Tue.Feb 19, 2019

How to create the perfect sales-stages journey

Base CRM

When you set off on a road trip, you have a vehicle and a road map for directions. On this road map, you mark stops to take along the way. Think of your sales-process in the same way: The vehicle is your CRM , the road map (showing the entire journey, from “This person is a stranger” to “This person is a customer”) is your sales process, and the stops along the way are the sale stages within your pipeline. Your final destination? Converting a deal to a customer.

Getting On The Right Timeline

The Pipeline

By Tibor Shanto. Many in sales believe that there will be no action by a buyer unless there is a compelling event. Not here to argue that, it certainly helps when the buyer is already motivated by a deadline, an immovable one is that much better. The challenge is that any given point in time, at best about 10% of your B2B market has a compelling event, these are Actively looking buyers, what we like to call the “57 percenters!”;

SME 155

Selling Energy to Colleges and Universities

Selling Energy

Every now and then I’m asked about the best way to approach energy in colleges and universities. They might seem sprawling, intimidating and complex; however, I’ve discovered some ways to get their leadership’s attention and make things happen. Selling Performance

A Danger In Outsourcing Your Website Work

Fill the Funnel

There is a danger in outsourcing your website work and other online activities that are seldom uncovered until disaster strikes. I am a fan of outsourcing. It will serve you well. Just plan your activities out in advance and have an organized way to keep trak of it all. Outsourcing begins simple enough. You need […]. The post A Danger In Outsourcing Your Website Work appeared first on Fill the Funnel. Web Tools CAL Client Asset Listing outsourcing

The Showpad Sales Transformation Maturity Model

The Showpad Sales Transformation Maturity Model helps organizations understand where they are today in terms of meeting buyer expectations — and how key teams can drive transformation that impacts the bottom-line. Download the free eBook for a pragmatic approach to growing sales maturity.

So It’s Your First Day as the CMO…

DiscoverOrg Sales

First days can be stressful. Especially if you’ve just been promoted to Chief Marketing Officer. Extending far beyond traditional marketing tactics, today’s CMO shoulders vast and complex responsibilities that now span technology, analytics, revenue and—above all—measurable impact.

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87 Things You Can Control

The Sales Heretic

We all crave control. Not just in sales or business, but in every aspect of our lives. And yet life is frustrating and scary because so many things are beyond our control. Things like: • The economy • What your competition does • Your prospect’s budget • The weather • Traffic • The stock market [.].

First Impressions Count!

Partners in Excellence

One of the biggest issues we hear from everyone involved in sales and marketing is capturing the customer attention. Whether it’s that first communication, an email, text, or social engagement, that first phone conversation, or that first meeting.

The Top 5 Habits and Skills of Great Sales Managers

Hubspot Sales

Sales management is one of the most difficult jobs out there. Your responsibilities span the organization -- along with the VP or director of sales, you're working with people in Product, Marketing, HR, and so on.

Turn Goals into Reality with a Solid Prospecting Plan

The Center for Sales Strategy

We are now a few months into the new year. Often, at the end of the prior year, I spend time talking about the year ahead. I ask the sellers that I coach what they want to accomplish. Where do they want to be at the end of this year?

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

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

Want Transformational Sales Growth? Become A Sales Athlete, with Dan Waldschmidt, Episode #101


Subscribe to Selling With Social. Apple Podcasts | Stitcher | Google Play | Google Podcasts. Dan Waldschmidt is an expert when it comes to driving sales growth both on an individual level and across an entire sales team. Dan is the man to teach us what it takes because he’s done it.

Are You Unwittingly Stopping Client Loyalty?

Smooth Sale

Some people are so focused on their own goals; they are unwittingly stopping client loyalty. They fail to consider how their communication is being received. It is the thought-provoking conversations designed to become familiar with one another’s thinking will differentiate us from most.

Pipeline Velocity: Why It Matters, How To Measure It and How It Helps


Here in Boston, we love rowing. Every year thousands of us crowd around the Charles River to watch boats gracefully glide along the river as they race at the Head of the Charles Regatta.

