Wed.Apr 10, 2019

9 BIGGEST Sales Mistakes to Avoid (At All Costs)

Marc Wayshak

Sales mistakes can torch a deal before you even start to sell. Eradicate these common pitfalls by learning the 9 biggest sales mistakes to avoid at all costs. You’ll walk away with a brand-new outlook at why you’ve been losing prospects you should have won.

How Not to Close End of Quarter Deals

John Barrows

For many of us, April marks the start of a new quarter, fresh targets and quota and new opportunities to focus on. Sometimes you hit your quarterly number with weeks to spare, other times you’re pushing in any deal you can to Make It Happen by the end of that third month.

How Do I Get a Promotion to Sales Manager?


You’re successful as a seller. You’re planning for the future, and you’re eyeing that next-level job of sales manager. career sales management

17 Key Sales Skills That All Reps Need


Salespeople need to know a lot in order to succeed. But above all, they need the right skills in order to connect with buyers

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How to Level Up Your Marketing Strategy with Video

Building brand awareness and acquiring customers is never easy, but how can you improve your marketing strategy with limited resources? Vidyard has you covered with their 3-in-1 guide on how to use video across your marketing efforts without breaking the bank.

C-Level Secrets – Tips For Connecting With The Top Brass

It may be intimidating to pitch and sell to top brass clients, but it always pays to reach higher… if you know how. Here are some tips to help engage better with high-ranking officers.

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16 Negotiation Tactics Buyers Use (and How to Respond)

RAIN Group

Buyer and seller negotiations are a fun dance. While these negotiations are usually partner-focused (win-win), buyers often use standoffish tactics to gain an advantage in the negotiation at the seller's expense.

7 Rules of the (Prospecting) Road

Anthony Cole Training

There are a certain number of rules that must be followed when it comes to prospecting in sales.

3 Signs It’s Time for Your Business to Embrace the Subscription Model

Sales and Marketing Management

Author: Linda Deeken Much can be learned from the successes and missteps of companies large and small across the marketplace. My partner, Eddie Yoon, and I have begun to unlock the emerging theme for 2019 around subscription models and their potential for the marketplace at large.

The 8 best CRMs for marketing teams


Effective marketing is about more than just attracting one-time customers. It’s about creating a lasting impression that will keep all your customers engaged with your products or services and coming back for more.

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

Speaker: Claire Beatty, Editorial Director - Asia, MIT Technology Review Insights

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

A Simple Approach to Small Biz Lead Gen And the 3 Barriers to Doing What Works


Ready to grow your business? Who isn’t? The problem is that it can be frustrating, confusing, and hard! So, let’s simplify it. Generate more leads and then convert them. Of course, doing this isn’t easy. Lead gen and lead conversion both need effort, time, confidence, resources, and skill.

Spring Cleaning: A 10-Step Guide to Cleaning Up Your Account List

The Center for Sales Strategy

Spring is in the air, and perhaps it is time for some Spring cleaning in your sales organization. A great place to start is your master account list. Is your account list a mess? Perhaps bloated and out of date? If so, follow these 10 steps to clean it up and get things back on track.

A Metaphor That Keeps on Giving

Anne Miller

Sometimes you get a sign from the universe about what you should do next. As I was looking for a story for this issue of The Metaphor Minute , a startling coincidence occurred that made it clear I was meant to share this particular story with you this month.

The Missing Step in Your Sales Process: Film Review

Many of today’s sales leaders admit that they are not happy with their current training. According to a survey we launched to sales leaders at 133 companies who primarily sell into Enterprise and Mid-Market companies, 34.8% admit that they have little to no formal training for new hires

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Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

How Pilates Helped Me Become a Better Salesperson

Closer's Coffee

In the words of Joseph Pilates, “You are only as young as your spine is flexible.”. Pilates is a corrective exercise regimen created by Joseph Pilates originally named Contrology.

Send In The “Bots”

Partners in Excellence

AI, “Bots” and related technologies can do a lot to help improve our effectiveness and efficiency. The technology enables us to unload mundane tasks, both making us more effective and efficient. And, of course, there are those that enable the users to do terrible things. We hear reports, almost daily, of concerted efforts to exploit social and other networks with these bots. Recently, I’ve become a victim of the outreach of a company that provides this technology.

