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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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.

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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More Trending

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 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.

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.

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

Sales Training Playbook by Lessonl

A step-by-step guide for building a comprehensive training playbook for your sales team.

Intent Data Turns a Buyer-Centric World From a Curse into a Blessing

Sales Hacker

Intent data has become one of the hottest topics in the B2B sales and marketing space. However, it remains under-utilized by many sales practitioners. A 2018 ABM Benchmark Report found only 25% of companies were using it. Let’s explore what it is, why it matters, and how to make the most of it.

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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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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!

5 Important Things Successful Sales Managers Do Differently

Topline Leadership

Successful sales managers recognize that while they likely have the best sales skills of anyone on their team, the key question is not how good a salesperson they are.

Fulfilling Today's (Changing) eLearning Needs

Speaker: Bryan Marriott, President, P1 Learning

eLearning cannot be a “one size fits all” proposition. It’s not enough to post 1,000+ courses and leave training up to chance. Join Bryan Marriott, President of P1 Learning, as he walks through the process of identifying learner needs, and then delivering training that specifically addresses those needs – in a short, effective, and entertaining manner.

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.

Three Counter-intuitive Ideas for 2019 Sales Kickoff Meetings

Corporate Visions

Want to wow your sales team for kickoff? Try some new approaches that could help reps have value conversations customers want to have. Tis the season for picking sales meeting kickoff themes for sales and marketing organizations around the world.

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

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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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.

You Don’t Need a Better Sales Process – You Need a Better Sales Message

Corporate Visions

The post You Don’t Need a Better Sales Process – You Need a Better Sales Message by Corporate Visions appeared first on Corporate Visions. When Sales needs to hunker down and improve its performance, what do you typically hear from sales management? “We need a better sales process.”

How to Prospect on LinkedIn to Close More Deals

criteria for success

Are you a sales profession looking to learn how to prospect on LinkedIn? Well, you’re in the right place! LinkedIn is a treasure trove for opportunities. All you need to do is make sure you’re using the right strategies and looking in the right places.

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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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?

Sales Training That Gets Results – With or Without Classroom ILT

Speaker: Mike Kunkle, VP Sales Enablement Services, SPASIGMA

Most sales ILT (instructor-led training) has historically not been very effective, if we consider “effective” to mean “changes behavior, improves results, or produces a ROI.” In this webinar, sales enablement expert Mike Kunkle will break down how modern technology removes the need for ILT in sales training - and will also explain how to effectively integrate ILT into your modern training, if you want to continue using it!

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.

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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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 Ways to Improve Your B2B Job Descriptions


As important as it is for job candidates to make a good first impression, it’s equally important for the hiring company to do so, too. To help you impress job applicants and attract top talent, we give you seven ways to improve your B2B job descriptions.

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Supercharge Your Sales Training ROI with eLearning

Speaker: Ray Makela, CEO, Sales Readiness Group, and David Jacoby, President, Sales Readiness Group

Companies spend about $20 billion a year on various forms of sales training, but many sales leaders report a low ROI from their sales training initiatives. Join us, along with Ray Makela and David Jacoby from Sales Readiness Group, as they break down the five essential factors to achieve sustainable success from your sales training investment, and how to leverage eLearning to maximize results.

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. .

How to Align Your Sales Process with the Buyer’s Journey

The Brooks Group

Part of improving sales enablement and maintaining a strong customer-focus is being aware of the buyer’s journey and how it aligns with your sales process. Once your reps are able to connect the two they can: Improve the buyer experience. Build value for your product or service .

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!