An Underrated Selling Skill That'll Give You a Competitive Edge

Sales Readiness Group

On this Q&A episode: "What's an underrated selling skill that salespeople can develop to get an edge over their competition?". Call Planning Selling Skills

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

10 Sales Prospecting Techniques That Work like a Charm Today


No pipeline, no quota attainment. Prospecting is a vital aspect of sales success. Interestingly, there’s a bold shift away from a fundamental aspect of B2B pipeline generation: Cold calling. It’s turned into a full-on, anti-cold calling trend, which is not the right move in our books.

Getting to the Top 1%

Igniting Sales Transformation

In this interview, I talked with Cynthia Barnes who is recognized as one of the world’s most influential Women in Sales Thought Leaders.

4 Awesome Ways to Beat Designer’s Block

Leading Results Rambings

We've all been in there – we're working hard on a design project and all of the sudden the ideas and inspiration vanish from our minds. This tragic time during the design process is known as designer’s block.

The Best Use of Your Sales Talent


With this article, we continue the series of lessons we can learn from Jesus of Nazareth. Again I’ll provide my disclaimer: With this series, we’re examining the sales techniques of the greatest salesperson of all time—namely Jesus of Nazareth. This doesn’t mean I’m taking some kind of jaded view of Jesus, and only characterizing him as a salesperson. Nor does it mean I’m stepping all over religious toes and pushing Christianity.

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.

How to Reignite a Prospective Customer that Suddenly Goes Dark

Miller Heiman Group

Have you ever had a prospective B2B customer suddenly go dark? You likely feel frustrated and nervous, as you may have spent as much as five months in the sales process with this prospect. A 2018 CSO Insights study found that B2B buyers at medium- to large-sized companies spend an average of five months to make a buying decision of $10,000 or more—involving an average of 6.4 colleagues.

A 5 Step Guide to Spotting the Data “Black Holes” in your CRM


“My CRM is a sparkling picture of absolute truth!” said no one, ever. We all know our CRM systems tell an incomplete story about the state of sales operations. We know that the data isn’t always formatted properly, or that the fields don’t match our business perfectly. But just how wrong is your CRM data? […]. The post A 5 Step Guide to Spotting the Data “Black Holes” in your CRM appeared first on Aviso. AI for Sales

How to Handle a Sales Talent Shortage [Q&A with Colleen Honan]


Brainshark CSO Colleen Honan shares several best practices for attracting and keeping today’s top sales talent

Using Pareto’s Principle to Highlight the Current Malaise Within the Sales Space

Jonathan Farrington

I have to confess that I was 25 years old before I discovered Vilfredo Pareto and whilst I cannot claim that I experienced an epiphany of “Damascus Highway” proportions, it did cause me to make fundamental changes to the way I organized myself. I think even at that young age, I knew precisely what I […

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.

Sneak Peek: See The 26 Sales Hacker Contributors That Will Be at Unleash ‘19

Sales Hacker

Outreach’s annual sales industry summit, Unleash, has a speaker lineup for 2019 that is absolutely packed with genius-level sales insights. It just so happens that many of the speakers (26 of them, actually) are also some of our favorite Sales Hacker contributors!

The FIVE Critical Sales Challenges Facing Every Company, Everywhere ….

Jonathan Farrington

I have been contemplating what I believe are the most significant challenges most companies are currently facing, and I have managed to reduce my list to just five. Challenge One: Finding Opportunities I am continually surprised to discover just how few companies have a formal business development strategy. The norm appears to be “If we throw […

Introducing Audio Practice


Despite the growing popularity of email, apps, and chat there’s no denying that phone interactions are going away anytime soon. In fact, 92% of customer interactions still happen over the phone.

One Size Will Never, Ever, Fit All

Jonathan Farrington

If we start from a position of agreeing that as human beings we are all different, then we must also concur that all prospects/customers/clients are also different : In terms of their commercial requirements, they each have a unique set of values, their own way of doing business – and how they expect the buying […]. Uncategorised

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.

Taking the Journey to “Me Only Territory?”?

Jonathan Farrington

The very best consultative sales professionals operate exclusively in “me only territory” and that demands an explanation, so let’s begin by examining the traditional sales environment… For the sake of this explanation, let’s use a baseball park (not that I know too much about baseball.) So traditional salesmen and women are operating left field, they […

Taking the Journey to “Me Only Territory?”

Jonathan Farrington

The very best consultative sales professionals operate exclusively in “me only territory” and that demands an explanation, so let’s begin by examining the traditional sales environment… For the sake of […