Wed.Nov 07, 2018

Step 1 for Managing, Training & Selling with Emotional Intelligence


It's human nature to focus on self. On top of that, the perception (fair or not) is that sellers are even more self-oriented than people in most other professions.

Why working harder might make you less effective


“Grind till you shine.” “The The price of success is hard work.” Success is 1% inspiration and 99% perspiration.”. Sales Performance Management Sales Management

Free Sales Training: 6 of My Favorite Sales Tips

John Barrows

There is no shortage of free sales training resources out there. Today there are more videos on YouTube than you could watch in your lifetime and more books on Amazon or Audible than you could ever get through even if you read one a day.

Is it Fraudulent to Spend Money on Lead Gen Without an ROI?


Thinking back on my career, I realized early on that marketing spending of any sort, whether for people or programs, must be rooted in my ability (and our marketing department’s ability) to justify the expense. Nothing else made sense to me then or now.

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Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

Gap Selling – Available for Preorder

A Sales Guy

Well, it’s finally arrived. Gap Selling is available for pre-order on Amazon. The most relevant, impactful and insightful sales book since The Challenger Sale: No blue suits, blue shirts, blue ties or blue sheets. No gimmicks or tricks. No 90’s selling tactics. No, not your dad’s sales book. Gap Selling is selling for the 21st century. Matt Dixon co-author of the Challenger Sale called it: “Fresh and Provocative” .

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5 Ways to Be Gracious, Express Gratitude and Grow

Alice Heiman

The Giving Season. I can feel the season changing. The air is finally getting colder, the trees are almost bare, the leaves are crunching beneath my feet as I take my morning walk and as I walked into Whole Foods the other day a giant inflatable snow globe was being set up. You know what that means.

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Sales Planning Fundamentals Part Two: Ramp Time and Attrition


This blog is the second in a series of sales planning fundamentals being written by Xactly Chief Sales Officer Marc Gemassmer. . Understanding sales rep ramp time and anticipated attrition rates is crucial for effective sales planning.

5 Ways to Reimagine Your 2019 Sales Playbook with AI

Hubspot Sales

When this year draws to a close, there will be several contenders for the top business buzzword of 2018, but artificial intelligence (AI) is a good bet to run away with the title.

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Are You Comfortably Uncollaborative?

Babette Ten Haken

Being comfortably uncollaborative has its workplace advantages. Apparently, you are as risk-averse as they come. In fact, when decisions need to be made, you often are invited to meetings for the sole purpose of stalling projects and delaying decisions.

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How to Write a Proposal

RAIN Group

"Can you send me a proposal?". Sellers love to hear these 6 words from buyers. Once you submit a proposal, you can move forward to the win.

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.

Make your account more secure with two-factor authentication (2FA)

Two-factor authentication (2FA) is now available to all accounts. This adds an extra layer of security ensuring your customer and business data is well-protected. Get started right away or read on to understand why this is important to you and your customers. What is 2FA?

When is the Right Time To Invest in a PRM Platform?


The truth is, as long as you’re working to engage with partners and grow your channel, you could invest in a PRM platform—but should you?Ask

Is the Art of Negotiation Dead?

Carew International

Your Checklist for Effective Sales Negotiations. Regardless of our individual political views, we can all celebrate the end of a painful campaign season!

High-performing Salespeople: Separating Madness, Myth, and Methodology

Selling Power

Today’s post is by Michelle Vazzana, CEO and a founding partner at Vantage Point Performance, a leading global sales management training and development firm. She is co-author of Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance. Her newest book is Crushing Quota: Proven Sales Coaching Tactics for Breakthrough Performance.

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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.

Episode #089: Training the Sales Brain with Dr. Theo Tsaousides

Jeff Shore

In This Episode of The Buyer’s Mind with Jeff Shore: Dr. Theo Tsaousides and Jeff discuss Dr. Tsaousides book “Brain Blocks” and the things we do that sabotage ourselves.

Want Your Sellers Focused on High-Quality Prospects and Clients? Try This.

The Center for Sales Strategy

We're partially through the 4th quarter of the year, and as planning is in the works for the following year, it’s a great time to do an account review with your team. After all, their success equals your success, so it’s vital that you help them set a strategy that helps them meet their goals

7 (Proven) Tips to Overcoming Objections in Sales That You Hear Constantly [Avoidance]

Marc Wayshak

Overcoming objections in sales is a headache. But with these 7 proven tips to overcoming objections in sales that you hear constantly, you’ll never get blindsided again. Check it out!

The customer doesn’t care what ‘scales’: What funding gets you and what it costs you


Our industry is funny when it comes to “inbetweeners.”. We have no problem holding unicorns on a pedestal and worshipping them like idols. And we gladly celebrate total failure (perhaps too much ) because you can learn a lot from people who took a big swing, whiffed, and managed to bounce back. But the vast majority of tech companies are more like Nutshell. We’re just doing our thing.

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.

4 Learning Methods to Better Engage Sales Reps


As sales enablement leaders face the challenge of keeping reps engaged with learning and training, how can they better reach and teach their salespeople

Active Listening Tips, Part 3

Selling Energy

Here are some additional active listening tips. Realize that restating what the speaker has said indicates you've heard them. But what if they say something negative? Do you want to repeat that? I don't think so.

Put a coach on every sales person’s shoulder

Infoteam Consulting

Conventional classroom Sales Training doesn’t work. This might sound peculiar coming from someone like me who has been involved in Sales Training most of my professional life.

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My Top 5 Sales Book Recommendations

MJ Hoffman

I’m often asked what books I’m reading, or what I recommend as continued learning for sales reps. My favorite sales books are ones that I return to again and again. A mix of sales, business, and marketing books, these are titles I would recommend reps RUN (don’t walk) out to purchase. .

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.

Is the Art of Negotiations Dead?

Carew International

Your Checklist for Effective Sales Negotiations. Regardless of our individual political views, we can all celebrate the end of a painful campaign season!

A Taste of Lessonly Indianapolis 11/28


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Jumble Your Sale

Anne Miller

Can you unscramble these letters to make a real word? KIPYN Thats your challenge in a popular word game called JumbIe. It is a great word game and I admit I am a Jumble addict. More importantly, I would suggest thatJumble type thinking can save. Selling

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A Taste of Lessonly Atlanta 11/28


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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.

A Taste of Lessonly Boston 12/5


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