14 SKILLS SALES DEVELOPMENT REPRESENTATIVE HAVE MASTERED. In this article: What is a Sales Development Representative?

True Story: What Every Salesperson Ought To Know Before Writing Content

Bernadette McClelland

Much has been written about salespeople, especially those who are employees, speaking up, writing and curating on social channels such as LinkedIn. Imagine you are being interviewed for a sales role by your client: For what purpose would you be speaking?

The Sales Outreach Strategy That Won Us Our First 10 Customers

Hubspot Sales

They believe the more prospects, the better — but pursuing the wrong types of prospects wastes precious time, cash, and sales resources. Honing in on the most valuable accounts and customer stakeholders has helped me accelerate B2B sales at each of these.

[eBook] Account-Based Marketing

DiscoverOrg Sales

Looking to give a boost your sales? This partnership resulted in our Account-Based Marketing Playbook to identify how to take a more targeted approach to your sales process. Sales Strategy Using Account-Based Marketing.

eBook 156

Who Are We Fooling?

The Pipeline

Take the famous example of two “leading sources of insights” for the sales community, coming to polar opposite conclusions as to when it the best time to make cold calls. This reality no doubt explains the shift to and rise of sales enablement. By Tibor Shanto.

Are you words making you invisible to your buyers?

The Pipeline

So if you know that a certain event paves the way for something positive for your sales success, you will selectively look for people experiencing that event; a promotion leading to a predictable change in suppliers, should lead you to look for people being promoted to that role.

Buyer 232

What Every Sales Leader Needs to Know When Selling to the Modern Marketing Executive


The modern marketing executive has seen every sales trick in the book. In our webinar Enter into the Mind of the Marketing Executive Buyer we assembled a panel of three marketing executives to answer seven questions every sales leader wants to know. Omni Channel Touchpoints.

Use Sales Engagement To Break Through The Noise, with Mark Kosoglow, Episode #113


Sales engagement is a fairly new term but one that every sales rep needs to understand and a skill they need to master. On this episode of #SellingWithSocial, I’m honored to have Mark Kosoglow, co-author of the book, “Sales Engagement” on the podcast. BOOK: Sales Engagement.

How Social Selling Got Me 21 Meetings in 2 Days

No More Cold Calling

That’s the number of people I’m meeting for the first time at the Sales Innovation Expo in London this month. I publicized the Sales Innovation Expo on all of my social channels, then sent personal messages to each of my LinkedIn connections in the U.K.

Social Selling: What the Sales Pros Do Differently

No More Cold Calling

Any sales professional who says it’s easy to keep up communication on social networks is either lying or doing it incorrectly. Your marketing department can help by providing relevant content to the sales team. But sales reps have work to do as well. Well, sales is not a party.