When Does a Seller Use Challenger vs. Customer-Centric Sales Methodology?


There was a discussion thread on LinkedIn amongst a group of sales leaders and professionals regarding Challenger Sales methodology vs. Customer-Centric methodology and their situational use cases.

How Modern Sales Learning Drives ROI at Retrophin

Smart Selling Tools

How Modern Sales Learning Drives ROI at Retrophin. REGISTER NOW. WHEN: THURSDAY, 4/25 AT 11AM PT. Traditional approaches to sales training fail to equip reps for the increasingly challenging and fast-moving world of sales.

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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.

Introducing the Miller Heiman Group Icons

Miller Heiman Group

Miller Heiman Group is thrilled to announce its inaugural class of the MHG Icons, bringing together outstanding client facilitators as trusted ambassadors and advocates of our sales and service methodology and skills programs. For more than 40 years, Miller Heiman Group has embedded sales and service leaders within customer organizations, providing on-the-ground support and expert instruction for tens of thousands of alumni.

How to Get the Most Out of Empower 2019: Webinar Recap


Empower 2019 is less than a month away! We want you to get the most out of your time in Philadelphia, so we hosted a quick webinar to run through what you should expect at Empower, how to plan for your trip, ways to make meaningful connections, and how to turn ideas into action.

On Not Fighting Fires

Anthony Iannarino

There is a particular disposition some people possess that causes them to shift their focus, regardless of their role, from proactive to reactive.

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Stop Cold Calling: Get the One-Call Meeting

Sales Hacker

Sales teams struggle to get a consistent stream of qualified leads in the pipe and consistently score meetings with decision-makers. But picture a world where you’ll only talk to people who want to talk to you, get meetings with one call, and collapse your prospecting time.

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.

Is Unscheduling a Practical Time Management Tool for Sales Professionals?

Janek Performance Group

Before we go into our topic for this post, we just wanted to note we’ve been named the #1 Sales Performance Blog by Feedspot. It’s an accomplishment we’re all quite proud of, and we’d like to thank you, our readers and commenters for helping us make this blog the best. Sales Culture Sales Enablemen

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The Ultimate Guide to Mutual Action Plans (How to Use MAPs to Transform Your Sales Process)

Sales Hacker

Imagine knowing the actual close date of a deal months in advance…. Better still, imagine getting your prospects to tell you both who their key players are and all the gory details of their organization’s buying process –– and having it verified by the buyer before you even submit a proposal.

“The Customer Is Incompetent!”

Partners in Excellence

In the past week, I’ve participated in two reviews where the sales person has made the statement about some individual in the buying group, “So and so is incompetent… ” One wanted to hammer home the fact by saying, “I spoke to a friend selling other products to the same company, he agrees… So and So is incompetent!” ” It was, apparently, validation for that sales person’s position.

7 Important Sales Skills All B2B Recruiters Need


As a recruiter, it may seem unnatural to think of yourself as a sales rep; after all, you work with people, not products. But, like consumers, candidates aren’t always immediately interested in what you have to offer.

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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.

Residential Energy, Part Two

Selling Energy

Today, we’ll continue with some more strategies for reframing the value of efficiency for residential prospects. sales performance

Moving from Sales to Management? 5 Key Skills to Master

criteria for success

Are you moving from sales to management? Or maybe you’re a senior leader about to promote one of your salespeople into a management role. This can be a difficult career step, but it’s not impossible. In fact, some of the best sales managers got their start as salespeople.

The Rise of One-Man Online Businesses: 6 Steps to Building a Successful E-Commerce Site & Increasing Sales


A million dollar, one-person business is otherwise known as a micro-business that has one to nine employees. The number of these businesses has grown by 50%. They’re up from 3.5 million in 2000 to 5 million. This growth is remarkable in comparison to the decrease or fall of other types of businesses during this time. Many people are launching one-person businesses, hoping to break $1 million.