Thu.Mar 16, 2017

Your Best Prospecting Tool is Literally Staring You in the Face


Editor’s Note: This post is part of our special 1-week series on sales prospecting, from experts on the subject. Prospecting is hard enough at the best of times but how often is the best prospecting tool available to us left under-utilized?

Tools 119

Want Qualified Sales Leads? Stop Your Team from Cold Calling

No More Cold Calling

Lead generation shouldn’t be that tough. Let’s be honest. Cold calling is bottom-of-the-barrel prospecting. It can take eight to 14 touches to just to reach a prospect who isn’t expecting a call from your sales rep. He’s “dialing for dollars” (read: “wasting time”), and who has time to waste?

Trending Sources

Who Owns Sales Enablement – Sales or Marketing?

Sales Benchmark Index

Article Sales Strategy sales enablement sales enablement function sales enablement organization

The Hard Thing About “Digital Transformation”

Mukesh Gupta

The Hard thing about Digital Transformation by Mukesh Gupta. Premise : Everywhere you go on the internet, there is one thing that is prevalent. No, I am not talking about Donald Trump, though he seems to be prevalent almost everywhere as well.

Accelerate Your Sales Performance

While most business is digital, and business-to-business and business-to-consumer transactions - and the work that supports them -- are almost entirely digitized, most organizations still rely on paper for the “last foot” of the process - the sign-off.

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Impeccable With What You Do Control

The Sales Blog

You have no control over the economic environment in which you find yourself. The Age of Accelerating Disruption is going to do whatever it is going to do, and it is leveling industries and reshaping the economy.

Crush Your Number with the Right Compensation Plan

Sales Benchmark Index

Joining us for today’s show is Eric Schwab, a Chief Revenue Officer who knows a thing or two about revenue growth. Today’s topic is incentive compensation planning to hit your revenue goal. To follow along download our 10th annual workbook, How.

The Greatest Disservice We Can Do To Our Customers, Waiting For Them To Buy!

Partners in Excellence

There are just too many stupid conversations about the digitally savvy customer going on.

Who Owns Leads? Sales or Marketing

The Sales Hunter

It’s time we challenge conventional thinking with regard to who owns the lead generation process. In the last several years, a lot has been written about how Sales and Marketing need to come together if we ever expect to resolve the issue of generating leads. In keeping with my habit of challenging the norm, let […]. Blog Professional Selling Skills Prospecting lead generation leads marketing prospect prospecting sales prospecting

The Playbook for Account-Based Marketing (ABM)

Account-Based Marketing is a Strategy, Not a Solution | Get this step-by-step playbook to implement an ABM strategy that fits your company’s objectives and resources.

Conversations vs. Combat

Sell More and Work Less

Does your sales team know the difference between conversation and combat? Far too often, salespeople will get into verbal hostilities with their potential buyers. They hear a question or an objection and automatically go on the defensive!

It’s All About Your Buyer’s Situation

Sales and Marketing

Issue Date: 2017-03-01. Author: Tim Riesterer. Teaser: The reality of having more decision-makers involved in B2B deals only complicates the job of any marketer or sales pro trying to disrupt their prospects’ current situation and drive consensus among disparate stakeholders.

When You Talk About Wanting To Achieve Greatness.

Dan Waldschmidt

Greatness isn’t a status. It’s an attitude. It’s not one particular thing you achieve. It’s the consistency with which you maintain momentum heading towards your goal. It is measured by the focus you apply to perfecting the details. It’s magnified by the speed and sincerity with which you apologize for your mistakes along the way. Great men do not usually achieve greatness.


How To Become A Trusted Sales Advisor & The New Sales Imperative, with Nick Toman and Brent Adamson – Episode #83

The Sales Blog

In their work at CEB Global, Nick Toman and Brent Adamson are on the cutting edge of what’s happening in the sales arena. They also do studies to determine what their observations really mean.

Sales Training Playbook by Lessonl

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

From easy to expert | Email list segmentation 101 [Infographic]

Vertical Response

You already know that email marketing is a fantastic marketing tool, with 72 percent of consumers saying they prefer email over other methods of communication from companies they do business with.

The Curse No Salesperson Said They Suffer From – Ever!

Bernadette McClelland

My family always plays games on Christmas Day and one of our favourites is Charades.

Sales & Marketing Graduates Deliver Real Value


On the 26th January 2017 Klozers , in partnership with Genoa Black and fatBuzz , launched their new Sales & Marketing Academy to help reduce Graduate unemployment in Scotland.

Presentations Lack Energy? Let Your Bad Actor Out!

Performance Sales and Training

Many salespeople don’t speak with as much energy or personality in business as they do in their personal lives—we tend to flatten things out, pull them in, tone them down. Because they’ve been conditioned to go into “business mode.” What’s business mode, you ask? Think of the soothing voice of an NPR host, a golf announcer or a flight attendant. The very intent of business mode is not to rile, disrupt or stand out. It’s background noise.

The Art of Social Selling -- Summarized by getAbstract

Find and engage customers on Twitter, Facebook, LinkedIn, and other social networks.

Invitation to OutBound Atlanta 2017 – Episode 67

The Sales Blog

Join me in Atlanta, Georgia on April 13th for the first ever OutBound Conference! Go to The post Invitation to OutBound Atlanta 2017 – Episode 67 appeared first on The Sales Blog. Video

3 Software Tools That Can Speed Up Your Sales Cycle

Cincom Smart Selling

If you asked a any modern business how it would want to improve, there’s no doubt the sales cycle would come up. This cycle represents the critical stages of bringing on new customers, the art of moving a lead to a sale. When it moves slowly, so does business growth. According to Implisit , the average B2B sales cycle is 102 days, with 84 of those days allocated for the lead-to-opportunity process, and 18 days for the average opportunity to close.

5 Golden Strategies to Bring Luck to Your Email Marketing Campaigns

Inside Campaigner

For many brands, targeting customers effectively can be a challenge that takes more luck than skill to master. The five tips for successful email marketing campaigns in this St. Patrick’s Day Infographic from Campaigner can help you to channel the luck of the Irish!

Sales & Marketing Graduates Deliver Real Value


On the 26th January 2017 Klozers , in partnership with Genoa Black and fatBuzz , launched their new Sales & Marketing Academy to help reduce Graduate unemployment in Scotland.

Secrets to Successful Inside Sales Management

Learn a variety of best practices, techniques and ideas to both tactically and strategically increase the efficacy, success and impact of your inside sales organization.

Sales & Marketing Graduates Deliver Real Value


On the 26th January 2017 Klozers , in partnership with Genoa Black and fatBuzz , launched their new Sales & Marketing Academy to help reduce Graduate unemployment in Scotland.