Thu.Jul 11, 2019

Email Should Serve Not Disturb

The Pipeline


The Coveted Habits of Highly Successful Sales Managers

Anthony Cole Training

Becoming, and staying, a sales manager is hard work. Becoming an extraordinary sales manager is grueling and time consuming.

The Best Salespeople are 2733% More Likely to Have This Than the Worst Salespeople

Understanding the Sales Force

86% of all salespeople have beliefs that don't support ideal sales outcomes. That's important because beliefs influence behavior, and appropriate sales behavior drives results. Think about sales process, sales methodology, sales strategy and sales tactics.

The Buyer Yesterday vs. The Buyer Today

Anthony Cole Training

Today’s buyer isn’t your grandpa’s, or even your dad’s, buyer. They are coming to you much deeper into the sales process, meaning they are much more aware and informed than ever before. sales reps buyer today's buyer changing behaviors sales differences

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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.

How Warren Buffett Spends His Time [The Life Punchcard Theory]

No More Cold Calling

Are you “all in” or just dabbling? Most people (especially sales leaders) share the same frustrations: How do I fit everything in? How do I catch up? How do I innovate? How do I balance work and family? There aren’t enough hours in the day.

More Trending

4 Ted Talks You Should Show in a Sales Meeting

The Center for Sales Strategy

If your sales meetings are typically just focused on reviewing the budget pacing numbers and other housekeeping notes, then WOW are you missing a great opportunity. Sales meetings are a great place to do sales training or sales warm ups.

Hiring for Sales Ops? The 5 Job Descriptions You Need

Hubspot Sales

Your sales team is working harder than ever to differentiate your product or service and close new business. In fact, HubSpot research shows 72% of companies with less than 50 new opps were unable to meet their goals.

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How to Hire the Best Sales Reps in 2019


According to research done by SHRM , it can cost the equivalent of 50-60% of an employee’s annual salary to find a direct replacement. One of the most difficult parts of being a manager is putting the right people in the right seats.

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The One Push Forecasting Rule

Anthony Iannarino

When you miss your sales forecast or goal, there is almost always a deal or two (or three) that pushed, prospects that didn’t sign the contract by the end of the quarter.

Sales Training Playbook by Lessonl

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

Internal vs. External Sales Teams

Engage Selling

I often come across business owners who are nervous about building or expanding their own sales team.

How Not to Be Embarrassed by Your Company’s Execution Challenges

Anthony Iannarino

Your company is not always going to execute as well as you want, or as well as your clients expect. Some salespeople feel embarrassed by the challenges of execution, using those challenges as an excuse to not continue selling.

How to Maximize Your Sales Landing Pages

Closer's Coffee

In Lewis Carroll’s book Alice’s Adventures in Wonderland, Alice asks the Cheshire Cat which way she should go. He tells her it depends on where she’s going. “I I don’t much care where,” Alice said. Then it doesn’t matter which way you go,” said the Cat.

Should You Quit Your Sales Job? (3 Options for the Struggling Rep)

Sales Hacker

It’s the situation that nearly every salesperson fears when they first accept a role at a new company… What happens if this doesn’t work out? What happens if I don’t make the impact that I’m anticipating? What if I’m put on a performance plan? Well, it happens more often than you think. According to Forbes, in 2017, 57% of salespeople missed their quota. When you took the role, you obviously expected that things would turn out differently. So you need to ask yourself….

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.

Share Your Vision Through Questions to Create Buy-in

Sandler Training

Of the corporate blind spots shared in The Road to Excellence , “ not sharing the vision with those who have to implement it ” is one of the most detrimental to the sustained growth of an organization.


45 Motivational Sales Quotes To Fire You Up

These motivational sales quotes are what you need to achieve sales success, conquer the tough times, face rejection, and fill your life with inspiration. Read on to find out more.

What is a SPIF (Sales Performance Incentive Fund)?


A SPIF, or special performance incentive fund, is a short-term sales incentive used to drive immediate results. Here's what you need to know to use them. Incentive Compensation Sales Coaching and Motivation

Three Ways to Build a World-Class Customer Experience

Miller Heiman Group

T ransformations in the market have put the locus of power squarely in the hands of buyers: the world revolves around buyers and their needs. That means sellers have to work harder than ever to attract buyers and convince them to purchase—not just once but in perpetuity. To forge these lasting customer relationships, sellers must create a world-class sales system that consists of three components: customer engagement, performance support and sales enablement.

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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.

3 Digital Sales Strategies Exposed By The State of Digital Selling Report, with Kurt Shaver, Episode #120


Subscribe to Selling With Social. Apple Podcasts | Stitcher | Google Play | Google Podcasts. On this episode, I welcome back to the show, the man, the myth, the LinkedIn legend, Kurt Shaver.

What We Tell Clients Who Say They Can "Do it Themselves"

Force Management: The Command Center

It's a conversation that can be uncomfortable. When we are talking to sales leaders and executives, we are most often dealing with very smart people. They know how to lead, how to sell, what's needed to be successful and perhaps more importantly, what's not. sales challenges

Make It Multimodal

Selling Energy

When you send a proposal, your best bet is to make it multimodal. If you send an email, accompany it with a voicemail to check in. Say, "Hello, __. I just sent you the proposal as promised. Please confirm that you've received it.

Funnel Radio Line-up July 11

Sales Lead Management Association

9 am INSIDE Inside Sales by VanillaSoft hosted by Darryl Praill Guest: Jeff Bajorek, Parabola Consulting Just think about it. 9:30 am Revenue Optimization Radio by Altify hosted by Patrick Morrissey Guest: Scott Barker, How hyper-growth companies drive alignment and performance.

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 power of coaching and long-term goal setting with Lever’s Kelly Del Curto

Predictable Revenue

We cover why investing in long term coaching is the right move, how to make your coaching plans actionable, and how to tell if they're working. The post The power of coaching and long-term goal setting with Lever’s Kelly Del Curto appeared first on Predictable Revenue. B2B Blog Sales Management Sales Process

5 Ways Guru Gets Your Sales Team The Exact Content It Needs


Equipping sales teams with the right content at the right time is a common pain point for product marketing and sales enablement teams. Sales reps are often reliant on content ( sometimes too much so ) to move deals along, but for any number of reasons , they aren’t always able to easily access it when they need it.

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Engaging with words and stories to find common ground

Sue Barrett

Asking Warm-Up Questions for Cold Calls

Paul Cherry's Top Sales Techniques

During this very warm summer, I thought that I would re-post a favorite article from a few years back that sparked a lot of discussions and seems appropriate for the season! Asking great warm-up questions during a cold call meeting is a valuable technique in establishing a new business relationship with a prospect. You’ve scheduled your first meeting with a new prospective customer!

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.

Outbound Sales: Why Outbound Hustling is Still a Vital Growth Strategy


Master Your Outbound Sales in Four Easy. Steps. Use time to save money. Personalization. Perfect your messaging. Master the ideal client profile. Outbound sales get a bad rap.

3 Ways Using Email Automation in Sales Benefits Your Team

criteria for success

Are you a sales leader looking to innovate your sales process using email automation? Great! You're on the right track to adapting to shifting consumer behavior. As you may be able to guess, using email automation in sales can help you and your team in multiple ways.

How to Avoid the Stupid Sales Questions

Smart Calling

Perhaps you’ve heard the old saying, “There’s no such thing as a dumb question.” ” That’s not true in sales. There are actually stupid questions that you should avoid. These are the ones that actually cause people to resent and resist the questioner.